You’re Not Too Expensive - You’re Just Out of Their Budget
Why “That’s Too Much” Isn’t a Reason to Lower Your Prices
The “We Love Your Work, But…” Spiral
Every photographer knows that sinking feeling.
An inquiry hits your inbox:
“We absolutely love your work, but unfortunately, it’s just not in our budget right now…”
Cue the panic spiral.
Am I charging too much?
Should I offer a discount?
What if no one books me at this rate?
Here’s the truth: You’re not too expensive. You’re just out of their budget. And that’s not a problem - it’s a boundary.
Let’s reframe how we approach pricing objections and build a business rooted in confidence, not comparison.
1. Budget ≠ Personal Attack
When someone says you're out of their budget, it’s not a critique of your work or your worth.
Truth:
People budget emotionally, not logically.
They’ll spend $3K on a handbag without flinching but hesitate at $2K for family photos. Why? It’s about perceived value, timing, and emotional priorities.
“Out of budget” doesn’t mean:
You’re bad with money
You’re charging too much
Your work isn’t worth it
It usually means:
You’re not in their current spending priorities
You haven’t yet positioned yourself as a must-have
Reframe It:
“I’m not for everyone. But I’m perfect for someone.”
Sticky note it on your monitor if you need the reminder.
2. Know Your Numbers - Or Stay Stuck
If you're not confident in your pricing, it’s often because you're guessing.
You cannot charge well, or communicate your value clearly, if you don’t know:
What it costs you to run your business (subscriptions, software, taxes, time)
How long each session actually takes
How many sessions you can realistically handle
Try This:
Use a CODB (Cost of Doing Business) Calculator to plug in every expense, including admin time and editing.
Then ask:
Is my pricing profitable or just surviving?
Am I charging what my business actually needs to sustain me?
3. Part-Time ≠ Part-Priced
You are not a “discount business” just because photography isn’t your full-time job.
In fact, part-time photographers often need to charge more because:
You have fewer sessions to reach your income goals
You’re doing it all yourself - no team, no VA, no editor
If you want to shoot 3 - 5 sessions a month and still earn what you need, your pricing has to reflect that.
Ask yourself:
What would make this business worth it for me?
What do I want to earn for the time I’m giving?
4. Being New Doesn’t Mean You Work for Free
Your first year doesn’t have to be your broke year.
Yes, you’re gaining experience. But you’re also:
Investing time
Communicating with clients
Editing like it’s your job (because it is)
Paying for gear, software, galleries, and taxes
Mindset Shift:
You’re not “just starting out.” You’re building something valuable. Price like it.
5. What to Say When Someone Says “You’re Too Expensive”
The hardest part? Not apologizing. Not justifying. Not immediately offering a discount.
Just… letting it be true.
Try this:
“I totally understand I’m outside of your budget. If that should change in the future, I’d love to work with you and your family.”
Then stop typing.
You don’t owe anyone an explanation for your pricing.
Script Bank for Sticky Situations:
If they say: “I found someone cheaper.”
→ “There are so many great photographers out there - no hard feelings at all. I hope it’s a great experience!”
If they ask for a discount:
→ “I totally get wanting to stay on budget. I don’t offer discounts, but I’m happy to offer payment plans.”
If they say: “It’s just too much.”
→ “I understand - it’s an investment. I’m here if anything changes.”
Your Action Plan for This Week
Let’s put this into motion:
Use a CODB Calculator
→ Know your real numbers - down to the subscriptions and taxes.Pick a Monthly Income Goal
→ Choose a number that motivates and sustains you.Reverse-Engineer Your Pricing
→ How many sessions would it take to hit that goal?
→ Does that number feel doable, or draining?Practice Saying Your Pricing Out Loud
→ Then stop. No nervous laugh. No apologizing. Just state it and move on.
Weekly Question:
“So many people are telling me I’m outside of their budget - or they’re ghosting. How do I fix this?”
→ You don’t lower your prices. You raise your messaging. You get clearer on what makes your experience worth the investment.
Final Takeaway:
You are not too expensive. You’re just not the right fit for everyone - and that’s the point.
Know your numbers
Protect your energy
Price with purpose
And stop shrinking to fit someone else’s wallet
Your dream clients won’t need convincing. They’ll be relieved to have found you.
Want the tools to confidently track all of this - and actually follow through?
That’s what MOTIV was built for. Your full business dashboard. Your strategy home base. Your confidence compass.
Get your FREE TRIAL NOW.
