Wednesday Wisdoms

Negotiation begins with knowing where you stand. When we are in the secure position of the client needing our images, we can use that to our advantage. Of course, we want to play a fair game, but to get to the best, most reasonable price – I use the ‘start high’ approach, giving me space to come down to meet their best price. Remember, we can never raise our prices; we can only lower them when negotiating. 

Shoot tests and constantly evaluate your portfolio. 

A strong “book” is what gets your foot in the door. Images speak for themselves. 

Slow times = time to improve.

No way to say that differently, as we should all keep pushing the creative clock and get better. Why waste valuable time thinking we get time off if we aren’t on a photo job? Plain and simple- we full-time freelancers are always on our clock pushing ourselves forward, or we will lose our lead in the industry.

Do you want to take your career to the next level?

What naturally gets you going, invigorates you, and stirs the creative juices? Let’s be thankful for what is working and USE IT to build off of those particular motivators.

Why does the SHOT COUNT often get downplayed as the EXTRA detail of your fee? No, don’t give away free images! The shot count is one of the cornerstones of your rate. The best way to handle this is to break out the usage per shot in your fees, but often, clients prefer a day rate to include it all. However you set up your fee structure, remember the shot count is not some tiny additional detail as clients may suggest.

Clients usually cannot provide specific prices or amounts you need to present a range of options for them to advise bringing you up or down.

What is a PITCH?

A ‘pitch’ can be your proactive way of introducing what you offer to potential clients, usually through an emailed Treatment-style PDF. 

Three types:

1. Images of your style matching the type of work they do

2. Production company methodology of what you handle and provide

3. Specific conceptual concept project idea 

*Thank you Mary Dail (Big Leo Productions-@bigleoproductions) and Traci Terrick (Poppy Creative Agency- @poppycreative), for our Friday discussion on “pitches.”

In any business interaction, remember to follow up immediately so you are believed and taken seriously.

Bidding a job can be a quickly played, fast-paced, reactive decision game anticipating how the client could respond. The wrong move can cost us the job. We want to be honest about what we can do for their budget, but sometimes, we must educate the client to understand the situation and how we can best serve them. Be a part of their side of the process, join forces with them, and play the team player role.

One important way to impress the client on the creative call is to research them before the call. Bring your knowledge of their company into the call. 

Any other creative call ideas you’d like to share in the comments?