Your New Safe Word: Negotiation
Negotiations are simply conversations. 4 things to remember. In this mini series we’ll discuss what negotiations are, what they’re not and common pricing objections.
Women, especially Black Women are not taught how to take up space and that sadly spills into other areas of our lives, especially business. Negotiating makes sure everyone benefits.
Negotiations are not a bad thing.
In a past life I sold high end closets for The Container Store. It was a breeding ground for learning how to sell & negotiate. For most clients it was an easy sale. For a few it was a dance of building something based on a client’s budget & non-negotiables.
When I was a product manager, I had to negotiate the cost of materials with our vendor partners while hitting our markup goals.
Today as a photo producer/photographer I negotiate pay terms, due dates, timelines and budgets.
We negotiate often and from an early age. Bedtimes and food choices. Assignment due dates and work timelines. Office hours and get togethers dates. Chores. We make a lot of compromises & negotiations throughout our lives.
Negotiation is all around us. We all negotiate. So it makes me chuckle when photographers get offended when a prospective client attempts to negotiate.
My answer: get in the game and play offense!
Assumptions Around Negotiations
The person doesn’t respect your craft. There is a difference between negotiation and straight up haggling you. We’ll cover this in the next article. Negotiation isn’t a bad thing and we shouldn’t always take it so personally. The client is doing what is in their best interest and you should do the same.
It’s all or nothing. We have a take it or leave it approach with work sometimes. However, in some cases it pays to have a counter offer. If someone counters your offer [and you want to work with this client] it’s your responsibility to provide a counter offer that aligns with their budget without compromising your work’s integrity.
Context is everything. A person/brand may really want to work with you but are working within the constraints of their budget/timing. It’s your job to really find out what are the “non-negotiables” and start from there.
On an inquiry form a client wants 20-30 images, digital + print usage and their budget is $2,000.
A Counter is going to be what you can realistically provide based on their budget while still maintaining integrity.
Your counter: 12 images + 2 iPhone reels [5-10 seconds each], 1 year digital usage for $2,500, Payment Plan Provided.
The scope of work decreases based on the budget provided. The prospective client can choose to accept or not, but at least you’re providing the option.
*We have to improve our discernment meter. Sometimes you get an inkling that they’re not in alignment with how you operate your business. It’s important to pay attention to those subtle signs before passing go. Read Client Red Flags as a starter.
Things to Remember About Negotiations
Know Your Non-Negotiables... And the Clients. This includes your minimum rate/quote, your ideal pay terms, project timeline + deadlines. In addition, knowing the clients non-negotiables are important. **Aside from budget, most things with the client are flexible. This information serves as your base line for negotiations & leverage.
Be Comfortable Saying No. Don’t ever overpromise and under deliver. Be comfortable saying if something is not your scope of work OR you do not have the capacity (if you don’t). I can count the number of times people thought KIN Productions offered social media management. We do not, but we know people who do.
Remember it is a Partnership. Even if things need to be adjusted, always remind the client that you’re willing to make it work. Adjust scope of work/assets to accommodate a lower budget.
Leave the Door Open. Some deliverables may not be determined at time of contract signing. A good example is perpetuity image rights. Offer the option that perpetuity can be purchased at a future time.
Have you come across any of these scenarios? Let me know in the comments and share what happened. I read every single comment.
Much Love,
Tamera