Highjacked Price List!!

[The Bing]

heyphotoguy thanks for the inspiration!

Your right, I know my work is more than worth what I charge.

I pour my heart into every shoot and my previous clients have always been thrilled with the results.

I guess I just started to panic.

If people really appreciate what you do they won't go somewhere else to save a few bucks.

[Jim Bryant]

Now a days most clients, unless you have them sign a contract and put down a deposit, will
try to find a cheaper bargin. I had one couple come over to look at my wedding CD, got quotes for various packages and then went with a cheaper photographer. A few months after their wedding, I asked how it went and they said, "We should have had you shoot the photos." Well........you get what you bargin and pay for!

[The Bing]

Thanks Jim,

If they looked at YOUR portfolio and went with someone else just because they were cheaper...

Then I shouldn't be bothered at all when it happens to me.

It always amazes me how much money people spend on flowers, food, and booze at a wedding. But then when it comes to the photography (the one thing they'll have for years) they wanna get cheap.

[habed]

I've worked at companies like Dell and Autodesk and, well, it's part of the business. Small or large. Showing the quotes to the competition in order to get a better deal is a every day thing.

I just got a contract for a wedding and found the couple in a competitor's webpage (They have a visitor's forum and some of the visitors ask for a quote and leave their emails at plain sight) I don't feel bad because my job is to grow my business by almost any mean.

One of the things I've learned while working on those companies I mentioned and others about the same size is that it's not just about the price.

Few months ago I was practically giving away my services charging really cheap. The reason, I had no experience and no portafolio. While working on all those events I made my best to give the best service. While in real life I'm kind of shy, at events I talk to everybody, I get them to know me so everybody call me by my name instead of the "guy who takes the photos" and even have been involved in other aspects of the event. Like, for example.... one guy who hired me 3 months ago asked me in the midle of his wedding if I could be master of ceremony and I did. And I try to help in every way possible. I know, i know.... you're gonna say that I get paid to make photographs but believe me, that "extra mile" takes you way ahead of any other, cheaper or even better.

I have the pleasure to say that 90% of the people I have worked for are my friends now so I always ask them for testimonials and of course, referalls.

The couple I "stole" from the competition and I had an interview last saturday because they wanted to know me (Believe me or not, I get to know almost all my customers until the day of the event, I do everything via internet and mail keeping costs at minimum) I already knew price was an issue because I recently increased my prices and I'm not the cheapest any more. Those guys (the ones I got the contact from) are about 10-15% chaper.

But they lack of something I have. I've been in sales for 20+ years at leader companies and always a top performer. I met with the couple and started to speak about everything but the business and found a lot of points in common. Being one of them that we are dog lovers. So we spent like an hour speaking of dogs and other things in common. By the time we moved to the business they never mentioned the price. We already had a relationship, we were pals, they trusted me and liked me so I got the 50% deposit next day. Of course I did some consessions but nothing to big.

What I'm trying to say is that, you most offer more than a price. Maybe you're the most expensive in your area but there's a reason for that. And that should be the service and the quality you offer.

One thing I always say in my sales seminars is that people buy from people. It's like when you go to Best Buy with the idea of buying something, a plasma screen. And you have your budget, you know what brand and model but you get approached by a good salesman and you end up buying something more expensive but because you liked the guy, you trusted him and you leave very happy.

Remeber that this is like an American Idol audition, you'll only have a few minutes to leave a good impression, that's it. So leave one that makes your prospects say "I liked this person a lot and I want him/her to be at our wedding" even if they get contacted by others cheaper than you.

One thing though, ask them their emails and later that day or the next day send them an email thanking them for contacting you and for showing interest in your services. Let them know if they have any question thay can contact you anytime. And if you have estimonials of plast customers ad one as part of your signature. Its a simple email but people take that as part of the business. And... if they don't hire you anyway, send them another email 1 or 2 days before their wedding wishing them happyness. Do not mention any business. It'll be a nice classy touch.


Anyway... I hope this helps you.

[The Bing]

Hey habed,

Thank you for sharing soooooooooooooo much of the wisdom you have!!

During a shoot I work to make a connection with the client. Whether it's being silly, supportive, helpful, or anything else they need.

Just like you said, we usually end of being friends at the end of the day.

But I'll have to admit, I could make a better effort at making that connection from day one.

I will definitely put your suggestions into practice.

Thank you so much for your response!

[habed]

Hahahaha... wisdom... Thank you.

Just try to make that connection from day one. Never talk about business first. Break the ice asking them about the wedding, how they met. I don't know, anything. Make mental notes of the things you find in commong with them and then talk about it. That creates a bond.

While working for the big companies I got to meet with directors, CEOs and other high level management of companies like Siemens, VW, Ford, LG etc.... The first thing I look for is pictures in their offices. You'll find family, trips, etc.... pics plus some people like cars or sports. I always asked them about that picture, model, etc... and got the person to share. Like if you see a pic of the family on a ski trip ask if it's Vail or wathever. I used to ski so I talk to them about Brekendridge, Ruidoso, heavenly, etc..... If they are passionate about it you're one step ahead. If you don't meet in their offices or home just talk about the weather, traffic, anything. They'll give you clues of what the like and that'll be the topic that'll help you.

One thing couples love to talk about is how they met and of course the wedding planning. I listen and often give advice on one or two things. After all, you're supposed to have plenty of experience on weddings and have seen it all.

I told them about things that happen in the weddings like this couple that for their first dance they dressed up as Shrek and Fionna. People always laugh.

Then move to the business. I'm very casual, do not believe in "push sales techniques" talk about your business like if you were talking to your best friend, show yourself proud of the quality and service. Don´t be too technical unless they ask tech things and even so, be very light about it. And if you are the best photg in the area or in the world, don't take the I'm the last Coke in the dessert attitude (Mexican expression when you meet somebody too... you know, somebody who believes everybody wants him/her but nobody deserves him/her)

Another thing I do is, I talk to them (or write) as if I was already hired. I don't say "If you hire me..." I say things like "I'm gonna need you to introduce me to both your parents for this or that...." So they start to take it as a fact that you'll be there.

Suerte!!

[The Bing]

habed,

I'm starting to get it now... You become whatever they need you to be.

I work with some Ford exec's and the one thing I learned is that they love to talk about themselves. LOL.

You are very skilled with people, because I already feel like your a good friend of mine!

Having a sales background like you do, is a huge plus. That's half the buisness.

I can't wait until my next sitdown with a client, I have learned so much from you in a just few minutes.

You are awesome!

[wheats]

Bing, If you are really concerned about the other photographer impacting your business in future, I'd investigate her work/product/business, to understand why your prospective client took the path they did.

Do a simple SWOT (Strenght/Weakness/Opportunity/Threat) Analyisis. You'll the learn the Pro's and Con's of both offers, and it might even help you evolve your service for future clients! Use the Pro's to pitch your service, use the Con's to investigate opportunites to turn them into Pro's.

It's basic marketing! You need to find out what your target market (soon to be married couples) wants/needs, and tailor your price/product/promotion/place!

Also, ask you're clients to complete a quick/simple survey once you deliver their prints, find out your customers thoughts! If you'd like some direction on this, PM me! I'll be happy to help.

You've mentioned you obtain professional hi-quality prints, therefore i would say that your client will be looking for this type of product! It's common nature for people to obtain the best deal, some may see your competition as the better deal for them, but i hope they don't regret the decision they made, should they receive prints of a lower standard.

Hope this provide an insight to how i would look at the situation!

[freybear3]

From a client point of view - I would want the cheapest prices

From a photographers/business point of view - I would be mad, but i would think of a way to win the customer back.

General overall point of view - The photography market is just like any other business, cut throat! People want the best prices, especially now with the economy. There is no legal action you can take. It is just like looking at ads in a newspaper, prices on things. You have to not only think about your business but also your clients and competition.

Looks like you learned the hard way as well, I had to also

[zappo]

Welcome to real life. I'm working as a profesional webdesigner and this is my day to day business. Happens all the time that someone will take my offer to someone else to get it a little cheaper. Normal business I would say, get's me clients too from time to time.

We're really not the cheapest in the market but remember one thing: Quality will pay off on the long term - Means loose one job for the price, gain 2 for your quality. One time, quite funny, on of my clients took the offer, put it into the job market and asked: Who could do this for less... *sheesh* Better smile on such things, or you will get worried too much after a while.

Business is tough, and if you want to survive you better learn one thing: Be the toughest guy on the block (literally spoken). Oh, and do the SWOT wheats supposed, this really helps you to understand your business and competitors better.

Oh and one last thing: Know your competitors. If she/he got the quality and the price it's getting really tough. But know one thing: A price war knows only one direction - down. So better think about value you can offer your client your competitor cannot offer.