So when somebody asks me for a quote I respond by asking them a series of questions. Usually, those questions will include:
- how many days of shooting will this project be
- what is the due date for the final video
- where will you be posting the final video and
- what is your budget for the project.
The answers from the client will help you know what to quote them and then I’ll always quote my ideal rate first and then have in mind my minimum rate that I’m willing to work for if they try and negotiate lower as my day rate for shooting.
I will work from anywhere from $300 to $1,000 a day if I feel that the project is going to be valuable to building my portfolio and that’s the time that I’m more unlikely willing to work for free or cheap if the project doesn’t add to my portfolio and it’s something that I’ve already shot plenty of times.
Another technique that I use to land a client is what I call free to see which basically means adding value first by shooting a video, or taking pictures for a company for free then showing them the value that you can bring to their company and giving them no other option but to hire you and pay you well next time because they want the value that you can offer them.
When I first started my photography/retouching company I needed to build a portfolio so I reached out to a local jewelry company and told them that I’d be shooting a jewelry fashion video in Bangkok with my wife and a few models I know and that we would like to wear their latest collection of jewelry. If they agree then I would do it for free.
Anytime you tell a company that you’re going to do work for them for free they’re almost always going to say yes.
We shot the entire collection and released it to Instagram, Facebook, and youtube channel and once the company saw the content they were stoked and immediately hired us to do a similar project for the next month this time they paid me very good for the entire project.
Another example is a few years back I approached a huge real estate company in Malaysia when I stayed there for a few months because of my girlfriend. I told the company I want to do a real estate video for their properties. I asked them if they need anybody to do that.
They declined me of course. They said they already have a company that makes videos for all their real estate business. I thought well I can try to do a project for them for free and you from better than the current company they have there was see the real value in my work.
So I used all my skills and my girlfriend helped me with the project and she was the star of the video. I posted the videos on social media and the client was very happy with them. They said that my skills are much better than the skills of the company they usually hire for the shoot.
I’m still working with that company. We did several projects together, always successful.
If you know how to bring value to a company, do a project for free. Even if it fails you have the footage that you can use for your portfolio.
So adding value first and being willing to work for free sometimes is a great way to build relationships and build your pricing from free to a major fee.
On the flip side as you grow the filmmaker your prices need to grow as well. It’s important to learn how to say no to free projects too. Even though they are adding value to your business or your personal development.
After all, you need to pay your bills.
I could spend 60 hours a week doing a free or cheap project if I said yes to everybody and it will leave 0 times for me to do projects that are going to help me grow financially and as a filmmaker.
So in summary:
- ask questions about the project before getting a quote
- be willing to work for free if the project adds value and
- learn how to say no when it doesn’t bring any value to your business, charge them anyways
I remember 8 years ago when I need clients for my jewelry photography I sent out two emails to different Bangkok jewelry companies and ask them if they need photography services. I did not hear anything back from those 10 companies.
Then I send another email and told them that I’m doing a promotional jewelry photography for my website and if they would do it the entire project for free.
I got two replies and I chose one of those two companies for a free project. It was free for them but the project brought tremendous value to my entire business in Bangkok.
I managed to rent a Photography Studio in the heart of Bangkok. The name of the studio was Charcoal studio. I think they closed their doors a few years ago. The studio was packed with the best photography gear that you could rent.
I paid like 50 bucks for a few hours. Back then Bangkok was still very cheap. Then the client arrived better yet their manager with at least 50 different gold jewelry pieces. It took me a few hours to complete the entire shoot and the images were amazing.
I used those images for my social media, I even made a jewelry photography course and made lots of money. So just be flexible and have a bigger picture in your mind.
These are my five steps to making money:
- Master your skills
- Build your portfolio
- Market yourself
- Build a clientele and
- Build your pricing
If you can learn how to apply those by step I promise it will do wonders for your business I know because I saw the results. If you guys have any further questions please let me know.
