Read this before sending your next proposal...
Read this before sending your next proposal...
Why you should never email your prices...
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Hi everyone! 👋
Be The Guide, Not the Herder
The Illusion of Control
When you and your client are in the sales process, the client wants to feel as if they have won something.
Who doesn’t love a great deal?
It’s powerful.
But our goal as photographers is to lead the engagement from start to finish.
The client chose us, and understands our limited time.
When clients are spending thousands of dollars on a service, they want to feel taken care of - yet in control.
We’ve all seen a client seem frantic or asking ridiculous asks- it’s because the engagement is out of their control.
They have lost the thread on why they hired you.
Do You Send the Proposal via Email?
Don’t leave the client to fend for themselves.
Before sending your packages through email, insist that you get on the phone with them to walk through your packages.
This is not meant to create a high-pressure sales situation over the phone.
When a client receives a pricing guide from you, some of it is self-explanatory, but what if they have questions?
Offer to get on the phone THEN send over the PDF, so they can react, and seek clarifications. Remember, when a client is confused, they feel out of control of the situation.
Avoid confusion.
Start with Option #3 and Work Your Way Down
The largest, most expensive option is packed with the most value, so it makes sense to explain its features first.
It’s also anchoring the conversation.
As you trail down to Option #2 and Option #1, the value is lower.
To review:
Give your clients the feeling of being in control.
Get on the phone and THEN send your proposals.
Talk about the largest, most expensive option first.
Cheers,
Jordan P. Anderson
Ask yourself this:
🤢 Feel gross trying to market yourself?
💸 Looking to raise your photography prices?
🤳 Instagram your new full-time job?
😨 Referrals dried up?
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