How to overcome pricing objections

Forcing someone to work with you isn't one of them.

One lesson I learned from sales coach Jereshia Hawk is "the purpose of a discovery call is to get a prospect to make a decision, not to always say yes.

I know this sounds like a paradox, but not every prospect you encounter is a good fit.

Not every discovery call or pitch leads to a photography prospect immediately saying “let’s work together!”.

Negotiations and pushback are can happen. Someone negotiating a different rate or package doesn’t always mean they’re trying to take advantage of you. But it’s important to have in your tool kit a few ways to overcome pricing objections when you do come across them.

Scenario 1: A prospect questions your photography pricing & packages. There may be a time when someone questions your pricing. They may wonder why it is “expensive” or desire additional clarification. A Note: expensive is relative. What is expensive to some is a great investment for others.

My response: “The pricing/investment is a reflection of the value & expertise being provided.”

**Now I feel like I should say this: This works when you DO HAVE years of experience delivering on what a prospect is asking of you.

Another response option: “I understand your concern; however, this investment takes into account the various resources provided to my clients to create the best final product.”

With either answer, you’re establishing the investment reflects the work, skill & value you’re going to provide your client.