I am a firm believer that if a client asks for something we should never say “no”.  Instead, we can offer that extra service or item at an additional charge.  For instance, if a client would like to do a session at their home, and a park, and downtown and your session only includes one location I would respond, “Absolutely, additional locations incur an additional $50 session fee.”  If your client would like you to remove their glasses from every shot that they are in, it’s easy, “Absolutely, additional Photoshop work of that level does incur a fee of $25 for each image.  Which images would you like me to do that for you?”

By offering these solutions you are not telling your clients no, you are giving them the option of deciding how important something is to them.  They may decide that they don’t mind their glasses after all, and if they do at least you are being compensated for your additional work.

However, it is important that we don’t nickel and dime our clients.  We don’t want them to feel how I feel every time I have to pay a checked bag fee at an airline, which is a little bit bitter.  It is important that all of your regular services are included in one session fee and if they are asking for something small that doesn’t take a lot of time and is consistent with your brand just offer to do it for them.  Exceeding our clients’ expectations is what leads to referrals.  If you want to read more about that, check out What an Oil Change has to do with Customer Service.