EP18. How can I stop being a professional volunteer this time?

foreword

Recently, a friend has been troubled by the quotation problem for a long time, that is, he has just come out to accept the case by himself, and then the price quoted is too cheap, and then the price is high, but he feels very guilty. "Ah... Should I just report higher?" Because the other party felt very ah, Shali agreed immediately. I believe that every freelancer has faced such a problem. I have encountered it myself, and I think it is a mentality. Regarding the issue of angles, this episode is mainly to share my own thoughts on these two angles.

individual case

Luck Quote

Then I will take the things I used to make a film case as an example. When I first received a case, I would dwarf myself more or less, I felt that I was just a student, and then I was not professional enough, not like a general studio, but It doesn't mean that my skills are not good, so I started doing it for free at that time, and then I went to improve the volume of my own works first, so that others could use it as a reference. The purpose was just this. My own service is super thoughtful, that is, I can find people at any time, even in the middle of the night, and then modify it until I am satisfied, even if it is a day-to-day feeling, even if it is a free service, I will try my best to do it well, I think this is an attitude of being responsible for the project, so my return rate is very high (because who doesn't want it for free?). Later, when I started to prepare for charging, I was a little confused, and I was afraid to scare away customers, because Originally it wasn't free? Why did it suddenly start charging? But the client gave me the feeling that they said, "This is what it should be, because I asked you to do something!", and even a little embarrassed, I think it's funny , but my own feeling is that I actually got the money, and I am very happy. After all, it is something I taught myself, so I take it for granted that my quotation is from the cost price. Then if my own skills are not bad, and his things can be done so quickly, my price will be very low, which is actually a bit contradictory, so I went to find a lot of sharing about quotations, and see how to do it. For a better price, I even asked my peers anonymously, just to see how much they would quote for the same case. When I heard their price, I was scared to death and thought, "Wow...how can you quote such a high price?" ?", and then directly determined that the other party was a black-hearted manufacturer, and then did not speak to him, and even at that time, my classmates in the next class received a case to help the school take graduation photos, and then each person charged 500 yuan for a piece, I felt very It's incredible, I think how dare you to do it like this? Do you really have such a major? And your graduation photo should just stand there with your camera, you don't need any special composition or anything at all, but to Later, I found out that more and more people seem to be quoting like this, and then I began to reflect on whether I was an outlier, so my quotation began to try to increase, and it became higher and higher every time. When I quoted this price, if it was OK If so, I will report it higher next time. If I talk about failure, it will be regarded as experience. Anyway, it is very similar to the concept of gambling. For example, do you want to pay 1,000 yuan for this case? Yes! Ok, then next time, 2,000 yuan Do you want it? Yes! Ok, then go down, and then go to 10,000 yuan or not? Then the other party may change to say I think about it, um... OK! Well, then I may report the same 10,000 yuan next time. , ah, if the other party doesn't accept it, then it will change to 9,000 yuan. Similar to this concept, it feels a little bit of luck.

Professional is the cost, so is the brand

After a while, my quotation began to keep up with the market, but the acceptance rate was relatively low, so I thought to say, it may be because of my status, so I did it A website, and then I made myself a studio, a branding concept, then slowly, my return rate came back, and even my case sources were more, and then I received some government, or I was approached by the school authorities, but these units all need invoices. There is no way to issue a labor remuneration bill every time, so I started to ask my colleagues if they could help with invoicing. That’s the first time I understood what it means. Buy the invoice, then how much tax will be added, and then the rush fee will be added, or the distance to the next shooting, that is, when we accept the case, we will calculate the distance to that location, and then there are things such as travel expenses, meals, etc., There are more and more items that can be added, even to the use of equipment, how to calculate depreciation, through these methods I understand that "Oh, there are so many hidden costs in it", after operating in this way for a period of time , it may be because of our thoughtful service relationship, someone will start to introduce it, and then I slowly understand the concept of branding. It turns out that when people buy my services, they are not just treating me as a technician, but I am more like a brand guarantee. It turns out that the brand can also be regarded as a quotation, which is probably like this. I talk about these things, but I just want to share, how I learned to make quotations, in fact, there is no certain way to make quotations, and there is nothing called correctness. Some people It is calculated by hourly salary. If the calculated salary is lower than that of part-time work, and there is no other added value, why not just work directly? I think this method is a very good way for newbies to quote. The practical way is that when you feel other hidden costs, you can think about whether these costs should be absorbed by customers. For example, when we are shooting, those equipment will be worn out, so this It should be absorbed by customers, but if it is because of my own inefficiency, I have delayed three days for three weeks, then this thing should not be absorbed by customers.

Follow-up effects affect previous quotations

After going through this, I will start to complete the brand later, and may start to find the helper I need, whether it is a case by case or a direct in-house. In addition to the personnel, you also need to include The value that your brand itself has helped him create, I am not talking about making the film well, but he can do what he wants through this film, which may be realized, may be diversion, or may be exposed, so I will discuss this issue later when I do some preliminary discussions. In addition to helping him focus and provide suggestions, I can also help you to evaluate for yourself how much value you are doing to him now. , just asking whether to show it publicly is a lot worse. Some may be exposed at events. Compared with the kind of birthday films that are privately given to others, the former is obviously much more valuable, even if your approach, your cost It is exactly the same, then its price will be different, so at this point, you can re-examine and say "how much is this project worth?", to use other examples, it is a bit like saying digital Marketing, when you help him operate, you don't help him click the mouse and finish the work, but help him maximize the benefits with the least cost. This is the value of what you do. It is he who finds your value. After all, you are not like a supermarket to help customers check out, and then you will be fine after the checkout. If what you do has a follow-up effect, you should take this into account.

Operator's responsibility for quotation

The last question is whether you evaluate the quotation from a personal perspective or from the perspective of an operator. If you are an individual, it is not bad to be blunt, because only you are affected, but if you If you are an operator, your income will not be enough to support your expenses in the next few months. For employees, your Buddhist quotation is irresponsible. According to the role of leader, the basic responsibility is to allow employees to get Reasonable paycheck, and then you can work with peace of mind. You can't tell the employees, "I'm sorry, our project price is a bit low this time, so everyone's salary this month will be less than a thousand yuan", so stand on the operator's side. From a point of view, you are responsible for quoting, and you can't just quote on the basis of never losing money.

practice experience

This is just my own personal experience in quoting. Of course, there are still many variables to consider, but what I want to express is that you can cut in from these directions with regard to the mentality and angle of quotation. Too high, and then make yourself feel guilty. It may be that the way you quote may only have one line, and it is just an idea of one direction. Just like when you see only one point listed on the quotation, you will feel overpriced, but if you list It is very detailed. You list 20 points, and customers may feel that it seems that it is worth the money and that you have done a lot of things, but it does not mean that you must do it exaggeratedly, and it feels like you list a thousand points. , but at least you need to be able to understand what is reasonable and what is unreasonable when you make this offer, just like when you report 30,000 yuan to a person who makes a birthday video for a private person, he may think it is very expensive, but If you report to a manufacturer and he wants to do an activity, he may not think it is very expensive, so I think the quotation depends on the identity of the other party and his unit. You have to go and see if it can How much value is created, as far as the film is concerned, it may be the type of its film, whether it is an advertising type, or is it a record type, every detail of which will affect your final offer, and also There is a range that can be accepted by the other party, just remember that if the case itself has no other added value, don’t report that you have no money, or even give money. After all, if you don’t want to make money, why do you come out to take it? Case and entrepreneurship, right?

Original link Independent sample creation process