Free Resource · Negotiation

Negotiation Cheat Sheet

Print this. Keep it close. Read it before every client conversation about rates.

Save it as a PDF or print — all formatting is print-optimised.

"Clients don't hire the most experienced person.
They hire the person who gives them the most confidence."

The goal of every rate conversation is to project confidence — not desperation.

Know Before Every Call

Your Three Rates

Floor
$?/hr
Never go below. Non-negotiable. Say it confidently.
Target
$?/hr
Open here. This is what you aim for.
Aspirational
$?/hr
For clients with clear budget. Never be embarrassed by it.

Fill these in before the call. If you don't know your numbers, neither negotiation will go well.

The Non-Negotiables

6 Rules That Never Change

  • 1
    Never name your rate first. Ask about their budget.
  • 2
    Name your target rate — never your floor.
  • 3
    Silence after naming your rate is not awkward. It's normal. Wait.
  • 4
    Every concession should get something in return. Scope, timeline, or commitment.
  • 5
    Below your floor is below your floor. No amount of potential makes up for it.
  • 6
    "Let me think about it" is a complete sentence. Use it.
Before the Rate Conversation

What to Do First

  • 1
    Know your three rates (floor, target, aspirational). Write them down.
  • 2
    Research the client: business type, team size, approximate revenue if visible.
  • 3
    Prepare 2-3 specific examples of your relevant work.
  • 4
    Draft your opening ask: "To make sure I match you with the right tier — what budget do you have in mind?"
  • 5
    Remind yourself: you are evaluating them as much as they are evaluating you.
Day 90 Rate Raise

How to Ask for a Raise

  • 1
    Ask during a scheduled meeting — not by message.
  • 2
    Lead with specific wins: "In the past 90 days, I've [example]."
  • 3
    Name the rate you want: "I'd like to move to $X/hr from [date]."
  • 4
    If they push back, ask: "What would you need to see to make that work?"
  • 5
    Contact AVS first — we advocate for your rate increase on your behalf.
Common Objections and Responses

When They Push Back

They SayYour Response
"That's higher than our budget.""I understand. Could you tell me what range you had in mind? I'd like to see if there's a fit — and if not, help you think through what makes sense for that budget."
"What's your minimum rate?""My rate is $[target]/hr for this type of work. That's where I do my best work and give the most value. I'm not looking to negotiate down from there."
"I have someone cheaper.""That's worth factoring in. The difference in my rate reflects [specific value]. If the lower rate works for your needs, that's a valid choice — I just want to make sure you know what you're getting with me."
"We're a small business.""I appreciate the context. My rate is based on the work required and the value I deliver — not the size of the business. I want to be sustainable for both of us."
"We'll review in 3 months.""I'm glad to hear that. Can we agree on specific benchmarks for that review — so we both know what success looks like? I'd like that in writing so we're aligned."
"Can you do a free test project?""I don't do unpaid test work — my experience, vetting, and Alpha Academy certificate represent my proof of work. I'm happy to talk through specific examples or walk you through my process."

Alpha Virtual Solutions · alphavirtuals.net · connect@alphavirtuals.net · Practice with the Rate Simulator →