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CWAC Negotiating Tips

 

1- Never commit to price until you know all the details.

 

Ask questions and be sure to know what the gig entails. For example, setup times, ease of setup, how many sets, location etc. Do not be afraid to ask as many questions as you need, this will help you understand what your are quoting. If they push you for an immediate answer, tell them that there are many factors to consider which will effect the price. If they continue to push give them a wide range like “$800 to $3800” etc. Again, reinforcing the need to consider all of the details.

 

2- Never give a price immediately after getting all the details.

 

Take the time to consider these details, not too much time, but some. There are those clients that will push you to give them a price right away, again avoid answering. Tell them exactly when you will get back to them and then do just that. This shows respect and maintains control of the negotiations, which is important. Also, it sends a message of professionalism that amateurs may not show or have. Your business is not a fly by the seat of your pants type business. In following this train of thought, you are tacitly letting them know that you have a pricing structure as all professionals do. This strategy will elevate the perception of you and your product, which in turn will make negotiations much easier.

 

3- Learn to recognize those clients that are “Tire kicking”, “Price bouncing”and or “Price hunting”.

 

As your business and popularity grows, you will begin to receive inquiries. Some of them are legit, but, some are not truly interested in you necessarily. Again, ask questions “What is your budget”, “Who else are you contacting”, “When will you make a decision” etc. Questions like these will reveal the “tire kicker” and Price bouncer”. Both of these business creatures merely want to know how much you charge so they can negotiate with others, using your price as their baseline. Now the “Price hunter” may be trying to create a budget for themselves. In this case the revelation will be indicated by their willingness or not to tell you their budget. Another tell tale sign is a lack of specific gig details. If they will not offer their budget or any pertinent details, then it is best to only give them a range of price. This will set you up for future negotiations and eliminate wasting time if they have no intention of spending anywhere within that amount. Simply mention that once you get down to a firm commitment, with all required details, you can then nail down the price.

 

Stay tuned and check back for more tips on this page! Happy Hunting!

Ian Jutsun

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