Wedding Photographers Hear It All
I have heard it all as a wedding photographer but one thing that always seems to come up is why the hell are you so expensive? Well not in those exact words but that’s basically what people mean.
As photographers you have to stand your ground and on your price list and not give in to filling your schedule with lower income sessions/weddings. I’m not saying this to come off high almighty but you have bills to pay, insurance, mouths to feed and a whole host of other things that require you to charge what you are worth.
Over the years I have learned the art of selling without really selling. What do I mean by that? Well you have to remember future brides and grooms are first time buyers. This means they really don’t know what they are looking for when they first set out in hiring a wedding photographer.
It is your job as a business owner (not artist) to explain to your potential clients the differences that exist in our market. You will actually be doing them a favor by spending 10-20 minutes going over key differences between your services and those who got a nice camera and shoot as a hobby.
If you don’t do this those same potential clients that liked your work and took the time to contact you end up going with a very low budget photographer. None of us want that because after they get their images back they are going to have a very bad taste in their mouth about professional photography even though it was their fault for hiring an amateur.
This will have a huge trickle affect on the photography market because do you think when that couple has kids they are going to be likely to get professional newborn photos done? Or even family portraits? So by educating clients you are essentially helping the entire photography industry.
You have to remember this is a new experience for them. They may view you a photographer/artist as intimidating because they don’t have an artistic bone in their body. It’s not that hard to create a canned email response with answers to the most commonly asked questions and end the conversation with “I would love to schedule a time to chat with you about your wedding day”.
Talking with the potential client over the phone will allow you to not only make sure you get a good vibe from them but build value about your services. You can overcome objections a lot easier over the phone than email. Pre-qualifying clients is one of the most overlooked things for photographers and I encourage you to think about doing this.
In the next article I’m going to give you some things you may want to address when speaking with your leads.