The Influencer Managers Guide To Pricing Collaborations

12 Jan

Everything you need to know to set (and negotiate) your rates

If you’ve ever found yourself wondering how to price collaborations as an influencer, you’re not alone. We price collaborations for some of the top influencers in the industry daily, so I know firsthand how confusing pricing can feel—especially when every project is unique.

That’s why I’m sharing my complete framework to help you confidently determine your worth, tailor your rates, and negotiate like a pro.

⚠️ 🗑️ It’s time to BIN your rate card!

Let me start with a controversial take: your rate card needs to go in the bin.

I know, I know—many influencers rely on rate cards to streamline conversations with brands. But here’s the thing: pricing isn’t one-size-fits-all.

Think about it...

Would you price a holiday collaboration the same as a deals roundup you can film at home? Or charge the same for an entire room renovation as you would for showcasing a new faux flower arrangement? Absolutely not.

Every collaboration is different, and your pricing needs to reflect the scope, effort, and value of each project.

Here’s how to break it down:

Setting Your Base Rate

Your base rate should account for:

1. Your Time

Time is your most valuable resource, so consider how long the project will take from start to finish. This includes planning, filming, editing, and any revisions the brand might request and price for this accordingly.

2. Scope of the Project

What does the brand want? A single Instagram story, a detailed carousel, or a highly produced reel? Each format requires different levels of effort and expertise, so your rate should reflect that.

3. Timeline

Is this a last-minute request with a tight deadline? Quick turnarounds often mean you’re sacrificing flexibility in your schedule, so it’s fair to charge more.

4. Your Capacity and Demand

If you’re in high demand or nearing your workload capacity, your rates should increase accordingly. Remember: scarcity adds value.

Additional Factors to Consider

Once you’ve determined your base rate, think about the following:

1. Brand Reputation and Budget

Big-name brands with larger budgets can (and should) pay more than smaller companies with limited resources. If it’s a high-profile collaboration, your rates should reflect the added exposure and potential workload.

2. The Brand’s Cost to Recreate the Content In-House

Imagine what it would cost the brand to hire a team of videographers, photographers, editors, and models to produce similar content. Your work is not just convenient—it’s cost-effective for them.

3. Longevity of the Relationship

Are you building a long-term partnership or working on a one-off campaign? Long-term collaborations can justify slightly adjusted rates in exchange for consistency and security.

4. Added Value You Bring

Do you have an exceptionally engaged audience? Are you cross-promoting on multiple platforms? Featuring this on your blog / email newsletter / YouTube? Highlight any extras that make you stand out.

Charge for Extras!

Certain elements should never come out of your pocket. Be sure to charge for:

1. Expenses

Include costs like travel, props, or other materials you need to execute the project.

2. Exclusivity

If the brand requires you to pause collaborations with competitors, this limits your income potential and should be factored into your rate.

3. Usage Rights

Will the brand be repurposing your content for ads or other platforms? Extended usage rights should come with an additional fee.

Everything Is a Negotiation

Let’s talk about negotiations, because they’re inevitable in influencer marketing.

Here are some suggestions for handling common scenarios:

When a Brand Pushes Back on Your Rates

Response: “I understand budgets can be tight! My rate reflects the time, expertise, and value I bring to this project. Let me know if there’s flexibility on the deliverables to fit your budget better.”

Tip: Stand firm on your worth but show willingness to adjust the scope if needed.

When a Brand Offers a Lower Budget

Response: “I appreciate the offer, but my rates are based on ensuring I can deliver high-quality content that aligns with your goals. Is there room to increase the budget to reflect the level of work involved?”

Tip: Reiterate the value you bring, and don’t be afraid to counteroffer.

When a Brand Asks for Exclusivity

Response: “I’m happy to discuss exclusivity! For the duration you’re requesting, my rate would include an exclusivity fee to account for potential lost opportunities.”

Tip: Always establish if exclusivity is editorial or advertorial - there is a big difference!

When a Brand Wants Full Usage Rights

Response: “If you’d like to use the content for ads or other platforms, I can provide extended usage rights for an additional fee. Let me know your needs so I can tailor the terms.”

Tip: Be specific about what the additional fee covers (e.g., time, reach, brand equity).

Remember…

Pricing collaborations is an art, not a science.

By tailoring your rates to the scope and value of each project, you ensure you’re fairly compensated while delivering excellent results for brands.

Remember: you hold the power to negotiate, and the right brands will recognise your worth. Ditch the rate card, embrace flexibility, and approach every project with confidence—you’ve got this!

Need some extra help?

If you’re feeling stuck or unsure about how to price your collaborations, don’t worry—you don’t have to figure it out alone. Whether you’re just starting out or looking to scale your influence into a thriving business, I’m here to help.

Book a Power Hour for personalised guidance on pricing, pitching, and positioning yourself for success, or dive deeper with an Influence to Income Strategy Session, where we’ll map out a clear plan to turn your platform into a profitable, long-term career.

Let’s work together to ensure you’re charging what you’re worth and building a business you’re proud of.