6 Negotiation tips I borrow from a popular History Channel show

An ode to the show 'American Pickers'

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Diana Kelly Levey
November 06, 2024

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American Pickers is a show that’s been around for 26 seasons. One of the original stars of the show, Frank Fritz passed away a few weeks ago, right before the recent season launched so it’s been on my mind lately.

There’s a lot you can learn about American history by watching the show which is about “pickers,” originally two antique salesmen who visit Americans’ homes to “pick” or “buy” antiques and relics that represent American history to sell through their store and business,

Even if you never watched this show on cable’s History Channel, I think there are a lot of applicable practices you can borrow for your freelance business.

Keep these negotiation tactics in mind to build strong client relationships, get the freelance rates you want, and ensure you’re educating others on your value.

Build rapport before pitching.

Just like how the pickers ask about the story behind a treasure, warm up potential clients with genuine interest. Congratulate them on a recent win, compliment their product, or share why you love their work—then segue into your services. Showing interest makes you stand out from the flood of generic emails from freelancers.

Leverage your freelance network.
On early episodes of the show, co-star Mike Wolfe and the late Fritz call in “experts” for quotes on niche items they don’t know much about. For freelancers, building a referral network works the same way. Don’t be afraid to pass on work if it’s not in your wheelhouse. You might find a better fit for the client, and they’ll appreciate your honesty—and remember you for future projects.

Name your price—but leave room to negotiate.
The pickers never show all their cards upfront—and neither should you. Give a price range when clients ask for a quote. If a potential client asks for a general cost, I might share something like “in the past, a 1,000-word article that’s research only in this niche starts at $700.” (Or, you might share a range and say it tends to be in the $600 to $800 range but you can quote more accurately when you see the scope.)

This shows flexibility and opens the door for future work, without undercutting your worth.

Know your worth.

The show’s talent usually knows the value of every item they buy. They won’t pay too much if they think they can’t sell it for a profit. As a freelancer, you need to know what your time is worth.

If you’ve got years of experience and your work helps clients increase sales, don’t let them lowball you. Stand firm on your pricing and think about how many hours a project will cost you before signing on for it.

Educate clients on value-based pricing.
The pickers sometimes offer sellers more than they ask because they know an item’s true worth. Similarly, explain to clients the long-term value of your work. For example, if a $500 article drives thousands in sales, you’re worth every penny—and more.

Offer package deals.
Watch the show for an episode or two and you’ll be in awe of how the stars get their ‘clients’ to agree to a deal, by adding a few items into one lump sum rate. Similarly, you can offer package rates. For instance, one blog post could be one price, but for a higher rate, you’ll throw in social media posts or advise on creating an editorial calendar. It’s an easy upsell that boosts your income without a ton of extra effort.

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Diana

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