Pricing via email or phone?

[movingex]

I only do location shoots for portraits and team sports as I don't have a studio. I get calls about pricing and on occasions I've asked the caller to send an email of which I will reply back with pricing attached.

Is it best to always go over the prices on the phone with the potential customer or is it just as effective to send pricing where they can look it over at their convenience? Or does it matter either way?

If anyone has any pros and cons on this matter I would love to hear what you have to say.

Thanks in advance for any positive input. I'm trying to gear up to do a better job on the business side in 2011.

[Cajungaltx]

No answers yet huh?

I have an info packet that I send to potential clients - via email - that has pricing info in. I've always talked to them before hand - to educate them about the process so that they see VALUE in what I do... and to make that relationship connection.

Regardless of whether you have a studio or not - the behavior should be the same. DO NOT UNDERVALUE YOURSELF BECAUSE YOU DO NOT HAVE A STUDIO!!!!!!

Do I need to repeat that?

To me - it's like saying a sports shooter is not as valuable as a portrait photographer with a studio... because the sports shooter shoots 'on location'.

The sports shooter could be a much more technically skilled photographer....and the portrait photographer with studio could have a rich mom or dad who gifted the studio to them (Oh how I wish!)...

I usually direct callers (if I'm at a place where I can't send an email myself) to my website - to the contact page - to contact me about information.

That way ALL Of the data is captured (name, etc) - and it's a regular process...

I think that it is an absolute REQUIREMENT that you understand that they are interested in you because of your work (they've usually seen it) - but they will HIRE you because of YOU. It's reality 101.... sell them on you (not 'you' as in 'how good you are, etc' - but as in 'how you will take care of them....how you will listen to them....how you will help them get the most amazing images ever....how YOU are different than say Picture People or whatever'...

Just my 2 cents... hope it helps a little!

[contributor_M]

Info definitely helped me (for future reference).

Thanks.

[ronocnikral]

while i don't disagree with everything that has been said, i do have a different take.

in today's world, we're (imo) overly dependent on email and this has impacted our communication. not that email doesn't have it's place, but i have found there is a hierarchy in the types of contact we have with potential clients (see my pyramid below). as we increase the base, we also increase everything else in the pyramid which increases our bookings. so, we always ask ourselves, what do we need to do to get to the next level? if we give our client all the information they need via email, are our chances of a face to face meeting decreased and what would be the point of the meeting? and if we don't have a face to face meeting, will we ever book them?

just food for thought. and if you are trying to sell yourself, nothing is better telling than a face to face meeting. this is our philosophy and works well for the type of business we run. ymmv, as this can be very dependent on business goals, type, price range etc.

[Outlaw]

Pricing and it's many related factors will always be one of the more complex issues you deal with as a professional photographer - even just deciding how to share those prices with your clients.

Like Conor notes above, when to share pricing info is really dependent on your business model and target clients - and those two are, in my book, dependent on the type of personality and photographer you are.

I'm a very casual, simple, comfortable type, and I respect transparency from the businesses I frequent, so that's how I set my business 'policies.' While I don't put my prices directly on my web site, I share them with anyone who asks, however they ask - phone, e-mail, etc.

The better aim is to engage folks, whatever the medium - if someone calls and asks your price for an 8x10, certainly answer them, then ask what kind of shoot they're looking for, what they want to do with the print (Is it a gift? Something for the wall?), really find out what their needs are. If you take the time just to be helpful and attentive, you'll make your best impression, and hopefully they'll bite, regardless of your prices.

As a consumer myself, if you show me some exceptional care and interest as a client, I'll be far more willing to 'forgive' your higher prices and hire you based on how you treat me and how confident you make me that what I end up with will be worth more to me than what I paid, both in artistic value and in the experience itself. It's the little things that count.

The more personal the medium - face to face is better than the phone, the phone is better than e-mail, e-mail is better than your web site - the bigger your opportunity to make a great impression.

That said, different clients buy in different ways. I'm a talker, so I prefer to use the phone and get to the point. My wife is more subtle, and much prefers to use e-mail. We're both buyers, both with the same wants and needs and budget, but if you don't give me a phone number to call or refuse to give her pricing over e-mail, you've probably automatically lost our business.

E-mail versus phone? Why not both. :-)

Edit: Like French food, pricing is as much about presentation as substance. Work on having a great 'elevator speech' to go along with your pricing, however you share it. Talk up your best points, let folks know what the benefits are of choosing you for their photography, and ask specific questions to show you really do care about serving their needs.

[movingex]

James,
Your PartTimePhoto.com site is awesome. I really need to get into the marketing mode that you are in. I'm not a talker by nature and I'm more like you describe your wife to be. I hate sales pitches and sales people in general and by nature I assume that most people don't want to be bothered. I know this is very inaccurate but it's naturally how I'm programmed to think. I need to either overcome that way of thinking or figure out how to work around it. You've offered some very practical and easy to absorbed advice here and your site seems to offer more of the same.
Thanks for sharing.

[mrsrice22]

lmao, James, I like you. "Cut the horsesh*t and just tell clients the truth.." Your blog is informative and entertaining, will be bookmarking it for future readings!

[suerenee]

James! Love your blog and your candid writing style. Very helpful

For the OP: I've worked for an attorney for 8 years. His motto is stop selling and start educating. He has an informative website. I talk to the clients on the phone to get basic info, answer ?s and get them in for an appt. By the time they meet with my boss they are ready to hire.

I've used this model with my photog business. You have to fish for folks--bait the hook (advertising), get a nibble (inquiry), set the hook (consult) and reel them in (booking). Sometimes you limit out...sometimes you kill a bunch of bait. :)

[lscottpht]

99% of my people come to me via email, and that's how I give them the price and book them. I'd say that I meet with about 2% of the people that book me. Now, if someone calls on the phone (doesn't happen often, but it does happen), I will give them pricing over the phone. Then, occasionally, they will have me send the info to their email so they have something they can sit down and look at. I can't stand talking on the phone, so I've been very lucky in the fact that I've been able to conduct almost everything via email.

[Outlaw]

Thanks so much guys, I appreciate your kind words! I'm having a lot of fun with the blog. :-)

Jeff, I think the biggest step in overcoming that fear of intruding on folks is to realize that what you offer as a photographer has value and meaning. The images you make for clients will truly be cherished for generations. I can't tell you how great it is when a client hands me a big check while thanking me for being their photographer. The value we provide is far more than what we ask in price.

Just show folks your art, show them your personality, and give people the chance to be blessed by your good work. It's a win-win for everyone involved.