When a photography client or prospect says “That’s more than I wanted to spend”, what do you say? Do you give up?
One of my many responses (from the great Zig Ziglar and Chuck Lewis) is “I understand exactly how you feel. Many of my clients felt that way literally, but what they found is that because I take the extra care and attention in the planning that they’re so delighted with the images I create for them they’re happy to invest a little more than they were anticipating. How do you feel about what we’ve discussed so far?” It shows them you understand their objection but that you’re going to go above and beyond to ensure they love the images.
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