Marketing is just a very frustrating long term educational effort with clueless clients. The other day I gave an estimate to a manufacturer for 20 images of their facilities.
Him-"how many do I get to pick from?". Me-"twenty". "No shit" he says "the other guy is going to shoot 700 (!) in half a day and let me pick 100". I say-"with all due respect, he doesn't know what he is doing. There are not anywhere close to 700 or even 100 good images of this building. He is talking snapshots. There are however about 20 good views that will show your facilities off really well and will make you website look really professional. It will take about a long day and the images will be perfect for your marketing purposes."
He picked the other guy.
please don't take it wrong it happens to all of us
I found a good way to address this. The sequence:
1. Acknowledge the fact "absolutely I can do that for you too and you pick the pictures you like
2. Define this approach "those are snapshots quick and easy and more profitable in the short term until I roughen my name"
3. Identify the weakness "quick snap shots come with no attention to detail and the space is never arranged or shot with the most ideal light/time of the day"
4. Show proof/samples "here is a space that was snapshot and a space that was rearranged and photographed professionally" Ashley has a wealth of those
5. Make a stance "so you see why now I don't do this kind of work it's not good for me in the long run and never good for the client, period"
The key to success is to be confident and give the client a sense that you would never weaver on your position but yet respect his decision whatever it is. It works most of the time from my experience.
Back to the main question, international hotels are really not a problem is this regard, they understand this and in fact require it. I am just looking wording to make it official in my pricing chart and to have it handy when a clueless local sales and marketing director objects.