{"id":1856,"date":"2020-10-22T08:02:03","date_gmt":"2020-10-22T15:02:03","guid":{"rendered":"https:\/\/www.scot.fun\/damentals\/?p=1856"},"modified":"2020-10-24T10:14:50","modified_gmt":"2020-10-24T17:14:50","slug":"entertainers-are-bringing-brooms-to-car-wrecks","status":"publish","type":"post","link":"https:\/\/www.scot.fun\/damentals\/entertainers-are-bringing-brooms-to-car-wrecks\/","title":{"rendered":"Entertainers are bringing brooms to car wrecks"},"content":{"rendered":"\n<figure class=\"wp-block-image size-large\"><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"638\" data-attachment-id=\"1858\" data-permalink=\"https:\/\/www.scot.fun\/damentals\/entertainers-are-bringing-brooms-to-car-wrecks\/f\/\" data-orig-file=\"https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2020\/10\/f-scaled.jpg?fit=2560%2C1594&amp;ssl=1\" data-orig-size=\"2560,1594\" data-comments-opened=\"1\" data-image-meta=\"{&quot;aperture&quot;:&quot;0&quot;,&quot;credit&quot;:&quot;&quot;,&quot;camera&quot;:&quot;&quot;,&quot;caption&quot;:&quot;&quot;,&quot;created_timestamp&quot;:&quot;0&quot;,&quot;copyright&quot;:&quot;&quot;,&quot;focal_length&quot;:&quot;0&quot;,&quot;iso&quot;:&quot;0&quot;,&quot;shutter_speed&quot;:&quot;0&quot;,&quot;title&quot;:&quot;&quot;,&quot;orientation&quot;:&quot;0&quot;}\" data-image-title=\"f\" data-image-description=\"\" data-image-caption=\"\" data-large-file=\"https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2020\/10\/f-scaled.jpg?fit=1024%2C638&amp;ssl=1\" src=\"https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2020\/10\/f.jpg?resize=1024%2C638&#038;ssl=1\" alt=\"\" class=\"wp-image-1858\" srcset=\"https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2020\/10\/f-scaled.jpg?resize=1024%2C638&amp;ssl=1 1024w, https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2020\/10\/f-scaled.jpg?resize=300%2C187&amp;ssl=1 300w, https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2020\/10\/f-scaled.jpg?resize=1536%2C957&amp;ssl=1 1536w, https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2020\/10\/f-scaled.jpg?resize=2048%2C1275&amp;ssl=1 2048w\" sizes=\"auto, (max-width: 1000px) 100vw, 1000px\" \/><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">I&#8217;m writing today about pricing gigs. A client asks our price and we tell them a number. It sucks. The problem starts before this point. I mean problemZZZZ<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>We are offering a partial solution<\/li><li>We don&#8217;t know what we&#8217;re offering<\/li><li>We don&#8217;t know what the prospect needs<\/li><li>We don&#8217;t consider what more can be offered<\/li><li>We don&#8217;t position ourselves as experts \/ guides<\/li><li>We rush to offer a number<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">When I start talking to performers about this stuff, their eyes often glaze over initially. &#8220;I just want to ask for more money.&#8221; Well&#8230; <\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\"><p>This is how to ask for a lot more money.<\/p><\/blockquote>\n\n\n\n<p class=\"wp-block-paragraph\">This is also how to avoid bad negotiations.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">The ultimate pricing situation is value-based. <\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">We&#8217;ll want to have a conversation with the client and understand what they need and what value we can provide. If I&#8217;m doing the same 45 minute puppet show for kids, my prices don&#8217;t change randomly. My prices change if it&#8217;s not the same&#8230;and usually, it&#8217;s not the same.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">If we can provide less value than we did before, and we can operate on lower fees, we offer a lower price.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Most likely, we were undercharging before, so truly evaluating what we offer that&#8217;s special and powerful and valuable to a client can help communicate why we&#8217;re bombass.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Understanding value is a muscle built over time.<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">This isn&#8217;t about being sassy and saying &#8220;I&#8217;m worth it!&#8221;, this is about actually understanding what our service is worth and communicating it clearly. When we do this, the burden of &#8220;sales&#8221; is off our shoulders. Each time we focus on the value we can provide, we get better at noticing more value.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Have a <a href=\"https:\/\/www.scot.fun\/damentals\/a-game-of-find-the-service\/\">discovery call<\/a> with the client, find out their whole situation, then offer them a solution with a price. We don&#8217;t have to do it all in one call.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">I&#8217;m non-adversarial with clients<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">If we&#8217;re working collaboratively with a client, we don&#8217;t charge a person in a mansion more than a person in a trailer park because they can afford more.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">I repeat-<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">We don&#8217;t charge a person in a mansion more than a person in a trailer park because they can afford more.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">We probably still charge the mansion dweller more, but it&#8217;s for a different reason. That reason: we offer them more value.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">I would need to talk to the trailer park person first, but I&#8217;m assuming that most likely money is worth more to them than:<\/p>\n\n\n\n<ol class=\"wp-block-list\"><li>Their reputation<\/li><li>Getting a top-level performer<\/li><li>Protecting their carpets<\/li><li>Punctuality<\/li><li>and a million other things&#8230;<\/li><\/ol>\n\n\n\n<p class=\"wp-block-paragraph\">So, we don&#8217;t need to offer them protection for all that stuff.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">A more affluent person may value this stuff and if we can offer it to them, we&#8217;re offering them more. More is worth more.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Here&#8217;s the car wreck<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Someone calls me up and says &#8220;Can you come sweep up a mess at the corner of Broadway and Oak?&#8221; &#8220;Yes&#8221; &#8220;How much is it?&#8221; &#8220;40 bucks&#8221; &#8220;OK!&#8221;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">I&#8217;m screwing myself and them. What if it&#8217;s a five car pile up?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">I&#8217;m going to need to get a tow truck to come and move cars. I&#8217;m over budget already. It&#8217;s gonna take me a long time. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">What if I know CPR and the caller&#8217;s friend is about to die at the scene? If I ask a few questions, I might find out that I need to rush down there and help in a real way.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">What if I know that leaving toxic waste at the scene will result in a $1000 fine and the caller doesn&#8217;t know that? If I ask questions and find out that there&#8217;s a waste spill, I could add on toxic waste cleanup and make and extra $500 maybe.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n","protected":false},"excerpt":{"rendered":"<p>I&#8217;m writing today about pricing gigs. A client asks our price and we tell them a number. It sucks. The problem starts before this point. I mean problemZZZZ We are offering a partial solution We don&#8217;t know what we&#8217;re offering We don&#8217;t know what the prospect needs We don&#8217;t consider what more can be offered [&hellip;]<\/p>\n","protected":false},"author":15,"featured_media":1858,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"rop_custom_images_group":[],"rop_custom_messages_group":[],"rop_publish_now":"initial","rop_publish_now_accounts":{"facebook_10158666434799935_26707174888":"","twitter_aToyMjM4MTQzMDs=_22381430":""},"rop_publish_now_history":[],"rop_publish_now_status":"pending","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[1],"tags":[],"class_list":["post-1856","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized"],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2020\/10\/f-scaled.jpg?fit=2560%2C1594&ssl=1","jetpack_shortlink":"https:\/\/wp.me\/pc33gc-tW","jetpack_sharing_enabled":true,"jetpack-related-posts":[{"id":898,"url":"https:\/\/www.scot.fun\/damentals\/1-crowdfunding-mistake\/","url_meta":{"origin":1856,"position":0},"title":"#1 Crowdfunding Mistake","author":"scot","date":"June 7, 2020","format":false,"excerpt":"Kickstarter or Patreon can seem like a solution to an entertainer's problems. The thinking goes, \"I'm entertaining. People like what I do. I'll ask them each for a small amount of money. I'll have a large amount.\" The only problem with this thinking could be that... You're not, people don't,\u2026","rel":"","context":"Similar post","block_context":{"text":"Similar post","link":""},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2020\/06\/moon-2775580-1.png?fit=1200%2C579&ssl=1&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2020\/06\/moon-2775580-1.png?fit=1200%2C579&ssl=1&resize=350%2C200 1x, https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2020\/06\/moon-2775580-1.png?fit=1200%2C579&ssl=1&resize=525%2C300 1.5x, https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2020\/06\/moon-2775580-1.png?fit=1200%2C579&ssl=1&resize=700%2C400 2x, https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2020\/06\/moon-2775580-1.png?fit=1200%2C579&ssl=1&resize=1050%2C600 3x"},"classes":[]},{"id":3930,"url":"https:\/\/www.scot.fun\/damentals\/give-the-lowest-price-possible\/","url_meta":{"origin":1856,"position":1},"title":"Give the Lowest Price Possible","author":"scot","date":"July 18, 2024","format":false,"excerpt":"From working with a ton of creatives on their pricing, I've found it's important to remember a few things. Artists have good hearts. We want to do things that are generous. We want systems that are sustainable. That means that we need to be able to put love into what\u2026","rel":"","context":"Similar post","block_context":{"text":"Similar post","link":""},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2024\/07\/Untitled2.jpg?fit=1200%2C675&ssl=1&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2024\/07\/Untitled2.jpg?fit=1200%2C675&ssl=1&resize=350%2C200 1x, https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2024\/07\/Untitled2.jpg?fit=1200%2C675&ssl=1&resize=525%2C300 1.5x, https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2024\/07\/Untitled2.jpg?fit=1200%2C675&ssl=1&resize=700%2C400 2x, https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2024\/07\/Untitled2.jpg?fit=1200%2C675&ssl=1&resize=1050%2C600 3x"},"classes":[]},{"id":4178,"url":"https:\/\/www.scot.fun\/damentals\/serving-vs-offering-to-serve\/","url_meta":{"origin":1856,"position":2},"title":"Serving VS Offering to Serve","author":"scot","date":"August 27, 2024","format":false,"excerpt":"we can fail. we can get rejected. My ferret dies. One friend says \"Let me know if there's anything I can do.\" What an offer! anything! Another friend shows up at my door with some mediocre home made mac and cheese - a few meals worth because he knows i\u2026","rel":"","context":"Similar post","block_context":{"text":"Similar post","link":""},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2024\/08\/blog-19.jpg?fit=1200%2C675&ssl=1&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2024\/08\/blog-19.jpg?fit=1200%2C675&ssl=1&resize=350%2C200 1x, https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2024\/08\/blog-19.jpg?fit=1200%2C675&ssl=1&resize=525%2C300 1.5x, https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2024\/08\/blog-19.jpg?fit=1200%2C675&ssl=1&resize=700%2C400 2x, https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2024\/08\/blog-19.jpg?fit=1200%2C675&ssl=1&resize=1050%2C600 3x"},"classes":[]},{"id":3623,"url":"https:\/\/www.scot.fun\/damentals\/membership-orgs-higher-dues\/","url_meta":{"origin":1856,"position":3},"title":"Membership Orgs: Higher Dues","author":"scot","date":"April 29, 2023","format":false,"excerpt":"People often think that the way to get members for an club or other organization is to lower the price of dues as low as possible. I can't think of when this would ever be true. Joining a club is a commitment. When we join a group, we are deciding\u2026","rel":"","context":"Similar post","block_context":{"text":"Similar post","link":""},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2023\/04\/Screenshot_2023-04-29_08-58-36.png?fit=1200%2C675&ssl=1&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2023\/04\/Screenshot_2023-04-29_08-58-36.png?fit=1200%2C675&ssl=1&resize=350%2C200 1x, https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2023\/04\/Screenshot_2023-04-29_08-58-36.png?fit=1200%2C675&ssl=1&resize=525%2C300 1.5x, https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2023\/04\/Screenshot_2023-04-29_08-58-36.png?fit=1200%2C675&ssl=1&resize=700%2C400 2x, https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2023\/04\/Screenshot_2023-04-29_08-58-36.png?fit=1200%2C675&ssl=1&resize=1050%2C600 3x"},"classes":[]},{"id":1695,"url":"https:\/\/www.scot.fun\/damentals\/help-is-a-one-way-street\/","url_meta":{"origin":1856,"position":4},"title":"Help is a One-Way Street","author":"scot","date":"September 18, 2020","format":false,"excerpt":"Personally, I avoid transactional relationships. I don't do favors that are owed later. Either I want to do something for someone or I don't. Professionally, I try to do as many things to help others as possible. Then, when the work gets bigger, more special, or impacts my life more;\u2026","rel":"","context":"Similar post","block_context":{"text":"Similar post","link":""},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2020\/09\/ski.jpg?fit=1200%2C726&ssl=1&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2020\/09\/ski.jpg?fit=1200%2C726&ssl=1&resize=350%2C200 1x, https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2020\/09\/ski.jpg?fit=1200%2C726&ssl=1&resize=525%2C300 1.5x, https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2020\/09\/ski.jpg?fit=1200%2C726&ssl=1&resize=700%2C400 2x, https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2020\/09\/ski.jpg?fit=1200%2C726&ssl=1&resize=1050%2C600 3x"},"classes":[]},{"id":519,"url":"https:\/\/www.scot.fun\/damentals\/how-to-hire-an-artist-for-free\/","url_meta":{"origin":1856,"position":5},"title":"How to Hire an Artist for FREE","author":"scot","date":"December 13, 2014","format":false,"excerpt":"Yes,\u00a0you can pull this\u00a0off. Painters, chefs, hair stylists, sculptors, comedians, and architects are all willing to work for free. Here\u2019s my guide to helping you hire any artist for any amount of money, including none. Sometimes FREE Seems Impossible! Let\u2019s use Jim as an example. Jim is a professional guitarist\u2026","rel":"","context":"In &quot;how to&quot;","block_context":{"text":"how to","link":"https:\/\/www.scot.fun\/damentals\/category\/how-to\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2014\/12\/artist-free.png?fit=1000%2C707&ssl=1&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2014\/12\/artist-free.png?fit=1000%2C707&ssl=1&resize=350%2C200 1x, https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2014\/12\/artist-free.png?fit=1000%2C707&ssl=1&resize=525%2C300 1.5x, https:\/\/i0.wp.com\/www.scot.fun\/damentals\/wp-content\/uploads\/2014\/12\/artist-free.png?fit=1000%2C707&ssl=1&resize=700%2C400 2x"},"classes":[]}],"_links":{"self":[{"href":"https:\/\/www.scot.fun\/damentals\/wp-json\/wp\/v2\/posts\/1856","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.scot.fun\/damentals\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.scot.fun\/damentals\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.scot.fun\/damentals\/wp-json\/wp\/v2\/users\/15"}],"replies":[{"embeddable":true,"href":"https:\/\/www.scot.fun\/damentals\/wp-json\/wp\/v2\/comments?post=1856"}],"version-history":[{"count":3,"href":"https:\/\/www.scot.fun\/damentals\/wp-json\/wp\/v2\/posts\/1856\/revisions"}],"predecessor-version":[{"id":1864,"href":"https:\/\/www.scot.fun\/damentals\/wp-json\/wp\/v2\/posts\/1856\/revisions\/1864"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.scot.fun\/damentals\/wp-json\/wp\/v2\/media\/1858"}],"wp:attachment":[{"href":"https:\/\/www.scot.fun\/damentals\/wp-json\/wp\/v2\/media?parent=1856"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.scot.fun\/damentals\/wp-json\/wp\/v2\/categories?post=1856"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.scot.fun\/damentals\/wp-json\/wp\/v2\/tags?post=1856"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}