Q: Jen writes...

I'm a photographer and my friends and family want me to do their photos -- which is both

a blessing and a curse. I love to work with them, but when it comes to the money part,

it's so awkward. I don't like taking money from them, but they often get spots that full

paying clients would get. What can I do to balance and keep my relationships in tact

while running my business?

A: This is a great question Jen because many people want the special "friends and family"

discount.

So there's a few different ways to handle this but what really stood out in your question

was where you said this...

I don't like taking money from them...

Here's the deal, your discomfort is keeping you from being clear about your policies and

inviting all the awkwardness to come your way.

For example, this is probably how you roll:

Friend: How much do I owe you for taking that portrait of my Chihuahua?

You: Don't worry about it, we're friends. Friend: Jen! You're so jenerous!!

Understand this: 99% of the time people will take something for free over paying for it

any day of the week so it's up to YOU to set clear policies for what you do.

I'll tell you that in my business, some of my closest friends have paid me my full rate

for programs and consulting - and they've gotten amazing results with zero awkwardness.

Why? Because I respect my time and therefore, my friends and family do too.

So Jen, here are three strategies to handle the :friends and family" discount.

1. Set Aside Time.

If you want to give special deals to family and friends, just set aside one day per quarter

for projects like this. This way you've got it in your scheduled and you don't feel put

out or like you're losing money to do it.

2. Just Say No.

Don't do special deals girl! When friends and family want to work with you, use this

script:

I'm thrilled you want to work together. Know that I'd never expect you to hire me just

because of our relationship. Before we get started, make sure that I'm the person you

really want to work with because I don't offer a friends and family discount. If you want

to move ahead, here are my rates and 3 available dates.

Here's why this works.

You saidÉI'd never expect you to HIRE me. [DING DING DING around the HIRE word]

Using the word "hire" implies payment. See when you introduce that word, you're planting

the seed that they will pay even before you introduce your no friends and family discount

policy. This way there's no y"ou know I have to charge you" awkward moment.

3. Make It Clear In Advance.

If you want to gift your product or service or cut a special deal, make it clear in advance

homie. Saying "this is my gift to you" or "this is a private offer outside of my regular

rates" tells people that you're giving them something of value, that not everybody can

get. This allows you to take a pro-active approach and avoid all the awkwardness.

There ya have it Jen -- three different ways to deal with the friends and family discount.

Hope it helps!

Now how about YOU, do people ask you for the "friends and family" discount? Ever have awkward

moments with family and friends? Related to your pricing?

How do you deal with it? Leave a comment and let me know.

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