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    • My latest article proposes that we forget the old models of pricing and embrace the concept of selling whatever you offer as an experience. While that might sound mysterious, or even cheeky, the old ways are not working! Here is my case in point, and I'm not even in the game of licensing my own photography. I'd welcome your thoughts!

    • I was listening to a podcast this morning with Brian Scudamore, founder and CEO of 1-800-GOT-JUNK and author of “WTF: Willing to Fail”. He said that home retail products sell for the lowest price (Walmart, Amazon) but home services sell at a premium based on your quality, reputation, etc.

      I read your article and it reminded me of what was said during @Victoria ‘s Interview with photographer Rick Guidotti. He said that his subjects, who had albinism, needed more than someone to take their picture. They needed someone to provide an experience where they felt special so he turned on the fans and treated it like one of his photo shoots with a fashion model, providing encouragement and affirmation.

    • Thanks apm! I like the comparison of products vs. services with the home market. That is exactly the point I'm trying to make. If we continue to approach this by thinking of only "selling" a photo frame we've lost the battle. Rick is certainly onto the right idea, thanks for sharing that with us!

    • Chick-fil-A sells chicken sandwiches and waffle fries. They’re rightly classified as fast food. They’re closed 52 more days a year than their competition yet consistently score higher satisfaction ratings, profit margins, and profit per store.

      Why? Because on top of having a consistent, high quality product they provide a consistent, high quality experience. When you order it isn’t “No problem” it’s “My pleasure.”

      Food is delivered to your table, along with friendly check-ins for condiments or refills. They’ll often bus your trays and regularly have fresh cut carnations at each table.

      Remember, this is a “fast food” experience. I’ve been to plenty of sit-down restaurants with far worse service.

      So yeah, I 100% agree you should sell your products and services as an experience. And that you should also be very, very shrewd as to what that experience could be, it’s added costs, and who specifically might be delighted to pay the additional premium.

      Truth be told, everything is sold as an experience. Some are just more intentional and remarkable than others.

    • Another great example, Derek. I heard the service staff at Chick-fil-A is known to break out in song from time to time. There is a tendency for photographers to concentrate too much on the "burden" of taking a photograph and then a grumbling when we feel slighted because we aren't compensated adequetly. It's not that difficult to organize a shoot day with friends and family, assigning each person a specific role. Reward with food and a fun day plus why not give each a stake in the profits of any resulting income.