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