You Have the Power to Manipulate Your Clients

Look, I get it. A client emails/calls/texts you asking for a discount and your first instinct is to say, "I'm sorry, but unfortunately we do not offer discounts for this or that reason. Maybe they want a discount for a winter/Friday wedding... or perhaps, the dreaded, "large party wedding" (which in fact is more work to organize than a group of 6... can I get an amen?)

As a business person, it's important to have a few ounces of salesman ship. AKA manipulation in your tactics. Manipulation kind of comes natural to me and through my professional and personal experience I know that it doesn't come so easily to others. Whatever you do, don't take this the wrong way. 

Manipulation is a strong word. When most people think of the word manipulation they instantly associate it with the term deception.

noun: manipulation; plural noun: manipulations
  1. 1.
    the action of manipulating something in a skillful manner.

    "the format allows fast picture manipulation"
  2. 2.
    the action of manipulating someone in a clever or unscrupulous way.

    "there was no deliberate manipulation of visitors' emotions"

NEVER lie, cheat, steal or persuade from a less than innocent place. The goal is to get others to see your point, in the best light... and that's all! No more, no less. It is then, in this case, your client's choice to decide if you are the best option for them.

Never be too proud to use manipulation in the right situation.Take a moment to stop and think, "Why would I want to do business with myself?" Place yourself in the customer's shoes. They don't know much about your industry and it is your duty to explain to them why your pricing is what it is. (Also read: You Shouldn't be Insulted if Someone Asks for a Discount.)

If you are still confused, here is a scenario of when and how you may be able to use manipulation to your advantage. 

- Inspired by actual client interactions. 

Client: "I love your work what are your rates?"

You: "Thank you so much for the kind words! My rate for this particular booking is $xxx.xx."

Client: "Your prices are really expensive, we are going to shop around. My friend paid way less for her wedding makeup"

You: "Thank you for getting back to me! Please keep in mind that not all artists are created equally. As in art, makeup artistry can have many different styles and levels of expertise. Try to think of your wedding day makeup professional like you would someone you'd hire to paint your family portrait. You wouldn't simply hire the one with the cheapest price. These images will last forever and we are confident we can provide you with an elegant style that will not only last the entire night, but will last a lifetime in your photographs. If for whatever reason their work isn't exactly what you had envisioned, please keep us in mind!" 

That way you are not giving up. You are taking the time to try and educate the customer. If you take time to do this you will be able to rest easy knowing you gave the sale your all. 

The client may not decide to book you on the spot but one thing is for sure, you planted the seed. That way, if they end up having a less than satisfactory makeup preview, you'll be in the front of their mind. 

When this type of interaction goes down, don't be ashamed to brag a little. 

The client has one foot out the door. How will you reel them back in?

Love always, 
   Da Makeup Mediator 

Chicago Makeup Artist | Paula Heckenast