Thursday, April 24, 2008

Negotiating Fees

I was talking to a photographer friend about fees. Actually we talk a lot about it because I like his approach and I want to learn more. He manages to earn a lot of money. He's been in business 10 years now, so he does have an established clientele. Yet he still uses this approach with new clients.

When he gets a call about a job, he tries to find out the budget. Oftentimes, he won't be given the info, so he'll charge what he thinks is fair. Now what I think is fair is different. He charges way more than me. What happens is he gets less clients than he could, but the ones he shoots for, he earns a lot. So he's working less, and earning more.

My friend has this mentality of 'why limit yourself in your thinking? Just because everyone else is charging this amount doesn't mean you can't charge more!' I love it, it's the opposite of low-balling. You have to have balls to charge that kind of money, but he gets what he wants some of the time. One of the reasons is he can handle objections when they come up. He knows what to say to clients in response to their doubts or concerns. He's good at selling himself. That takes studying, thinking and practice.

It's also how you are with the client. He doesn't come off as needing the business. It's like when a guy approaches a girl in a bar and seems needy and insecure. The girl is turned off and rejects him. Yet when a guy is confident and doesn't care if the girl likes him or not, the girl becomes attracted. Same concept. If the client turns him down, he's not worried about it. It's more like a game to him.

Photographers starting out have a tendency to charge too little. The problem is sometimes, we're not aware of market prices, or we're not confident in our skills, or we're desperate for money or the opportunity. When we charge too little, we end up hurting the market and it becomes harder for everyone, not just us, to make a living.

It's our responsibility to learn from other photographers. The other day, I got a call about doing food shots (which I have hardly any experience in) for a restaurant. I told them, "sure I can do it," as I was trained to do. I can always bring an assistant experienced in that type of photography to the shoot. However I had no idea how much to charge, so I called up a photographer who did, and asked him. That easy. Photographers will share that kind of info because it's in their best interest to do so, for the reasons listed above.

Why stop at that though? Why not charge enough to live well, rather than to just get by? That's what I'm pondering. Believe me, I'm not charging as much as my friend, but I will be. I want that kind of lifestyle, where you can work hard, for less hours per week, and still have time to play and relax.




7 comments:

Andy Ortega said...

I love the analogy of being confident when talking to a pretty girl! Well I'm currently a business owner in another field and recently started dabbling in photography. I can tell you that if you want to be the best, you won't do it if you're ashamed of making good money. I have plaque in my office that says:
We do not have a problem with what our competitors charge. For they know better what their services are truly worth.

march said...

<17>i like your bolg,welcome to my website,please!阿里山旅遊 除蟲 白蟻 柴犬 瑪爾濟斯 除白蟻 白蟻防治 保健食品 樟芝 納豆 瑜珈 瑜珈教室 瑜珈補習班 高雄瑜珈 法拍 法拍屋 MOTEL 汽車旅館 高雄MOTEL 高雄汽車旅館 3M隔熱紙 大樓隔熱紙 汽車隔熱紙 隔熱紙 瑜珈教學 瑜珈教室 高雄瑜珈 法拍屋 地板拋光 居家清潔 清潔公司 旅行社 機票 會計事務所 法拍 法拍屋 墾丁一日遊 墾丁旅遊 墾丁旅遊網 高雄一日遊 高雄旅遊 高雄縣旅遊 服飾批發 流行服飾 韓國服飾 日系服飾 看護 居家看護 看護中心 台中motel 台中住宿 台中汽車旅館 蛋糕 彌月蛋糕 乳酪蛋糕 巧克力 chocolate 塑膠棧板 棧板 白蟻 跳蚤 除白蟻 白蟻防治 大陸新娘 外籍新娘 扭力板手 防爆工具 扭力校正器

march said...

<16>i like your bolg,welcome to my website,please!台中整形,整形,整形外科,豐胸,果凍矽膠,縫雙眼皮,割雙眼皮,雙眼皮,內視鏡隆乳,韓式隆鼻,抽脂,整形,隆乳,隆鼻,狐臭,削骨,開眼頭,眼袋,整形診所,台中整形,整形外科,果凍矽膠,縫雙眼皮,割雙眼皮,雙眼皮,韓式隆鼻,內視鏡隆乳,隆乳,隆鼻,抽脂,削骨,狐臭,開眼頭,眼袋,眼袋整形,開眼頭整形,整形,整形外科,MOTEL,高雄MOTEL,汽車旅館,住宿台中,台中汽車旅館,台中motel,高雄汽車旅館,日光花園,MOTEL,高雄日光花園

candy said...

<18>建炳隆乳,隆乳整形,果凍矽膠,首頁科技,SEO,網路行銷,首頁,高雄首頁,首頁排列,首頁科技行銷,首頁行銷,首頁科技,首頁優化,首頁排名,排名行銷,排名行銷優化,網路排名,網路優化,網路SEO,自然搜尋排列,自然搜尋,自然搜尋排名,自然搜尋SEO,網頁優化,網頁SEO,網頁曝光,網頁排名,網頁設計,搜尋行銷,SEO行銷,搜尋排名,網站排名,網站SEO,網站優化,網站首頁,網站搜尋,關鍵字,關鍵字SEO,關鍵字排名,關鍵字優化,關鍵字行銷,首頁關鍵字,網路行銷網路行銷費用,網路行銷排名,首頁網路行銷,首頁行銷,SEO,SEO排名,SEO優化,SEO網頁,,整形外科,整形診所,隆乳,隆乳手術,果凍矽膠隆乳

candy said...

<19>眼袋整形,眼袋手術,整形,建炳雙眼皮,割雙眼皮,縫雙眼皮,韓式雙眼皮,雙眼皮整形,雙眼皮手術,雙眼皮診所,高雄雙眼皮,眼袋,建炳眼袋,眼袋診所,眼袋醫師,拉皮,建炳拉皮,高雄拉皮,內視鏡拉皮,五爪拉皮,電波拉皮,拉皮整形,拉皮手術,拉皮診所,建炳,建炳整形,高雄建炳,建炳診所,建炳抽脂,高雄抽脂,抽脂手術,抽脂整形,抽脂醫師,抽脂診所,雙眼皮,整形,整形,整形,整形,整形,整形,整形,整形,整形,整形,整形,整形,整形

eda said...

按摩棒,電動按摩棒,飛機杯,自慰套,自慰套,情趣用品,情趣內衣,
角色扮演,按摩棒,跳蛋,情趣跳蛋,

G點,性感丁字褲,情趣,角色扮演服,吊帶襪,丁字褲,無線跳蛋,

衣蝶,
色情小說|七夕情人,一夜情,

情趣按摩棒,.,
潤滑液,SM,內衣,性感內衣,自慰器,充氣娃娃,AV,

Photo said...

WoW good