There’s something deeply powerful about walking into a negotiation room and knowing you belong there, not because you’re lucky, but because your value demands it.
Too often, I meet incredible professionals; especially women and minority entrepreneurs, who hesitate when it’s time to talk numbers. Not because they aren’t capable, but because somewhere along the way, we were taught that asking for more makes us “too much.”
Let’s change that narrative.
Here are 5 proven techniques I use (and coach clients through) to confidently negotiate contracts that reflect the real value of your work:
1. Anchor the Conversation With Results, Not Time!
Don’t just quote hours. Quote outcomes.
When you lead with the transformation you provide, whether it’s doubling revenue, streamlining systems, or creating brand equity, you shift the conversation from “What do you cost?” to “What is this worth?”
📌 Mary’s Tip: Begin your pitch with:
“Clients who work with me typically see [insert measurable result], which is why this investment makes sense.”
2. Know Your Walk-Away Point (And Actually Be Willing to Walk)
Negotiation is not about desperation. It’s about alignment.
Before every big negotiation, define your non-negotiables. That might be your minimum fee, scope boundaries, or required payment terms. If a prospect can’t meet those and isn’t willing to discuss, you’re allowed to say no.
📌 Mary’s Tip: Confidence isn’t loud. It’s quiet power. And it says:
“I’m willing to walk because I know someone else will pay for what this is truly worth.”
3. Let Silence Do the Heavy Lifting
Here’s an underrated skill: say your price and shut up.
Seriously. Stop talking. Stop justifying. Just… pause.
Most people fill the silence out of discomfort. But that silence? That’s where power lives. It gives the other party space to process and gives you a moment to breathe.
📌 Mary’s Tip: Practice this in the mirror or with a coach. It’s awkward at first, but transformational long-term.
4. Add Value Before You Add Discounts
If your instinct is to offer a discount when someone hesitates, pause. Instead, add value.
Can you include an extra consultation? A post-project debrief? Priority scheduling?
These additions preserve your price point and make the offer more attractive.
📌 Mary’s Tip: Say,
“I don’t discount my rates, but I can offer you [value add] to support your goals better.”
5. Position Yourself as a Partner, Not a Vendor
High-value contracts are built on trust and strategic alignment. Clients don’t just want a service, they want someone who sees their vision and can deliver impact.
When you speak the language of their goals, not just your skills, you become indispensable.
📌 Mary’s Tip: Start the conversation with:
“I’d love to understand your bigger picture so I can align this offer to support your vision more effectively.”
Final Thoughts: Own the Room, Own the Rate
High-value contracts don’t go to the loudest voice in the room. They go to the most anchored one, the voice that knows its worth and doesn’t flinch.
If you want clients to respect your value, you must embody it first. Don’t wait to feel ready, prepare, practice, and then walk in like you already belong at the table.
Because you do.
Which technique do you need to strengthen most right now?
Let me know in the comments. Or DM me if you’re ready to stop leaving money on the table and start negotiating like a high-value leader.