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chase jarvis LIVE: Ramit Sethi on youtube of http://iwillteachyoutoberich.com
“Have to have knowledge of what the other person wants to hear” (communication, negotiation)
“Deliver the goods” - Chase Jarvis
Consider psychology of personal behaviors
Why do people do what they do?
We should do X, but instead we do Y. workout, eat less
social influence and persuasion, how do we change behavior
what you say and who you talk to has power
Indian - how to negotiate and bargain with people
get the other person to “want to work with you/pay you”
price and money becomes secondary
it’s about creating “personal relationships”
not adversarial, but cooperative in nature
It’s hard to understand the other person, it takes work
avoid the “I I I syndrome” - listen to the other side more, ask smarter questions
people want to have the option to eventually quit their jobs
80% of negotiation is done before you step in the room
Illustrate the value you bring to the client
“briefcase technique” and “portfolio technique”
money books - who wants to write about how they spend money?
but what’s going to grow your business? new camera? pixel perfect?
who are my customers? ability and willing to pay
photo editor, producer, art buyer, director
violin instructor - asian and jewish mothers, kids to get to harvard
What do “Photo Editors want and fear?
recognizition for finding the next badass creative talent
fear - blowing it, untalented person who hasn’t done the level of work
risk adverse for blowing $500k campaign
search between renegade artists vs old timer whose known expert
ignorant: to expect the other person to recognize your brilliance w/o communication
teach audience to “revere” your free stuff, let them know the work you’ve done behind the scene - have them appreciate it more, the thought/work you’ve done
DONT - try to appeal to everyone (shoot food, cats, houses, people, etc)
Photog salesman: “There are plenty of other photographers out there, in face I’m happy to recommend some if you’d like. I happen to be the only one who focuses on it (style).
BTW - here’s some of the photos that I’ve done, and here’s why they’re different from some of this stuff you’ll find.”
It’s important to disqualify... consider men & women: attraction
for the few people that I’m right for, I do an extrodinary job
“I’m here for what I do, I can deliver an extrodinary product, extrodinary art”
“I can do an extrodinary job, I’m not for everyone, but for the few people that I want to work with and that want to work with me.” - not arrogant, but matter of fact
confident and assertive w/o being cocky
accept that you are not for everyone
1) who am I going after - do they have the ability and willingness to pay
2) stereotype technique in head
3) meeting scenario planned out - work 2x as hard but on the proper stuff
use your words and phrases, negotiation
the extrodinary work you do and “how you might be able to help” your client
Briefcase Technique
go into meeting, talk to client/hiring manager
get conversation going, ask lots of questions, what looking for? thought of xyz?
ASK GREAT QUESTIONS - you’re being hired to solve a creative problem
our biggest challenges are X, and we’re really confident about Z
Well, this is very interesting. “I have a few thoughts, do you mind if I share some of them” – ask permission because you want to get their respect
theatrically – reach into briefcase, etc... and hand IT to them (paper, handout for them to keep)
so there’s actually 4 things I’d like to think about (free insights into your talent), take a look at this, let me walk you through it. When I look at your website, project - I thought about ABC (they nod and smile)
Version 2
“now this is something new that I haven’t shared publically before..” (prepares audience, heightened suspense) “and I’d like to share it now. I’ve been testing it now and I think it works really well” (puts words in our mind/mouth)
people love high notional outlines (big picture) but also to get tactical (in the details)
30/60/90 day or 1/2/3 week plan proposal - research, deliverable etc explained after each step.
mitigates risk

they have a document prepared on paper (blows them away)
Negotiations WIN - 1 indicator, who did the most talking?
prospect (hirer) did the most talking.
get the other person to do most of the talking, you think of their problems
DONT THINK the reason of the interview is to answer questions
better “I’m thrilled to be here, been thinking about this all week, have lots of questions - but it’s your meeting so I’d like to let you begin” leading by asking questions...
so rare for people to feel understood - asking the right questions, to “feel understood, get someone”
Get new business? 44:00
go direct to the client, get 3 paying clients - get them to like you
now I’m not ready to do this yet, but maybe in a couple of months... “do you think there might be anyone whose interested in this?” (low key, not salesy at all)
don’t go home and wait for that to happen – follow up email, you mentioned Paul and Sally, ask for introduction to people mentioned and ask them to fwd email to them. helpful introductions/referral soft incentive to share with friends
Your photo style...
multiple income streams/styles? when starting off... jack of all trades, forever?
What’s the most profitable and ejoyable thing that I can do?
which gets me closet to my goals? there’s always friends and more clients.
ask for referrals, become go-to guy, takes time
work outside of your location... online, fly somewhere? work w/ people not even met.
AWESOME communication skills
project a global presence, audience... service.
Develop relationship over time, have coffee, meet the decision makers - unique correspondance
Let them know you are a photographer, being prepared at the right time
Find out how much money is on the other side of the table?? what’s in the budget?
Find out $$ to make business profitable...
Always reserve the right to go home and think about it...
Need more money? Find ways we can work together... less $ = less work/must take off
BS doesn’t sell – can’t just say “OK” to lower cost! they know the price was BS.
Give at least 3 options 1) less days/costs, 2) less output, 3)
Would you be willing to write me a testimonial? worth more than the money
First 3 clients - may not pay that much cost, but can offer testimonial
1:23 Working for free - help get career to better place? only if strategic!!!
strategic: someone you trust, get referrals, portfolio piece,
teach them to revere you!!!
consulting fee... $50/hr and no discounts, but I like your work/project I think it has potential
I am willing to work for you for free, but first we have to come to some agreements.
If after 30 days I do extrodinary work, we can discuss going back to my normal rate and “extrodniary” you will refer me to 3 other people
1) establish value, for free but only for XYZ
2) only if amazing/extrodinary job
Hiring me for my vision and CREATIVE FREEDOM