“You’re out of our budget”
Hearing this a lot from your inquiring couples?
So many photographers don’t know how to get unstuck when this happens…
“Maybe it’s the economy…”
“I guess I need to update my website or something”
“I guess I’ll lower my rates if I want to stay in business”
UGH. Guys. This is literally the WORST thing you can do!!
It drives you toward competing with MORE photographers and is a breeding ground for burnout and unhappy clients.
None of this has to be true.
Before you lower your rates or spin your tires offering last min mini sessions – read more about why couples REALLY don’t want to pay your rates (and what the heck to do about it)
If you’re a photographer you know the anxious feeling of sending your pricing guide to your couples
…because if you’ve been a business a while you’ve inevitably been met with the response:
“we love your work, you’re just out of our budget”
or,
“I didn’t realize the cost of wedding photography”
And if you hear this a lot, you are likely wondering….WHY does this keep happening?
Let’s break it down:
Your prices don’t match your brand and the perception of price your brand creates
Your brand = what you’re known for, what people know about you
This includes things like aesthetic, vibe, personality, and what makes you unique!
Your brand is what first begins to create perceptions of your rates with your audience… so if you’re giving off the “affordable” or “DIY” vibes that’s what people will expect your photography to be.
Or…Your prices don’t match up with how you present yourself online (where people find you)
Your presentation = your place in the market of photographers in your niche
If you’re presenting yourself as always available, the photographer who is always offering last minute discounts, or always behind in editing
…this is going to impact how much people think you charge.
Because if I walk into Bed Bath & Beyond I expect dinnerware to cost between $40 – $80 based on how they present their products in the market.
But if I walk into Williams Sonoma I expect their dinnerware to be cost at least $500 because of how they present themselves as a more luxury brand
You haven’t built enough authority or trust with your audience
Artists hate this one, because they feel like this means they have to “brag” online (not true).
But here’s the truth – your audience just doesn’t trust you enough as someone who can offer them a transformational experience….
(at least not yet)
No one is going to pay thousands of dollars for a photographer they see more as a desperate puppy than a pro that can deliver something profound.
But you can change this with what you share and how you show up.
Your service isn’t valuable enough, or the results powerful enough
In short, people are looking at your images hearing the PRICE, and going “I can get this cheaper”
This typically means that what they think they’ll get from your service isn’t worth the dough.
But the chances are… your service is probably AMAZING and could lead to a profound experience for your couples.
But… if you don’t know how to present that in your interactions (marketing, calls, pricing guides, etc) then people won’t be able to understand that value themselves.
Your audience doesn’t truly understand what makes you different (and how it benefits them)
So many photographers are out here talking about their natural, candid approach. About how presence is more important than perfect, how they love film photography, and travel for work………..
COME ON KAREN! SO DOES EVERYONE ELSE.
What do you REALLY provide for your couples?
- How are they going to feel working with you?
- How are they going to feel after their wedding day? And seeing their images for the first time?
- How will you serve them beyond being their 8 hour photographer?
- What kind of transformation do you offer….from where they are today looking for a photographer, to who they will be after hiring you?
If your audience can’t tell – they’re literally not going to buy from you – especially if you’re reaching for 5 digit bookings.
Let’s Wrap This Up
If your inquiries keep saying “no” to your wedding packages, there’s ALWAYS a reason why.
And it’s typically rarely that you just suck, or because they can’t afford it.
It’s usually one of these main issues.
And the amazing news is…you can fix them.
Once you do, you’ll start seeing more YESES in your inbox!
THIS CAN BE YOUR STORY
“It’s literally because of working on this with you two that I’m not going to have a dry spell in booking this year 🙌❤️ “
HALEY HAWN
“A year ago I was booking $3-4k packages and I just booked my first $13k package, thanks to you!”
DAVID WEFLEN
“I’m just feeling so grateful for the coaching and the way it empowered me in my business. All of my weddings are nearly DOUBLE than they were a year ago.“
RUTHIE MARTIN
3 Ways to Get Started
- Grab the Pricing Guide Template (a template designed with pricing psychology to turn leads into bookings)
- Once your new pricing guide is ready, pick up our Discovery Call Script, the most powerful DIY guide we’ve ever created. A decade in the making. Imagine having a tool that not only fosters connections but also leads your conversations to actual bookings!
- Still looking for help? Our course, Purpose & Profit will transform your passion into the fulfilling and profitable business you always dreamed of! Plus, includes both the pricing guide AND the discovery call script!
