RustyBug
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 p.2 #7 · Pricing help for product photography (BEER!) - updated with more info... | |
Well ...
There is a "work for hire" perspective that it sounds like he is sort of expecting. In that regard, it might be appropriate to simply say here's my day rate or project quote @ XYZ.
Okay, so you've got some thinking to do. Hmmm, @ 24 delivered images. Using his $17/image (as example only), you're talking $408. If you can do the project in 8 hours, that's $51/hr, 4hrs = $102/hr, 12hrs = $34/hr. Whether you choose to look at it that way or not, he might already be.
Another thing that comes to mind here ... he is clearly striving to "devalue" you. Personally, I wouldn't sweat the usage rights issue too much because he is clearly not going of that mindset and given your lack of experience @ presenting usage rights, etc. odds aren't too good that you'll skillfully persuade him off his current position on the issue.
As to your day rate of $1,000 ... that's $125/hr ... and you're overhead is  How much is your studio rent, your insurance, your staff, your backup equipment, your marketing costs, etc. He probably thinks that your overhead isn't sufficient to warrant $125/hr as the cost of doing business/cost to produce, and that for the basic catalog shots, you're artistic input isn't part of the equation, either. So, while you've kinda latched on to what he doesn't value ... the real question is to figure out what DOES he value? That doesn't mean you'll agree with it, but if you are going to contend with adjusting his present valuation, you need to know what moves that valuation up/down for him ... then play to that accordingly ... and be prepared for some objection handling.
Mind you, I'm not saying this is right or wrong ... but this is how he is likely perceiving it. I mentioned before that all valuation is relative. Understanding what it is that your prospect/client values ... that is key to valuation. Each of you has a stake in establishing relative valuation and he is trying to figure out your sense of valuation at the same time you are trying to figure out his sense of valuation, with both trying to optimize their own perspective @ valuation.
You're challenge now is to get the two of you to come to an agreement that makes sense for the two of you. Putting yourself in his shoes (not the I'm too small & cheap part) at him seeing you're "hourly rate" once the math is done may give some insight into your need to "revalue" what he is trying to "devalue". How you "add value" to your images/service ... above the next guy with a camera ... is always a challenge. For some, it is self-evident; others need a bit more help to see it.
Right now, it sounds as if he thinks he is doing you a favor. As to the whole "you getting experience" thing ... he's right ... you are getting experience in valuation and negotiation  . Getting experience to shooting a bottle of beer, you can do that on your own, so his insistence that it presents "value" to you is only valuable if you allow yourself to perceive it to be. Granted, a "tear sheet" from paid work does have value, but I think he is trying to "overvalue" it to "devalue" you.
By all means, take the input from your other fellow FM members into account ... but, I'm thinking that for this one, you are going to be trying to salvage it, if you want to. I'd simply ask myself ... is it worth $50/hr for me to do this "part-time" gig, or do I need to make $75/hr or $5,000/hr to make it worth my while. Once you answer that question FOR YOURSELF as to what it is worth to your time to do the work ... then you have a baseline of how your VALUE your time (whether for him or for a different client).
Right now, it sounds like you two are on the edge of getting into a PI$$ING contest on who's right and who's not. IMO, you need to turn that around pretty quickly and restore an emotionally positive perspective to simply refocus on what it's worth to you ... submit that as your proposal ... entertain his counter proposal ... accept or attempt to re-counter with an effort to add valuation or simply say "No Thank You, I'll pass. Maybe next time. I was looking forward to working on the project with you, but it just doesn't work for me right now, but I really do appreciate the consideration and opportunity. Hopefully, we can get on the same page a bit better for the next one." (language of your choice to end it well).
BUT, in presenting your proposal, your re-counter, your acceptance or your pass, do so in a manner that is emotionally amicable ... whether that is because it just isn't worth it to you to take it on for the amount he wants it for or you've come to realize that "ya know, $75/hr for a one day, part time gig is actually kinda fair" since I've got zilch for overhead.
Trying to justify getting paid for usage rights, etc. is something that you might not be prepared to win at this point in your experience/negotiation skills, particularly with how it has proceeded to this point. So rather than put your negotiation efforts toward that which may have low chance for improving your position on, figure out what does have a better chance at improving your position for valuation ... it can be on his side, or yours ... or both.
Mind you though, I'm not suggesting that $50, $75 or $5,000 per hour is good or bad, right or wrong ... just that you have to answer that question for yourself, and then be able to persuade others to agree with you, lest you wind up agreeing with them ... or else you don't come to an agreement.
This is a setting up to be a classic "set your price" vs. "get your price" and the significance of salesmanship is rearing it's head once again.
GL ... HTH
Edited on May 16, 2013 at 11:58 AM · View previous versions
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