1 1 00:00:00,056 --> 00:00:03,693 (fast-paced jazz music) 2 2 00:00:03,693 --> 00:00:05,940 A YouTuber who gets blessed with success 3 3 00:00:05,940 --> 00:00:08,850 after a very short period of time, 4 4 00:00:08,850 --> 00:00:11,200 which sometimes does happen, 5 5 00:00:11,200 --> 00:00:12,700 isn't well prepared 6 6 00:00:12,700 --> 00:00:15,860 and will probably not have the business tools 7 7 00:00:15,860 --> 00:00:18,380 to make the most out of their position. 8 8 00:00:18,380 --> 00:00:20,720 They might not even have a manager yet 9 9 00:00:20,720 --> 00:00:23,080 or maybe their mom is their manager 10 10 00:00:23,080 --> 00:00:25,780 and she isn't that great at her job yet. 11 11 00:00:25,780 --> 00:00:26,800 Maybe. 12 12 00:00:26,800 --> 00:00:30,580 So, let's talk a little bit about negotiating 13 13 00:00:30,580 --> 00:00:32,420 because that's going to be an issue 14 14 00:00:32,420 --> 00:00:34,460 if you get an offer for sponsorship 15 15 00:00:34,460 --> 00:00:36,380 or some other job offer 16 16 00:00:36,380 --> 00:00:39,240 that is related to your YouTube success. 17 17 00:00:39,240 --> 00:00:41,490 Now, because I live in Indonesia, 18 18 00:00:41,490 --> 00:00:45,410 the culture and prices maybe different from your country. 19 19 00:00:45,410 --> 00:00:49,430 But the point is, you don't wanna overprice yourself 20 20 00:00:49,430 --> 00:00:51,920 or undervalue yourself. 21 21 00:00:51,920 --> 00:00:55,460 Your goal is to find out what's fair for both parties 22 22 00:00:55,460 --> 00:00:57,810 and that is so difficult to find out 23 23 00:00:57,810 --> 00:01:00,620 when you are new in an industry. 24 24 00:01:00,620 --> 00:01:03,450 Where I am, the best plan of action is to 25 25 00:01:03,450 --> 00:01:06,280 first ask a few of your peers whose channel 26 26 00:01:06,280 --> 00:01:08,020 is the same size as yours 27 27 00:01:08,020 --> 00:01:10,950 and hope that they're generous enough to share 28 28 00:01:10,950 --> 00:01:13,920 some of this sensitive information with you. 29 29 00:01:13,920 --> 00:01:16,670 And you can use those numbers as a reference 30 30 00:01:16,670 --> 00:01:19,490 when you give the client your price. 31 31 00:01:19,490 --> 00:01:22,920 And if they say yes to you price right away 32 32 00:01:22,920 --> 00:01:24,680 and don't seem to be negotiating 33 33 00:01:24,680 --> 00:01:26,340 or thinking about it at all, 34 34 00:01:26,340 --> 00:01:28,210 then you have undercharged them. 35 35 00:01:28,210 --> 00:01:31,430 You can try charging a little more next time. 36 36 00:01:31,430 --> 00:01:33,950 If you don't have anyone you can consult with 37 37 00:01:33,950 --> 00:01:37,390 then let the client state their price first 38 38 00:01:37,390 --> 00:01:39,470 and if you're happy with it 39 39 00:01:39,470 --> 00:01:41,960 then still ask for a little bit more 40 40 00:01:41,960 --> 00:01:44,430 and see if they say yes right away. 41 41 00:01:44,430 --> 00:01:48,480 Then, in that case, you could ask for even more next time 42 42 00:01:48,480 --> 00:01:50,200 and kind of feel it out. 43 43 00:01:50,200 --> 00:01:52,570 This is the process you have to go through 44 44 00:01:52,570 --> 00:01:54,050 to find out what you're worth 45 45 00:01:55,000 --> 00:01:56,770 and it's the hard way. (giggles) 46 46 00:01:56,770 --> 00:01:59,380 And what complicates things even further 47 47 00:01:59,380 --> 00:02:03,550 is that the price varies according to the type of client. 48 48 00:02:03,550 --> 00:02:06,720 You can't charge the same amount to a University 49 49 00:02:06,720 --> 00:02:08,423 that you can charge to a bank, 50 50 00:02:09,380 --> 00:02:10,760 in most cases. 51 51 00:02:10,760 --> 00:02:13,700 You have to figure out those things yourself. 52 52 00:02:13,700 --> 00:02:17,360 Now, some clients would just have a strict budget 53 53 00:02:17,360 --> 00:02:21,380 set in stone. Very upfront. No negotiations. 54 54 00:02:21,380 --> 00:02:23,670 If it's fair, I love that. 55 55 00:02:23,670 --> 00:02:27,120 But it's uncommon where I am and so 56 56 00:02:27,120 --> 00:02:30,470 I have to feel it out and use trial and error. 57 57 00:02:30,470 --> 00:02:34,210 And along the way, I probably lost a few jobs 58 58 00:02:34,210 --> 00:02:39,080 and I probably undercharged for several jobs as well. 59 59 00:02:39,080 --> 00:02:42,770 That's why I feel negotiating skills are very important. 60 60 00:02:42,770 --> 00:02:47,190 Actually, a while ago, I met a girl who had just gone viral. 61 61 00:02:47,190 --> 00:02:51,510 She sang an original song and uploaded it to YouTube 62 62 00:02:51,510 --> 00:02:55,840 and the video got 36 million views. 63 63 00:02:55,840 --> 00:02:56,673 Okay. 64 64 00:02:56,673 --> 00:02:59,430 And when I followed her on Instagram, 65 65 00:02:59,430 --> 00:03:02,920 I saw that she was already doing sponsored Instagram posts 66 66 00:03:02,920 --> 00:03:05,570 for like weird Indonesian eye doctors 67 67 00:03:05,570 --> 00:03:07,570 and all sorts of things. 68 68 00:03:07,570 --> 00:03:09,760 Now, she was only 17. 69 69 00:03:09,760 --> 00:03:13,370 Nothing like this had ever happened to her before. 70 70 00:03:13,370 --> 00:03:17,290 She's the only one from her town to ever go viral like that. 71 71 00:03:17,290 --> 00:03:21,130 And so it's not like she can go ask her neighbor, 72 72 00:03:21,130 --> 00:03:24,320 you know, on what she should charge. 73 73 00:03:24,320 --> 00:03:28,330 I bet you she was severely underpaid for her posts 74 74 00:03:28,330 --> 00:03:30,750 and she should have been more selective 75 75 00:03:30,750 --> 00:03:33,520 when choosing what companies to work with. 76 76 00:03:33,520 --> 00:03:35,950 And when you learn to negotiate, 77 77 00:03:35,950 --> 00:03:38,170 you'll be able to afford to say no 78 78 00:03:38,170 --> 00:03:40,780 when the sponsorship doesn't fit with you brand 79 79 00:03:40,780 --> 00:03:41,753 or personality.