Iris Richardson Photography - When your Images are needed
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One of the most important aspects of this business one must understand is what I'll call the "need factor". When a potential client comes to you and asks for an estimate for a specific job, you must gauge how easily someone else can do the same work that you can provide. Basically, how indispensible are you to the work they need? For custom work, many clients go price shopping, and go from photographer to photographer going with the lowest price. You will always be underbid as the lowest price is zero and/or "work-for-hire". Try to provide a reasonable fee in such circumstances on the off chance that you will get the job so you will earn a reasonable amount from the assignment. You will not get 95% of these jobs.
Once in a while, you will run into a client that actually wants to deal with you because they like your work. This is not the time to lower your price. Actually, you might be able to charge a little morebecause there is a perceived need for your work specifically. Again, price the job reasonably. If you price too high, the sticker shock, can make them look elsewhere. Of course, negotiate to keep your copyright and don't sell unlimited use in these cases. If they like your work, they are more likely to reuse the images you create over and over.
It is also common to be contacted by people that express rave praise for your work. This is a red flag for you to watch out. Over-praising of your work is a sure sign that the person wants to have your work for free or for very cheap. This is simply a form of manipulation to make you feel good and part with your work at a lower price. It only took a few times for us to recognize the pattern and you will see it too.
It comes down to the fact that the people who act cordially to you and very respectful are the individuals and companies with which you can develop a good relationship. These are the individuals that understand the value of your work and are willing to put forth the resources required to maintain a long term working relationship.
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