VO-BB - 20 YEARS OLD!

[Mike Paul]

A production company approached with an opportunity: $200 for a 2-minute non-broadcast video narration.

My reply was simple: I offered a "supporting statement" (e.g. "glad both you and the buyer like me for this--you're in good company..." followed by a link to a related narration I did for a well-known brand.

Following that, I asked a 'flanking standard probe' (question): "How flexible is your budget on this one? $200 for 2 minutes is over 50% below my standard/market rates." Flanking standard probes start with Who, What, When, How, Where... but never Why. (In general, "Why" questions sound accusatory to your buyer.)

Figuring there was no room and I'd have to turn down the job, the reply back surprised me: budget approved for $350. I can live with that.

On principle I'd have turned it down for $200 and maybe that makes me a fool (that's a lot of ramen and coffee! ), but I'm holding the line on sustainable rates whenever I can. I'm hoping this inspires others to take chances and keep rates sustainable.

If you're interested, Jerry Vass wrote a great book that's moved the needle for me: Soft Selling in a Hard World. If you've read it and applied the knowledge, I'd love to hear your success stories... or if you have another resources that's served you well in the negotiation arena, that's welcome too.
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Mike Paul
speakingofmike.com

[Moosevoice]