How many times have you received a call asking you to perform for a group... for free?
How many times have you accepted?
There sometimes seem to be a stream of folks who call and tell you how wonderful their group is, how important their mission is.
How they have no money. And then their ask: "We were wondering if you would consider doing a program for us for free?" They might say it a little differently, but the bottom line is the same. WILL YOU GIVE AWAY A PROGRAM?
Now, you might end up thinking I am a scrooge, but I don't often do free events. The ones I do I choose and offer. I do not respond to low cost or no cost requests. There are several reasons:
First of all, it may be free to them, but it cost me! Just in gas alone it cost. For example, say the venue is 30 miles away or 60 miles total. At 20 miles a gallon gas mileage you would use 3 gallons of gas. right now gas is close to $4.00 a gallon - that is $12 it cost YOU! If you figure the allowable mileage rate it comes to $33.30.
Include your time with 30 minutes drive time each way, perhaps an hour before and after the performance and one hour performance... That is 4 hours total.
That does not include wear and tear on your vehicle
Minimum Wage is $7.25 X 4 hours = $29 if you were paid minimum wage!
Their free program actually cost you at least $41 if you made minimum wage.
KNOW YOUR NET
What? You'll do the program for a $50 honorarium? Cool, You net $38. $100 nets you $88, $150 nets $138. Know what you will net when you quote a price.
KNOW YOUR CUSTOMER
Take your time to know who you are talking to. Find out if they pay other performers. Find out what they do and if they are REALLY a poor group. One day you will agree to do a freebie and will walk into a group and see diamonds glittering on every hand, expensive handbags, Italian suits and expensive cars in the parking lot.
Then you'll know they just weren't that poor.
Thanks Mr. Hollen for your well thought out post. A fellow pro performer, your calculating the most basic costs makes for a fine point to share. I donate about a booking a month. Now, I plan to follow your lead by being the one to offer. The diamonds, Gucci bags and Porsches have appeared in charitable audiences where organizers got me to give away a performance. And I drive a 1994 Volvo with 300K! Thanks.
ReplyDeleteStephen, you prod me to do more and better every time! Thanks!
ReplyDeleteStephen,
ReplyDeleteI'm sending this to a storytelling group where I've started being less available. It may be great as a way for them to develop, or as a hobby, but this confirms my belief I was "chasing my tail" and keeping me from real marketing and performing.
Your marketing comments prod me to do more on my least favorite part of working as a performer. I know you are right and base it on sound business practice.