How do I handle clients who consistently demand more without paying more?

Dealing with clients who keep asking for more without additional compensation can be frustrating and demoralizing. I've encountered this scenario multiple times, especially early on in my journey as a freelancer after leaving the corporate world. Here's how you can handle it:

1. Set Clear Boundaries from the Start: Before kicking off any project, make sure you've defined the scope of work in detail. Include what’s covered in the contract and what isn’t. This can be a handy reference if the client starts asking for more.

2. Use a Change Order Process: If they request something outside of the initial agreement, have a formal process in place to assess and price these changes. This helps to communicate the value of additional requests and ensure fair compensation.

3. Communicate Assertively: When clients push for more, it’s important to stand firm. Politely remind them of the original agreement and explain that additional requests will incur extra charges. Use your Capture, Develop, Expose framework if relevant—capture their request, develop a response, and expose them to the realities of the extra cost and effort.

4. Value Your Work: Understand that your skills and time have intrinsic value. If a client consistently shows they don’t respect that, it might be time to reevaluate if they’re a good fit for your business.

5. Compromise Wisely: Sometimes a bit of goodwill can go a long way if it’s a small request and you foresee ongoing work. Use your judgment to decide when it’s appropriate to ‘throw in’ a small extra.

6. Reflect on the Relationship: If this becomes a common occurrence, it might not just be this one client. Reflect on why these situations are arising. Are your initial estimates too vague? Do you need to be better at overcoming 'people-pleasing' tendencies? Use these experiences as a learning opportunity to refine your process.

7. Redefine Success on Your Terms: Ultimately, remember why you left corporate life and what kind of business you want to build. Does bending over backward for clients align with your goals? Use these encounters to refine your approach and ensure it aligns with your definition of success.

At the end of the day, the goal is to foster mutually beneficial client relationships while protecting your own interests and sanity.