How Your Self Worth Impacts Your Pricing Strategies

Speaker 1: 0:00

You can't use your past relationship with money and your relationship with money now to color those target clients' experience with you, and so I would really like you to look at the marketing stuff that we just talked about, go deep into that, see how you can use all of that. But also, let's look at this pricing and let's see if you can be brave enough to set yourself apart financially, because luxury clients, people who are affluent, people who have multiple homes, people who have all the designer shoes and the designer bags they're not attracted to that low offer. They're not Welcome to Tried and True with the Dash of Woo, where we're all about mixing tried and true strategies that actually work with the magic of manifestation and the science of programming your unconscious mind so that you walk away feeling integrated, inspired and aligned. I'm Renee Bowen, certified Life and Business Coach, professional Photographer, middle-aged Wife and Mom to now three grown kids. I've built two multiple six-figure businesses with zero business training by digging in and learning the methods, and now I'm here to pass them all on to you, from photography and business strategies to energy healing, human design and the basics of manifestation. We cover it all here. I'm here to help you embrace your multi-passionate brains and lean in to the fastest and most efficient ways to reach your goals, whatever they may be. Whether you're a season pro or just starting out, or maybe you're just here for the woo-woo, let's dive in and explore all the exciting ways to take your life, business and self-improvement to the next level. Thanks for joining me and get ready to be inspired. Hello, hello, welcome back to the show. Thanks again for joining me here again on Try it and True with a Dash of Woo.

Speaker 1: 1:57

So today we've got something a little different for y'all. I have really wanted to do some coaching call podcasts where I feature specific coaching calls, because there's a lot of stuff that you guys are just universally dealing with, I find. So today's call specifically is about pricing, and so it is going to be geared toward my photographer friends. This is from a recent call I had with my Elevate group, so it is from a group call, but I've taken three snippets that I felt were really valuable for you'll see what I'm talking about, but really valuable pretty much across the board and not just dealing with pricing and some logistics and some strategy, but also a very big, heaping dose of get out of your own way and mindset and not just glossing over that. It's actually me coaching these three people, these three photographers, through these issues that they have been dealing with, and this is why they're there. So I believe that you guys are all going to get something from this, whether you're a photographer or not, to be honest, because, yeah, we talk a little bit about strategy, but some of the things that I talk about can be really thought of in other forms of business, other types of entrepreneurship, things like that, and in general, it's a lot of mindset. Like I said, it's about clearing these blocks so that you can actually get what you want and feel worthy enough to raise your prices, because the theme today is just that, basically, each of these photographers is dealing with something, some kind of block around their pricing.

Speaker 1: 3:40

Okay, and let me preface this as well, that you are going to hear me doing most of the talking and the coaching in these clips, because what we've done is we've taken the best part of each of their portions, because this happened, like I said, during an elevate group coaching call and I was doing hot seats. A hot seat, if you're not really aware of what that is, is when I go around and I pick on everybody and I make them tell me what they're going through and what they are dealing with, what kind of issue is top of mind for them, because a lot of people I found in my group programs not everybody will step forward, okay, and you are there for a reason. So every now and then I like to have hot seats where I go around and I actually call on you and ask you what's going on, and so that is what the culmination of this call is. I've basically taken these three clips. We've combined the best parts to make it very concise for you, the listeners, so that you don't have to listen to all of the stuff in between, and I've also made it so that you can't tell who is asking what, because I do like keeping the anonymity of these photographers intact. Right, they are there in a private group with me to ask for assistance, but you don't need to know who they are. Right, you don't need to know their names. If they are comfortable sharing that, that is up to them.

Speaker 1: 5:06

So, for this purpose of this podcast, you are going to just hear me give my response to the question. So what I'm going to do is I'm going to let you guys know, first off, what their issue is, what their question was to me. I will frame that for you guys so that you know the context to my answer and then you're going to hear my answer to them in real time. All right, so this first photographer her main issue is that she knows she needs to raise her prices, but she's in this very weird gray area right when she is not super low but she is not luxury priced and that is a very dangerous place to be. It's that gray area. So we're going to lead off with that. You'll hear me speak to that and why that is and why that's not a good idea, the psychology behind it and also some other stuff as well. And she's also dealing with a lot of limiting beliefs when it comes to what she quote unquote can charge right, there's a lot of issues with worth. Also, she comes from a very small area, like a small town, and so there's a lot of her perception on what people actually can afford, although she does self report that there are wealthy people, there are people who do pay for second homes and things like that. That not too far from where she lives. So we kind of dive into a little bit of all of this and you'll understand, once I kind of start speaking to her what she really kind of took away from this.

Speaker 1: 6:48

So here we go. You're in that gray area, right? So you're either like as a photographer and especially in smaller areas I find, especially like you guys in rural areas, like that and and across the board, to be honest with you, because there's so much saturation everywhere You're either super low-level, like you said, like unsustainable. They're burning themselves out, shooting for, like you know, 50 bucks, blah, blah, blah. We're not, you're there or you are over a thousand dollars. You know you're selling products. There's a high, this middle ground that you're kind of in that stuff, because you are not setting yourself up high enough to be like, no, I am the shit, and this is why, yeah, you're like I want to be this yet, but I'm afraid that's a hard place to be in because a you don't believe it, right? So this is this. I can't see it, I can't visualize it happening in any capacity. I know, I know, okay. So you kind of have to make it up Because you can't like see it, like. You kind of have to be delusional, be delulu about it, because that is what's gonna pull you through the next level, and I'm only saying this because I've been there myself. Like this is where I was too.

Speaker 1: 7:59

Okay, I was in that area, I was in that gray area and I I really wasn't making any money, right, I was burning myself out, I was all that stuff, right, and so I had to get for me personally. I had to get to the place where I was like F this, I would rather go work at Starbucks. I'm done, I'm exhausted, I never see my kids, I'm not making any money. This is bullshit. I had to get like with myself, angry enough to be like what are you doing? Um, and also, obviously, I had to like know how to do that, right, but that's why you're here. So, the same thing, I had to like learn from someone, like how do I actually do this? And pull it off once I have restructured my pricing. And it put me in a completely different level.

Speaker 1: 8:46

And I remember my husband. I some of you guys have heard this story my husband even said he's like you're gonna price yourself out, like no one is gonna pay Over a thousand dollars for photos, like what do you be crazy? And it's not that he doesn't believe in me. He believes in me more than anybody. He, like me, couldn't see it because we would never pay that for photos. Okay, I would never pay somebody five, six, seven, ten thousand dollars for images. But I have clients who pay me that all the time, all the time. But I had to get to a place where I believed that other people would pay me for that. I wouldn't do it because I can freaking do it, but I would pay for other services gladly, because I can't do those things. So you are not your target client.

Speaker 1: 9:29

It starts with us being vibing with our clients. They have to vibe with your energy Right there, provide with like who you are. That's why we always talk about being authentic. But that's kind of where it ends. Like they're not you, they're not like. If you are continuing to market to people who are like you, you are gonna stay in that low Income area because that's where you are here, and so you have to get to this place where it's like no, screw it, I am going to do this, and the price alone will set you apart and it like you have the work to back it up.

Speaker 1: 10:00

I wouldn't be telling you this if you were a crappy photographer, as you have to also understand that you'll probably never Believe that you were the shit right like. That's just not how we were like taught and raised, and we're also artists. We're harder ourselves. So, you know, especially when we're looking at images over and over again, like at the end of that session, I I could be super jazzed about it. They end of them like these suck, you know, to this day. So it really is one of those things that you just have to know. I'm not ever gonna get past that. But you can't use your past relationship with money and your relationship with money now to color those target clients experience with you. And so I would really like you to, you know, look at the marketing stuff that we just talked about, go deep into that, see how you can use all of that. But also, let's look at this pricing and let's see if you can be brave enough to to set yourself apart financially.

Speaker 1: 10:54

Because people Luxury clients, people who are affluent, people who have multiple homes, people who have all the designer shoes and the designer bags they're not attracted to that low offer. They're not. They're gonna look at that low offer and they're gonna think it's not worth it because of the price. The reason why those other people who are not as good photographers as you, who are companding that price is because their delusion and delusional enough to believe that it's worth it and they're marketing to that higher-end client and those clients vibe with that price. They're like, ooh, it must be worth it.

Speaker 1: 11:25

So, sadly, that is the way psychology works. You know, people who are gonna go out and buy a Mercedes are not like they're not going to Nikol and I. You know they're used to like texting the guy at Mercedes. This is how I buy my cars every three years. I'm like I want this car and he's like okay, that's how you do it. You don't go into a dealership and haggle when you are at a certain price point. So think about that. Obviously, hop in the group, let me know what you need as you go through it.

Speaker 1: 11:54

But I want you to just ask yourself that question what would, what would it be like if I raise my prices significantly? What would that be like? If you want a massive shift in your life, you have to create some pretty big changes. You have to. You have to take, like Inspired, massive action. What are you putting out, right? What are you putting out? What is that radio beacon putting out. If you're putting out, well, I'm just gonna safely raise my prices, then you were gonna safely get that. You're gonna. You're gonna keep getting like Bits and pieces and crumbs from the universe. But if you tell it I'm ready for more, goddamn it. I know I'm good enough. I know I still have some crap to overcome. I know that I have to like believe in myself more, but I mean I deserve to make more money than this and I know I'm worth it and I would like this to happen. That is what you're going to get back. You have to. You have to do it. You have to like make a bold statement. It does work. It's scary as shit, but it does work. You got this All right.

Speaker 1: 12:52

So, first of all, sorry about the audio quality. Obviously, this is from a zoom call, so it's not gonna be as perfect as my regular podcast, but I thought the content was important enough to share with you guys because, again, these are things that are pretty universal and I know you guys can take a lot away from this. Those of you who are photographers whether you're a senior photographer, a wedding photographer, whether you shoot various niches and genres you know and also, even if you just run a different type of creative business. I really think that this conversation of worth and why you actually Believe that script. You know this is an important conversation because I Want you to be successful. I, of course, I want you to be profitable, but I want you to be your version of successful, whatever that is for you, and most of y'all Are running yourselves into the ground, you're working your butts off for pennies because you think that people can't afford you, and that is not true. Okay, so I hope you got a lot out of that one.

Speaker 1: 14:02

So this next photographer is somewhat in a similar Headspace but a little bit different. So she sort of starts off her questions to me. First of all, she's having a little bit of you know, she feels kind of stuck in her business. She also feels Like she's caught in a lot of comparison Constantly, which I know a lot of you guys can also identify with, because I do hear that a lot and I totally get it. I get it. But she leads with that. And then she sort of kind of segues into Pricing and all of that as well, because she has some wealthy clients who don't pay her what she really should be making. But most of that reason is because she's not asking for it.

Speaker 1: 14:50

So a lot of this has to do with how do I get my clients to grow with me, how do I get them to understand and how do I get them to see my value, and how do I really stand in that confidence and ask for the sale. How do I actually show up for my business and see what is possible and understand that I'm giving way too much away. I'm spending half a day with a family and I'm making less than a thousand or right over a thousand dollars and, averaged over time, that's just truly not enough when you really look at what it takes for that session to happen, the amount of hours, the amount of time, the amount of editing, all of those things we know. So if you guys haven't done that audit of yourselves, by the way, if you haven't sat down and counted every single hour that you spend with each client and then average that out with what your sale is, you really need to do that, because a lot of y'all are just making a lot less and you probably think you are. So we definitely talk about that.

Speaker 1: 15:58

But again, we come back to this belief and this worth, but with a little bit of a different spin. So here we go. I mean, people will do what you ask them to do at the end of the day, you know what I mean. And so people will pay for what they value, and in this case, definitely so. First of all, you definitely should be charging to go to San Francisco I mean like 100%, it should be an additional charge. If they want to go somewhere like that, that is a whole day, that is like half day of your life, and to only make like $1,100, maybe that's a $4,000 day. So, first of all, your pricing definitely should be shifted. People will pay for what you tell them. They will pay, and they either pay it or they don't.

Speaker 1: 16:47

And so this is one of those clients that, yes, even though they've been with you for a long time, you might need to get real with them and be like okay, look, I love you guys, I love what we do here, but I have to show some things in my business and you can like throw, like, say, I've got a business coach this year and I am literally not sustainable. I am not like we have gone through my numbers. I am not going to be able to stay in business, so I am raising my prices and I love you guys and I hope you stay with me and I appreciate your business, but my prices are going to be different this year. I would love to give you a 10% discount on everything for being a loyal customer to me, but they are going up significantly and this is what it looks like Nine times out of 10,. They're going to be like absolutely, you should be making more money. You just have to communicate with them. You have to hold the images hostage more. So you know, for me, like my digital, I don't, I do. I offer digital collections, but they are $2.75 an image, you know, or you have to go up to 10. Wow, and then when you go up to 10, it's like $17.50.

Speaker 1: 17:46

Okay, so, even on my mini, my mini sessions, I make in $2,000 on a mini session. What so I don't have to do, I don't have to do like 50 mini sessions. I'm not ever going to do that, yeah so. So, yeah, I'm working less but I'm making more money. So the people like and I want to circle back to what you said in the very beginning of this my client is not wealthy. My client is not wealthy. My client is middle class to slightly upper middle class. I do like I do have like wrinklings of very wealthy people. Because it's LA, I get like. I just had a family who booked me in 2019 and they just booked me again for another full session not a bitty session, but we go out to the beach. The first session they they bought $7,000 and this time they bought $5,000.

Speaker 1: 18:31

So I do have those clients, but my pricing is structured in a way that that is what it is. It is business Like. Then they know that going in, like I have minimums and my job on the other side of that minimum is to sell them into something far greater than that minimum. That is sales. So you have to psychologically structure your pricing in a way that leads them to where you want them to go, but also where they want to go, like yeah, and it's always a yes and yes, and you can absolutely have that. It's this, this is how much it is Like you have to not be afraid for this, to ask for the money. That's really what it comes down to. And so when I went back and I changed my pricing, like I was talking about years ago, that was really huge for me.

Speaker 1: 19:15

I used to want to throw up thinking about that, like I was very, very, very, very afraid to ask people for money. I didn't feel comfortable doing it. It felt gross. I felt like, oh my God, my work sucks. How, what am I who do? I think I am Blah, blah, blah, blah, blah. And I had to really do that inner work on myself. And you know, it took me to some places I didn't necessarily want to go to, in Charlie, because I thought I had worked on all that shit therapy. Obviously, I did it because, as humans, we instinctively equate worth with money Always. So if you are feeling unworthy in any way, you are going to equate it with I am not worth the money. That's just how your brain works. So you got to get at the heart of why that worth is, that unworthiness feeling, is happening, and fix that shit, because the good news is that you don't have to carry that anymore.

Speaker 1: 20:04

First of all, it's looking deep, it's being willing to do the darker work, it's the shadow work. It's going deep into your unconscious and your childhood and looking at your childhood and doing the Y work. Pull up the Y work, the PDF that makes you go. What were those moments of my childhood that really sucked. You know being willing to go into these darker places and go yeah, that happened. It is what it is. Don't look at it with judgment. Don't go beat yourself up because that's our first instinct, but just recognize that these things occurred as a child.

Speaker 1: 20:38

Usually before the age of seven is where we get stuck. All that stuff is stuck. It's something that was written against your will. You didn't ask for it, but it happened. Now you do have a choice. You do have a choice to rewire it. So the first thing is figuring out what that is, being willing to look at it. There's a lot of ways you can do it. You can meditate, you can use hypnosis. You can use somatic therapy, like move your body. You can taping. Tapping is really big. There's a lot of modalities that will bring you to open up to it and it just depends on the person, on what your level is.

Speaker 1: 21:14

But sometimes it's just journaling. For me it's just brain dumping and journaling. It's like, oh, that's what that is and it'll drop into me when I'm on a walk. I'm like, oh, yeah, being intentional with your thoughts, being intentional with like I want to know where this is coming from because I am ready to move through it. And it's not about glossing over it and going, ok, that happened, I'm just going to get over it. No, it's about making peace with it and moving through it and using it as fuel to get you to where you want to go, because it's part of your story. But you can rewrite it. Yeah, you can do so.

Speaker 1: 21:51

Let's get a little quantum woo here. Time is not linear. It's not linear. We know that now. Quantum physics has told us it's all happening at the same time. That's why I love that saying it's all happening, and I don't love it just because it's from one of my favorite movies. It really is all happening.

Speaker 1: 22:09

So that version of you where that program was installed, that little you, she's still there. She's still living that existence. So when you do this intentional work now, you are healing that version of yourself back in time because it's all happening. Now you can absolutely go back to these parts in your life and you can say, yeah, that's stuck. I really that's not an ideal situation. I want to heal this. I want to move through it. I'm going to make peace with it.

Speaker 1: 22:36

Look at it through the lens of a security camera, put it in black and white. Remove yourself from it, get neutral. Get neutral Because when it's right here you cannot heal, you are in fight or flight, fight or flight. So get out of it a little bit and say oh, that's interesting. There's a lot of shit that we pick up, is my point. And the first step is really looking at it with honesty and bravery and you will do it when you're ready, like now. If it's a big trauma, work with the therapist, like don't go there by yourself, but like most of us can kind of do some of this work on our own and with a coach, so do that and then use some hypnosis to rewire it.

Speaker 1: 23:19

Your unconscious mind is just trying to keep you safe with this worth stuff. That's like not raising your price, and this goes for anybody who is not feeling worthy enough to raise their prices. It's just because your unconscious mind thinks that it is safe, because it's you've never done it, it's unfamiliar, it's like it is perceived danger. When you think about raising your prices, you immediately go to no one's going to like me, I'm not worthy, I suck Right. It's a rejection of some kind, and so it all is tied to ear. If we want to just break it down to its basic core is just fear, and all fear is is we. I don't want to die.

Speaker 1: 23:58

Well, your unconscious is just trying to keep you alive. So if you can look at it and say, okay, I see what you're doing here, I get you. Thank you for keeping me alive, thank you for getting me to 53 years of life. This is awesome. We're not doing that anymore. We're safe. We're safe. I got this. I'm in the driver's seat. Now You're dismissed. Go ahead, get in the back seat. Like, do whatever kind of visualization you need to do to make that happen.

Speaker 1: 24:26

But you are the one in control, not your unconscious mind, because, left to his own device, your unconscious mind is going to keep you stuck right where you are because it is safe. There is no effort required for you to stay there. Your conscious mind is where you want to be. You want to be the one in control, like, no, no, I want something better, bigger, more, and I'm asking for that. So you really have to just be intentional with those thoughts. It is not going to happen overnight, but it does happen faster than you think it does.

Speaker 1: 24:56

I will tell you that there is a one called hypnosis tracks and there's a drop box link that brings you to some hypnosis tracks. Play with those Hypnosis is weird at first. It's going to feel weird. You don't have to participate in hypnosis, that's the fun part. You just kind of tune out, you just like whatever, because I'm working on your unconscious mind on there.

Speaker 1: 25:16

And so most of the people that I work with who do do the hypnosis, say that after they've done it for like a couple of months, right, they're like all of a sudden, all of a sudden, this is not so charged. All of a sudden, like it's something you're going to notice. Like I didn't mean to, but I'm totally, I'm totally okay with raising my prices. I'm totally you know what I mean Like it just happens because you're working at an unconscious level. That's what needs to be rewired, not constantly. You know consciously what you need to do, but you can't overthink your way to do it. You've got to rewire it from the get go, all right. I think that that definitely will help a lot of you guys who are dealing with that kind of stuff too.

Speaker 1: 25:57

Something I hear a lot from you know just people in my community is I've had these clients for years. I don't know how to raise my prices with them, and so that's part of what we talked about there, but also a lot about that deeper, inner, darker work. That is all of our programming, right? It's so, so important for us to do this. You guys, your business is a reflection of how you feel inside personally, and if you continue to allow yourself to feel like crap and to put yourself last and to continue be people pleasing and to continue not having boundaries inside of your business, your business is going to reflect that. That is what you're putting out right. You're telling people exactly how to treat you. So it's so important to stop and look and be truly aware of what is actually going on and where your programming is coming from, because I'm telling you guys, on the other side of that is so much good stuff you don't even know.

Speaker 1: 27:01

I want you to hear that from me. I really want you to hear that once you work on this, yes, you have to maintain some stuff and you definitely you know need to stay accountable and you need to keep that frequency high, right, and you need to. I'm a big believer in just, you know continuously learning, of course, but you do this work. There's so much freedom on the other side of it. I'm telling you, I used to really, really really get so anxious before I had to go into any kind of ordering session, and now I get excited because it is such a beautiful way for me to finish this process with my client.

Speaker 1: 27:39

I know that I'm going to guide them through it. I know that it's going to make them happy Like I can't wait to serve them. I can't wait to show them how awesome their images are going to look in this album or on their wall, and show them the possibility of what this thing that we did together, that we created together, is going to look like in print. You guys, there's nothing better. So you have to reframe this. You've got to reframe this right. What's the other option? The other option is just staying stuck and staying where you are not making any money. How's that working for you, right?

Speaker 1: 28:15

So I know that that one was a little bit longer, but I really feel like it's very important stuff that a lot of y'all needed to hear, and that's also what's really so cool about this group coaching that I do inside of Elevate, whether you come in at the foundation level or you join us in Evolution, because Evolution gets a voxer channel also, and that's that there's some fire dropped on the voxer channel. Let me tell you on the daily basis because I can just pop in with a voice note and like, totally get you back on track within seconds. But that's what's so cool about these group zooms is that it's not just the person who's asking the question who gets the answer. Everyone who is on the call benefits from it. Everyone can learn from each other and it's also a great opportunity for those photographers who have been through that maybe to also step in and to help support that other person in a way that they know because they've walked it as well. So that accountability and that camaraderie from your peers it's truly invaluable. That's why I really love offering this program.

Speaker 1: 29:26

Okay, so our last photographer is not a super long snippet here, but she's dealing with some strategy issues, right, because her packages she's got like three different packages and they include, like they're all inclusive, right? So one price like $5.50 would get 10 digitals and then 10 mounted prints, and then there was a middle one and then the highest one was, I believe, around $11.50 and it included like $30.35 digitals plus prints and it's just a lot. Right, she's including a lot for not enough. But, besides the point, she's actually a really good photographer and she does a really great job with her marketing. So we talk about some of the issues that could be going on, and one of them being possibly that her clients like it's not matching right. She's marketing to a higher end client, but her prices don't reflect that, and we talk about the psychology behind that and why that's a problem. So this is a good one too.

Speaker 1: 30:31

So, yeah, I would be looking at the pricing and I know we kind of talked about this a little bit on your little one that you had had one. I would be looking at your pricing. I would be really restructuring things a lot. You want something in your pricing. You want to position it right. So that's why I'm a fan of having at least three levels or sessions or collections.

Speaker 1: 30:56

There's a lot of different ways you can do it. It doesn't have to be exactly how I do it, but across the board, the highest one has to be extremely high. It has to be very, very high, it has to be an anchor, it has to be uncomfortably high and you have to hold the images a little hostage, like I was saying before. So you can't be giving away that many images, right, because people will buy what you give them and if you're just kind of like an order taker, then that's how they will treat it as such. When you do something where it's a little bit more service-based, where you go into it with this whole positioning as I'm the pro here, I know what you need, I know what you want and I'm going to help you get that right it's all about serving that client and helping them find what they want.

Speaker 1: 31:48

But absolutely I feel like having it all inclusive like that makes it very difficult for you to reach a higher level of sale, right, because it's just easy for them to come in and your work is way too good for this. It's just way too good and you worked way too hard at your marketing. When I see your marketing, your marketing looks like you make minimum three grand per client easily. If you are one of the best marketers I've seen and I don't say that lightly. You are consistent, you are meticulous about it, I can tell and so you're working too hard at this to not be making enough money. I'm just going to be real with you. So, yes, when you come across your work and your marketing pieces and the content that you're putting out. It communicates that you are talking to a higher level client.

Speaker 1: 32:43

So that might be also why it's not converting as well, because your prices don't match it, like I was saying before, because when people reach out, they're like, okay, that doesn't fit right. There could be that. There could be that it could be that you're not specifically finding those right clients right. And again, it's not about finding these wealthy, wealthy clients. Everybody thinks that, but it's not. Most of us are saying it's middle-class people who are willing to pay for the value, who are willing to pay for what you deliver. And that's what it's really about. And a lot of my clients go on payment plans. I control it. No images are delivered until they pay in full, but that is 100%.

Speaker 1: 33:22

One of the reasons why I'm able to make such higher sales is because I allow them If they're in the middle of that sales session and they're like oh my God, I really do want an album, but I wasn't prepared to really put $3,000 down today and I was like no worries, you can just put your minimum down $13.50, and then we'll break the rest up over the next two months. How does that sound? That sounds perfect. Okay, awesome, done Easy, so you make it easy for them. You know what I mean. But I think that your pricing definitely needs to be restructured. And again, we can't really do a whole lot of that on this kind of call, but I would be auditing that 100%.

Speaker 1: 33:58

If you are going to still do well, inclusive, cut those images down to maybe five, not 10. Tens too many, raise that and even raise that price a little bit, and then that last one. That last one is going to be, it's everything. Make it so juicy. You get all the images, you get this, you get a book or whatever it is, and it's a lot of freaking money, because you'll be surprised that people will actually book that and when people start booking it, that's what's going to click off in your head that oh, this actually could work, because you need proof. You're going to find proof of whatever you believe.

Speaker 1: 34:33

So once people start buying that package, then it's time to raise it again, because what happens is that most people are going to see the high package and one or two things will happen. You either will raise those prices and make it really uncomfortably high for you and you'll start booking a lot of them and you'll freak out like, oh, my god, that is. That is like a whole different conversation. That's like a okay, I have to like, severely increase prices again. Or what most likely will happen is that a few people, a handful of people, people will buy that and most people will fall on that middle section. That middle one is where most people will go. That's what you want to drive people to, that's, that's the drop. That's what that's where you're pointing people to like.

Speaker 1: 35:17

This feels better because, like you know, it feels not as expensive as that other one, it doesn't include as many images, but then on the other side of it, you can still sell to them. That's the idea. You still get them to a higher level. So for me, that middle section, for me is like it's a 550 session feet, 1350 minimum. But I know that when I get them looking at their images, they want more images. They, you know, with the way that my pricing is set up, to reach their minimum, that's 10 images. They don't want just 10 images, they want at least 30 images. And the way that I have my pricing set is that it Drives them so easily to that, to that album, because that's what they want. And then I obviously work with them on the on the payment plan. So does that make a little sense? Okay, so that's just a little snippet of how you want to really strategize your pricing.

Speaker 1: 36:09

Again, I'm not kind of one of those educators who's gonna tell you you have to do it Exactly like this you have to charge per image, or you have to do these collections and you can only do collections. I'm not gonna do that. Yeah, I'm going to tell you how I do things. I will show you my pricing when you work with me. I will, you know, go through this process and I'll talk to you about the psychology behind it. I teach this inside of my course called fearless IPS, and that's the kind of stuff that I do.

Speaker 1: 36:41

I want to be transparent with the people who are, you know, coaching with me and learning from me, but I'm not telling you that so that you can do it exactly that way. If you'd like to, I can help you. However, some people prefer to do it in a completely different structure. The point is that I want you to be profitable. The point is that I don't want you working yourself into the ground, and there are a lot of different ways you can do this, and sometimes you have to experiment with something before you can find out whether it works or not, right? Some of you guys are experiential learners and you just got to like, try it out and you know what. It may not work, but that's how you know. It's only in the contrast that you see, okay, yeah, I tried, that it didn't really work or it didn't feel good or whatever you know. So that's part of this as well.

Speaker 1: 37:29

But the whole point is to say there is really no one-size-fits-all, and anybody who tells you that Is it really telling you the truth. I'm sorry, you know, what works for them May not work for you and your market, and and that's okay. But a good coach is going to be someone who teaches you how to do something that feels good to you this they're gonna help you uncover that. They're gonna help you Uncover what you ultimately want, okay, and then help you strategize that. So that's that's really kind of the difference of Working with like a mentor versus a coach, because a mentor is usually going to just teach you exactly how they do it and there can be a lot of power in that, but you, you kind of have to follow their way, right?

Speaker 1: 38:18

A coach is a little bit more individualized and so, yes, even inside of group you know the, my elevate groups I am able to Try and individualize it as much as possible. That's my goal at least. I want it to be Really really different than anything else you can find in the photography industry, like. If you know anything about me, you know that I do not like to do what everybody else is doing and I like my group coaching elevate, whatever level it is, I want it to be known for being Really robust and very different and not like anything else. And I think that I've really been able to accomplish that so far, and most of the reason is because I work with a really amazing Photographers. So people who are drawn to elevate, they already want more, they know that they want more, they know that they are ready to take some kind of action, and that's the reason I offered two different levels.

Speaker 1: 39:14

You know the, the $49 foundation level is ongoing and my evolution level is only open twice a year and that is Higher commitment in time. It is for those photographers who are, you know, really ready to sort of dig in, like dig into these pieces, who know that this is a huge priority for them, or going into 2024. It's going to be their, their main priority and they are ready to, you know, invest in themselves At a higher rate. But even at the rate that I charge for evolution, it is, first of all, a huge value because you get access to a lot of my courses. I mean, it's worth thousands and thousands of dollars like it's ridiculous and you can either do a pay-in-full or a monthly payment. It's pennies compared to what you would pay for our actual one-on-one coaching and, like I said, it includes course work as well. So you have you have those courses for a lifetime access.

Speaker 1: 40:16

It's not just for the time that you're in elevate, it's, it's really for those people who are ready. And so these photographers who are drawn to this, whatever level they're, they're such a joy to work with because they want to be coached, they want to be better. They, you know they're there and they're very present and I love it. So I'm very excited that I got a chance to share a little bit of that with you guys. I think that case studies are extremely powerful for people to learn from. I love a good case study and I'd love to have more of them on the podcast, but I feel like this was a really good sort of fly on the wall for you to see what some of these calls could actually look like too, especially if you're considering joining Elevate.

Speaker 1: 41:06

Because evolution is open now. It will only be open until January 7th and that's gonna close again for another six months. Like I said, it's only open twice a year and it's limited to only 25 photographers. I limit that higher level because we do have that boxer thread and it is a little bit more intensive. So I, first of all, I really wanna know that the photographers drawn to that level are really showing up and doing the work with us and they're going to be supportive of each other as well. And I know that I give a lot of myself to that higher level because I wanna be more present again. I like to go a little bit more above and beyond than what you would expect a group coaching experience to look like. So I know my capacity and that's why I have to limit it to 25.

Speaker 1: 41:56

I already have about half of that filled, so if you are interested, I would go ahead and sign up ASAP. The link is gonna be in the bio for the show down there. The page there that's linked is gonna have all the information that you need. But, as always, please reach out and chat with me on Instagram, shoot me a DM at Renee Bowen, let me know if you have any questions and what specifically they are, and I will definitely help you out as much as I can.

Speaker 1: 42:24

And I'd love to see you inside of Elevate with us, and I'm just so excited about 2024, you guys Like. I'm so ready to say goodbye to 2023. I know, I know we are off to the races for bigger and better. I just know it. So with that, I'm gonna sign off for today. I hope you guys have a phenomenal rest of your week and that you are hopefully slowing down for the holiday season and are going to be able to enjoy yourselves this holiday season, however you celebrate. If you do, I'm wishing you well, sending you lots of love, lots of light, and I'll talk to you next time. Lorsquan with me.