How to React to Clients who Say “Your Price is Too High!” (Photography)

How to React to Clients who Say “Your Price is Too High!” (Photography)


– Okay. What’s up, guys? Welcome back to the channel. Mike Sasser, boudoir photographer here
in Los Angeles, California. And today we are going to be
talking about what to do when a potential client reaches out to you and asks for your services for cheaper. You know, when I was 10 years old I used to sell these spinning tops. You’d throw ’em on the ground. And I remember even then, for 10 bucks somebody asked me if they could have it for cheaper. To a ten year old! And I thought for sure that
was gonna be the end of it, when I was 10 years old. But, you know, in my boudoir business it still
happens from time to time. After someone inquires, I typically try and get them on the phone. So, I was chatting with
this potential client, and she mentioned that
the photo shoot was $500, but how much were the pictures? Because I sell the pictures separately. When I told her that the
album starts at around $1200, I’ll never forget what she said. She said, “Hold on. “The album is more
expensive than the shoot. “That sounds a little ridiculous, “and I don’t understand
how that even makes sense.” So, when I get a response like
this, which is not uncommon, I go into my typical script of what to say when somebody tells me I am too expensive. And I am going to share that
with you guys in just a moment. So, after I explained everything to her and got off the phone, she emailed me back about an hour later and said she was ready to book her shoot. She came in and had an
amazing boudoir experience. She ended up spending around triple what she was planning
to in the first place. And again, I’m gonna run you
through that typical script of what I say when somebody
says I’m too expensive. But first I wanna put together a little recreation of how this happens, and what I recommend you
definitely do not say. Or maybe you’ve said some of these things? I hope not. I just don’t get TikTok. (computer chimes) Oh, check this email here. New inquiry. Perfect. Let’s see. “Hello, I’m wondering how
much photo shoots are.” Excellent. The photo shoot is $495,
albums start at $1,100, and most people spend around $2,500. When can I put you in the calendar? All right, TikTok. (computer chimes)
Oh, they wrote back. Let’s see. Um, “That’s crazy expensive. “I’ve found more established photographers “in the area that cost half that. “Can you do cheaper?” Expensive? You know my camera costs
more than a tiny car? Not to mention hard drives, my computer to process the photos, I have to constantly get new
shirts for my YouTube channel, the hours I put into honing my craft, all so you can tell me
how I’m not worth it? Guess what? The price just doubled. (chuckles) So this might be what we
want to say sometimes, but it’s important to take a deep breath, do a little woosah, and have
a little chocolate to just, you know, calm down before you unload. Mm-hm, mm, mm-hm. They actually just opened up a
Trader Joe’s down the street. So, now I can get these dark chocolate peanut butter cups whenever I want. So good. A few things to remember. First, they’re emailing you back, they’re talking to you on the phone, because they want to hire
you as their photographer, just at the other photographers prices. Otherwise they would just go
hire that other photographer. So, you have a tiny bit of leverage here. Two, sometimes they
just aren’t your client. I mean, there will be
people that never value what you charge for photography. This happens to me all the time. In fact, I had a phone call today where somebody said I was too expensive. And that’s totally fine, because there are plenty of
people out there that will be so grateful to have
you as their photographer, and they’ll be excited to pay your prices. And the third thing to remember, and this is hugely important, is that people spend
money on what they value, not necessarily on just
how much money they have. You’ll see people in tiny tiny, cheap apartments driving
a luxury sports car. And you’ll see people who make half a million dollars
a year driving a Prius. And that’s because people are spending money on what they value. So, what then is the correct
response when somebody asks for your services for cheaper? This response is the
culmination of talking with a bunch of different
photographers to come up with this response that I
think works best for me. So, the client says, “I found
a photographer for cheaper, “can you do it for their price?” Or, “You’re too expensive.” And my response is, Yes there definitely are
cheaper photographers out there, and I’m sure you will be happy
enough hiring one of them. I work extremely hard
to make sure you have all of the information that you need. There is a lot that goes
into this experience, and I want you to have all
of your questions answered. I take a limited number
of shoots every month to make sure that every client
gets 100% of my attention. This way I can make sure you have an unbelievable experience, that you get your photos
back faster than anyone else, and at a much higher quality. And if those things
aren’t important to you, I totally understand. I’m sure you’ll be able to
find a cheaper photographer that you’ll be happy with, but my clients have
been so, so, so grateful for the experience that I’ve given them. As you can see in the
many many testimonials that have been left for me on Yelp, or Google, or on my website. I’d be happy to send over
a link to a few of those, along with some other things that may answer some more of your questions. And if you change your mind, we can take a look at some dates for your boudoir experience. Now, it’s very important
that you keep this very positive and not accusatory. You’re not telling them
that they’re wrong. You’re not telling them that they value photography incorrectly. You’re just saying that cheaper exists, and if they want cheaper
they can have cheaper, but if they want better, that’s you. So, the woman I said at the
beginning of this video, she called me back within about an hour saying that she was ready
to book her experience. We did it, she came in,
she had an amazing time. She spent a few thousand
dollars on her pictures. Some people don’t realize the value of something until they experience it. Now there are definitely times when it makes sense to shoot for
free, or to lower your prices. And I’m gonna talk about that
at the end of this video, but first I wanna really
break down that response, and explain why it works. So, people don’t wanna be cheap, but they don’t wanna overspend either. Saying that there are cheaper photographers out there implies that they won’t be satisfied with
those other options, and it’s doing it in a pretty nice way. Now, talking about the
benefits of your particular boudoir experience is going
to be way way more powerful than talking about the costs
of running your business. This boudoir experience is
about them, it’s not about you. And nobody cares how
much your camera costs. And don’t be mad at
these potential clients for not wanting to pay your prices, or not being able to afford you. I mean, I guarantee it is way more difficult for them to say, “I just can’t, you’re
too expensive for me. “I can’t afford you.” It’s way more difficult for them to say that then it is for you to say, I can’t lower my prices. Now, if you wanna be really forward. My friend and wedding
photographer, Austin Trenholm, when a client says, “Hey, can you do it for this
other photographers price?” He just tells ’em point blank, “It sounds like you would rather hire me, “otherwise you would have just
hired that other photographer “for cheaper and not called me back.” That’s bold, but it’s the truth. Now, let’s talk briefly about when it does make sense to lower your prices. And that’s anytime that it’s either a project that you really want to do, or it’s going to benefit you in a way outside of some monetary gain. So, back when I was shooting weddings, I got an offer to shoot this
amazing wedding in Spain. And I had not shot any
weddings in Europe yet. So, I was excited. The problem was, for the price
that I would normally charge, they could only spend
$1000 less than that. Plus, they were going to
cover the plane flight and three nights hotel stay. Do you think I did it? Of course I did it. I had a blast while I was over there, I could say I had shot a wedding in Spain, I had an amazing video for my portfolio, and it ended up being very
very worth it in the end. So, if the benefits in some way outweigh the cost and the money
you’re getting paid, my recommendation is that you do it. Because I have shot for
free countless times, I have shot at discounts countless times, and sometimes it pays off,
and sometimes it doesn’t. Somebody says they want
your services for cheaper. So you respond, “I’m sure there are other
cheaper photographers out there. “The value of the photograph isn’t just “on the paper that it’s printed on, “it’s in the quality of the photograph. “You’re paying for the
complete experience. “For the one-on-one with me, “for the information that I’m sharing, “for my professionalism. “And if you don’t see the value in that, “that is totally fine. “I’m sure you’ll be happy
with another photographer.” And honestly, if somebody
doesn’t value that, you probably don’t wanna book
them as a client anyways. I guarantee there’s someone around the corner who does value those things, and they will be so
excited to book with you, and spend whatever it is that you cost. If you like more exclusive
videos like this, designed specifically to help you out with your boudoir business, visit boudoircourses.com. I have a full online
course with over 25 videos and PDF outlines to help you guys start earning money with
your boudoir business. You can join literally
thousands of other photographers who have decided to start
following their passion with boudoir photography by
clicking right over here. Make sure to subscribe. And if you have any further questions, don’t hesitate to ask. And I will see you next week. (light music)

100 Comments

  • Michael Sasser says:

    I’ve had a number of people say to various degrees “I wouldn’t spend that much money with you, your pictures aren’t that good.” If this is your response, you aren’t understanding the photography business, let me explain.
    1. My goal is to book about 20% of the people who inquire with me. Being a LUXURY business means not everyone can afford you, or see your value. Could you imagine if Porsche tried to make a car that EVERYONE would buy?
    2. You are not my target market. Not all women are my target market, or all women with money, or all women in LA. My goal is for 50-60 women every year who value photography and are looking for an experience that will have an emotional impact on their life to hire me.
    So it doesn’t surprise me at all that you wouldn’t spend that much money with me. I suggest you really focus on what your IDEAL CLIENT values and put your time and energy there and don’t be afraid for people to say you’re too expensive! Thanks for watching!

  • Bud Thorpe says:

    4:00 for those with ADHD.

  • THE GOOD CONTENT says:

    It's so mind blowing to me how much usonian photographers charge for work. And the most insane fact is that in Mexico photographers with the exact same quality or even higher quality charge less than a third of those prices. It could even be cheaper for models to travel to Mexico and have shootings here instead of paying all those insane prices.

  • Zachary Pyle says:

    Who else saw the thumbnail and thought it was some prostitution shit lmao😂😂

  • Rogie Cruz says:

    Lesson Say "Experience" and you'll get booked!

  • anurag meshram says:

    It's more of a life advice than photography

  • Ethical Mind says:

    Subscribed 👍

  • Kain. says:

    Tbh, as a photographer, $1100 for an album is overpriced

  • Probe Rok says:

    I just tell them to holla back when they get their bread up.

  • Mysticalillusions says:

    Holy fuck 2000 😯

  • That's Jacked says:

    im watching this in a crowded airport and it got real awkward around 1.15min

  • Ryan Russo says:

    You had me at "I just dont get TicTok"

  • Stealth Star says:

    If someone short changes your work, you can give them the same value but minus certain things.

    They could lose retouch privileges…., you could shoot for lesser time instead of the time that was provided for the original service package…, and so forth.

  • Nikhil Venkata says:

    When many people say that you're price doesn't make sense it's probably that they're right

  • Lorenzo P says:

    Thank you for sharing your experience

  • SLEVIN SHAFEL says:

    look expensive pay 1000€ on somthing what my iphone can do. Of course i dont see what you make or that price but pay you so much just because you want expensive things is not my problem.
    For me "profesional" photographer are lost that job because with today technologie you can make profesional pfotography with one click. I think is invest in image editor than photographer to take prefesional and unrealistic picture on my weding. If i want more realisitc better give that phone to my friend and start recording.
    Its my opinion.

  • Elrey Sardiña says:

    this is nice.. also here in philippines, im also struggling with prices.. somewhat they want HQ output with less money.

  • Frank Williams says:

    The thumbnail looks like you're a prostitute

  • roknrexstudio says:

    I love this video, great advice that can translate to other businesses as well. I really hate the hagglers and this is a great strategy.

  • Hasbullah Padzillah says:

    Hi Micheal, the tips that you share here is not only limited to photography, but can be applied everywhere. Thanks.

  • Oussama Ait yassin says:

    thank youuuu for the advice

  • Daniel Nölting says:

    What it is about here is to sell a service in the form of experience that is transformed into an excellent product tailored for the client.

    When they haggle you it is because they know that your product is good (the photos like it) but since they have not experienced the service it is very difficult for them to accept the value you ask for.

    Regarding the good or bad photos that I have been able to read here, it is defined by what your brain interprets. Although the valuations among people usually coincide quite a lot.

    Regarding the “good” photos, we define them when they transmit sensations and the brain is comfortable observing them. The brain is very sensitive to aesthetic composition along with colors and shadows. The alarms jump when there is something in the photo that alters that balance of aesthetic sense. The brain tries to decompose the image to find the geometric balance and unable to perform the task because the composition is wrong, the brain is stressed immediately rejecting the picture.

    The upward valuation of the photos according to the reason photographed is another big problem.

    The man alters the assessment of the photos observed based on the sexual perception of the photographed motive.

    Leaving aside the aesthetics of photography.

    That's why you see aesthetically awful photos that are so successful.

  • jamil1985 says:

    Too late to remain calm, I killed the Client.

  • Moral Lobster says:

    Honest question… why is the album twice as much as the shoot itself?
    It really does make no sense to me, I'd love to understand.

  • Chico DaUno says:

    youre new name is White Chocolate .

  • johndoh1000 says:

    This video is a masterclass in marketing

  • J. T. says:

    My tools cost me $10k+ but I don't charge you $500/hour to fix your car.

  • Haize says:

    I like how you can apply these concepts to essentially anything you value

  • Brad Mangas says:

    I understand you want clients to believe they are purchasing an "experience". Truth is it is a photo shoot, not an "experience". Yeah I know it all depends on ones definition of "experience". Look there are many "experiences" in life. I just believe that spending money for self promotion is not an "experience". It is a "thing". With that said, I wish you all the best.

  • ForFunSeries says:

    There's a lot of competition in my area and I promote like crazy, I have a portfolio, a page on FB and a website. But still no customers… What the hell I did wrong?

  • Micah Tuck says:

    “I’m not expensive, you just can’t afford me yet.”

  • Steven Arvizu says:

    If people just bought cheaper products and showed that they valued price over quality then businesses would cater to them. Vice versa if businesses would rather get undercut than lower their prices, they’re probably selling product for exactly what it’s worth

  • AwesomeMan2696 says:

    This is not meant to sound argumentative. But why does your photoshoot cost $500 and the photos cost $1200? So if the photos are just given through a link or dropbox then that means the client only pays the $500? And they only have to pay the $1200 if they have chosen to have those photos printed? I've just never seen a photoshoot and photos labeled seperately as you described. Usually I just see "I can shoot your wedding for $2,000, if you want prints thats an extra charge but the $2,000 covers the photo shoot and you'll have a dropbox folder of all the images".

  • K Cifuentes says:

    It’s unfortunate . But photographers are notorious for uncharging the fuck out of their service. It’s the slippery slope of putting a price on ones labor

  • Amine Khouni says:

    Super great video!! Great value out of it! Your positivity is inspiring!! 👍😁 thank you

  • Mike Upton says:

    This is something I learned when selling electronics, and again when I was selling financial products. They used to drill into our heads that if someone says something is too expensive, it's often indicative that you haven't quite explained the value of the product or service enough. When I started photography, I saw every rejection as an opportunity to re-evaluate the value I bring to the table. Still do. There will always be people who want what you can do for less than you're willing to do it, but if they want you and not just anyone, you may have to remind them why they want you.

  • Thomas van Rijn says:

    1:13 this is where my mom walked in. mmhhh

  • plezx29 says:

    I tried really cheap, but still they said it was too expensive for them. I said, "Are you trying to get me to do it for nothing?". Guess the answer

  • plezx29 says:

    What? The model pays you for portfolios?

  • Waimate TV says:

    I hate when I Get a website client ask me to do an ecommerce site i quote $3000+ and They say its too expensive and talk me down to $250 this will help a lot thank you.

  • 94yavor says:

    Hey, I realy love your t-shirt!
    Could you share wher you got it from, or which brand it is?

    cheers

  • Robert Hamm says:

    Excellent advice.

  • sourav rahman says:

    I'm not a photographer … I don't have a camera… I have class in the morning… and yet I'm watching this video at 2.14 am …. phewwww

  • Okeeze Artography says:

    New sub here, Michael biggups from Richmond Va

  • bossssssist says:

    anyone can take a photo

  • Tawhidur Rahman says:

    what if your that client is watching this video?😂

  • True CaliDad says:

    Great advice, thank you so much for creating this!

  • Niladri Chatterjee says:

    All these are good advice, just remember to not be confrontational when your price is questioned.

  • Throy Kydd says:

    judging from the thumbnail why did i think so negative…..

  • Exaco says:

    What i do: Do it cheaper / Pass if client's suggested price is too low and hope he will respond with something like "ok we can do ur price". The demand is way too low and the client can really quickly change his mind and hire an photographer ( i'm not photographer, but more like CGI Photographer mostly doing product pics thats hard or nearly impossible to achieve for real photographers also it usually costs way less but takes much longer ).

  • Victoria says:

    I think some of your advises is good for artist too, I'm so happy that I can find your video. Thank you.

  • Random Crazy Videos says:

    I work on Fiverr. Started from $5 and now my starting price is $100.I only give discount when they want to work on adult film and stuff. Always worth it.

  • Ireen Isabel says:

    that chocolet even looks expensive!!

  • PsychoTaker says:

    quality content 😛

  • Zakaria Mohd Yacob says:

    you should charge 10000 $ for this knowledge . thanks for giving it for free . god bless you .

  • moto bazuka says:

    as long as the prices are upfront and honest

  • Kishanraaj Kathiraso says:

    Extremely Informative, Thanks Bro

  • Lordcool says:

    Am I the only one that thinks 2,500 dlls is a hell load of money for some damn pics ?

  • Brutal Gamez says:

    2:45 son of a bitch…i want too. Your dislike just doubled 🤪 (jk liked)

  • FanaticalDrummer says:

    Lets be honest, way TOO many photographers over charge because they think are good lol. They charge by their ego and what they think they are worth. Chances are if someone says you’re too much and fights you on the price, they just dont see the value. Some guys over retouch, shoot basic glam shit and everything about it looks like generic workshop images. Yet they, in their mind think they can justify charging more or what seasoned pros do. People who charge per image on top of the shoot are just money hungry. Their work is usually super generic. The more photographers tack on, the more generic the work is. Theres a difference between valued work and you thinking you’re worth more than you are. I would never pay a non published campaign seasoned photographer $1200 for a boudoir shoot lol. Because when it comes to boudoir or glamour, its literally a saturated market. There is always someone who can do it for less, its a niche market that most people do when they cant handle commercial and high end brand clients. You make money off the desperation of girls who want something they wont achieve as a career. Sure its an experience, but its not models booking, its girls who want to believe they could be models. Been there done that.

  • CatTech says:

    Well. you cost 4 month's salary.

  • Drigord says:

    I'm music producer and i also can apply this to my work, keep a good work!

  • Jarcho says:

    This happened to me all the time… thanks for sharing

  • sorin cimpoes says:

    you are way too confident with yourself…..calm down pal…..

  • Osama Qasho' says:

    Your see through shirt is so fucking weird.

  • yomofoindahouse says:

    Wish I were more diplomatic in my life.

  • STEP IN CANADA says:

    What if I tell you it usually happens with all of us, architects, lawyers, musicians, artists, nutritionist…? What a fantastic video!!! Great job! 😀

  • Miguel Carrasco, Jr says:

    1:08 damn I'd have photographed that for free. 😍

  • Charliebrm1 says:

    I realize you have set package prices, which should make it easier for someone to know what they are possibly getting into. On the other hand, I learned a lot about commercial video from someone who had very good clients and every thing was a custom project. One response I learned when dealing with first timer potential customers that don't know a thing about what's involved is: Suppose all you get is an open question like "How much for a video?" you respond, "How much for a taxi ride?"

  • JAG BEATS says:

    Now Im not a photographer, but the same thing happens with music producing and this really did help

  • Andres Colin says:

    Awesome work!

  • Andres Colin says:

    May i ask what lens you are using for this main shot

  • Miguel Vazquez says:

    I don't think that better is always have to be expensive, there can be cheaper and better results than your work or others. I do agree on what you said they wouldn’t reach back to you if they didn't choose the less expensive photographer. These type of videos are great for a person that wants to start their own business, thanks for the advice and love your vids.

  • TeamRCP says:

    if they dont say your price is too high, ur price is too low. that easy..:)

  • Tran Tien Dong says:

    this is really helpful, thanks!

  • Saucey Noodle says:

    Can I have that response to copy and paste in my emails please? 😂

  • René Casaña says:

    Just exactly what I've answered to many many clients

  • Scrunji says:

    bro just get to the fkin point, videos are nice but get to the damn point

  • Muhammad Soroya says:

    "I'm expensive because I have business bills to pay" munching down on overpriced chocolates from Trader Joes 😂

  • Adolfo Monti says:

    Just saw this video by chance but I would thank you for these tips. I am a graphic designer, but customers often say the same things to me and sometimes it's hard to find a good way to answer them. This video was very inspiring. Thank you!

  • K Johnson says:

    Thanks for sharing! this makes a lot of sense, but sometimes it's hard to find the right wording.

  • AHS Society says:

    I was hoping to come here and find a one liner. I think that guy who does logos did a video about this. You do not need to do so much talking. Because what you said in the beginning is true. They probably know this already hence why they still talking to you. Do you want the best, or do you want to take a chance which in the end cost more. finish.

  • Manish Paliwal says:

    Michael, How many pics you provide to client from shoot? Is there a minimum number you agree upon?

  • Heimrich Gundesalf says:

    Dopamine shot to counteract the effects of cortisol driven stress… Good call. I try methods that don't involve getting fat, but, they work the same.

  • AllSweaty says:

    Wait… idk if im missing something but Im new to photography but you charge pictures separate from the photo shoot that people are paying for?! not bashing just confused

    nevermind you convinced me…

  • leafsfan71 says:

    This is such a good video. Really brought some insight and some great, well thought out responses.

  • Ankit says:

    08:17 Wouldn't hurt to link down her Instagram.

  • Staz ASMR says:

    i needed to hear this.. thank u!

  • DanieL Farez says:

    i work for music scoring and your video really helps. thank you.

  • Rob says:

    I have bought the course and it has been amazing! If any of you are hesitant on whether to pull the trigger, do it!

  • Tahir Yamin says:

    Hi Micheal;
    Hello from Dubai, I m Tahir. I had learned some tips from your videos and applied on one model, it went so amazing that I cannot explain the emotions. But it was my first Boudoir Photoshoot and did it for free because i need a portfolio. It is ok to doing free photoshoot for personal gain? Normally, unfortunately, People in UAE are not willing to pay much for photography. But I m sure, I will learn from you and will do value my time and effort.

  • djkevin314 says:

    Where can I get that cool camera shirt?

  • NightHawk says:

    Tell me where and how you get clients that look like that 😉

  • brii tizzle says:

    “You know my camera cost more than a tiny car” idk why that has me weak 😂

  • Travis Arnold says:

    Random question. How does wardrobe work for beginners? Do you provide a bunch of different sizes and clothes or do you ask them to bring certain things?

  • christian schnepf says:

    Wow. Thank you for sharing this / your experience in this field with us!! That’s very helpful!

  • Lizzy brandani says:

    There's always a cheaper photographer (with an iphone) out here lmao

  • Louis Black says:

    I really felt that response haha 🤣❤️

  • Luis Salazar says:

    I love chocolate more than food 😎🏍

  • Sally Magharius says:

    This video came out a months ago so getting an answer is probably a longshot lol, but how do you explain why the album/prints/whatever are more expensive than the shoot? To me it makes sense because the shoot is my time + experience and actual photos are tangible property, but is that the justification to give to clients or…?

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