How To Price Your Video Work 3 Key Tips to Negotiate Rates
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Date: 2022-09-13
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Comments and reviews: 20
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In this lesson, the client doesn't know the difference between features and benefits. It's not mentioned anywhere in this video. No one buys features unless there's an associated benefit that matters to the prospect. Marketing 101.
This is the first time i've seen a rational approach to breaking through the $100 hourly ceiling that so many videographers are stuck in. Great approach to withdraw from the engagement gently and respectfully so the client then reaches in response.
For me, i wouldn't have had the patience to deal with this prospect because his mindset foreshadows other problems that would be likely arise. I wouldn't trust the prospect to be a good client for ongoing work with this predisposition to denigration of the product as a negotiation tactic. In the real world, this prospect would most likely be a royal PITA and his referrals would likely be of the same ilk. Always knows the price and clueless about the value.
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In this lesson, the client doesn't know the difference between features and benefits. It's not mentioned anywhere in this video. No one buys features unless there's an associated benefit that matters to the prospect. Marketing 101.
This is the first time i've seen a rational approach to breaking through the $100 hourly ceiling that so many videographers are stuck in. Great approach to withdraw from the engagement gently and respectfully so the client then reaches in response.
For me, i wouldn't have had the patience to deal with this prospect because his mindset foreshadows other problems that would be likely arise. I wouldn't trust the prospect to be a good client for ongoing work with this predisposition to denigration of the product as a negotiation tactic. In the real world, this prospect would most likely be a royal PITA and his referrals would likely be of the same ilk. Always knows the price and clueless about the value.
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ShaLaLaLa
Hey Indy Mogul. Great video. I have 1 reply and 1 question. The reply as to where clients are coming up rates is based on one idea, Salary. They're estimating the time spent on the job, and breaking it down per hour. So if you took $75, or $50, or $25, and figure what that equates to salary-wise, it probably reflects an employee that was an in-house videographer/editor. If it's something you like to hear more about, let me know, be glad to share the ebook we did to address the question. which is not the intent but to answer Chris Do's question 14: 08 into the video. My question to you and Chris is now that you have shared your insights to negotiate, do you fear that other client type of audience may take this info and pick apart Chris's approach to find a way to work the client's favor of spending $1, 500 than $2, 500?
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Hey Indy Mogul. Great video. I have 1 reply and 1 question. The reply as to where clients are coming up rates is based on one idea, Salary. They're estimating the time spent on the job, and breaking it down per hour. So if you took $75, or $50, or $25, and figure what that equates to salary-wise, it probably reflects an employee that was an in-house videographer/editor. If it's something you like to hear more about, let me know, be glad to share the ebook we did to address the question. which is not the intent but to answer Chris Do's question 14: 08 into the video. My question to you and Chris is now that you have shared your insights to negotiate, do you fear that other client type of audience may take this info and pick apart Chris's approach to find a way to work the client's favor of spending $1, 500 than $2, 500?
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Edward
This is a very good case study with some great points and Chris is an awesome negotiator. However, most prospective clients (in the UK at least) won't be this upfront about what they can afford. The truth is that people lie to you because they don't want to lose face or look cheap. 9 times of 10 in real life, this person would just nod along, verbally agree and then either not call again or feed a line of BS about finding it cheaper, going in a different direction or something like that. It's very rare that someone is that open about what they are prepared to spend, in my experience. Simply put, if all the client cares about is getting it cheaper, then they will just look for a lower price. That's why his opening was crucial. Find out WHY they want it.
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This is a very good case study with some great points and Chris is an awesome negotiator. However, most prospective clients (in the UK at least) won't be this upfront about what they can afford. The truth is that people lie to you because they don't want to lose face or look cheap. 9 times of 10 in real life, this person would just nod along, verbally agree and then either not call again or feed a line of BS about finding it cheaper, going in a different direction or something like that. It's very rare that someone is that open about what they are prepared to spend, in my experience. Simply put, if all the client cares about is getting it cheaper, then they will just look for a lower price. That's why his opening was crucial. Find out WHY they want it.
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justcarryonnow
Majority of business owners will not react or respond to this. Phone call would be ended 5 mins ago. Owners are not going to chase up the price. They will hang up and call someone else.
The business owner didn't even ask what results can he expect from this. Building on what Chris said about being measurable, how can Chris guarantee his video to producr positive or exceptional results. Is there a money back guarantee? NO. So it's all just talk and fluff. If it was a reputable high end video company to begin with, client budget will be higher to begin with. No way small time business owner looking to spend a couple of hundred bucks will go up to $2500 without asking the right questions.
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Majority of business owners will not react or respond to this. Phone call would be ended 5 mins ago. Owners are not going to chase up the price. They will hang up and call someone else.
The business owner didn't even ask what results can he expect from this. Building on what Chris said about being measurable, how can Chris guarantee his video to producr positive or exceptional results. Is there a money back guarantee? NO. So it's all just talk and fluff. If it was a reputable high end video company to begin with, client budget will be higher to begin with. No way small time business owner looking to spend a couple of hundred bucks will go up to $2500 without asking the right questions.
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Loud&Clear
In the real world, how hard you dig in on that $2500 number is directly relative to how in-demand your services are. If this were a real negotiation with a real business owner and (as they played it) a completely cold first contact, the owner would've told the dude to piss off after about 2 minutes and hired someone else. Now, if it were a referral or if the DP's reputation preceded the negotiation that would be different, but that's not how they were playing the call. Fun exercise though. lots of great little nuggets.
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In the real world, how hard you dig in on that $2500 number is directly relative to how in-demand your services are. If this were a real negotiation with a real business owner and (as they played it) a completely cold first contact, the owner would've told the dude to piss off after about 2 minutes and hired someone else. Now, if it were a referral or if the DP's reputation preceded the negotiation that would be different, but that's not how they were playing the call. Fun exercise though. lots of great little nuggets.
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Chandra
Yes this is the content that we need as videographer. If we have super technical skill, top notch video gear etc etc but we can't market and do negotiation it won't mean anything. This is kind of content that you should make often. We already have too many technical content about video, i think negotiation and how you market yourself is more important than that. Most client doesn't know. doesn't care about our gear
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Yes this is the content that we need as videographer. If we have super technical skill, top notch video gear etc etc but we can't market and do negotiation it won't mean anything. This is kind of content that you should make often. We already have too many technical content about video, i think negotiation and how you market yourself is more important than that. Most client doesn't know. doesn't care about our gear
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BRIAN
Great video, very helpful stuff! However, this is primarily from the perspective of an interaction where the business owner is seeking out a videographer. I am currently starting my own production company and would love some information on how that haggling might look when I, the producer, am knocking on business owners' doors trying to drum up clients. Thanks for making this: )
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Great video, very helpful stuff! However, this is primarily from the perspective of an interaction where the business owner is seeking out a videographer. I am currently starting my own production company and would love some information on how that haggling might look when I, the producer, am knocking on business owners' doors trying to drum up clients. Thanks for making this: )
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Boyan
That was really useful! I'm having to deal with this sorta things more and more now, there was some really good tips there. Most importantly I think you gotta stay cool and talk respectfully with potential and actual clients to keep a good relationship, no need to be nasty.
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That was really useful! I'm having to deal with this sorta things more and more now, there was some really good tips there. Most importantly I think you gotta stay cool and talk respectfully with potential and actual clients to keep a good relationship, no need to be nasty.
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Matt
I get that working with small local businesses like this could be a good stepping stone, but unless you can get them to do repeat projects, it seems like you'd have to get a new client every week or so? It seems like it'd be a very difficult way to make a living.
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I get that working with small local businesses like this could be a good stepping stone, but unless you can get them to do repeat projects, it seems like you'd have to get a new client every week or so? It seems like it'd be a very difficult way to make a living.
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MrEffectfilms
I aspire to be able to turn down jobs that can't/won't pay a rate of $2500. If a client came to me and offered me $1800, $1500, or even $1200 for a 30 second social media ad I'd be ALL OVER that project. Guess I've just got a long way to go.
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I aspire to be able to turn down jobs that can't/won't pay a rate of $2500. If a client came to me and offered me $1800, $1500, or even $1200 for a 30 second social media ad I'd be ALL OVER that project. Guess I've just got a long way to go.
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THA
I'm getting alot of energy from clients whom seem to be more in love with the event rather than results. They don't really promote or care how it comes out as long as they feel good as they do it. The attention algorithm is at an all-time high
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I'm getting alot of energy from clients whom seem to be more in love with the event rather than results. They don't really promote or care how it comes out as long as they feel good as they do it. The attention algorithm is at an all-time high
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Lucid
Thank you Chris. I've been following you for a few years and now i'm finally putting myself out there to represent myself as a business owner who can negotiate. This won't be easy, but i'm forever grateful for you knowledge and insights.
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Thank you Chris. I've been following you for a few years and now i'm finally putting myself out there to represent myself as a business owner who can negotiate. This won't be easy, but i'm forever grateful for you knowledge and insights.
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Marylin
Thank you for this very valuable information, it really helped me figure out what step I needed to take in order to start negotiating. Fear is playing a huge part in it, Im not sure if i'm good enough. How do you overcome that fear?
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Thank you for this very valuable information, it really helped me figure out what step I needed to take in order to start negotiating. Fear is playing a huge part in it, Im not sure if i'm good enough. How do you overcome that fear?
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Free
I like the result oriented approach. It is like going for a restaurant and asking to swap ingredients or skip some. A good chef will deliver the dish the way he designed it, anything less is not what his craft dictates.
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I like the result oriented approach. It is like going for a restaurant and asking to swap ingredients or skip some. A good chef will deliver the dish the way he designed it, anything less is not what his craft dictates.
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Rotem
My question is, how can you promise them that you will get them more clients to their business more money and etc? how can you be confident with yourself that its worth for them to pay you 2500$?
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My question is, how can you promise them that you will get them more clients to their business more money and etc? how can you be confident with yourself that its worth for them to pay you 2500$?
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Greg
This is all great content. I would have changed maybe 2 questions in that lineup personally, but overall this is PHENOMENAL ways to think and look at certain questions and how to word things.
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This is all great content. I would have changed maybe 2 questions in that lineup personally, but overall this is PHENOMENAL ways to think and look at certain questions and how to word things.
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Chuck
I love the 1st thing that Chris said. that set up the whole thing, to/for a true business client: The R. O. I.
Cheers, Chuck (still in & enjoying the warm sunny NE Florida weather): +)
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I love the 1st thing that Chris said. that set up the whole thing, to/for a true business client: The R. O. I.
Cheers, Chuck (still in & enjoying the warm sunny NE Florida weather): +)
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SuperPOWer
So I have a question, Chris said his rate was 2500 and it's set in stone. How does that rate change if say the client only needed 5 hours? Would you have packages in mind already?
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So I have a question, Chris said his rate was 2500 and it's set in stone. How does that rate change if say the client only needed 5 hours? Would you have packages in mind already?
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Stuchewrld
this was just brilliant for videographers, I can be a very poor sales person for even my own stuff. being a smart negotiationist and confident adds value to you in different ways
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this was just brilliant for videographers, I can be a very poor sales person for even my own stuff. being a smart negotiationist and confident adds value to you in different ways
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Populist
Client: I have a $100, 000 budger, I really want you do this for me
You: But will you get you ROI from that 100, 000?
Client: hmmm. you're right, probably not. Nevermind
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Client: I have a $100, 000 budger, I really want you do this for me
You: But will you get you ROI from that 100, 000?
Client: hmmm. you're right, probably not. Nevermind
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