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.
Psst! This is an inappropriate analogy post. Click here to read another, this time about bizturbation.
Brand Camp assignments and articles will help you create the business that lights you up.
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…
Love coming here.. 
we talked, we laughed… anyhoo.. she booked me.. her desire DID change… and price became irrelevant….
Thanks for the post…
gina
Hilarious. I love it. Thank you!
Hahahaha! I love the analogy. And it’s SO true!!
Love the blog! Also: Best. Analogy. Evar.
Ha! Love it.
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.
Bwahahahahaaaa {snort}
I can’t believe I just read that.
That is just about the funniest thing I ever read!
TOO FUNNY…but SO true!
thanks for the post!
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.
Awesomeness right there, Kristen. Great, great post. Thanks for making it so easy to understand. xo
What exactly is *beep* sauce? Ha! Great article!
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.
Oh, Kristen… you are too hilarious:) Point taken.
LOL! Great article! Thank you!
I can’t believe you went there!!!!
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!
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!
thanks!!
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!
I love your analogy and all that is great. Problem I have is that I get wordy. How do you get around that?
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.
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!
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!
Ahaha! I’ll never think of pricing the same way again! Thanks!
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.
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.
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.
I * BEEPIN* LOVE IT
SO true! I was laughing the entire time
I *beepin* just peed my pants a little! LMAO!
OMG! One of my friends posting the link in a group we’re in together… I nearly peed myself…
Read it to my household… they’re wondering what *beep* sauce is now (it sparked a 20 minute discussion about what it is).
Beep sauce is whatever you want it to be, Regina…it’s much more fun to be ambiguous, isn’t it?
Hilarious but true! Crackin up over here.
HILARIOUS! But also VERY true. I am guilty of this myself!
You are a very funny black belted nerd !
You’re awesome!
Awesomely funny and true….wish I had written it:)
Kristen, I honestly can’t think of any other blog that I come back and re-read over and over again. Thank you!
Yay! What a compliment!
OMG! I am reading this fairly early in the morning, and this has just made my whole month. Hilarious! *Bleep* sauce? Let’s just that is awesome. But on a more serious note, I agree this completely.
Oh what a great post! Thank you for the laugh!
Holy crap this was hilarious! Totally agree.
This definitely did not play out the way I was expecting lol so true though!
No one expects *beep* sauce.
Oh my gosh that was awesome … so, so true. I need to start thinking more like this.
On an unrelated note … I need to go get me some of that beepsauce stat!
I love this so much! hahaha you're so cool
Kristen, I love the way you get your points across! This was hilarious
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