DIY Photography

Your one stop shop for everything photo-video

  • News
  • Inspiration
  • Reviews
  • Tutorials
  • DIY
  • Gear
Search

Submit A Story

This is how you respond to clients who say you’re too expensive

Aug 9, 2017 by John Aldred 11 Comments

  • Share
  • Tweet
  • Flipboard
  • WhatsApp

Anybody who’s tried to do any kind of creative work for paying clients has come up against this at some point. I have, all the photographers I know have, I’m sure you have, if you’ve ever charged money for your photography. And if you haven’t, that means you’re too cheap. I’m talking about being told that you’re too expensive.

I have some of my own answers to this argument, but here’s a video from brand strategist Chris Do for The Futur. In it, he role plays himself talking to a client who’s trying to negotiate on price. For each statement and argument the client makes, Chris has a counter. During the video notes will pop up to explain the strategy he and the client are using during the conversation.

There’s many familiar phrases touched on in the video. “Well, we’ve used this other guy that only charges….”, the promise of “more work in the future” and the all to common “not enough budget”. Chris counters them rather effectively, although he does come across a little “slick salesman” at times. And this was noted in a couple of comments on YouTube, too. I’m sure it’s not intended, as it’s simply a role play exercise for the benefit of a YouTube video. But what we say is just as important as how we say it.

Here’s a breakdown of the video and the discussion strategies & reasoning being used in the conversation.

  • 0:22 Use Price Bracketing to establish budget range
  • 0:48 Embrace and then pivot
  • 2:18 Remind the client why they are calling you
  • 2:49 State why you are different from other competitors
  • 3:08 Try to kill the engagement
  • 3:17 Plant seeds of doubt
  • 3:17 Client dangles carrot
  • 3:46 Check the symmetry of logic
  • 4:10 Client doesn’t give up so easily
  • 4:48 Level with them: What’s the maximum amount of money that you’re willing to spend on this?
  • 5:18 Be flexible with the budget gap.
  • 5:46 Let them know that the price reduction is only for the first project.
  • 6:17 Give yourself room to negotiate down.
  • 7:05 Explain that they are paying extra for assurance to get it done.

Some might say Chris comes across as being a little cocky, too, but it’s not cockiness. It’s confidence. You have to have confidence in yourself, and you have to show that you have confidence in your work. If you don’t, how can you expect anybody else to have confidence in you and your work?

Personally, I don’t have the patience to haggle with people who really don’t value what we do. Nor the time to educate those who don’t understand the value of what we do. I’ve been hearing these for years (and not just in the photography industry). 99% of the time, potential clients who want to haggle on price turn out to be a major (and constant) pain in the arse. Now, I’d sooner not take them on at all than risk the headache.

  • “This guy does it cheaper” – Great, so why are you talking to me? go use that guy.
  • “We don’t have that kind of budget” – Ok, awesome, let me know when you do.
  • “How about a discount and we’ll have more work at full price in the future?” – How about you pay me double and I give you a discount in the future?
  • “You’re too expensive” – Compared to what/whom?
  • “You’re too expensive” – Well, you don’t get a Ferrari on a Ford budget.
  • “You’re too expensive” – No, you’re just too cheap.

Ok, so I only ever used that last response once. And they really did deserve it. “The customer is always right” is a myth, and if they’ve not spent any money with me, then they’re not even a customer yet anyway. I really don’t care about losing the work.

Maybe that’s not the right response, but like I said, I just don’t have the patience for it any more. My prices are my prices for a reason. Most of my clients have no problem understanding the reason without it having to be explained.

At least I won’t get accused of being a “slick salesman”.

FIND THIS INTERESTING? SHARE IT WITH YOUR FRIENDS!

  • Share
  • Tweet
  • Flipboard
  • WhatsApp

Related posts:

How to react when your clients say you’re too expensive Vanity Fair photographers respond to Rumer Willis, say it was lens correction that warped her features Ask Missy: How to Respond to the Request for Free Wedding Photography How Non Creatives respond to Spec Work Requests

Filed Under: Inspiration Tagged With: business, business advice, business of photography, Chris Do, photography business, The Futur

John Aldred: from diyphotography.net

About John Aldred

John Aldred is a photographer with over 20 years of experience in the portrait and commercial worlds. He is based in Scotland and has been an early adopter - and occasional beta tester - of almost every digital imaging technology in that time. As well as his creative visual work, John uses 3D printing, electronics and programming to create his own photography and filmmaking tools and consults for a number of brands across the industry.

« India police couple fired over fake Photoshopped Everest climb photos
The Power Of Faces: Looking at the global refugee crisis »

Submit A Story

Get our FREE Lighting Book

DIYP lighting book cover

* download requires newsletter signup
DIYPhotography

Recent Comments

Free Resources

Advanced lighting book

Recent Posts

  • Here’s a bullet time video booth you can build yourself
  • Ricoh has discontinued the HD PENTAX-DA 21mm F3.2AL Limited silver lens
  • This “stellar flower” unravels the twilight’s evolution in 360 degrees
  • Strobes vs Continuous LEDs – Which is right for you?
  • Wave goodbye to Apple’s My Photo Stream next month

Udi Tirosh: from diyphotography.netUdi Tirosh is an entrepreneur, photography inventor, journalist, educator, and writer based in Israel. With over 25 years of experience in the photo-video industry, Udi has built and sold several photography-related brands. Udi has a double degree in mass media communications and computer science.

Alex Baker: from diyphotography.netAlex Baker is a portrait and lifestyle driven photographer based in Valencia, Spain. She works on a range of projects from commercial to fine art and has had work featured in publications such as The Daily Mail, Conde Nast Traveller and El Mundo, and has exhibited work across Europe

David Williams: from diyphotography.netDave Williams is an accomplished travel photographer, writer, and best-selling author from the UK. He is also a photography educator and published Aurora expert. Dave has traveled extensively in recent years, capturing stunning images from around the world in a modified van. His work has been featured in various publications and he has worked with notable brands such as Skoda, EE, Boeing, Huawei, Microsoft, BMW, Conde Nast, Electronic Arts, Discovery, BBC, The Guardian, ESPN, NBC, and many others.

John Aldred: from diyphotography.netJohn Aldred is a photographer with over 20 years of experience in the portrait and commercial worlds. He is based in Scotland and has been an early adopter - and occasional beta tester - of almost every digital imaging technology in that time. As well as his creative visual work, John uses 3D printing, electronics and programming to create his own photography and filmmaking tools and consults for a number of brands across the industry.

Dunja Djudjic: from diyphotography.netDunja Djudjic is a multi-talented artist based in Novi Sad, Serbia. With 15 years of experience as a photographer, she specializes in capturing the beauty of nature, travel, and fine art. In addition to her photography, Dunja also expresses her creativity through writing, embroidery, and jewelry making.

Copyright © DIYPhotography 2006 - 2023 | About | Contact | Advertise | Write for DIYP | Full Disclosure | Privacy Policy