 |
VO-BB - 19 YEARS OLD!
Where A.I. is a four-letter word.
|
| View previous topic :: View next topic |
| Author |
Message |
Mike Paul
Contributor IV
Joined: 05 Oct 2021
Posts: 109
Location: Sacramento
|
 Posted: Mon Jul 17, 2023 9:53 am Post subject: Non-Union negotiation techniques |
 |
|
A production company approached with an opportunity: $200 for a 2-minute non-broadcast video narration.
My reply was simple: I offered a "supporting statement" (e.g. "glad both you and the buyer like me for this--you're in good company..." followed by a link to a related narration I did for a well-known brand.
Following that, I asked a 'flanking standard probe' (question): "How flexible is your budget on this one? $200 for 2 minutes is over 50% below my standard/market rates." Flanking standard probes start with Who, What, When, How, Where... but never Why. (In general, "Why" questions sound accusatory to your buyer.)
Figuring there was no room and I'd have to turn down the job, the reply back surprised me: budget approved for $350. I can live with that. 
On principle I'd have turned it down for $200 and maybe that makes me a fool (that's a lot of ramen and coffee!  ), but I'm holding the line on sustainable rates whenever I can. I'm hoping this inspires others to take chances and keep rates sustainable.
If you're interested, Jerry Vass wrote a great book that's moved the needle for me: Soft Selling in a Hard World. If you've read it and applied the knowledge, I'd love to hear your success stories... or if you have another resources that's served you well in the negotiation arena, that's welcome too.
_________________
Mike Paul
https://speakingofmike.com |
|
| Back to top |
|
 |
Moosevoice
Club 300
Joined: 16 Nov 2012
Posts: 390
Location: Iowa
|
| Posted: Wed Aug 30, 2023 9:19 am Post subject: |
|
|
| Quote: | | keep rates sustainable |
Good for you, Mike.
My take on these things is 'the rate's the rate!'
Unless they can guarantee me (SOW, contract) that there's more work to come, I'll tell them my rate and often times they'll meet me somewhere both sides can be happy with but it's rarely something crazy low.
I had a long time client come with new BUT DIFFERENT work and the rate was significantly more than what they had been paying but once I explained why the rate was higher they just kind of said,' okay.'
Keep up the rate fight. More people like you, me and others the better off everyone will be.
_________________
www.moosevoice.com |
|
| Back to top |
|
|
|
|
You cannot post new topics in this forum
You cannot reply to topics in this forum
You cannot edit your posts in this forum
You cannot delete your posts in this forum
You cannot vote in polls in this forum
|
Powered by phpBB © 2001, 2005 phpBB Group
|
FAQ
Search
Memberlist
Usergroups
Register
Profile
Log in to check your private messages
Log in
