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March 24, 2017

Negotiations Training for Creatives

Business

Jeff Cochran

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Negotiations with customers take on an entirely different shape and form in creative industry businesses, but it’s just as (if not more) important. Creative products and services, such as paintings, photography, and handmade crafts, have unique value demands and artist’s compensation is often a gray area. It takes knowledge and skill to gain the maximum profit for your creative work without pushing away customers.

Mastering this kind of negotiation can seem more than a little intimidating – especially if you’re not confident about your pricing in the first place. However, if you keep these things in mind, you’ll stand out among competitors and earn the profit you deserve.

 

Do Your Research

The first step to negotiating is to be well informed. You need to know the ins and outs of appraisal techniques as well as comparable pricing from other artists. Remember that experience, rarity, application, and materials (among other things) all play a role in the total value of your products.

 

Be Confident

The quickest way to devalue your work is to second guess yourself. Take your time and crunch the numbers, then stand by them. Any time a client is haggling, they’re essentially arguing about the value of your work. Don’t be afraid to be flexible about special requests, delivery options, and other unique situations, but stay confident and firm with your pricing or others could take advantage of you.

 

Communicate Well and Listen

A negotiation is a two-way conversation. Any time one party takes over, all progress will be halted. It’s absolutely crucial that you listen to your customer’s ideas, questions, and concerns. You’re not just making a sale, you’re building a connection. Get your own points across, but pay attention to theirs, as well.

 

Show Your Worth

You know what they say – seeing is believing. You can’t expect customers to understand or agree to the value of your work if they aren’t familiar with any examples. You need some sort of gallery, whether it’s a mobile portfolio or a whole art studio for them to walk through. Show them the kind of quality they can expect and they’ll be less likely to haggle.

 

Build From Your Reputation

Negotiating will be more difficult in the beginning, but as your portfolio and customer service reputation grows, it will become easier. Clients may one day be fighting over your artwork regardless of the price. Stay motivated and determined – things can only get easier from here.

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