Thursday, May 21, 2009
STEP 4: SEND YOUR CLIENT THE ESTIMATE
A. Include your terms and conditions. When you fax your estimate to the client you might also want to send along your terms and conditions. This way the client knows ahead of time the guidelines that you will work within. It is best to get this straight before you accept the job as more and more companies are wanting more rights but are not willing to pay for them. Watch what you agree to when the client sends you their purchase order or contract.
B. “That's too much money.” If your client balks at your price tell them this is what the job will cost for the parameters they outlined. Ask what they would like to cut out or change to get the price lower (usages, no aerial shots, less talent, a closer shooting location etc.). Ask if they are shopping for value or for price. Negotiate back and forth until the numbers look good to both of you. If you do lower your price always have a valid reason for doing so. See if you can get the client to agree to less usage rights to bring the price down. They can always ask for more usages down the road. If you can not come to an agreement about the price be willing to walk from the assignment.
STEP 5: CLOSE THE DEAL
A. Get a signed purchase order. Once you and your client have agreed on a price ask them to send you a purchase order. Don't walk out the door without one. Be sure and read the PO carefully and be sure all the terms and conditions on it are agreeable to you. Cross out the things you don't agree with and renegotiate with your client.
B. Create a job confirmation.
As with the estimate, your job confirmation should have your terms and conditions on the back. If there are changes made after you have sent the job confirmation use a change order form. You want to get everything in writing so email might not be the best way to confirm all the details of your job.
C. Get as many of your expenses paid up front as you can.
STEP 6: FOLLOW UP
Stay in touch with your client and be as helpful as you can before, during and after the shoot. The more effort that you put into the job the better you will be remembered for future work.