We're a couple who turned storytelling into a multi six-figure venture. Big on community, freedom and this wisdom of Wendell Berry! Our mission? Help wedding photographers raise their rates and book more (without the burnout)!
Our first couple paid us $0.
Our last one paid us $19,000.
Here’s how we did it.
And how you can too…
Are you worn down from:
If so, here’s how you can charge more money for the same amount of work…
To charge more, you don’t necessarily need to change what you offer.
You just need to learn how to do these two things:
Let ‘s talk about it…
1. YOUR IDEAL CLIENT’S DESIRES
Asking good questions (in the right order) is everything.
You can sell exactly what you offer for a higher price JUST by tweaking your questions in a way that help you measure what your clients *actually* desire and then delivering that.
Ask questions that help you uncover the deeper desire (confidence, less anxiety, status, etc)
More desire = more value
Here’s a summary of our offerings:
Ideal Clients: Couples who value their unique relationship & love, presentness over perfection, and moment forward, truthful images
Their Dream (Result): Full trust in their photographer, present in their moments, looking like themselves in images that will tell the story of their day.
Effort From Client: Sharing their story over the course of our relationship led by guided connection points and resources!
2. HOW YOU SELL YOUR OFFER
How you sell is more important than the “service” or “package” itself.
Many people offer features.
You should offer a result.
This will help you ask for more.
Let us explain with some examples:
Instead of asking, “How many hours do you need?”
We now ask, “What kind of experience do you want to have on your wedding day? What is most important to you?”
Then we sell the result – the dream outcome.
Our couples agreed to pay us $19k because they are certain we’ll help them achieve the goal of their dream wedding.
So how can you apply this?
Here’s what many people do:
Noob Noob: How many hours do you need?
Couple: I think 10 hours
Noob Noob: Ok! That will be $5,000.
Couple: That’s out of our budget. See ya ✌️
Here’s what you should do instead:
Pro: What’s most important to you on your wedding day?
Couple: That we feel comfortable and able to be ourselves and that we enjoy every moment with our people.
Pro: How will you trust your photographer enough to be present and yourself on your wedding day?
Couple: By knowing our photographer is not only experienced, but takes time to know our story, our people, and documents us honestly.
Pro: We arrive as extended family, not a vendor dressed in black. We will learn your family’s names, share resources for planning, guide you along the way, and rather that structuring your day around photos, we’ll structure photos around what’s most important to you.
Most couples invest somewhere between 15-20k for weekend coverage.
Couple: Where do I sign?
Everything is more simple than you expect.
If you think it has to be more complicated than this…
You’re going to stay stuck.
(It took us too long to learn this)
If you BELIEVE you can do it, anything is possible.
Time to get to work.
December 4, 2023
© 2023 [Brad & jen creative, llc]