Tag Archives: vegas

WHY YOU DON’T LEAD WITH PRICE.

04.22.10

I see artists who refuse to charge more for their work make excuses like, “I don’t want to be considered expensive” and “I’d rather have clients and make SOME money at these prices than have NO clients at higher prices.”  I’m here to tell you:

‘Expensive’ is a relative term.

For example.  You’re in Vegas.  You see a lovely lady.  Or man.  Or lady-man.  And you say, “Hey, how much does an hour with you cost?”  (It’s legal, there.)

Lady/man/lady-man says, “$300.”  Well, you don’t know what you’re getting, and your budget was $150, so lady-man-lady seems expensive.  You move on.

Lady-man-lady #2, whom you approach after deeming the first person too expensive, says:

“I’m going to *beep* your *beep,* then *beep* your *beep* and then roll you in *beep*sauce and *beep* you senseless.  That’ll be $300.”

Oh, lady-man-lady #2!  Budget no longer matters — you NEED your *beep* to be rolled in *beep* and then *beep*ed! You would never dream of calling lady-man-lady #2 expensive, because she-he showed you the VALUE of what you were getting.  They got you all excited for what would be happening to you, and you were beyond ready to hand over your dough.

The same thing goes for your customers!  Fill potential clients in on the glorious products you offer, the services you’re happy to give them, and the end result that will make their heart sing.

Price becomes less relevant as desire for the product increases.

Which is why you can’t afford to go back to Vegas anytime soon.


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Jen - May 20, 2010 - 6:30 pm

Great post! I was on the floor laughing/in shock/saying to myself “this is SO TRUE” reading this! Thanks for the excellent advice, and creative story telling.

Thauna - May 16, 2010 - 2:05 am

Love this post! Those five-percenters have no sense of humor and probably take themselves WAY to seriously! I’m definitely going to lead with the “what all I can do for you” part before the money. Thanks for the fun way to look it.

Sandy Foster - May 11, 2010 - 4:10 pm

Your post was so worth the 5% subscription base you lost. I’m here to help INCREASE the base BECAUSE of this post. THANK YOU for the HUGE laugh. I love your style, sense of humor, and fearlessness. I’m glad my friend introduced me to your blog.

Kaysha - May 3, 2010 - 1:15 am

Ahaha! I’ll never think of pricing the same way again! Thanks! ;)

Shelley Paulson - April 27, 2010 - 10:06 pm

I just wanted to thank you for this timely post. I had a trade show last weekend, and when people would ask my session fee, I would give my spiel about all that they get, and then when I got to price, almost every one thought it was a GREAT deal! I’ve NEVER had that response before to telling someone my rates! :D

karen gunton - April 24, 2010 - 10:49 pm

it is amazing that when you put this subject in the context of hookers in vegas it all becomes so obvious! every time i think of pricing i will think of this =) thanks!

Amy Nieto - April 24, 2010 - 4:11 pm

Actually, for the record, requesting services such as the ones described in the above post are ILLEGAL in Las Vegas, but very much legal in other towns/counties outside the big town. That being said, can I have contact information for Lady-Man-Lady #2? Thanks.

:P

Megan - April 23, 2010 - 8:47 pm

I love your analogy and all that is great. Problem I have is that I get wordy. How do you get around that?

Michelle Posey - April 23, 2010 - 8:32 pm

Love it!

Tom, same here. In fact, I have to work harder to get the $500 wedding. The people who have $3000 to spend just say, “Okay, I want it, here’s the deposit.” The $500 ones go round and round on can they afford it?

Two meetings in the next three days. Will definitely be using this!

lesley - April 23, 2010 - 1:49 pm

I just read a chapter in a book last night that spoke on this exact same subject! I’m trying to change the way I respond back in my emails to concentrate more on the value then on the price. Just trying to decide if it’s better to put the price first then say what is included, or say what is included first then the price. After reading your post, it looks like it should be value then price! :D thanks!!

Marisa - April 23, 2010 - 12:45 am

Ahhhh! I had to stop myself from laughing out loud and waking up the baby! That was fantastic, Kristen. As we work on our re-brand, you can bet I won’t soon forget this post!

THANK YOU!

erika - April 22, 2010 - 8:39 pm

I can’t believe you went there!!!!

Jennifer - April 22, 2010 - 6:48 pm

LOL! Great article! Thank you!

Amy Hoogstad - April 22, 2010 - 6:18 pm

Oh, Kristen… you are too hilarious:) Point taken.

rich m - April 22, 2010 - 4:02 pm

This is one of those “drive it home with a hammer” posts! Absolutely book-marking this one to remind myself of a crucial sales tactic/point.

Deena - April 22, 2010 - 3:33 pm

What exactly is *beep* sauce? Ha! Great article!

Christi Traster - April 22, 2010 - 2:06 pm

Awesomeness right there, Kristen. Great, great post. Thanks for making it so easy to understand. xo

Christie - April 22, 2010 - 2:03 pm

I don’t think I will ever ever EVER go to meet new clients without thinking of lady-man-lady #2. That is definitely the best left-brained-wisdom for the right-brained-artistic-business person. I love it! I’m going to sing my *beep* *beep* services for all to hear. :)

Robert - April 22, 2010 - 1:13 pm

TOO FUNNY…but SO true! :) thanks for the post!

Jennifer O. - April 22, 2010 - 12:58 pm

That is just about the funniest thing I ever read!

Michelle Sidles - April 22, 2010 - 11:28 am

Bwahahahahaaaa {snort}
I can’t believe I just read that. ;)

Tom Sparks - April 22, 2010 - 11:26 am

Thanks for the great article. I suffer this exact problem. I’ve finally decided that if I have to work hard to get a $500 wedding, I might as well work a little harder and get the $2000.00 wedding. Great encouragement.

Rebecca - April 22, 2010 - 10:51 am

Ha! Love it.

Michael Huxley - April 22, 2010 - 10:23 am

Love the blog! Also: Best. Analogy. Evar.

kristen holly - April 22, 2010 - 10:11 am

Hahahaha! I love the analogy. And it’s SO true!!

Mollie - April 22, 2010 - 9:05 am

Hilarious. I love it. Thank you!

gina lee - April 22, 2010 - 8:58 am

love this.. I just recently had a lady say I was expensive.. I laughed, and told her “well, I certainly don’t want “Cheap” anywhere near my brand” Luckily I had spoken with her for a while and I was more kidding in a sense, but explained all that she was getting…
we talked, we laughed… anyhoo.. she booked me.. her desire DID change… and price became irrelevant….
Thanks for the post… :) Love coming here.. :)
gina

KINDERGARTEN SKILLS FOR YOUR BUSINESS

03.16.10

Remember Kindergarten?  You see someone.  You decide to be friends with that someone.  You smile, you say your name, and you play together.  Voila.

Attending the WPPI convention in Las Vegas reminded me of the importance of Kindergarten skills.  I’m an only child who was raised in the middle of nowhere, so my basic social skills have always been a weeee bit behind those of you lucky enough to have come up with siblings and cities.  It’s hard for me to make a first move and say hello, smile, and/or agree to be pals at first sight.

It got a bit easier in Vegas, possibly because I used my Kindergarten skills more than I have since…Kindergarten.  I even ended up having dinner on the final night with complete strangers.  (Yay!  A breakthrough!)

With my bold, freshly-pumped skills, I intend to schedule some more meetings with strangers this week, and I challenge you to do the same.  What if you call a photographer in your area who offers complementary services and then talk about anything BUT photography?  What if you introduce yourself to a local business owner?  (And have coffee, even?)  What if you sign up for a networking event or agree to take a class?  (I’ve been talked into Falconry, Burlesque Dancing, and Horseback Riding lately.)

Do any of these things, and you’re going to make a friend or two.  You might even enjoy yourself!  I’d love to hear about the ways you’re using your Kindergarten skills in the coming weeks and months…


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brandcampblog - March 18, 2010 - 2:37 pm

Hi, lovely. :)

brandcampblog - March 18, 2010 - 2:35 pm

I know, so simple…”Will you be my friend?” “Yes.” :)

Michelle Posey - March 18, 2010 - 9:11 am

Well, I’m wishing I had gone to WPPI so I could have said hi and bought you a cup of coffee. What with the kiddoes and a bridal fair I just couldn’t make it this year. I just love the blog, so when I read this I thought, “Who wouldn’t want to spend some time talking to her?” Go out there with that attitude that people will be grateful, nay, overjoyed to meet you, ’cause I think it’s true.

brenda - March 17, 2010 - 10:49 pm

kindergarten skills! oh my goodness that is such a good name for it! i totally can still remember on the second day of kindergarten standing by Mrs. Whitacre at recess and Kimberly came up and asked me Do you want to be my friend? and then we were best friends for years. (I so wish I could find her again.)

Okay, I am totally going to practice my kindergarten skills, and even though it will be a little scary, I will just remind myself they are kindergarten skills which will make it funny and more doable!

brandcampblog - March 17, 2010 - 10:04 am

Gina, if you saw me and didn’t say hi, I’m gonna smack ya. But I know how you feel…absolutely intimidating!

Heather Meyers - March 16, 2010 - 11:19 pm

good reminder ;o) i’m gonna meet a whole pile of strangers tomorrow! i could use some ‘pushing’ outside my comfort zone. I never went to kindergarten (homeschooler here) but i’ll try to muster some mad kindergarten skills ;o) haha

gina lee - March 16, 2010 - 3:15 pm

omg.. I totally felt this way at WPPI.. I see people I would have loved to say Hi to standing right next me and don’t not say a word… aaah. Mum was the word…. I must come over this…

so “Hi”, and I will do the same in the coming weeks… I must find my 5 year old courage these days.. ;) it was so much easier back then… :)

thanks for the encouragement…

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