How to deal with the "you're too expensive" comments

[candidrachel]

There's been alot of talk about photographers not charging enough but how do the pros respond when a potential client phones them up and after the initial chat then says "your too expensive". How do you reply to that??

I'm not going to start charging it was just one of those passing thoughts of mine.

The only time I've ever been accused of "being too expensive" was when I helped out years and years ago at a jumble sale.

[flame_rose]

Happened to me once. I simply said "The quality that you will get and the peace of mind will make every penny I charge worth it to you and then more." They never called again

Regards...

[Biomech]

Sometimes politely telling them to go somewhere else but check what they are getting works. You won't get everyone and some will go for the cheapest they can find. Generally all you need to do is put in a small amount of doubt into their heads and they will do the rest.

At work I offer HDMI cables for £110 (ALWAYS start at the top price bracket). When people seem unsure I casually point out that they can buy one for £80 or even £50 "..but obviously you'll be dropping down in quality". They usually respond with "Oh no, we want the best quality" - who wouldn't, but then they even fight to pay that price! They ask for discount, I tell them that the only way to drop the price is to go for the lower priced cables- and they won't do it! It's amazing to watch.

Likewise, you can say "That sounds like a good price and is probably worth going for, but be sure to check what you are getting for that because they quite often miss little things out". You'll be surprised how much that works. They came to you for a reason and want to buy from you. And what I've found is that people question (in their head) why you're telling them to go somewhere else and 9/10 buy from you there and then. They don't want the hassle of going elsewhere and you telling them that they could puts that little doubt in their head why they should. People just don't say no enough - always to eager to discount and bend over backwards ultimately losing money (currys, comet).

Sales is about integrity, confidence and belief in the product. People respect that even if it's not consciously.

HTH

[candidrachel]

Sales isn't my strong point. Donkey's years ago I somehow managed to get a job selling advertising space in a magazine. The only thing I "sold" was a quarter page mono to Mr Zimmer (from Zimmer frames) but that was only because he "always" has a quarter page mono

I jacked the job in after a month. I couldn't hack it.

I even remember the interview

Interviewer: Got any sales experience?

Me: No

Interviewer: You've got the job when can you start?

Me: (thinking) what the heck I'll give it a go it can't be that hard......

Biomech: Thank's for your reply! You make it sound easy!

[Biomech]

Originally Posted by candidrachel

Biomech: Thank's for your reply! You make it sound easy!

No problem :P I hope it helps. The biggest mistake people make when selling is either being under confident (I used to be the same) and start dishing out discount - it really shows and devalues the product. Or the opposite, (like on The Apprentice), they use forceful, misleading sales pitches.

Be nice, tell the truth and don't screw people over and you'll do just fine. If someone asks you something and you don't know, admit it rather than blag it. I get alot of customers tell me I'm a bad salesman because I tell them to buy a cheaper product because it's better value for money. Of course then they are more acceptable when it comes to addons because they know I have their best interests at heart.

I've always used an analogy with sales (as in/appropriate as it may be :P)...

"Selling to people is like making love to a woman. If you make it good for them, not only will they come back for more, but all of their friends will want some too."

[candidrachel]

I suppose its the majority (like on The Apprentice) giving the minority a bad name.

I like your quote

[Jim Poor]

On top of the "you may find cheaper, but you won't find better" type comments, I add

"If budget is your only concern, I do offer a payment plan."

[nickbedford]

Originally Posted by Biomech

At work I offer HDMI cables for £110 (ALWAYS start at the top price bracket). When people seem unsure I casually point out that they can buy one for £80 or even £50 "..but obviously you'll be dropping down in quality". They usually respond with "Oh no, we want the best quality" - who wouldn't, but then they even fight to pay that price! They ask for discount, I tell them that the only way to drop the price is to go for the lower priced cables- and they won't do it! It's amazing to watch.

Just hope they're not computer/video tech literate. $39 is all I'm gonna pay for one of those!

[Jim Bryant]

Most of the time, I tell then to shop around, look at other photographer's work.

Originally Posted by nickbedford

Just hope they're not computer/video tech literate. $39 is all I'm gonna pay for one of those!

$39!! Man, you guys need to shop at Monoprice. A 6 foot HDMI cable is $3.

A wire is a wire and Monster Cable is a marketting company, not wire manufacturer. Don't give into the hype.