Your car is a few years old. So you head out to find a new one. Do you look at the price tag on the sticker? Of course not – what does that truly mean? Instead you look at the payment amount. Does $495 a month work for you? Can you negotiate it to a lower price – a price that fits more within your budget? How about $395 for 60 months? Sure, that works, sign me up.
In today’s society, we live by the payment plan.
Combine your phone, Internet and cable together in one easy payment plan – $129 a month.
Mobile technology? No problem. Add up to 5 mobile devices, unlimited data, 500 minutes and we’ll give it to you for $179 a month.
New house? Sure. With an ARM loan, we can get your payments down to a low $1,500 a month. Does that work for you?
The payment plan is now a part of just about every industry in existence. Furniture. Energy. Even my daughter’s college offers an interest free payment plan.
So why not photography?
Lets say you design a portrait opportunity with all the bells and whistles. They get a morning session with you, inside and outside portraiture, unlimited clothing changes, lots of poses and combinations that separate your family into groupings. You provide creative framing options, coffee table albums, lots of options when it comes to display. Sure they can ala carte it all out. But what if you offered one complete “package” that includes everything from the sitting fee to the final images – all for the unbelievably low price of $199 a month for six months – no interest payment plan of course. Doesn’t that sound more reasonable than a $1200 package? It does to your clients.
Have a wedding photography business? What is the average amount of time a bride and groom will be on your books before you shoot the wedding? 6 months? 12 months? 18 months? Instead of selling them $2,500, $3,500 or $5,000 packages, what if you created monthly payment packages instead?
Lets say you offer an all-inclusive wedding coverage. Unlimited time. Unlimited images. Albums. Framed prints. Extras. Whatever you choose to include in the “package” covers the entire event, beginning to end. Now lets give it a price tag of $5,000. Yes, a lot of brides and grooms will panic when they hear $5,000. But what if we changed it around?
We offer a 6 month, 12 month or 18 month wedding plan. A 6 month payment plan of $833 a month, a 12 month payment plan of $416 a month, or an 18 month payment plan of $278 a month.
All of a sudden the pricing seems a whole lot lower, right? And it does to your clients as well.
Plus you get the added benefit of guaranteed income in the coming months, which also means you won’t face the age-old photographers’ nightmare of high season and low season, feast or famine when it comes to incoming clients and payments.
Have you tried the payment plan? How is it working for you?