In the last blog post, Perceived Value: The Key to Setting Photography Prices, I talked about how price doesn’t matter, but how perceived value does. In this post, we’ll discover ways to show that value to prospective clients!
Value also doesn’t mean adding more stuff or more services. It’s about adding the right value mix, the right offer, for the right price to the right client to show value effectively.
You need to be able to show clients your value. They want to know if the money they are spending will provide them with a return on investment.
Show clients your value, in any way you can, is essential to demonstrate your worth.
Show them Your Value
Communicate with them why you are worth what you charge, and make them feel good about spending their budget with you. It’s crucial to show value in these interactions.
With the right value mix, clients will find a way to work with you. Either now or in the future. I guarantee it.
Let’s see a few examples of how to do this!
- List out the features and benefits of your packages (usually in your creative estimate) – this helps to show value clearly.
- Outline your services + packages visually (this is where treatments of briefs come in)
- Share real-life stories and testimonials (screenshot all applicable social media praise)
- Back yourself up with analytics (great for working with brands as a content creator)
- Position yourself as the expert by using resources like Google Trends, Pinterest Trends, etc.
Examples of Showing Value
You may have a client who comes to you looking for a blog post with 5 unique photos and a budget of $150. If you come back and state you charge $1,500 for that type of post, you must back it up by showing your worth. The goal is for you to convince the client that you’re worth what you charge. Regardless of a yes, always show value in your proposal.
I use testimonials and analytics from Amazon sales in my media kit when I work with brands to demonstrate my worth.
This can show the client that:
- People trust my advice and look to me for product recommendations
- My posts lead to sales for brands because I show value in my content creation
- I understand and care about a client’s return on investment
If I was communicating my value to a client, I would attach the following with my creative fee estimate.
Getting a no on a project is better than saying yes to something that isn’t worth your time and effort. I know that can be scary, but it’s true.
Establishing Value with Clients: Four-Part Series
Stay tuned for part 3 of this series: The Secret ‘NO Strategy’: How to Get a ‘Yes’ from a Client.
- Perceived Value: The Key to Setting Photography Prices
- Show Clients Value: How to Convey the Worth of Your Photography
- The Secret ‘NO Strategy’: How to Get a ‘Yes’ from a Client
- Raising Your Prices: Email Examples That Actually Work
Let me know if you have any questions! I love hearing from you all and am happy to chat about this strategy more, so be sure to leave a comment below!