Many photographers I work with think that if they discount their products and services, they will attract more clients. They struggle with how much to discount, and in the end, they are just reducing their profit margins, which hurts their business.

Instead of thinking about discounts, we work on ways of adding value to their products and services. 

Here are some ways to add value, giving your clients a compelling reason to pay your full price because they see they are getting a greater value.

Add additional value to your work by:

1. Creating scarcity: You could offer a specific type of session only a few times per month or year. For example, black and white relationship portraits, holiday sessions with a unique set, or portraits in the park. You could have a few products that are only available at the initial sales appointment. For example, you could provide a free desktop frame when a client orders three or more gift portraits. Stay relevant in the marketplace by implementing some of the new products available, but don't compromise your values or brand. Only use products that work with your brand and reputation in the community.
2. Use beautiful packaging to showcase your portraits: Packaging that matches your brand looks more professional, and your clients don't mind paying a bit extra for that. Ribbon and tissue are some of the least expensive items you can purchase, and they add immense beauty to packaging. Large frame bags with your logo printed on them look great when delivering large portraits to your client's home.
3. Include something extra:  After a portrait session, I love to give my clients a small bag of Hershey Kisses or Ghirardelli chocolates, so they have something to enjoy when driving home (chocolate makes the world a better place, right?). When delivering their finished portraits, tuck a heartfelt handwritten note inside their portrait box thanking them for their business.
4. Think of ways to create a WOW! Experience for every client: What can you do to surprise and delight your clients that another photographer down the street isn't taking the time to do? Delivering their orders and checking up on them a few days later makes a huge impact. Be different, be unique, and be consistent with how you treat your clients.

I would love to hear of other ways you are creating an outstanding client experience. Please add your comments below or send an email to doug@dougmattice.com.