Tough one - selling files

[Jon, The Elder]

I shoot horse show events. The person who brought me in to a large association wants to purchase 6 files on CD for inclusion in a 'horse for sale' flyer.

Couple of points:
They are of her and two/three horses she is putting up.
No one else would probably buy prints except her.
She has me linked in several spots on the association web site
She is going to be in office for several years to come.

First thought was to just give them up as a 'good will' gesture. However, I had certain costs involved and it will cost to lay off files onto CD and mail. If I do not charge her then i'm open to further "requests" for "favors".

My instincts tell me at $10.00 each, I will have at least a token amount and can still let her know that this is a favor to her.

Opinions anyone?

[blue_max]

I would base it around recouping your costs for the day (real costs like transport to the venue, and time spent on shooting her actual horses). Then offer her a discount and see if there are opportunities to do more (if that is of interest). If you start from a realistic price, it's easier next time. I agree that it would be difficult if you gave them away to try and charge a realistic fee next time.

Establishing a culture of paying for it, will reap rewards if you intend to continue and will give you a couple of quid if you don't. It's down to how comfortable you are about it though.

Graham

[Digital Prophet]

I will tell you this right now: In any business but especially the horse business it pays to have people on your side. Explain to her that your normal rate is X. But to help her sell her horses and repay her kindness that you are welling to "trade" the images for Y. Whether Y be the business that the association will bring to you, the introduction itself or lunch. Whatever. But make it clear to her that those images have a value of X.

Nothing is free. Nothing. And if you say "These images are FREE ..." they aren't free. They cost you something. Lost revenue, reputation, whatever. However by making it clear that you are TRADING her the images for services rendered or a extremely high discount then you are maintaining the products value while getting something more important, an ally.

I am familiar with horse people. And trust me, they talk. It seems like everyone who owns horses knows everyone else and every horse is related at some point. But that isn't bad, it is good. Use her connections to your advantage. Endure a small "potential" loss to endear yourself and you will be repaid ten fold by the business it brings. Do a good job and there will be people she knows asking for sale shots. It's not terribly lucrative but it leads you to so many other farms and the more farms you go to the more owners you meet. Every owner is a potential for show shots, equstrian portraits, sales images and related services. Reprints. Web work. Non-equistrian family portraits. I have had several jobs that I can trace all the way back to a photo I took of a friend and her horse (who is now my horse) and recreate the word of mouth links that led to municipal work or other work.

Do yourself a favor and do her the favor. But make sure she knows the value of your favor.

- Digital Prophet -

[Vega$50]

Exactly what Digital Prophet said...your value in an item is what it gained from it. Be it money or future business. If you just give your work or product away, why be in business? If it is a hobby..then I have spoken out of turn. Good luck!

[Bruce Hamilton]

I agree with Digital Prophet 100%... If you give her these photos for free, she'll give you more word-of-mouth exposure than you can handle, and they'll all expect you to give them free photos as well because she referred them to you. Personally, I'd charge her the same rate as I'd charge a complete stranger... Too many friendships have ended badly over wanted favors.