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Originally Posted by Sharon Knettell
It is a very delicate balance the artist has to negotiate between the client and him or herself . Often the artist is poor and needs the commission badly. This puts the artist on the defensive both artistically and financially. I have noticed that we often explain our fees ad infinitum, as if we ourselves are guilty of charging SUCH an exorbitant fee. We all to often think it is a large fee vis-a-vis our own perspective. We often quake inwardly (at least I do) when coming in contact with extreme wealth, I don't mean Mercedes, I mean Bentleys and Rolls. Just give them the fee as confidently as you can, try NOT to bargain, it makes you look needy.
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As always Sharon, your observations are always right on the money (oh! please do pardon the pun).
I must say, I wonder why artists are so nervous around people with what country folks call "folding money". I have a few quotes that help me keep perspective during my own meager business transactions:
Will Rogers (or was it Mark Twain?) once said
"Rich people are very different from everyone else...they have more money."
I can't remember who said this one but it always makes me laugh and prevents me from acting subservient,
"If I had a dog that acted that obsequious...I would shoot it."
Finally , I always keep this quote in mind when working with new or potential clients;
"Treat people as if they were what they ought to be, and you help them to become what they are capable of becoming." -Goethe-
As to cutting deals or bargaining...as a former horse trader, married to a dog trader, I'm always ready to make a deal. But these are the kinds of deals I like to make;
When I am commissioned to do a portrait, I will
sometimes offer to paint a second, separate portrait of someone else at my "double figure in one painting fee" which is 50% more that the base fee. That way the client saves money while I increase my income from the commission contract by 50%.
I always offer my client a finder's fee of 10% if they will secure commissions for me. They rarely take the money...but it always prompts them to host an unveiling, make an introduction or offer some other sort of business advice to help me out. If they really make an effort on my behalf,
succeed, and still won't accept the finder's fee...I will give them a framed drawing or little plein air painting as a thank you.
I have lots of other deals and bargaining chips...I just make sure they offer my client a chance to save money...
while increasing my income beyond the original amount on the contract.
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