The Psychology of Photography Pricing

In my latest video, I accept vulnerability in photography, focusing on two pivotal aspects: refining street photography skills on camera and mastering the psychology behind pricing your photography services. The first is scarier for me.

As I explore the city of Los Angeles, capturing its unique winter light, I'm not just practicing street photography; I'm also learning to trust my instincts and frame the world through my lens. This journey parallels the challenges faced when pricing our work – a task that requires as much confidence and skill as the art of photography itself. It's a skill I am confident in, and I'd like to share a couple tips that help me. 

The Psychology of Pricing: Sip Water Technique

Consider the scenario where you hesitate to quote your desired rate. Imagine wanting $1,500, but fear reduces your quote to $1,200, and then, in an agonizing silence, you drop it further to $1,000. To combat this, I introduce the "Sip Water" technique. After stating your rate, take a confident sip of water, maintaining composure and allowing the client to process. This silence is as uncomfortable for them as it is for you, and by not breaking it yourself, you let them accept your rate.

No to Sales, Yes to Solutions

Move beyond the traditional salesperson role. Your business isn't just about selling; it's about offering solutions. Whether it's addressing an immediate need, like wedding photography, or preempting future challenges with your expertise, position yourself as a problem solver. This approach naturally attracts clients; your value becomes undeniable, turning clients into your advocates.

Check out my full video. I've got more juicy tips there, plus you'll see me doing my thing in Downtown LA, hunting for that perfect shot. Trust me, it's not just about boosting your revenue; it's about getting the respect (and the price tag) your skills deserve.

For more insights on pricing psychology and to see me navigating Downtown Los Angeles in search of the perfect shot, check out my full video. These additional tips can significantly boost your revenues while showcasing your journey as a photographer.

Walid Azami's picture

Walid Azami is a Photographer/Director and creative consultant from Los Angeles. He got his start working with Madonna + Co by contributing to her many projects. It was then he realized his place in the creative world & began teaching himself photography. He has since shot Kanye, Mariah Carey, Usher, Bernie Sanders, JLO, amongst others

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I left LA last year after 25 years, and really miss that clear winter Southern California light. In DTLA or out in the desert it can be magical.
The goos tips about negotiation reminds me a friend's story. She is native Japanese and in the tech world at a manager position. While in negotiation for a new position at a new company the HR person was switching from monthly to pay period to yearly, with and without sign on bonus and perks. She is doing calculations in her head and thinking in Japanese and English so there were pauses as she figured what option is better ...the HR rep took the pauses like you described and would sweeten the deal without her asking...
Google "30 Rock Jack peels an orange" for other fun tips.

Thanks for the comment Mike! California is so great but also ...not so great :)
And I'll google that!