erin h. - Thank you so so much for this post. Really, thank you for all of the posts you graciously put out there for photographers. It's appreciated and refreshing.
Allyson Garrison - That is absolutely hilarious! But how true! Thanks for sharing!
Creole Wisdom - I found your blog through Princess Lasertron's.
This is brilliant and I will be book marking it.
I do photography as well- mostly business and families. Few weddings. In my experience most of my clients are people I somehow know, hell it's hard not to know someone through someone in Minneapolis!
I made the mistake of offering discounts, too. But really re-evaluated this year, but was truly unable to put into words what you have done so well- the truth about "discounts!"
There have been a few people who have told me they cannot afford me, and that is okay, and I move on.
Lesson learned! Thank you for a well written post on this!
Lucy - Thank you so much Melissa for this post! I am new to the wedding industry and I have lost count of the emails I have received that say 'I love your work but I'm on a strict budget..' I think my prices are really reasonable anyway!!! I have definitely learnt the hard way- up until 2am doing work that is TOTALLY not worth the money. Your post make so much sense to me and I will now stand by my prices! Thank you xxx
Stacey - I couldn't have put it better myself. I have a full time job (that I'm not that keen on) but I'm a part time artist and I've done many commision pieces. It just amazes me how many people ask for discounts. Would you walk into a supermarket, get to the counter and once it's all rung through ask for a discount? No, not likely.
Melissa Dunstan Photography - Oh, this is perfect and so true! This just happened to me today and it felt so great to stick to my prices. Thanks for encouraging us all!
Emily - Thank you for sharing these thoughts. I have my own floral design business and I feel the same pressure to "offer discounts" but I am encouraged to hear your thoughts about establishing the value you have created for yourself and sticking to it! I've been reading your newsletters ever since my friends used you as their photographer 3 years ago. Even though we have different services, I learn a lot from what you share in your experiences. Thank you Melissa!
laurel bishop - Jill,
This video is fantastic, thank you for sharing it!
martin zuckermann - Really good video, thanks for sharing it, I looooved the couple at the restaurant, "it's just a cow".
It's great hearing the "discount or not to discount" part you wrote, I appreciate your sharing it Melissa,
martin
Michelle - Thank you so much for posting this! A friend of mine recently introduced me to your website and I LOVE your work and photography insites! I've been up-and-running since 2007 and still feel like I'm building my clientbase... This REALLY opened my eyes to not cheapening my product and what I have to offer! I SO appreciate you saying it out it is! So many clients/people just DON'T get it... Thank you, thank you, thank you!
Tammy Chavies - Melissa, that was awesome!! It helped ME more than anything. If I don't value my work, why would someone else. Thanks for sharing!
Karen (Mikols) Bonar - " budgeting is all about prioritizing. If you truly prioritize one area of your wedding, you are willing to cut corners in other areas. " --- A-stinkin-MEN!!!!!!!
Holly - melissa!!! as always, you are SPOT ON. i sooooooooooo value your opinion & sincerity!!! thanks so much for sharing this.... i keep your advice at the forefront of what i do with my own photography.... this and back-button focusing...among my top pieces of wisdom from melissa jill. now, just need to get to an mj2 day! wouldn't that be the supremo??! :)))
denise karis - ohmygoodness - when she said "Im willing to cover your hard costs but thats as far as Im willing to go...." I started cracking up. So so so funny and such an awesome post. I am not crazy established as of yet - I work during the week and shoot on the weekends only - so my prices right now are really low and still 'starting out' prices and I still get emails asking for discounts. I am totally with you - I always always always stick to my prices otherwise I'd be giving up my weekends for nothing.
Alicia - I agree, Melissa! I remember reading something similar on one of your older blogs and instead of lowering prices, I will offer an incentive instead. To friends, I'll offer a gift certificate worth a certain dollar amount towards products or services. I still have a minimum fee required with each order, so I'm not left with holes in my pockets. I will also give other incentives with my packages. If clients purchase a certain dollar amount of prints, then they'll get a free DVD archive of their event, etc. Or any wedding event over a certain dollar amount scores them a free engagement shoot. When you discount your work and subtract from it, people come to expect it. I know that I do! ; ) When you add something, rather than taking away from it, you're confirming the worth of your product and also bringing excitement for people to want to buy your stuff. And really, like you said, the right clients will come to you. My teacher always said to pick a target audience and stick with it. So, so true. Each person has a different idea of what is a good price or not so good price. The crowd that you want to shoot are those that agree with those prices. If you tried to change them for everyone who came along, you'd be more up and down than the stock market! You set your prices and the right people will come. : )
cameron clark | c+k studios - A great business should always have enough demand so that they can charge what they are worth and people will purchase their product or service because it's worth it. When demand is down, it's tough to stick to your guns.
Melissa Raimondi - You nailed it Melissa! This is so so so true and I have worked hard on myself to not offer discounts. As an example, after realizing that Apple Computer products are the same price whether you buy them online, at the Apple store or at an electronics store, I concluded that since they believe in their brand so much they don't need to offer discounts. And people flock to their products. They pay what Apple says they should pay. And they buy, no questions. The same should go for everyone! Thanks for writing that post!
Julianne - Well said! I'm keeping this post close by so I can remind myself why I am not to discount!!
Melissa Jill :) - Hi Ivan - I think you may have misunderstood me. There’s a difference between charging a lower price and offering a discount. It’s fine if those starting out want to start by charging a low price, but I still wouldn’t recommend offering discounts. Just pick your price and stick with it.
Ivan Makarov - It's perfectly fine once you have your brand established and enough of a client base and market share to keep booking the weddings without lowering your prices, especially in this economy. For my full time job, I work in a multi-billion professional services company, and while we lowered our prices during the recession, we didn't do it below our competition, or to a degree where we we're losing money. We wanted to retain our clients, and they stuck around with us.
That said, if one is starting out and needs to build a portfolio and a client base, offering discounts is a one way to get the business going. One can't start charging $5k for a wedding right away.
Jared Platt - This is a great video. Perfectly done. It is interesting to see people overvalue the things they do for a living and undervalue the things everyone else does for a living.
Joe Anna - I totally agree. Thanks for this post. I'm glad to hear your perspective on this issue that I've wrestled with myself. :)
Jenni - I agree. Very well said.
Keri - So well said, Melissa! Way to be bold and speak the honest truth.
Lizzie Kimball - Melissa, thanks for this post! The timing couldn't be more perfect with all of the changes I am making within my business. This has really helped me gain my confidence about doing what I have to do! You're seriously such an amazing role-model and if I could be an MJ clone I would totally do so :)
Jennifer Bowen - AMEN sister!!! When I saw that video on SNL I laughed my tail off because its so true about what so many people ask for. I often want to respond, "Will you sell me a house and then not take a commission or knock 2 points off?" Just might have to link to this blog post as well ;-)
Elena - A good dose of reality! Thank you, Melissa!
Shawna-Your Event Florist - Melissa great points! And spot on---Quality is the value!! Thanks for posting-it helps us all! And pertaining to Rene's post I am floored with you..:)
shauna maness - Hi Melissa! i shared some of your post on my blog and continued some of the thoughts it stirred- thanks for starting the conversation!!
you can find it here: http://www.shaunamaness.com/blog/photographers-tool-kit-sticking-to-your-guns-during-a-stick-up-discounts/
Nancy - Haha great video! Thanks for helping to keep up the quality and integrity of our industry!
Michelle - Love that video! A fellow photog friend sent that to me a few days ago and I still can't stop laughing... it's so true. Thank you for sticking to your guns - you are very inspiring. This is just the post I needed to read right now to remind me that the brand of ME is worth my price! Keep on rockin' it!
Rene-Celebrations in Paper - Great article about an uncomfortable question/discussion. We recently had a bride say to us "I haven't paid full price for anything so far for my wedding, and actually in this economy I don't think I should have to." I was floored!
Lisa Green - At the end of the day, its all about knowing your value and your worth - its unfortunate that in the wedding industry, professionals have been giving away their skill and talent for a bargain just to get clients. I'd prefer to have less of the 'right client' who values what I offer than tons of clients who hired me just because I gave them a deal but they don't value my services. Stick to your guns - love this post!
Michelle - Thanks, Melissa. I understand and agree with you. I believe if people really want what we provide and we provide excellence, they will pay for it.
MIke C. - Or as another pro wedding photog/blogger puts it: if you shoot weddings for cheap people they will refer their cheap friends. If you shoot for top-end clients, they will refer other top-end clients to you. If you've got the skills and personality to make top-shelf clients happy then don't bother with the others. You're running a business, not a charity.
Erin McFarland - Very well said! Thanks for posting this Melissa!
Cathy Crawley - It's like we were separated at birth! I'm always that square peg in the round hole willing to wear my heart on my sleeve and say it how it is. Go you!
Sarah - Thanks for this MJ. It just confirms for me what I've been doing already. I have a mental list in my mind of people I'm prepared to offer photography as the gift from my husband and I (products they pay full price for) and it is not everyone I invited to my wedding, because we had a BIG wedding.
Discounts should only apply when the product is defective in some kind of - it seems to me that your product is not defective and therefore can't be discounted!
Gail - GREAT post Melissa! Also, I have to laugh at you posting the video. A while back, someone shared it with me at my day job because it was created by a company in Indianapolis -- I thought you might get a kick out of this!
http://motionographer.com/2009/06/10/the-vendor-client-relationship-in-the-real-world-qa/
Kimberley Guilfoy - As a satisifed client (twice-wedding and family portrait) I can't agree with your reasoning more. From the client persepctive you hit the nail on the head we want a vendor with a well respected brand and product and if that is truly the case then the money is never an issue. To tell the truth I would have paid more!! Thanks again for your great work.
Taryn Bills - This is so fantastic!!! I did a tribute to you on our blog and linked to your post. Thanks for always being brave enough to discuss the elephant in the room in the wedding industry.
Niki Flynn - Melissa, you truly are a kind and soft-hearted person, and that is why your clients and friends value you so much. I really appreciate how you have stated this and know it will help so many of us when we are faced with the same question. Thanks Melissa for continuing to inspire with each and every post! xox
Kelsa - Great post! You are spot-on! I am a cosmetology student and this is something my instructor has discussed with us on multiple occasions. "Your clients are paying you for your time and your expertise. If you discount your services, you are discounting yourself."
I agree with this way of thinking, but it is very hard to say that nasty little word "no"
Melissa - I used to work for a designer purse store in a fancy place and I used to have people haggle with me over the price of $500 purses! It was so baffling! I wanted to be like "this isn't a flea market...you know that right?"
felton - I agree, some will, some want, so what. This is a concept that i adopted some time ago.
whitney - thank you SO much for posting! I have been working through new pricing sheets and new website material and have been struggling with this as well - thanks for the post and the video - good products are VALUABLE because they have deserved it! Thank you:)
Heather - HAHAHAHA! I LOVE the video, cause yah, that's basicly what people are asking you to do. I think the only place that it's right to negotiate is in car buying, cause really MOST cars are hugely marked up, and you know everyone is not paying the same price. But you rock, and I totally agree! Thank you for being so candid - I like you even more for it : )
Holly Christian - As a photographer myself, I wish I had the guts to post something like this. You said it right on sister!
Rosanna - As a bride (and as a budding wedding planner), the budget issue is something that really bugs me, and always have. Never ever (ie in no industry) I found somebody asking such a rude and intrusive question. When you go to a lawyer, a doctor, an IT consultant, a software developer, you explain what you want, and they tell you how much it's going to cost, period. You don't try to get discounts and they won't try to sell you up and into something else either. But in the wedding industry, if you say "I can't afford it" they will give you a discount (and the "rich bride" is cheated on!) whereas if you say that budget isn't a problem they think they can sell you junk and inflate the price. I still haven't figured out why though :(
Paige Butcher - Thanks for this post! It's good to hear well-reasoned thoughts on why discounts can be detrimental. So many photographers feel guilty sending away potential clients based on pricing problems. It's true though -- the best caliber of client will want to pay you what you're worth.
Evie Perez - Thank you a million times for posting this!! This is something I continue to struggle with since I am a newbie. The video puts the finishing touch, it was hilarious but true!!
erin - Loved the video! It's so true it's scary! Thanks for the post, it was well said.
Stacey Hemeyer - You have an amazing ability to discuss even the most "uncomfortable" situatuions and not come off offensive. I wish I could send that video to some of my clients! Loved it!
Heather - Very Timely ! I just opened an email requesting this exact thing! By the way, have you ever noticed on the show "Rich Bride Poor Bride" that the budget for photographer is always grouped in with misc expenditures? Strange, considering this is the only thing that will truely last after the wedding day. hmmmm. Thanks for the post Melissa, it helps to know I'm standing my ground for a reason as I respond to this Bride :D
Nicole Pfeiffer - I fully agree with you on all of this. And by pointing this out and letting your clients know this, I think it values your company and name that much more. I would expect my photographer to value everything they do. And you clearly do.
Jennifer Garbett - Oh my gosh...LOVE that video and LOOOOOOOVE this post! Great job Melissa! Thanks for helping to educate others since clearly there is a difference in quality out there from seasoned professionals and those who just got their first camera and can do everything including your dishes for $50!
maggie - You have an awesome way with words! I have had quite a few people feel that they "deserve" a discount. I am quickly learning that I as well have to stick to my guns and take to the same type of rule.
Kelly Lane Lusk - Well put! The video sums it up prefectly! As a new photographer, I encounter this all the time and struggle with it as I build my business and brand. Thank you so much for your honesty!
Alyse - Oh thank you MJ! This is exactly what I needed today!
Lori Calhoun - Great words melissa. I have been thinking so much about the price issue lately. What I'm worth, my value, my time, what it takes to run a business, etc. I finally feel like I'm at this place. Where I can say this is it, this is what I'm worth. For now, although I'll be re-evaluating in the near future. Good for you for putting it out there. Your awesome!
Chris Paxman - nice post. It's cool that you have a definitive position on the issue, I'm quickly finding that I should as well.
Larry James - Well said, Melissa! The excellence of your work is what leaves your clients "warm & fuzzy!" ;-)
Christina Faith - Thank you. It makes me increase the value I have of myself, time and quality!
Matthew Dutile - Good for you for sticking to your guns! I'm in full agreement with you.