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Bride shopping for discounts


idobelieve

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<p>I had a meeting with a bride. She likes my work, we got along well and my package offers everything she is looking for. She is looking to book my largest package. She just emailed to say that she has met with other photographers that are willing to offer her 15% off, and am I willing to do the same? Of course, I have no idea what these others are offering. I don't know if this is true or if she's just scheming for a discount. I do want the job but that does seem like a fairly hefty discount. How would you handle this situation?<br>

-Thanks</p>

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<p>I might offer another "Perk" like a framed 16X20 but I would not cave to the discount. If you get this job and she tells her friends, "Michelle is a great photographer but don't forget to ask for a discount. I got 15% off!" then that is who you will be Michelle S. the Discount photographer. <br>

No is a complete sentence and if you discount a package to one you will be doing it for all. </p>

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<p>I hate to be cynical but it's probably not true. I read Bridal magazines where it tells brides to SAY other people offered them a discount to see if they will give a discount.<br>

Whether or not to offer it is really up to you, but my prices are as stated.</p>

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<p>Michele S > I use that trick whenever price shopping. Sometimes it works. The times where it doesn't work, and I really need the service or merchandise, I will pay the asking price.</p>

<p>You have no idea what the other photographer's showed her. Compared to you, more than likely their portfolio may have been substandard. That's probably why she called you back. Also, you said the two of you "got along well", more than likely she will call you back. So, recession or no recession, stand firm on your price and don't undersell yourself.</p>

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<p>Nancy and Betty beat me to it.</p>

<p>Here's my opinion: if you immediately offer a discount with nothing in return for yourself, you are saying to the client that you don't really believe in your pricing and you are devaluing your work.</p>

<p>Now, I <em>do</em> offer discounts to clients. Here are a few scenarios where I have:</p>

<ol>

<li>A bride asked me if I would offer a discount if she booked me not only for her wedding but her engagement party AND another family event. Offer me three separate events? I'll gladly offer a discount for that.</li>

<li>Another bride referred me to her co-worker who was also getting married. I didn't offer a discount to the friend but I did give it to the original bride for bringing me another event without my having to work for it. </li>

<li>I routinely offer a 10% discount if the bridal couple signs a limited model release that allows me to use the images for advertising. I know many photographers who include that clause in their contracts and there's nothing wrong with that. It's a personal choice of mine to offer a discount if they sign it as well as ensuring they know that I may use the images.</li>

</ol>

<p>But I do NOT provide a "price break just because you asked for one" discount.</p>

<p>If it is a great opportunity (and booking your largest package sounds like it), then I would strongly recommend Nancy's suggestion of offering an additional perk instead. Or an extra hour of shooting.</p>

<p>Whether you give a discount or "extras", she will tell her friends about the deal she got. Would you rather have her say "if you ask, she'll dorp his rates" or "if you ask, she'll throw in an extra 16×20"?</p>

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<p>Maybe another way to handle this would be to state it as a work-share situation? If she does some service you need, maybe you can offer to work something out with her. E.g. she is a good mat cutter, masseuse or gets massive airline discounts through work. Who knows? Sometimes an offer to barter will be enough to scare someone out of simply trying to get a discount for the sake of a discount. Or it might end up being something useful to you. Either way it's hard for her friends or referrals to get the same deal since they probably don't have the same skills, or you can claim you no longer have the same need.</p>

<p>I realize that barter is a bit abnormal and can seem tacky. But then, so is asking for a discount after meeting with you, on your biggest package. If she's really on a budget, why doesn't she just purchase a smaller package? So in that case, maybe barter is okay since tacky is already on the table. Your call.</p>

<p>Another option might be to offer her some additional service at a later date for a discount. Maybe "I can offer you a 10% off coupon for your maternity photo shoot or family portrait sitting".</p>

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<p>I like Jennifer's idea of bartering although, to be blunt, I don't know how easy it would be to collect on it. However, in this economy, we are seeing everyone trying to get the best deal and I, for one, am more than willing to explore new and creative ideas.</p>

<p>I've actually thought about getting some discount cards made up (like a plastic rewards card from your grocery store) and offering a wedding client (who books more than $5000 in services) a lifetime "10%" discount when they show the card.</p>

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<p>I had this happen earlier in the week. (not exactly, but similar) I agreed to decrease the total price, but removed the print package I had included in the quoted package... she was a little iffy but she had a budget, and really wanted the extended coverage and second shooter I offered. (plus she loved my work :-) )<br>

In this case, I believe she just had a really tight budget, and didn't know how to admit to that in our meeting (some people have a bit of a stigma about that, especially in person).</p>

 

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<p>Jennifer,</p>

<p>I am not a lawyer nor do I play one on TV (but would if the opportunity presented itself). That being said, I've studied this a lot and feel comfortable telling you my understanding of it. Obviously, this should not be construed as advice, yadda yadda yadda...</p>

<p>(enough of a caveat? <grin>)</p>

<p>In the US, a person's right to control how their likeness is used differs from state to state. I live in Chicago and have only looked Illinois law.</p>

<p>In IL, people are covered by the Illinois Right of Publicity Act (<a href="http://www.ilga.gov/legislation/ilcs/ilcs3.asp?ActID=2241&ChapAct=765%26nbsp%3BILCS%26nbsp%3B1075%2F&ChapterID=62&ChapterName=PROPERTY&ActName=Right+of+Publicity+Act.">IRPA: 765 ILCS</a> ). It basically says that, in order to use a person's likeness for commercial puposes, I must have their permission <em>in writing</em> (some states allow for implied release).</p>

<p>I believe that, yes, a clause in the contract would be fine. However, I have two pages of clauses in my wedding contract and, although each is written in English and not legalese, I decided to separate it out as is own document. If sued, I could point to the clause in the contract, even if the client claimed they never saw it in there amongst everything else. But even winning a lawsuit costs money.</p>

<p>So, I made a separate document and the client, if they want that discount, must sign the release. Makes it a lot more difficult to come back later and say they didn't know I would use the images.</p>

<p>More importantly, though, it gives me that extra little marketing tool of offering a discount to a bride.</p>

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<blockquote>

<p>Then watch the haggling scene in Monty Python's Life of Brian.</p>

</blockquote>

<p>Ask them if they follow the gourd or the shoe. Then tell them you're a follower of the other one and cannot, in good conscience, offer a discount.</p>

<p> </p>

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<p>Depending on the market that you are in it's also within the realm of possibility that other studios have offered her the 15%. Since she's taking your largest package I wouldn't hesitate to offer her a 10% (or if you want 15%) discount providing that you're really pretty keen on her and the wedding. I respect her frugality either way.</p>
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<p>I like the idea of offering her something else like the first person said. If she really likes your work, I don't think the 15% would make or break the deal. If your outright over her budget, then maybe you could custom package for her to fit her budget? Good luck!<br>

Its the business part of photography thats a drag, if we could only take pictures and money magically appear in our bank accounts. :)</p>

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<p >I do not discount and I do not barter against an imaginary or real third party. </p>

<p > </p>

<p >I am open to any client's negotiation, but not via email. </p>

<p > </p>

<p >Maybe old fashioned, but I would invite her for a coffee to discuss the possibilities of refining your Product and or Service to fit her budget and accommodate the major requirements of her Wedding Coverage.</p>

<p > </p>

<p >I would suggest, not imply but <em >simply state, that she make a time sooner rather than later</em>, such that you do not sign other booking for that day, in the meantime. I would not hold the day open for her.</p>

<p > </p>

<p >She will either say "yes" or "no" to that meeting. </p>

<p > </p>

<p >How the Prospective Client answers will indicate many things, including how much she actually does like your work; how much she does want you for her Photographer; how much she is willing to address questions of budget and coverage.</p>

<p > </p>

<p >If the answer is "Yes" then I would be open to being firstly generous with my coverage time, or some other item as an "extra" from the second most expensive package to accommodate her needs and I would work the negotiations from there.</p>

<p > </p>

<p >I would NOT subtract items from the most expensive coverage for a $ amount lower cost to the client – if she wants the premium she pays the advertized price.</p>

<p > </p>

<p >Blanket discounting the $ amount from the advertised Bill of Sale to counter a Prospective Client's "Price Checking" is entering a discount war.</p>

<p > </p>

<p >Small Businesses will never win in a long running discount war, IMO.</p>

<p > </p>

<p >WW</p>

<p > </p>

<p > </p>

 

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<p>It's simple. Ask the bride if the other photographer offers you. She will of course say, no. Then your response should be: Then they are not offering the same product! :) If she wishes to go with the other photographer that's cheaper she's welcome to do so but she won't be getting the same thing that you are offering. Stick to your price. 15% off is one heck of a blow to your income. You'd be better off waiting for someone who is willing to pay what you are worth. And 9/10 times she might be just saying this to see if you'll drop your price. Usually if we're approached by price shoppers we'll simply turn them down. We're not interested in clients who want a 'deal' we're interested in clients who want amazing photography.</p>
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<p><em>"She just emailed to say that she has met with other photographers that are willing to offer her 15% off"</em><br>

I do not mean to sound like a smart xxxx, but do the other photographers charge the same as you do ? If all prices were the same like cars, then consider it. I made the point to charge less then the full time pros in my area. So their 15%+ discount may be getting close to what I normally charge. Offer her a frame for her 11x14,</p>

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<p>This is called bartering, haggling, etc. I'm surprised you haven't had this issue come up previously.<br /> <br /> A good business practice is to already have and additional X% percent added to your (<em>initial</em> ) pricing, then almost always offer an X% discount (or equal value addition). Consumers, especially in the U.S., are very impulsive, and the feeling that they are getting a deal is an easy way to lock them into a sale.<br /> <br /> It is, in fact, also a good practice for getting repeat business. If customers always feel like they get a deal with you they are more likely to use your service again, or to make referrals.<br /> <br /> And before someone yells...that is unethical, let me note; this is a very, very common business practice. It is something that any salesman deals with on a regular basis. A good salesman just happens to plan for it.</p>
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<p>Michelle,<br>

None of us here know your price structure or that of the mysterious "other photographers" your bride has interviewed. My guess is that she's bluffing you because it appears that more than one photographer is offering her the same discount. What's the chance of that being fact?<br>

You need to find out what she's really looking for. If she wants more for her money, then offer her something extra. If she wants to spend 15% less, than deduct something from the package.<br>

If you discount your existing package, you're stating to the public that you're overpriced. This will not stop here. When she eventually places her order, she will leverage this for the remainder of her purchases because she knows that you will cave. Everyone likes a deal and everyone likes to brag; and she will. This will pull the bottom out from under your prices.<br>

If you come up with a nice "add-on" that she's comfortable with, add it to your price list and promote it. Don't make one-time deals with customers.<br>

Here are some examples that I use. My family/parent albums are priced so that I offer a 20% discount on them if they are included in the original contract. I allow a 2-week grace period so they can hire me on the spot and for them to speak with their parents about the additional albums. I'm much happier selling them at 20% off then hoping I will sell them at full price after the wedding. Because I show my images and design my albums "live" with the customer present, I offer them some additional images in their album if they complete their album design in one session. I also have a bulk purchase option for additional prints. I charge $2-$3 less for quantities of 12 or more per size (may be different images). My goal is to get larger commitments upfront and larger total orders. These scenarios work for me, so I promote them in my literature.<br>

Whatever you decide, it should be something where you will jump at the chance of offering it to everyone, rather than hoping that this client keeps it a secret....-Aimee</p>

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<blockquote>

<p>Everyone likes a deal and everyone likes to brag; and she will. This will pull the bottom out from under your prices.</p>

</blockquote>

<p>I agree with the first part, not the second. You should ask yourself: In the wedding <em>service </em> industry, aren't referrals important? Isn't it a good thing for a customer to say, "Use so and so, they took good care of us"? Don't you want (nearly) free word of mouth promotion?<br /> <br /> I disagree with the second part because if you PLAN for this, it is never an issue and should never cut into your bottom line. You have already planned to give the discount to those who ask, it is a sales tool. Having this buffer is just good business. I doubt they are going to call you over-priced over the difference of 10-15%, <em>especially when you are willing to work with them on price</em> .<br /> <br /> Discounts, haggling, bartering; these are just things that happen in the real world of business-to-consumer sales. If you don't understand the game, or refuse to play, the only one who looses out is you.</p>

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<p>Keith,<br>

This is not an agree vs. disagree scenario. It depends on you and your market, what works best for you and how you want to run your business. Trust me, my method has been working great for a long time.<br>

If I'm going to offer a discount, I'm going to offer it to everyone. I don't want to be know as a car salesman that can be pushed. If you negotiate, then you get a reputation for that. That's how the referral system works. It's all about what you do for your customers. So if it's discounting and you want it to be, then go for it. Unfortunately, you can never win that game because someone will always compete with you for less...-Aimee</p>

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<p>Possibly they are offering 15% lower quality? If you don't want to offer the discount don't. If you start getting a lot of brides begging for a discount do what every other industry does: mark up the price to cover the discount. When I worked in retail my boss got sick of people asking when the sale was going to start, so she doubled all the prices, and we constantly had a 1/2 off sale going. :)</p>

<p> </p>

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<p>In today’s present climate I think you need to offer discounts, here in the UK nearly all wedding photographers are offering discounts just to get the work.<br>

<br>

I know one photographer of 20 years where he can only get 50% of what he got 2 years back. If you are still getting lots of bookings then you can be choosey, if not you need to discount.</p>

 

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<blockquote>

<p>Possibly they are offering 15% lower quality?</p>

</blockquote>

<p>The bride who's shopping for a discount isn't looking for the best quality; she's looking for the best deal.</p>

 

<blockquote>

<p>If you are still getting lots of bookings then you can be choosey, if not you need to discount.</p>

</blockquote>

<p>...if not, you need to reconfigure your offerings and make them more attractive. Have you ever heard of a doctor building his practice by giving discounts?...-Aimee</p>

 

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