“You don’t get paid for the hour. You get paid for the value you bring to the hour.” Jim Rohn
One of the biggest hurdles and challenge for those moving from aspiring artist to professional is knowing how much to charge when someone says they would like to hire you as a performer. Again, for most of you this is unknown territory that can seem overwhelming and daunting. But it is simply because you have to date, never had to think about how to tackle this issue. I would like to give you some ideas to consider that might help you understand how this process works.
First, I want to remind you that this is business, not personal or emotional. So, never think because of your lack of performance experience as a soloist, that you should offer your services at a very low rate. They have not contacted you because they thought they could get you “cheap”. That’s where most just venturing out into that field of performance go mental and emotional right off the bat. Remember, you are offering a service that they obviously would like to have, that they themselves can’t perform and already know the quality of your ethics and integrity, ability to provide the goods, and performance skills. Learning this process will be a good experience as you start to put together any independent offerings as a soloist. It could be a Recital Series that you will sell to many organizations around your community and state, Holiday venues or your availability for an opera, oratorio, musical or cabaret performance. It could even be singing for weddings, funerals, etc.
So how do you figure out who pays for what? Here is a simple formula to consider when figuring this out for yourself.
The fee you are asking for should include the time, energy and monies, your expenses, incurred while preparing for this performance. This is how you begin to figure out how much to ask for. Remember you want to make money, not come out losing money or just breaking even. Sure you want the experience but you still need to make certain you cover you preparation, and the value of your services when performing. This might include any vocal, interpretive, acting, language coaching’s you have on the material, music you have to buy, working through the material with an accompanist, etc. Are you paying for the accompanist for your performance out of your earnings or is this accompanist contracted separately and paid by those hiring. You will be asked to supply your publicity materials, photo, bio, that sort of thing and all of that cost money as well.
You need to let them know you are happy to do radio/TV/newspaper interviews and attend any pre or post events they have planned to help build interest in their event as long as they don’t conflict with any rehearsals you may have while being there.
You have to come up with a standard per performance fee based on what I have outlined above. This gives you the freedom to adjust or negotiate that fee if necessary or because of the particular circumstances like it being for your church or family etc.
I suggest if you are paying your accompanist out of your own pocket you have a starting fee of, between $500 to $1200 depending on whether you are doing the whole show or are part of a performance plus any travel expenses, hotel, possibly meals, and ground transportation for you both, if that is applicable. Depending on your performance venue, most times you will take 3/4ths of the fee and your accompanist will get the rest.
Presenting yourself as a professional shows them you have done your homework, and are ready to do business and your job in particular. Start looking at yourself and what you have to offer from “the manager’s” position so there is no emotion and it’s not personal even if you know the people who want to hire you. It is business!!!!!! Business is rarely about you. It’s about filling the needs of others and you being able to take your audience on a journey as you perform. It’s about creating and maintaining relationships. These are also some of the specific benefits you are bringing to them.
And hopefully you are spending time each day practicing your personal skills and tools and giving yourself opportunities to use them so they become habitual. This not only gives you confidence in your personal life, but when you are doing business as well. To help yourself get better at appreciating what you have to offer as a mere mortal, write down regularly the great qualities and contributions you make every day and who else agrees with what you have said from past performances or even recent auditions or those at work.
You are the product you are selling. And this is part of learning how to create, maintain and polish your brand so you continue to gain the confidence you need to be you, which simply gets heightened when you are in any public setting. It’s something you have to practice physically, not just in your head. It’s scary at first because you think to yourself, (with the help of your inner brat, you know that voice that talks to you in your head), “Who the heck do I think I am? I’m not better than anyone else.” No, you’re not, but then you also do not have the specific skills, and gift to do the job of many other talented folks like a plumber, a teacher, a business ex., a nurse, an accountant, a manager, a sales person, waitress. etc. They all have their specific capabilities when they work at their jobs. It is just a job for all of us!!!!!! However, for some unknown reason I have found that you and I are privileged and tasked with a different kind of talent, set of skills and tools and it seems to somehow make us stand out because most people wish they could do what we are doing. But it is no different. Hope this helps.
You are providing a very specialized service that others want that they can’t provide themselves. You need to present yourself in that light at all times so you don’t break the illusion for the public. It doesn’t mean you are more special personally then they are, it just means they are paying to see something and someone they wish they had the talent to be. If you have questions about this, ask away. Ciao, Carol
