Have You Been Educating Your Clients?
If you’re having an issue with clients not seeing the value of having a professional photographer, then the issue may be within us not educating our clients on the value of professional photography. And let me be the first to admit that I am guilty of doing just what Jamie talks about. But, when I got this email a few days ago and read the first two paragraphs, Jamie had stepped all over my toes with the truth, leaving me guilty of all charges.
“I Can’t Afford You!” Truth or Lie?
In the very first paragraph, Jamie makes a valuable point why “I can’t afford you” is a lie, but you’re talking with a potential client that has the latest iPhone or iPad on the market. The problem isn’t that they can’t afford it, the issue in that your potential client doesn’t see the value of paying the price you’re asking.
Once again, Jamie steps all over my toes with the truth because I’m not giving my client a reason to be excited about having me as their professional photography. But Jamie breaks it down in six simple words:
It’s because they really want it
That’s it! Nothing More…Nothing Less… Here’s what Jamie says in her book.
Purchasing decisions are almost always emotional. If can you truly get someone to truly want what you offer, they are going to find a way to afford it.
This is ABSOLUTELY TRUE! And if you’re honest with yourself, you probably justified purchasing something you didn’t need within the past 72 hours.
What are You Offering that is Worth Paying for?
One last point that Jamie mentioned, which I believe is very important in any type of business; “If you can’t see and define the value in your photography business, neither will your clients.”
Today’s clients are not going to do business with you unless we give them a reason too. Cameras have advanced very well, and the average person can now take a very good picture with their camera phone. Now, the print quality may not be A++, but it’s far from being a D-. On the other hand, when you looking a printing larget wall decor, that’s another blog post for later.
What’s My Job as a Professional Photographer?
Your job as a professional photographer is to get them excited about professional photography and why they really need and want a professional photographer to capture those unforgettable moments they don’t want to forget.
Now, I’m not going to go into details on adjustment we all should probably make or how you can do it, and when you should do it; but, I will give you the link so you can download the free book that Jamie has online so you can read it for yourself. Be careful, if you’re honest with yourself, Jamie makes some very good points that will fine you guilty as charged.
’til the next episode, don’t forget to download the book, but don’t say I didn’t warn you.