How Do I Get Paid For My Work?

On the Photojojo forum, Fane Blackstone asked "How do I get paid for my work?"


Here's my response -

The answer is quite simple, tell them that you want to be paid.

Seriously, tell them that you are bringing your skill, your expertise and your creative talent, and all that has value.

Ask yourself this question, "What am I worth?" and "How much do I need to make?"  It's shocking how few photographers have ever asked these question much less have an answer. 

When starting out, I calculated my daily rate was $1,000.  I made that rate very explicit to every client.  Even if I did the assignment for less, the contract and the invoice always stated that my daily rate was $1,000.

Of course, people ask that I discount a job.  Almost always, I thank them and move on.  Why?  Because I don't want to resent the client or worse resent what I'm doing.  The hours I would have spent on a discounted job, I'd rather spend marketing to my niche.

Finally, I can't compete on price, because there's always someone who will do it cheaper or even do it for free.  But price isn't a good indicator of value.

A client can pay someone $100 and not get what they want.  That's not value.  Or they can pay me $1,000 and get what they want or have me exceed their expectations.  That's value.

And another factor is there's only so many hours in a year.  I can't work 5000 jobs for $1, but I can certainly work 1 job for $5,000.

Most importantly, my skills, talent and expertise are unique.  I'm not a commodity.  You don't pay just to get pictures, you get me.

Of course there are times I will work for free.  But free or not, someone has to pay.  Let me explain. 

Let's say my daily is $1,000.  If the client doesn't pay it, then in a sense I'm paying it out of my pocket.  That's how I evaluate free assignment.  Is it worth it?  Will I make that money back? 

Now if someone comes up to me and says do it for free and they'll promote me or do it for free and they'll give me more work later,  I don't walk away - I run away. 

Very rarely will what they promise actually happen.  Even worse,  I'll get a reputation for working for free.  And that a pretty deep hole to climb out of.

All this probably make me sound very mercenary and in a way I am, but not in the way you might imagine.

I have a passion for photography.  I would rather take pictures then do almost anything else in this  world. 

But to continue doing what I love,  I have to support myself and my family.  If I can't do that, I'll have to do something else, something I'm going to hate and not do well at.

So really, I don't take pictures to make money.  I make money so I can take pictures.