Engaging the Customer/Responding to Inquiries

[hibou]

So I have had the following conversation on every client inquiry I've received since launching my new website (which, BTW, clearly stated "Wedding pricing starts at $1500 - please contact for complete price list and details."*)

Client: Hi, are you available on x date and what are you packages and prices?
Me: Hi, yes I am available, my base fee is $1500 which covers blah blah and attached are my current packages** and products that I have available. Please let me know if you have any questions! **happy and cheerful tone**


*I have just changed it to "Wedding coverage starts at $1500 - please contact for package and product pricing and details."
**Packages are new as of my most recent inquiry, I wasn't offering them at first.


THEN I NEVER HEAR FROM THEM AGAIN


So... how do you do it? How do you hook them in to actually respond to you?


I have booked two weddings for this year but that was back when I was offering the coverage + digital files for $800. Once I got these two weddings booked (portfolio++) I decided that, having a full-time job in addition to this work, that I wasn't going to give up one of my precious summer weekends to scrounge for peanuts.

My business isn't even a year old yet and I only moved to this place 10 months ago so I don't think I've created some reputation for cheap photography that people are now shocked to see me move away from and anything like that, and I thought that the wording of the investment on my website was sufficient as to imply that customers would be paying a lot more than $1500 by the time I'm through with them.


...That was kind of a tangent, anyway once again, how do you engage the client and seal the deal?

[OsmosisStudios]

Im worried your price may be high. What are similar packages going for from other photographers A) in your area and B) at your product level? Jumping from 800 to 1500 (almost a full 100%) is a big step, and while im sure it's good for you, it may be a bit much compared to competition.

[hibou]

Could very well be. Of course other photographers are offering wildly varying packages (have it all for $150!) and I'm definitely on the higher end of things.

The photographer I think is probably closest to what I'm offering in terms of skill and product (she also refers clients to me) charges less, that is for sure. Her packages range from $1200 - $2500 and all include a high-res DVD (variations are on hours and other products). She is booked solid for the summer. Another photographer doesn't do weddings and I modeled my print prices after her, but she doesn't give out discs from her portrait sessions.

Another photographer in the province doesn't even put her starting price point on her website anymore, but it used to be starting at $1650. No one in my area can agree on what a high-res disc should cost.

So what to do? Bring the cost of the packages down? Have a "sale"?

[hibou]

(editedforposterity)

[BCampbell]

They just don't want to spend the money. Most likely, you can't do anything to convince them to; they aren't the right customers.

Now, it could be that you're not convincing them you're worth $1500. Take another look at the portfolio you're displaying. Make sure it's convincing. Take a look at your package descriptions -- this may be the key. Make sure the descirptions are convincing. Sell yourself.

If you were doing work in the $800 range, you may want to offer a less full package at that price point. Your marketing strategy may have to be, offer an inexpensive "teaser" package and sell the customer up a few hundred bucks with a more attractive one. Sort of how Canon sells the Rebel XS, but they really want you to compare it to a T2i or 7D and buy that. Just make sure that the $800 is still quality and worth your time, if clients stick with it.

[hibou]

They just don't want to spend the money. Most likely, you can't do anything to convince them to; they aren't the right customers.

Agree. For the most part these are people whose weddings are in 2-3 months from now. I think that most people who really care about photography are going to book further in advance, so these are probably people who would never go with me anyway. I just want to make sure that I'm not going to be off-putting forever, lol.

Here is my package & product list. I hate making packages because I don't really know what it is that people want out of this. I'd be happy to hear more specific feedback re: adjustments to prices (and package contents) based on what and how I'm selling now.

[olgabe]

Very nice images - I like the portfolio, I'd hire you if I was on a budget - but for less than $1000 all hi-res. You are way overpriced for your experience level based on what I see on the site.

You only have one useful package: 2K with hi-res. 1.5K is useless because it does not offer enough prints for any reasonable bride. 2.7K is useless because it is essentially an $700 sitting fee for an engagement session.

If you limit your wedding portfolio to just 20 images, they better all be stellar, they better all be from seeminly different weddings, and not one seemingly budget wedding. (the flowers tell it all...).There better not be 2 shots in a row of the same shoes (I love both shoe shots btw - understand why it's hard to pick one, but the message it sends me is that 'she has only one pair of shoes in her portfolio').
I think you need to shoot another 10-15 weddings before you break above 1K barrier. It sucks (I'm in the same boat) but it's better to gain experience than sit around wondering why nobody wants to pay you your deserved $50 per hr (assuming you spend 40 hrs on each wedding). I don't think you are there yet, but you definitely have potential to get there.

Good luck!

[Niresangwa]

I think you're correct that timing is everything, and the market share you're aiming at probably had their photographer sewn up months ago. I think you're maybe taking it too personally, and it isn't as much about your work and pricing as you think it is..more who is looking at it in March when their wedding is a few weeks away.

One thing I have done with a couple of couples is offer to do their engagement pictures for free. I wanted them because they were interesting, beautiful people, and I was confident that I could forge enough confidence and friendship over the course of an hour shoot to secure them. Besides, it's late winter/early spring, and I don't have anything else to do...

I imagine that it's just a time thing, word of mouth etc. I doubt the girl you mentioned who is booked solid just launched her business, no?

[hibou]

Originally Posted by olgabe

Very nice images - I like the portfolio, I'd hire you if I was on a budget - but for less than $1000 all hi-res. You are way overpriced for your experience level based on what I see on the site.

If you limit your wedding portfolio to just 20 images, they better all be stellar, they better all be from seeminly different weddings, and not one seemingly budget wedding. (the flowers tell it all...).There better not be 2 shots in a row of the same shoes (I love both shoe shots btw - understand why it's hard to pick one, but the message it sends me is that 'she has only one pair of shoes in her portfolio').

You are more right than you know. In fact it is not even a real wedding. ^_^

Originally Posted by Niresangwa

One thing I have done with a couple of couples is offer to do their engagement pictures for free. I wanted them because they were interesting, beautiful people, and I was confident that I could forge enough confidence and friendship over the course of an hour shoot to secure them. Besides, it's late winter/early spring, and I don't have anything else to do...

Good idea

Originally Posted by Niresangwa

I imagine that it's just a time thing, word of mouth etc. I doubt the girl you mentioned who is booked solid just launched her business, no?

No indeed, she's been at it for 3 or 4 years now.

[hibou]

Revised the product list ^_^