How to Negotiate Brand Deals: A Creator's Guide

Before the Negotiation

1. Know Your Numbers

Before any negotiation, you need data to back up your pricing:

• Average engagement rate across recent posts
• Average views/reach for each content type
• Audience demographics (age, location, interests)
• Previous campaign performance metrics

2. Research the Brand

Understand what the brand is looking for and what they typically spend:

• Check their previous influencer campaigns
• Research their target audience
• Understand their product positioning
• Look for recent press releases about marketing budgets

3. Set Your Baseline

Calculate your rate using industry data before negotiations begin. Use our free calculator to get a data-driven starting point.

During the Negotiation

1. Never Give the First Number (If Possible)

When brands reach out, ask about their budget first: "What budget are you working with for this campaign?" This helps you understand what they're willing to spend.

2. Price Higher Than Your Target

Always start 20-30% above what you're willing to accept. This gives room for negotiation while ensuring you land at your target rate.

3. Justify Your Rate

Don't just throw out a number. Explain why you're worth it:

• "My audience is 80% US-based, which aligns perfectly with your target market"
• "My average engagement rate is 6%, which is 3x the industry average"
• "My last 5 brand collaborations averaged 150K views each"

4. Bundle Services

Instead of negotiating down on price, add value:

• "I can't lower the price, but I can include two extra Stories"
• "For that budget, I'd suggest a Reel instead of a feed post for better reach"

Common Negotiation Mistakes

1. Accepting the First Offer

The first offer is rarely the final offer. Even if it seems fair, there's usually room to negotiate.

2. Not Asking for a Contract

Always get agreements in writing. This protects both you and the brand.

3. Forgetting About Usage Rights

If a brand wants to repurpose your content for ads or extended use, charge extra (typically 50-100% of the base rate).

4. Not Considering the Full Scope

Factor in revisions, content approvals, and timeline when pricing. Rush jobs should cost more.

Red Flags to Watch For

• Brands asking for free content in exchange for "exposure"
• Requests to work without a contract
• Unclear deliverables or expectations
• Payment terms longer than 30 days
• Asking you to buy the product yourself

Calculate Your Rate First

When to Walk Away

Sometimes the best negotiation tactic is walking away. If a brand:

• Refuses to pay fair market rates
• Demands excessive revisions
• Has unrealistic expectations
• Makes you feel uncomfortable

Trust your instincts. There will always be other opportunities.