Please Learn From My Painful Business Mistake

If you follow me on Facebook, you know I believe in transparency and being candid: in how I do business, in my relationships, and when I’ve made mistakes.

When I left my corporate job to build my photography business, I knew that I didn’t know everything I needed to be successful. Like all entrepreneurs, I made mistakes … but as long as I learn from them, I know I’ll do better next time.

But last year, I made a mistake that really, really hurt.

It was a mistake that I think many, many entrepreneurs and business owners make—or are likely to make. So I wanted to share with you so that you can learn from my story and avoid my “crash and burn.”

In 2019, I met a charming potential client. She found me after a Google search and contacted me. My first impressions was that she was an ideal client: an entrepreneur and the public face of her brand. She had accomplished an incredible amount in her business, but had even bigger goals and wanted her photographs to reflect high quality. Since I’m a personal and executive branding photographer, it seemed like a great match.

During the consultation, we talked about her visual branding needs. I also asked if she had a budget and she said no. After I reviewed the scope of work, I prepared my proposal and sent it to her.

She replied that she did, in fact, have a budget, which turned out to be 50 percent less than my proposed fees. I reviewed the proposed photographs she wanted to see if she didn’t need or want all the images I had quoted. But she was firm on wanting all the images I had quoted.

I do very well in my business. I am blessed to have many clients: new and returning. But selling photography is different than other businesses that have “steady-state” income. Meaning: some months I’m almost too busy to handle the work and requests. And there are other times when I have fewer client engagements … and I much prefer to be working!

I was in a quandary: I had downtime that I wanted to fill with paid projects, and this person told me such an interesting story about her background. She had gone from rags to riches, and I knew I could make incredible images for her. But I think it’s unethical to charge one client a price and charge another client for the same scope of work a different price.

So I refused to lower my costs. I wished her all the best and I moved on. I had just had a similar conversation with ANOTHER prospective client who had also asked me to reduce my fees.

I was feeling sick to my stomach.

Two prospective clients in a row were asking me to cut my rates. Even though rationally I knew this was just a moment in time, as a small business owner, it’s hard to escape the thoughts that this pattern would continue.

But then this prospective client wrote back and said I was the best and that she wanted to pay for the best. So, she paid my quote in full. Talk about the entrepreneur roller coaster of emotions.

I was elated!

We did the shoot and it was great. I had fun and was so proud of my images. Every year I work to improve my craft by adding new techniques and approaches to help reveal my clients’ authentic, personal brands. I could not wait to share her images. I was so proud of the work!

Then everything fell apart.

She told me I was unprofessional.

She told me she was going to sue me to get a full refund on what she had paid me—even though she was actively using my images!

She even made other claims about my integrity and character that were deplorable.

I was shellshocked. What was going on?

That’s when I decided to research this person.

Her reviews on Google were awful. People who had done business with this individual said they had also been threatened and harassed by her. People who had done business with her had also filed similar claims on the Better Business Bureau’s website.

Now it made sense. This was a pattern for her.

It wasn’t me. That lessened the sting. But my business mistake still hurt.

My prospective clients research me before contacting and hiring me.

I needed to do a better job vetting my prospective clients.

I don’t mean doing background checks! But simply doing enough research and vetting to see if my prospective clients are, in fact, ideal.

Do they have a good reputation? Are they worthy of trust? Are they who they claim to be?

Dealing with this person was a waste of time and energy. As a small business owner, time and energy are two of my most valuable resources!

So, please learn from my painful business mistake: do you own research before accepting a new client engagement or doing business with someone else. They may say all the right things … but find evidence that they do the right things: with integrity, and respect.

Oh, and if I can share one more suggestion: never discount your fees. You’re worth every penny you charge.

Live Your Potential, Kim