Lately, everyone's been tightening their belts, even when it comes to once-in-a-lifetime events, like a wedding. In the past month or so a number of hopeful couples have contacted me, only to discover that I am outside their budget. When we discover this, two things can happen: negotiation, or we part ways.
It's painful for me when we're forced to part ways. One of the most charming things about each couple who contacts me is that they all have a wonderful story, and they all absolutely deserve to have their event photographed beautifully. I'm frustrated when economic realities prevent this from happening, since I absolutely love what I do.
If negotiation opens up, fun, fruitful, frustrating, and futile things can result. Both sides suggest possible solutions, with varying success. Admittedly, I have spent very little time on the couples' end of the negotiating table. When I first realized this I paused to think: was there something that I knew, something about the way I worked, that might help couples find good compromises with the photographer they want to hire?
So here I am, offering what little nuggets of advice I have. Please keep in mind that I speak as a professional photographer, from my own experience and perspective; my opinion is decidedly shaped by being on "the other side of the table." Also, I am only one photographer; most likely my opinion and approach differ from that of others.
Things To Try: Cutting Back & Bartering
This is tricky, even if you put it nicely. I personally love the idea of negotiation, but some photographers see it as a threat to their professionalism. Even with photographers who are open to a little negotiation, it's important to communicate to them that you think their services are worth what they're asking. I love to be told that I'm valuable; don't you?
Offering to cut back or barter right off the bat, or simply saying "I don't want to pay the full amount," can sound an awful lot like "I don't think your work is worthwhile." In which case, I start to wonder if you enjoyed my work in the first place and why you would want to hire me; perhaps I'm not for you!
A good way to start is by saying, "You do wonderful work, and I'd love to be able to hire you, but I can't afford $____. Is there any way you would consider ____?" As with all communication, the how you ask is as important as what you're asking.
1. Cutting Back: Ask to reduce package options, or go a la carte
If the photographer you're looking at has packages with lots of extra do-dads that you could personally do without, it can't hurt to ask politely if they'd be willing to scale down a package for you.
Be aware that some photographers won't budge on this, as they consider the packages they offer as an integral part of their client experience. Even though it may seem superfluous to you, those packages are carefully thought out, and are a part of the attractive image they work hard to maintain.
But some photographers will be willing to trim things a bit for you, and that's great! And while I offer several scaled-down options there are still a few things I provide that I just won't cut back on, because to me it feels like I wouldn't really be doing justice to my clients.
2. Bartering: Trade your skills or trade your stuff
If I need brake work, a new couch, or someone to design a website for me, I will (and have) bartered photography for those necessary things! The art of bartering is a lost one, and I'd love to see this come back into play. It can't hut to ask politely and generally about bartering as an option for payment, and find out if it's even a possibility.
Things To Avoid: RAW Files and Promotion
I call these items "things to avoid" because although they are valid requests, I have found them to be incompatible with my own approach and goals as a photographer. And based on my knowledge of other photographer's attitudes, they are also less likely to be fruitful. If these ideas interest you, delicacy is key, as it was with the "things to try." How you ask for them is as important as what you're asking, but keep in mind that these are probably things for which no matter how nicely you ask, you likely won't get what you're asking for.
1. Asking for RAW files (unprocessed images straight from the camera)
Some clients may try to cut costs by asking for the photographer's RAW files so they can process them apart from their photographer. You may just happen to find a photographer who specializes in what's called "shoot and burn" weddings, and this arrangement will work for you. More often than not, you won't.
For a photographer who doesn't do so (myself included), it's often a philosophical reason: the belief that the beauty of the photographer's work extends into the way they process their images. Personally, this helps me maintain control over how other perceive and view my work. It's important that my portfolio should never appear different from the images I deliver so that clients can trust that my work is consistent. It proves that I am skilled, and ensures I'm providing a beautiful result every time.
There is, however, a practical reason for avoiding the photographer's RAW files: do you have the setup necessary to process through hundreds (perhaps thousands) of high-resolution image files? If you don't have the basic software, RAM, or hard drive space to do so, you may want to reconsider.
2. Offering promotion in return for a discount
I, personally, am not interested promotion unless it's something that happens organically--hopefully the result of me doing an exceptional job. Any other arrangement would mean I was creating a different, less authentic reputation for myself. Genuine word of mouth is invaluable, and I hope to deserve more of it every day.
So, for me, while I really truly appreciate offers for promotion, it's simply not an option. Other photographers may be open to the idea, but find it difficult to quantify; they have to ask themselves, "How many blog posts or glowing message board reviews constitutes 10% off?" It's a really tough call, and I'd be curious to hear of any successful arrangements.
It Can't Hurt To Try
Reading this through, it must sound like we photographers are touchy people. "Tread fearfully!" you must be thinking. Please don't think so! I encourage everyone to consider these options and put them in their budgeting arsenal, but using them sensitively and appropriately to the situation. You never know what great things could result from a polite question and creative thinking! I feel for all you couples on a budget, and with everything in your life being squeezed right now it's tough to manage to afford the beautiful, meaningful event you desire.
I owe a lot to several friends who helped me brainstorm and edit this piece. Please, if you have feedback, do contact me with your experiences, questions, and advice.
Coming Soon: What to Do if You Just Can't Hire a Pro