Thread: Tactfully Addressing Undercutting

Key word being tactful .w.:

My colleague introduced me via e-mail to a client of hers who also happens to be a dancer. This person (Dancer A) told me to check out her partner, Dancer B's website.

Dancer B charges $100 less than the going rate

I think this situation calls for delicate treatment, as I met this dancer through a colleague - and anything that gets misconstrued could therefore come back to bite me back at the office. I also don't want to sound like a Bellydance Nazi, especially not if Dancer B misled Dancer A at one point in her career to believe that the going rate around here is $150. She could be guilty by proxy, in which case, that's unfortunate.

Where are the etiquette divas? How do I address this issue gracefully? Should I just say nothing? Lauren, help!

Oh, and I must also add -

This dancer invited me to join her and Dancer B for shows where they require multiple performers. I'm also looking for a polite way to tell her that I'm too expensive for them.

It looks like they pretty much offer a "twofer:" two dancers for the price of one .w.:

Not Lauren, but I'll take a whack at it.

Originally Posted by SatinWorship19

This dancer invited me to join her and Dancer B for shows where they require multiple performers. I'm also looking for a polite way to tell her that I'm too expensive for them.

That's actually what I would use as an opening - what you charge, which is based on the going rate.

In this situation, tone is key - I wouldn't touch it via email with a 10 foot pole. How I would approach it is with a *very* light and casual vocal inflection. "I did check out Dancer B's site, but unfortunately it looks like the pay is a bit less than what I and some other dancers I know like to make. Everyone has to make their own business decisions, of course, but $X.XX is my personal minimum to get all dolled up and dance. I really appreciate the offer, though, and if things change with the pay rate I'd LOVE to work with you guys." I'd pair this with as sincere as an expression you can manage plastered on your face.

This gives her a chance to ask why you charge what you do, and then you can get into a little more detail since she has specifically asked you for the information. If she doesn't ask, you drop it and continue on your way as a gainfully employed member of society.

In your situation, I would not attempt to force anyone's hand, and just act as if you are offering to share the information they way you would if you were recommending a CD or a new restaurant to try.

If you'd rather not go there, and are just looking for a way out, you can always just say that after thinking about it more decided it might be a conflict of interest to combine the two different sides of your life. Or just be magically "booked" every time they call you.

PMing you!

I agree with Laura on the tone issue. An email could be a disaster.

Also, the invitation is a great opening to explain gently what you charge and why.

Do you have any local lists? I like sending people links to lists and bhuz with a oh hey you'd probably like this stuff! I know on the DC lists she wouldn't be there long before she got some good info on rates.

ETA: I do prefer a direct approach first though, b/c most of the time if you say someone has been in the cookie jar everyone nods gravely with crumbs all over their faces simply b/c they don't realize you're talking about them. The links are a nice fall back.

Good luck.

Originally Posted by SatinWorship19

Key word being tactful .w.:

My colleague introduced me via e-mail to a client of hers who also happens to be a dancer. This person (Dancer A) told me to check out her partner, Dancer B's website.

Dancer B charges $100 less than the going rate

I think this situation calls for delicate treatment, as I met this dancer through a colleague - and anything that gets misconstrued could therefore come back to bite me back at the office. I also don't want to sound like a Bellydance Nazi, especially not if Dancer B misled Dancer A at one point in her career to believe that the going rate around here is $150. She could be guilty by proxy, in which case, that's unfortunate.

Where are the etiquette divas? How do I address this issue gracefully? Should I just say nothing? Lauren, help!

How about - hey, did you know that the going rate is X? You could be making a lot more money per gig.

Then it sounds like you are caring about HER.

I agree with Nepenthe about building her up instead of putting her down. If you are indeed charging and getting a higher rate, let her know. Many years ago I was talking to another troupe director candidly about what we each charged for gigs. She was charging significantly less than my group was at the time, and my reaction was genuine: I was surprised, but also excited to let her know she could get her dancers much more. We were charging (and getting, a crucial piece of info!) three times what they were. She raised her prices that day. She was not undercutting on purpose, she genuinely did not know. There is a silence around rates, though it is not as bad as it used to be. Since you already have a personal connection with these dancers, I think it is possible to both stand your ground and keep your base fee, while also letting them know they are worth more.

Good luck!

I like that approach & had luck with it here. Alwys assume the other person is NOT intentionally slighting anyone, and your words and tone will reflect that (and no, I don't always follow my own advice *grimaces*)