Thoughts on price negotiations?

Rachel Feldman · **Voice Talent** Joined: 05 Feb 2006 Posts: 16

Yeah, this is an age-old topic. I'm bringing it up again because I'm a little tense right now: I had someone respond via e-mail to a V123 audition I did. She said I was the top candidate but asked how much I charge. (I had, in fact, pasted in my rates. A while back, I set up a rate card for myself based on the V123 median/average list. I paste in this rate card whenever there's a "to be determined." So I guess she didn't see that?)

Anyway, all of a sudden - like a pimply faced 16-year-old about to get picked up for the prom by her equally pimply faced beau - my palms were sweating and my heart was racing. I mean, suddenly, the quote felt like a lot. Not because it was higher than the numbers on the V123-posted list (although, living in New York, I did choose the higher end of the range). It felt high simply given the usual stuff I see posted on V123! Why should she hire me when she sees people will do 15 minutes of finished audio for $150? So, I started debating how to word my e-mail. Do I make it clear there will be wiggle room, do I not, etc. I want to be paid fairly. I don't want to be walked on....But I want the job.

I'll let you know if/when I hear back from her. In the meantime...I know people always write about sticking to your guns and not compromising or cheapening yourself by slashing your rates. But I feel like the people I see on these boards writing all of these things...work a lot! Yeah, easy for them to say!

My question - for those not booking daily and twice on Sundays - how do you stick to your guns? Or do you?

- Rachel

Caryn Clark · **Voice Talent** Joined: 27 Mar 2005 Posts: 1000

Hi there,

I say, stick to your guns, as long as your guns are reasonable.

The pricing doesn't depend upon where YOU live (like in NY), it depends upon where the spot is going to air, or if it's non-broadcast.

But, in general, yes, stick to your guns. I had a private lead that offered me $50. I looked at the script, auditioned, and quoted my normal rate of $150 and got it.

Keep us posted! Caryn

Lee Gordon · **Voice Talent** Joined: 22 Oct 2004 Posts: 1549

If this guy has heard your audition and likes your sound, the toughest part of the battle is behind you. If he wants to start nickel & diming you, he's probably a client you don't want to deal with anyway. He may very well be able to find people to read 15 minutes for $150 but are they as good as you? Probably not. So, if he asks if you can sharpen your pencil, and you are inclined to give him a price break just to get the business, think of a figure that you would be willing to do the job for. If he balks at that number, just walk away, knowing that you're better off without him.

Besides, the people who squawk the most about the price are the ones who will cause you the most grief (extra hand-holding, crappy scripts, expecting free re-reads, complaining about minutia) and are also the ones most likely to stiff you, or at least take the longest to pay. (I'm not sure why someone who doesn't intend to pay the bill cares how much it is in the first place, but they always do.)

The voiceover business is like the printing business in this way: you can have A.) Quality B.) Good service/fast turnaround C.) Low price. Pick two.

Ronald T Robinson · **Voice Talent** Joined: 22 Apr 2004 Posts: 1008

Hi Rachel.

"Everything is a negotiation." I don't know who said that, but it's a good rule-of-thumb..... presuming you're willing to entertain that. Otherwise, you let your client know the price is the price and you'll take a Paypal transaction of half up-front.

However, if you're open to negotiating, a 10% decrease should be enough for your "goodwill" and allow the client to accomplish something worthwhile, as well. Paypal of half up-front still applies. And smile. Is goo' fo' you! Smile

Kathleen Keesling · **Voice Talent** Joined: 15 Jul 2006 Posts: 746

I don't know all of the full details of the deal, but I would hesitate on sounding "wishy washy" with your pricing. Now, if you are unsure whether you quoted them appropriately, ask more about the project and then "sharpen your pencil."

But, if your pricing is on par with their project.....

I find the most comfortable way for me to start with a reply to negotiation is to describe what services my rates include. This gives the client some detail of what they're paying for and establishes a value to your service. (The client may wonder "what could I knock off and hopefully realize there's nothing he/she is willing to lose".)

Then, some words about how I realize that constraints occur with some projects.....I try my best to work within most reasonable budgets. Let me know your range, and maybe we can come to an agreement.

Or.....

Offer a discount for one of the following compromises:

Full Pre-Payment
Removal of "Buy Out" clause (renewal fee would be required)
Removal of Extra Services (Phone Patch/ISDN)
More flexible TAT (turnaround time) for finished work.

There is a lesson of negotiation to be had here. Remember not to be wishy washy with your rates just because someone asked. Buyers know that they should always ask "just in case", and sometimes would still hire you at your price. They're sometimes "just checking".

It's like when you order office supplies at Staples or wherever...you should ALWAYS ask for the FREE GIFT. It's just what you do!LOL

Congratulations!

Kat

Rachel Feldman · **Voice Talent** Joined: 05 Feb 2006 Posts: 16

Excellent advice. Thanks and hugs to you all! I feel a little better.

I haven't heard from her yet. I'll let you know when I do.

- Rachel

P.S. Caryn, my rates are definitely based on the type of recording/market in which it will play. I asked for the higher end of that spectrum, however, due to the cost of living in the NYC area. Make sense?