If you’ve been in business for more than five minutes, you’ve probably heard it: “Your prices are too high.” Cue the awkward pause where you wonder if you should defend yourself, lower your price, or just nervously laugh it off.
Here’s the truth—when someone says your prices are too high, it’s not the end of the conversation. It’s an opportunity. And today, I’m giving you the exact ways to confidently respond without discounting your value.
First, Let’s Talk Mindset
When someone pushes back on your pricing, it’s not always about the money. Sometimes, it’s about:
- Not understanding the value of what you offer
- Comparing you to someone cheaper (who likely isn’t offering the same quality)
- Feeling unsure if photography is worth the investment
Your job is to educate, not convince. The right clients will see your worth when you position yourself with confidence.
How to Respond with Confidence
“I Totally Understand! Here’s What Sets Me Apart…”
Instead of going on the defensive, acknowledge their concern and redirect the conversation to your value.
“I totally understand that investing in photography is a big decision! My clients love working with me because they not only get beautiful images, but also a stress-free experience, expert guidance, and photos they’ll treasure forever.”
This keeps the conversation open and helps them see the why behind your pricing.
“I Focus on Quality Over Quantity”
People sometimes compare prices without realizing the difference in experience and results. If a potential client brings up a cheaper option, remind them what makes your work unique.
“I know there are photographers at different price points, and that’s totally okay! My focus is on providing high-quality, personalized photography that truly captures your story. I take the time to ensure you have an amazing experience and images that last a lifetime.”
This reminds them that you’re not just another photographer—you’re offering something special.
“Photography Is an Investment, Not an Expense”
Sometimes, people hesitate because they don’t fully see the value of professional photography. Here’s how you can shift their perspective:
“I completely get that budget is a factor! I like to remind my clients that photography is one of the few investments that actually increases in value over time. These moments are priceless, and having high-quality images to look back on makes all the difference.”
This helps them reframe their thinking from cost to investment.
“Let’s Find the Best Option for You”
If you offer different packages, this is a great moment to guide them toward an option that fits their needs.
“I’d love to find the best package for you! I offer different collections based on what’s most important to you. Let’s chat about what you’re looking for, and I can recommend the best fit.”
This keeps them engaged instead of shutting down the conversation.
What Not to Do
Don’t immediately lower your price. If you start discounting, you train people to negotiate rather than respect your value.
Don’t take it personally. Price objections happen to every photographer at every level. It’s not a reflection of your talent!
Don’t ghost them. If someone says your price is too high, follow up! They might just need time to see the value.
Your Work Has Value—Own It!
At the end of the day, not everyone will be your client, and that’s okay. The right clients will appreciate your work, your expertise, and the experience you bring. Stand firm in your pricing, communicate your value, and trust that the people who get it are the ones you’re meant to work with.
Email Response Template for Discount Requests
Subject: Thank You for Reaching Out!
Hi [Client’s Name],
Thank you so much for reaching out and considering me for your photography needs! I completely understand that everyone has a budget they’re working with, and I truly appreciate you taking the time to inquire.
To keep things fair for all my clients, I don’t offer discounts—but I do offer flexible payment plans to make things more manageable. If that’s something you’d like to explore, I’d be happy to chat about options that work for you!
And of course, if your budget changes in the future, I’d love to work together when the timing is right. Let me know how I can help!
Looking forward to hearing from you.
Best,
[Your Name]
Confidence Comes from Preparation
At the end of the day, standing firm in your pricing isn’t just about having the right words—it’s about believing in the value you bring. When you communicate that value with confidence, the right clients will see it too.
And if you ever find yourself second-guessing what to say in tricky client conversations, I’ve got you covered. My Email Template Pack includes all the responses you need to handle pricing objections, reschedules, ghosting, and other sticky situations—without the stress of writing them from scratch.
📩 Grab the full Email Template Pack for 70% off here and feel confident in every client interaction!
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