What to do when you’re asked to work for free

If you are a coach, consultant or trainer, I’d be surprised if you had never been asked to do a presentation ‘for free’. If I had dollar for every request to present ‘for the publicity’ it would need a separate line item on my profit and loss, writes negotiation expert, Nicole Davidson.

In the beginning of my business, I used to jump at the chance to do this unpaid work. Partly, it was flattering that people actually thought I had something useful to say. Partly, it was desperation to get my name out there and build my brand. And it was probably OK to do presentations for free at that point.

The problem I see is that many consultants never stop doing the presentations for free. In the process, they give away so much value without any return.

So, here’s my top tips for what to do when you are next asked to work for free.

1. Build your value proposition

This part of the process begins well before you get asked the ‘free’ question. For you to successfully claim value you need to firstly believe in the value of what you are delivering, and secondly, have evidence that supports the value.

If you are going to present for free, make sure that feedback is collected from attendees and get a copy of that feedback. Follow up on the positive feedback with a conversation about what value the person got. Ask them for a formal testimonial or LinkedIn recommendation.

2. Understand the organisation and event

There is nothing worse than being asked to present for free and later discovering that other presenters were paid.

At an early stage, you want to ask questions about when the organisation does pay presenters, whether guests at the event are paying, how many guests are expected, how many people communications about the event will be provided to. This more clearly helps you assess the inherent value to you of presenting, and whether free makes sense.

3. Ask why they don’t want to pay

There is a big difference between having no budget and not paying presenters as a matter of policy. It is important to be clear on why this organisation is asking for free work and what they are actually spending money on.

4. Ask who else?

Be curious as to whether the organisation has spoken to anyone else who is happy to present for free. If they say they have someone willing to do it, the next question may be, “Well what is it about me that made you come to me, if someone else is willing to present at no cost?”

The answer to this question will generally provide you with information about reasons that they prefer you over the other person, which is leverage in your negotiation.

5. Consider non-monetary options

Where budget really is a constraint, are there other things that you can ask for? What you want to find is something that costs the organisation little, but adds big value for you. Perhaps they could offer free advertising, introductions, preferred partner status – or anything creative you can think of!

So, while there may be plenty of people looking for a free presentation, even though they are charging people to attend an event, there are ways to carve out real value for yourself. Even if there isn’t a budget, looking for possibilities that are low-cost to them and high value for yourself can make you feel much more satisfied with ‘doing it for free’.

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