Last week, I had TWO makeup artists tell me that they raised their prices and after sending their new prices to DM inquiries, they mostly got ghosted.

Ouch.

Maybe you can relate.🙄

Here’s the thing. I believe it’s not their price, it’s their positioning.

And this is what I wanted to share with my makeup artists that I couldn’t share in-between client changes.

So I decided to share it with you because this concept applies to us photographers as well.

This is a problem of marketing, not price.

Unless your portfolio consists of something super unique that NO ONE ELSE in your industry is doing, you see makeup, just like photography, is a commodity. 

If all one knows is your price, the answer is no.

But if they know the value your price brings, then the answer is a maybe or a yes.

If you’ve run into this problem, here’s what I suggest.

List 5 steps you take to provide the service you provide… BUT that benefits your client.

In other words, things your client actually gives a sh*t about.

The goal here is to organize your offer into a “packaged” service, first, to appear like a pro who has pre-existing prices and doesn’t just throw out numbers willy nilly (this establishes credibility), second, to sell your value.

Because I bet in those five steps, you’ll be able to come up with benefits that your prospect cares about.

Hint: It’s not about you, it’s about them.

So maybe, a better way for my makeup artists to sell their value would be to provide the following, before revealing their price.

💁🏼‍♀️I’m just making this up and I’m sure they can come up with even better steps because they know their client’s pain points inside out.

“My on-site package includes:

1. Lights, so no matter what the lighting conditions are in your home, you’ll get beautiful results and no color mismatches when you step outside.
2. My makeup chair and table so you’re comfortable throughout our time together.
3. Backup brush kit so that even if I’m coming to you straight from another job, I’m using sanitized brushes. No eye infections or skin rashes here!
4. High-end products, so rest assured my makeup application will last you at least 10 hours.
5. Quality over quantity. I spend as much time with you as needed to help achieve the look you want. You’ll never feel rushed in my chair.

My price including travel time is $550.”

Maybe she can elaborate on these points via voice text. Oooooh that would be so effective!

You get the idea right?

Now your turn!

What are 5 steps you can come up with that highlight the benefit to your client and sell your value?

Want to run them by me? DM me here.