Contributor | Kelli France
HOW TO LOSE A CLIENT IN 3 SECONDS
1. Never create a sense of urgency. Most of us are procrastinators. We don’t take action until we have a deadline. The reason we get so many clients in the Fall is because they have procrastinated pictures for Christmas cards. Christmas is their deadline.
Create a call to action with a deadline to get your clients to schedule with you NOW. I’ve been trying out different incentives to get peeps to book quickly and this is the one that worked so far because money talks: “If you schedule your session in the next 3 days, I’ll knock off $75 from the session fee.” I think I could even get away with $30-50 off so I’m gonna try that next. Basically I raised my session fee so that I could reduce it. Mwa-ha-ha! Anyhoo, I tried it on a recent inquiry and she booked within 2 hours. A few of my mentoring students have tried it out too and can testify that this works!
2. Share all your pricing upfront. I have a confession to make. If I DON’T want to take a particular client, such as a family (not my fave), I just send them my full price list upfront. It’s the fastest way to lose a client. If you want to keep a client, I suggest only giving them starting points such as “8×10′s start at $XX and Collections start at $XXX.” Get them in the door for a consultation first to explain the experience and show them the value of what they are getting BEFORE they see your full price list.
3. Use canned responses. I’m all for automating things so I created canned responses for client inquiries. Thing is, they were just too darn impersonal and I think my potential clients could sense that. Peeps want to know that the photographer they might hire is not a robot-ha! So be sure to talk to them the way you’d talk to your BFF.
What have you done to win/lose clients when they inquire about you?
Chic Critique is so excited to have Brooke Davis of Blush Photography return as our July Celebrity Photographer.
Sign up to get your images critiqued by Brooke Davis this July. Only 10 Spots Available!
Brooke is a lover of raw emotion and believes there is nothing more magical than everyday understated beauty. She is mostly known for her love of unique lighting, use of shadows and ability to sweep you away in a emotion drenched image. Along with being a full time wedding photographer Brooke has been successfully teaching workshops in the united states as well as the UK. Brookes work has been featured countless times on national and world wide blogs and was recently interviewed for Photo professional magazine on her Non wedding that really shook up the industry. Being honest to herself and always craving something new keeps Brookes work fresh and exciting.
Do you edit mostly in Photoshop or Lightroom?
I rarely shoot from below, its never a flattering angle and if your clients don’t love how they look in the image, it doesn’t matter how amazing the setting was.
A lot of myself is left in my work, where I am in life, my goals and experiences. But I would say music is my biggest inspiration.
I want my children to have memories worth keeping when they are older, I am always trying to create little adventures for us to go on. I work at night so I can spend as much time during the day with them.
Try to not let props be the branding of your style, it should be the subjects and their story. If you have props it should belong to the client and important to the storytelling process for the shoot. That way its something they cherish and it will never fall in the trend category.
Letting go of heavy Photoshop. I was spending so much time away from my children and loosing the natural beauty in the image.
My best advice is to stay completely honest to yourself. If you focus on finding what makes you tick and creating images that reflect that you cannot lose. No one is better at being YOU than YOU.
Word of mouth is my number one and I feel is the most important way to grow as a business but, I have found instagram and basic social networking to be really helpful for promoting yourself
I do not attend a lot of workshop to be honest, although I did really enjoy Jesh De Rox beloved workshop.
Guest Contributor | Leslie Vega