We've all encountered them at some point, in one way, or another. We've read their ads on Craigslist
" 1 Hour Photo Session $25!! CD of ALL IMAGES from your session Included!" We've seen their posts on Facebook.
Anonymous Photography: Print Packages starting at just $30! Incudes 6 8x10's, 4 5x7's, 20 Wallets, and a CD with ALL images from your session! Book your session today!
And ... more than likely ... a client has referenced a "cheap" photographer's prices to you in an attempt to make you feel like you are charging TOO MUCH for your talent and hard work. Yes folks, it has happened to us all. And .. chances are that the majority of us have been "cheap" photographers at some point in our careers as well. Maybe you still are and would like to know how to price yourself at what you're really worth. Well, I can't help you there, but, you can check out Easy as Pie to start you in the right direction.
Today's post is for those photographer's who have finally realized that they are worth more than pennies on the hour, established their pricing (or are pretty darn close)and are now wondering how to compete with those photographers that are making .29 cents an hour. I may not be a marketing genius, but I think I'll take a stab at it.
The Scenario: A potential client calls you ... and is interested in a session ... but knows Anonymous Photography's session fee is only $25 and they include a CD of ALL images from their session with a copyright release. The client wants you to match those prices or they will go to Anonymous Photography for their custom photography instead of you. Your first reaction is probably along the lines of, "I don't really give a hoot ... go to the other photographer." Don't give up just yet. Try these three little tips before releasing your potential into the land of bad fauxtography.
1.Let the potential client know that in the land of custom photography .... you get what you pay for. Look at the "cheap" Photographer's page together. Compare your work with theirs. I mean ... let's face it ... if the competitor is only charging $25 dollars (or however much)for their work there's a really good chance that it's worth $25. Get my drift?
2. Make it personal. Let the client know that you will work with the client from the time they book their session until they have their quality photos in hand. Custom photography is an experience. Make them feel special. Let them know that once they book their session you will send them tips on how to dress for their session. Ask them if they have any ideas on where they would like to shoot. Be friendly. A people person. Professional Photographers have people skills. Let them shine! Trust me, your potential client will notice the difference in professionalism and service compared to the "competion".
3. Let the potential client know you work with top of the line equipment, and, your photos are printed by a professional print company so you are able offer them the best quality prints and photo products in the business. Mention a few of your specialty products (albums, brag books, etc). Digital Copies are nice, but they don't really compare to a quality framed photo. Don't forget to mention that all of your photos are enhanced for color quality, sharpness, and their overall appearance ensuring that they, the client (s), will be able to enjoy their photos for years to come.
Simply point out the reasons why YOUR services are an INVESTMENT. Of course, you will still have those inquiring potentials that are simply shopping for a deal, and that's okay! Let them go. You want clients that are willing to invest in your artwork. These will be the clients that value your work and will come back time and again ... they might even send you some referrals. ;)
Hope This Helps. Have a Great Night!