Don’t you just want to stick a needle in your eye when you hear this? But remember, if someone is asking, it probably means you’re first on their list. Forget about the knee jerk reaction. It might feel like an insult, but being at the top of someone’s list, bargain hunting or not, isn’t a bad thing. It’s just the way the world works. People have budgets, and not everyone is a photography expert and understands the full value of what you do.
You just need to give them something. That doesn’t always mean a discount. Sometimes, emotional assurance is enough. Other times, a minor addition that costs you very little can be enough. Take it as a chance to see what they’re really after, and see what you can do to fulfill that need. Even if you can’t, it’s an opportunity to extend the dialogue and reinforce your value. I’ve had times where simply reminding a coupe about what I bring to the table was enough. After all, if they haven’t seen you for a couple weeks, sometimes the afterglow has worn off. Refresh their memory. Whatever the case, don’t get defensive, but don’t back off either. Connect with them. It’s easy to lose perspective, but spending several thousand dollars or more on photography is a large purchase. Some packages cost as much as a car. Make the couple feel good about the purchase and make them feel good about you, and you’ll be one step closer to where you want to be.
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