More often than not, I feel like I’m better off experiencing some things that would put me in a better position just in case of another opportunity or when such a situation opens up itself. Most of the time we lose so much in our course of negotiating with a client; putting us at great risk as photographers. Much emphasis needs to be placed on negotiation and anyone in the photography business needs to understand that they are offering a service that needs to be paid for. When starting out, you barely thought of the negotiation aspect of the business, the truth is that as you begin to have clients, you will need to put on your negotiation cap.
Below, I have shared some nuggets that will help in negotiating or turning down jobs that aren’t worth your time.
ASK WHY AND GET A SOLID ANSWER: One very big mistake we all make is not asking the “why” before the “how” you must understand that you’re not the only one who has been contacted for the project and that there are a lot of vendors calling attention of the client, especially when it has to do with event photography. You should also understand why they are having the shoot, what the images will be used for, how many persons are going to in the shoot, etc. Basically, ask a lot of questions that will help you have clarity about the shoot before sending them your price list.
KNOW AND UNDERSTAND YOUR WORTH: The price of knowing your worth is the amount of time spent in making research on what it will cost to carry out the job. Individually, you’re an artist but as a photographer, you’re part of a general universe of photographers doing the same job, and so in this regard, there are rules that apply to the industry. You need to look around and set your price with your competitors: research websites, check out nearby photography studios and ask for their price, talk to your photographer friends, etc. This will help you have an idea of what your own price should be.
HAVE A PLAN OR LEAVE ROOM FOR NEGOTIATION: Well this does not apply to everybody, some photographers leave room for negotiation while others don’t even bother leaving room for that. It’s usually a take it or leave it situation. While preparing your budget, decide whether you’re negotiating or not so that you don’t have to spend much time explaining yourself.
OPEN YOUR HEART AND GAIN THEIR TRUST: This applies to event photographers and also other photographers. The very first thing is for you to open your heart so that you can gain their trust, because it’s their day they want to be sure that you’re capable of handling their day.
CREATE A BETTER OFFER DEAL: Imagine you had started negotiating and the next thing your client says is that they can’t afford you but you realise you can benefit from them. What you need to do is establish a good working relationship with them by creating a suitable package that works for them, without compromising your work or profit.
LET YOUR WORK SPEAK: Create your own portfolio, show your work by creating a website that speaks about you and your work. Outline some of your experience, including the packages you offer, and the recommendations you received from happy clients.
