Chapter 5

Pricing and Negotiating

When someone asks me, “What do you charge for a photograph?” I respond by saying, “What does a car cost?” Are we talking about a new car or a used one, a four-, six-, or eight-cylinder engine? Is it a luxury auto or an economy model? And, do you want to buy, lease, or rent? The client can’t say, “I’ll have a portrait from Column A, a product shot from Column B, and, oh yes, I almost forgot, can I see the dessert menu?”

Just as a four-ounce drink can cost 20 cents if it’s from a two-liter bottle of soda, six dollars if ordered as a cocktail in a nightclub, or well over a hundred dollars if it is from a bottle of vintage Grand Cru Bordeaux, the cost of a photograph can vary widely. How much clients pay for a photograph ...

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