February 26, 2024 • 21 mins
Have you been wondering how to upscale your photography offerings to break through the $2-3K income plateau?
Tune in as I share my journey and those of my coaching clients who've revolutionized their revenue by offering luxury products and not limiting the money their clients can spend. We'll dissect the steps to perfecting your sales language, the art of asking the right questions, and the secrets to structuring your pricing for maximum profit.
Discover how to double your average sales without adding to your client roster in this episode, where I reveal essential strategies that move you into the $5,000 to $6,000 sweet spot. We dive into the importance of personal touch, showing how real conversations and a luxury client experience can transform both your business and your bank account. You'll learn why it's time to ditch the impersonal price lists and emails, and how to elevate your sales approach to create genuine connections that pay off.
Join us for an episode that's all about boosting sales and growing your business!
Connect with Karinda!
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- Website
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- IG @Masteryourmindmoney
Thanks for listening!
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:02):
Welcome to Mindset and Money Mastery for
Photographers the podcast.
We help overwhelmedphotographers make more money
while simplifying their businessby mastering their you guessed
it mindset and money.
Tune in each week for practicaland actionable tips to take
your photography business up anotch.
Let's dive right in.
Speaker 2 (00:23):
Okay, guys, I am so excited about this episode I
think I say that on everyepisode, by the way, so I do
apologize if I just say that onevery single podcast episode
that I'm so excited about thistopic.
But clearly, I love talkingabout these things and I love
helping each and every one ofyou.
So buckle up, because this isgoing to be a good one.
Today we are talking aboutthose of you that are in that
$2,000 to $3,000 slump.
(00:44):
It's a really fun phase ofbusiness, but it's really
frustrating sometimes.
If you were in this $2,000 to$3,000 slump, I would do to
raise your hand and be like thisis me right now.
I feel you is this a personalattack?
Yes, it's a personal attack,but it's going to help you.
So just hang in there and let'slisten to this.
If you're not at the $2,000 to$3,000 mark, I want you to
(01:05):
listen to this still, because Ithink these are some really
important principles I'm goingto talk about and I know you're
going to take some things awayfrom this episode, even if
you're not there yet.
So my $2,000 to $3,000 slumpthis is.
You get to this phase in yourbusiness where you're doing a
lot of things right.
You're doing so many thingsright.
You have the process down.
You're doing a great job.
You're doing yourself on theback before I tell you what
(01:27):
you're doing wrong.
And it's a little bitfrustrating when you get to this
$2,000 to $3,000 mark and in myexperience, photographers get
stuck here and I personally gotstuck here and I remember
exactly when I was there andwhere I was at and what happened
.
It's like a sticky spot.
It's kind of like quicksand inyour business.
Like you get there and thenyou're like I want out.
And then you get to the edgeand you like get a $5,000,
(01:48):
$6,000 sale and you think you'regetting out and then all of a
sudden you're pulled back intothe quicksand.
So I'm going to give you sometools and some things to think
about.
If you're in this place,because you're probably sitting
there thinking I need moreclients at this phase I know I
was and you're probably thinkinghow am I going to get more
clients?
And really at this phase Iwould say more clients is not
(02:10):
the answer At this phase myencouragement is to double your
average sale and really get intothat $5,000 to $6,000 range,
ideally Even once you get there.
Then attack and get more clients.
But let's get the business sidedown first before we dive into
really marketing, which I alwaysthink is really important.
Because there's always thiswant to put the cart before the
(02:33):
horse and go market, but youdon't want to market to just get
more $2,000 to $3,000 clients.
You want to get those $5,000 to$6,000 clients and then market
to get more of those clientsplus, do less work, make more
money.
So marketing is not your answerright now, friends.
It's really going back intoyour business side of things and
combing through the businessside of things.
(02:54):
The reason why this phase is sofrustrating is because, like I
said, you're doing so manythings right and you're going to
have to go through yourbusiness with a microscope,
combing through your businesswith a fine tooth comb, looking
for the tiny little things thatare missing.
So I'm going to share with youthree things that I see most
photographers doing at thisphase that could be limiting
(03:15):
your sales right now and yourbusiness.
So the first thing is notenough preparation for the sale
At this phase.
A lot of photographers I workwith feel like they're prepping
their clients and giving themthe information they need, but
most of the time at this phase,I find that photographers are
relying really heavily onpriceless prep guides, welcome
(03:38):
emails and all of these thingsto substitute real conversations
with their clients.
If you're doing this, whatyou're saying is I'm expecting
my clients to go home and dotheir homework and to read and
to understand what I'm sendingthem, and the reality is that
most people are not going toread.
Most people are not going toread your emails, your prep
guide, your priceless.
They're not going to understandit, even if they do read it.
(03:59):
And if you're listening to thisand you're like what the heck
are you talking about?
If you're going to read mypriceless, go back and listen to
the podcast episode called whyI Ditch my Priceless, and I talk
about that.
The problem is that people arebeing giving these resources
like here you go, I'm giving youall this amazing information,
read it, but they're not readingit.
And because they aren't readingit, they aren't thoroughly
(04:20):
prepared for the experience andthey don't fully have a grasp on
what they're going to invest.
Ultimately, at this phase, youstill are not offering a true
luxury, high-end experience,because you're throwing a bunch
of stuff in your client's lapand expecting your clients to
take care of it, and that's notwhat luxury is.
Luxury is about showing up,providing your clients the
(04:41):
information, exactly what theyneed to know, exactly for them,
and just saying, hey, I don'texpect you to read this guide, I
don't expect you to go throughthis information.
I'm just going to tell you whatI know you need to know, in a
way that I know you need to hearit.
And having a conversation.
People remember conversations.
In today's day and age, peopledon't remember emails.
(05:03):
People don't remember PDFguides that are 100 pages long
and beautifully crafted and havethe most epic styling advice in
them.
They just don't.
But what people do payattention to is when you say,
hey, make sure that when you'rechoosing your outfit, to choose
a shirt that fits like this andthis and this, and let me show
you some examples of what's good, let me show you some examples
of what to avoid.
They're going to remember thatbecause it was a real
(05:25):
conversation and, honestly, thereason I think that in today's
day and age, those realconversations are so important
and actually going through andholding your client's hand and
explaining these things to thempersonally, is because people
don't have a lot ofconversations with people
anymore.
Think about who you talk to onthe phone.
Your closest friends and familyare maybe like at work.
(05:46):
You have work conversations.
When you talk to somebody onthe phone or you talk to someone
on Zoom, you remember thoseconversations.
Those are like real humanconversations.
When you're scrolling throughsocial media or flipping through
your email inbox, you're simplyskimming.
You're not really taking thetime to fully process and read
and understand.
So I think that's why it'sreally important in today's day
(06:07):
and age to have those realconversations with your clients,
instead of just flopping stuffin their inbox and saying here
you go, read this.
So make sure that you aretaking the time to have those
conversations in the right way.
Really, when we talk aboutprepping them, we need to have
those conversations and explainto them what it looks like to
work with us.
We need to take care of theevery need.
(06:28):
We need to serve them, tellthem what they need to know and
the way that they need to knowit.
And the other thing I'll sharewith you here, too, is that if
you're just sending a price list, chances are your clients don't
fully understand what thatactually looks like for them.
So if you're able to say, basedon you, based on getting to
know you as a client.
Here's what I think you'regoing to invest in the process,
(06:48):
based on what you're telling meyou want and you need.
That is far more powerful thanjust sending over a price list
and expecting them to be able toprocess and understand it, guys
.
So start having realconversations.
If you have the emails that goout, that's amazing.
Get rid of them.
Seriously get rid of them.
If you have the prep guidesthat go out, that's amazing.
Get rid of them.
If you have the product guidesthat go out, that's amazing.
(07:10):
They're probably beautiful andyou spent hundreds of hours on
them.
I get it.
I was there.
I did the same thing.
Get rid of them.
See what happens.
Instead, just have theconversations with your clients.
The second thing I want to talkabout is putting your clients in
a box or having a ceiling onwhat your clients can invest.
This is a big one, and thisrelates back to this priceless
(07:33):
thing.
This is so big because youprobably have your pricing set
up in a way that you've seenother photographers doing.
You probably have packages orset things and chances are that
your packages that you'reoffering or your products you're
offering are putting a limit onwhat your clients can invest.
(07:55):
So, for example, if you're atthis phase in business, I would
ask you this what's the mostexpensive thing on your
priceless?
The most expensive thing onyour priceless should be in the
five figure range.
If you want to take a ceilingoff what your clients can spend
and really step up your salesgame, have products that are
over $10,000 in your pricelessand see what happens.
(08:17):
The second thing I would ask youis what's the biggest size
piece of art you have on yourpriceless?
Guys, if it's a 30x40, I wantyou to go run to your priceless
right now and add at least a40x60 and bigger.
If your labs offer bigger sizes, chances are you're not going
to sell a whole lot of thebiggest thing you have on your
(08:37):
priceless.
So if you have a 30x40 on,there is your biggest thing.
You're probably not selling alot of it and you're limiting
yourself by not having thoselarger sizes, even above your
40x60.
Add those bigger sizes.
Look at your priceless, see whatthe most expensive thing is and
ask yourself what would myclient have to spend in order to
get to like a $10, $15,000,$20,000 sale?
(09:00):
Is it even possible thatsomeone could come and work with
me and spend $15,000, $20,000with me.
If there are simply not enoughproducts or high-end enough
products on your priceless, thenthat's a good sign that you
need to step up your pricinggame and take the ceiling off
what your clients are investingby offering those bigger sizes,
(09:22):
offering those luxury items andalso ditching those packages.
Those packages are going to putyour clients into a box.
I'm telling you, ditchingpackages was one of the best
things I did on my priceless.
Ditching them stop showing mypriceless, stop showing it.
But also ditching the packageswas so, so valuable.
Saying that you think this isputting my clients in a box and
(09:45):
putting a ceiling on what theycan spend.
It's a good sign that youshould ditch it.
And here's the other thingclients want to be served and
treated like they're your oneand only, and having packages
feels like they're going toMcDonald's Don't take that the
wrong way but like really itfeels like you're ordering a
combo off of a menu.
You might order the combo offthe menu because it comes with
(10:07):
fries and a drink and a burger,but you might not really want
the drink, like I know for menow.
Like I go get fast foodsometimes I go to Chick-fil-A
and I'll get a meal, but I don'treally want the drink and I
don't really drink the drinkbecause I just drink water most
of the time now.
So I just have my Stanley cupwith me.
I'm always drinking water,right?
I don't really want the drink,but I still order the drink and
(10:29):
get it because it comes with itand because if you order them
separately, it costs so muchmore money it doesn't even make
sense.
So instead I have a cup full oftea that I don't even drink,
right?
That's how our clients feelwhen you're selling them out of
a package.
I remember when I used to dopackages out of clients like can
I swap this out or can I changethis out?
I don't really want this, but Iguess we can do this.
Or the piece of art that was inthe package wasn't really
(10:50):
suitable for their walls and itjust led to all kinds of things.
So ditch your packages andreally take that ceiling off of
what your clients can invest.
Now I know I touched on thisbriefly, but really add those
high-end luxury products whichhigh away from them.
Whenever I finally made thedecision to add those higher-end
(11:10):
luxury products, I added onGuild Canvases to my offerings
and I had been looking at theirCanvases for quite some time and
I was like, no, they're nevergoing to buy that.
Why would I offer that?
Those are so expensive, peoplearen't going to buy them.
Finally, I was like you knowwhat, I'm just going to put them
on my price list.
What's the worst that couldhappen?
And I put them on my price listand for a while people would be
(11:30):
like I want a Canvas.
And I'm like, no, you don't,and I would steer them away from
it because I was so scared ofthose prices and I was so scared
of what people were going tosay.
But when you have one Canvas onyour price list that's $7,000
and you can sell one Canvas andhave a $7,000 sale, that's a
pretty freaking cool feeling,right?
So put them on your price list.
(11:51):
If you don't think you're goingto sell them, so what?
Just put them out there.
Not that your clients are goingto see your price list,
remember.
But add them to your offeringsBecause even if your clients
don't buy them, that $7,000Canvas sure does make that
$5,000 sale look like a greatdeal.
So don't be afraid of thosehigher end products.
Think about this what if youraverage sale could be in that,
(12:13):
like seven, eight, maybe $9,000range.
Whoa, what would that feel like?
I was talking to one of mycoaching clients the other day
and she was sharing that.
I think she said her averagesale now is like $8,500 or
something like that's her normal.
And I'm like holy crap, that'samazing.
Can you imagine that being youraverage sale?
(12:35):
That's insanity.
That is the dream, right?
Let's say you have I don't know12 clients a year bringing
$100,000 in revenue and youdon't have hardly any expenses
and you're just like I could gohome happy.
Or 20 clients a year and you'remaking almost $200,000 a year
with just 20 clients, twoclients a month.
What would that be like?
(12:57):
So really take that into mindhere.
Really consider what could yourbusiness and your life look
like if you sucked it up.
You put those high end luxuryproducts in your priceless, even
if they scare you I get it,they scared me at first.
And what if your averages gotup into that high, almost five
figure range?
What if you could have clientsspending $20 or $30,000 with you
(13:22):
on the regular?
What would that feel like?
What if your top 10 clientsevery year accounted for
$100,000 of revenue or more inyour business?
That's the norm now I expectthat my top 10 clients every
year are gonna account for over$100,000 in revenue.
How would that feel?
Don't be afraid of those luxury, high end things, guys.
(13:42):
I'm telling you it's going tomake your sales go up and it's
going to skyrocket your businessrevenue.
Those are just three very smallthings that I wanted to share
with you today, and I know theymight feel a little
insignificant, and I'm gonnaleave you with kind of a couple
of other little tips about beingin that $2,000 to $3,000 rep.
When you're in that rut, therecould also be a few other things
(14:03):
that are happening and I'mgonna try to summarize this as
best as I can without taking toomuch time.
But what I want you to thinkabout in that rut is that,
remember, like I said, you'redoing a lot of things right, so
give yourself a pat on the back,tell yourself you're doing a
good job.
But the thing that's standingbetween you and that $5,000 to
(14:25):
$6,000 average could be askingsomething the wrong way, or not
all the way, or a little tiny,teeny choice of your words.
That's the other thing I wannaleave you with, and when I say
that, I say that because Iremember I had one coaching
client and she wasn't asking onequestion.
(14:48):
At her reveals, she wasforgetting to say what will next
?
Where else are we gonna putthese other portraits?
She was doing everything right,but she simply wasn't asking
for the next wall in her sales.
So what did she start doing?
She started to ask for the nextwall and what happened?
Her sales doubled overnight.
Now that's such a teeny, tiny,insignificant thing, and to get
(15:12):
to that point where wediscovered that that was the
piece that really made a bigdifference, we had to examine
every freaking little, tinypiece of her business, and this
is why I think that that two tothree thousand dollar rut is so
frustrating.
Because that little question tome seems so insignificant and
you might be listening to melike, of course, that's common
(15:33):
sense.
But sometimes those littlethings that seem like they're
common sense that you're missingout on or not saying the
correct way or not asking thecorrect way, that are making or
breaking your business and yoursales.
I'm going to encourage you to goback through your business with
the fine-tooth comb to break itdown back to the basics.
Look at your pricing.
Make sure your pricing is setup for success.
(15:54):
Make sure your pricing can getyou those higher sales.
Make sure you're not limitingyourself with packages.
Make sure that your pricing isset up to get those bigger sales
by not putting your clients inthat package box.
Make sure that you're preppingyour clients properly for the
sale and having realconversations and not just
depending on a prep guide, aprice list, a product menu or
(16:18):
whatever it may be to educateyour clients.
Take that into your own handsand have real conversations with
your clients and get to knowthem and serve them the way they
need to be served.
Guys, this even goes back tolike understanding what their
personality type is.
When I do my reveals becauseI'm prepping my clients so well
and I get to know them I do eachof my reveals differently,
(16:39):
based on my client's personality, and this is the thing I teach
my coaching clients.
You have to know theirpersonality types.
You have to be able to readthem and identify within the
first few minutes of talking tothem who they are and what you
need to do to get them to whereyou need them to go in your
business.
Serve them how they need to beserved.
Also, make sure you're offeringthose luxury items.
Make sure you have those highprice point items.
(17:02):
Go back through your business,use that fine tooth comb, break
it down and I know you're goingto say current.
I know what I'm doing.
I don't need to break it downback to the baby steps, but you
do, and this is something in mycoaching program that I think is
really, really important.
No matter where you're at, whenyou come to me, I will always
break things back down and wewill work through every little
(17:23):
step.
And the reason being is because, unless we break down and work
through every little step andcheck out the entire engine of
your business, it's going to bereally easy to skip over one
little tiny thing that could bemaking or breaking your sales
and could be the differencebetween those two and $3,000
sales and those five and $6,000sales.
So please keep that in mind.
(17:43):
Please don't be too big to saylike I can't go back to the
basics.
Going back to the basics isimportant and even today in my
business, I am always going backand checking on things to make
sure my engine of my business isrunning Comb for your whole
system.
It might boil down to thetiniest little detail.
I hope this has been helpful andI hope those of you that are
(18:05):
stuck in that $2,000 to $3,000rut are feeling this and you're
like, ooh, maybe those are somethings I need to work on.
You know this is a bit of ahard topic to talk about only
because there could be so manyfactors that go into play, and
so that's why I really wanted tohighlight those bigger ones
that I see impacting most people.
And when I was at Imaging thisyear, I talked to so many
photographers and I found myselfsaying what's the highest price
(18:26):
point?
I don't want your products lessthan maybe like $2,000.
And I'm like, okay, this ispart of the problem.
Offer some bigger, higher end,more expensive products, offer
some stuff above that.
See what happens to your salesimmediately.
And I'm not saying that's goingto fix it all, because that's
not going to fix everything, butit's definitely a small piece
of that puzzle and it is verysimple for each and everyone of
(18:48):
you who are listening to this togo implement in your business
right away, without a whole lotof help for me, and just go do
that and watch the results.
If you were in that $2,000 to$3,000 slump and you are ready
to get out of it and you wantthe help and you want the
support going through it andcoming through your business
because, like I said, I get howfrustrating it can be.
You are my favorite people towork with, so I'm just letting
(19:09):
you know I would love to haveyou join us in our coaching
program, master your Mind andMoney.
You can go toMasterYourMindMoneycom.
Forward, slash, apply and applyto join us inside of our
coaching program.
I'm telling you it's going totake the ceiling off your
business and totally unfold anentirely new level once you go
through that process and youreally comb through the entire
engine of your business.
I love each and everyone in youand I genuinely appreciate that
(19:33):
you would spend your timelistening to me pouring into you
.
This podcast is definitelysomething that I do out of my
heart, because I want to helppeople and also, too, if you
haven't grabbed a copy of ourbook, the Unicorn of Business
Book for Photographers, makesure you go grab a copy.
The link is in the show notes,so go grab your copy.
It really is amazing.
(19:54):
People have been sending memessages, they've been getting
their book and they've startedreading it and they're just
loving it, and it has been socool hearing just the impacts
that something like a book hasbeen making in your businesses
and in your lives.
As you've read it, I got amessage that said something like
I'm realizing by reading thisbook that I'm not charging my
worth.
I'm realizing that I need to goreally work on showing people
(20:17):
what I'm worth and that I'mworthy of charging this money.
And also I'm starting torealize that I really need to
start doing sales and IPS andthat IPS doesn't have to be
sleazy and like.
That makes my heart happy, guys, because I know that IPS
doesn't have to be sleazy and Iknow it can be amazing for you
and your clients and I wouldlove to play a piece in your
journey to getting there.
(20:38):
So make sure you go grab thebook or, if you're interested in
joining us in our coachingprogram, go to
MasterYourMindMoneycom for itslast supply and let's connect
and chat more about yourbusiness.
I hope you're loving thepodcast and, as a DM on
Instagram at Master your MindMoney, and let us know what you
want to hear more of on thepodcast this year.
Bye, guys.
Speaker 1 (20:55):
Thank you so much for listening.
If you enjoyed this episode andyou'd like to support the
podcast, please make sure youshare it on social media or
leave a rating and review.
As always, you can check outthe links and resources in the
show notes over atMasterYourMindMoneycom.
To catch all the latest from me, you can follow me on Instagram
at MasterYourMindMoney, anddon't forget to join our free
(21:16):
Facebook group PhotographyBusiness.
Tune Up with Corinne Decay.
Thanks again and I'll see younext time.
Welcome to Mindset and Money Mastery for
Photographers the podcast.
We help overwhelmedphotographers make more money
while simplifying their businessby mastering their you guessed
it mindset and money.
Tune in each week for practicaland actionable tips to take
your photography business up anotch.
Let's dive right in.
Speaker 2 (00:23):
Okay, guys, I am so excited about this episode I
think I say that on everyepisode, by the way, so I do
apologize if I just say that onevery single podcast episode
that I'm so excited about thistopic.
But clearly, I love talkingabout these things and I love
helping each and every one ofyou.
So buckle up, because this isgoing to be a good one.
Today we are talking aboutthose of you that are in that
$2,000 to $3,000 slump.
(00:44):
It's a really fun phase ofbusiness, but it's really
frustrating sometimes.
If you were in this $2,000 to$3,000 slump, I would do to
raise your hand and be like thisis me right now.
I feel you is this a personalattack?
Yes, it's a personal attack,but it's going to help you.
So just hang in there and let'slisten to this.
If you're not at the $2,000 to$3,000 mark, I want you to
(01:05):
listen to this still, because Ithink these are some really
important principles I'm goingto talk about and I know you're
going to take some things awayfrom this episode, even if
you're not there yet.
So my $2,000 to $3,000 slumpthis is.
You get to this phase in yourbusiness where you're doing a
lot of things right.
You're doing so many thingsright.
You have the process down.
You're doing a great job.
You're doing yourself on theback before I tell you what
(01:27):
you're doing wrong.
And it's a little bitfrustrating when you get to this
$2,000 to $3,000 mark and in myexperience, photographers get
stuck here and I personally gotstuck here and I remember
exactly when I was there andwhere I was at and what happened
.
It's like a sticky spot.
It's kind of like quicksand inyour business.
Like you get there and thenyou're like I want out.
And then you get to the edgeand you like get a $5,000,
(01:48):
$6,000 sale and you think you'regetting out and then all of a
sudden you're pulled back intothe quicksand.
So I'm going to give you sometools and some things to think
about.
If you're in this place,because you're probably sitting
there thinking I need moreclients at this phase I know I
was and you're probably thinkinghow am I going to get more
clients?
And really at this phase Iwould say more clients is not
(02:10):
the answer At this phase myencouragement is to double your
average sale and really get intothat $5,000 to $6,000 range,
ideally Even once you get there.
Then attack and get more clients.
But let's get the business sidedown first before we dive into
really marketing, which I alwaysthink is really important.
Because there's always thiswant to put the cart before the
(02:33):
horse and go market, but youdon't want to market to just get
more $2,000 to $3,000 clients.
You want to get those $5,000 to$6,000 clients and then market
to get more of those clientsplus, do less work, make more
money.
So marketing is not your answerright now, friends.
It's really going back intoyour business side of things and
combing through the businessside of things.
(02:54):
The reason why this phase is sofrustrating is because, like I
said, you're doing so manythings right and you're going to
have to go through yourbusiness with a microscope,
combing through your businesswith a fine tooth comb, looking
for the tiny little things thatare missing.
So I'm going to share with youthree things that I see most
photographers doing at thisphase that could be limiting
(03:15):
your sales right now and yourbusiness.
So the first thing is notenough preparation for the sale
At this phase.
A lot of photographers I workwith feel like they're prepping
their clients and giving themthe information they need, but
most of the time at this phase,I find that photographers are
relying really heavily onpriceless prep guides, welcome
(03:38):
emails and all of these thingsto substitute real conversations
with their clients.
If you're doing this, whatyou're saying is I'm expecting
my clients to go home and dotheir homework and to read and
to understand what I'm sendingthem, and the reality is that
most people are not going toread.
Most people are not going toread your emails, your prep
guide, your priceless.
They're not going to understandit, even if they do read it.
(03:59):
And if you're listening to thisand you're like what the heck
are you talking about?
If you're going to read mypriceless, go back and listen to
the podcast episode called whyI Ditch my Priceless, and I talk
about that.
The problem is that people arebeing giving these resources
like here you go, I'm giving youall this amazing information,
read it, but they're not readingit.
And because they aren't readingit, they aren't thoroughly
(04:20):
prepared for the experience andthey don't fully have a grasp on
what they're going to invest.
Ultimately, at this phase, youstill are not offering a true
luxury, high-end experience,because you're throwing a bunch
of stuff in your client's lapand expecting your clients to
take care of it, and that's notwhat luxury is.
Luxury is about showing up,providing your clients the
(04:41):
information, exactly what theyneed to know, exactly for them,
and just saying, hey, I don'texpect you to read this guide, I
don't expect you to go throughthis information.
I'm just going to tell you whatI know you need to know, in a
way that I know you need to hearit.
And having a conversation.
People remember conversations.
In today's day and age, peopledon't remember emails.
(05:03):
People don't remember PDFguides that are 100 pages long
and beautifully crafted and havethe most epic styling advice in
them.
They just don't.
But what people do payattention to is when you say,
hey, make sure that when you'rechoosing your outfit, to choose
a shirt that fits like this andthis and this, and let me show
you some examples of what's good, let me show you some examples
of what to avoid.
They're going to remember thatbecause it was a real
(05:25):
conversation and, honestly, thereason I think that in today's
day and age, those realconversations are so important
and actually going through andholding your client's hand and
explaining these things to thempersonally, is because people
don't have a lot ofconversations with people
anymore.
Think about who you talk to onthe phone.
Your closest friends and familyare maybe like at work.
(05:46):
You have work conversations.
When you talk to somebody onthe phone or you talk to someone
on Zoom, you remember thoseconversations.
Those are like real humanconversations.
When you're scrolling throughsocial media or flipping through
your email inbox, you're simplyskimming.
You're not really taking thetime to fully process and read
and understand.
So I think that's why it'sreally important in today's day
(06:07):
and age to have those realconversations with your clients,
instead of just flopping stuffin their inbox and saying here
you go, read this.
So make sure that you aretaking the time to have those
conversations in the right way.
Really, when we talk aboutprepping them, we need to have
those conversations and explainto them what it looks like to
work with us.
We need to take care of theevery need.
(06:28):
We need to serve them, tellthem what they need to know and
the way that they need to knowit.
And the other thing I'll sharewith you here, too, is that if
you're just sending a price list, chances are your clients don't
fully understand what thatactually looks like for them.
So if you're able to say, basedon you, based on getting to
know you as a client.
Here's what I think you'regoing to invest in the process,
(06:48):
based on what you're telling meyou want and you need.
That is far more powerful thanjust sending over a price list
and expecting them to be able toprocess and understand it, guys
.
So start having realconversations.
If you have the emails that goout, that's amazing.
Get rid of them.
Seriously get rid of them.
If you have the prep guidesthat go out, that's amazing.
Get rid of them.
If you have the product guidesthat go out, that's amazing.
(07:10):
They're probably beautiful andyou spent hundreds of hours on
them.
I get it.
I was there.
I did the same thing.
Get rid of them.
See what happens.
Instead, just have theconversations with your clients.
The second thing I want to talkabout is putting your clients in
a box or having a ceiling onwhat your clients can invest.
This is a big one, and thisrelates back to this priceless
(07:33):
thing.
This is so big because youprobably have your pricing set
up in a way that you've seenother photographers doing.
You probably have packages orset things and chances are that
your packages that you'reoffering or your products you're
offering are putting a limit onwhat your clients can invest.
(07:55):
So, for example, if you're atthis phase in business, I would
ask you this what's the mostexpensive thing on your
priceless?
The most expensive thing onyour priceless should be in the
five figure range.
If you want to take a ceilingoff what your clients can spend
and really step up your salesgame, have products that are
over $10,000 in your pricelessand see what happens.
(08:17):
The second thing I would ask youis what's the biggest size
piece of art you have on yourpriceless?
Guys, if it's a 30x40, I wantyou to go run to your priceless
right now and add at least a40x60 and bigger.
If your labs offer bigger sizes, chances are you're not going
to sell a whole lot of thebiggest thing you have on your
(08:37):
priceless.
So if you have a 30x40 on,there is your biggest thing.
You're probably not selling alot of it and you're limiting
yourself by not having thoselarger sizes, even above your
40x60.
Add those bigger sizes.
Look at your priceless, see whatthe most expensive thing is and
ask yourself what would myclient have to spend in order to
get to like a $10, $15,000,$20,000 sale?
(09:00):
Is it even possible thatsomeone could come and work with
me and spend $15,000, $20,000with me.
If there are simply not enoughproducts or high-end enough
products on your priceless, thenthat's a good sign that you
need to step up your pricinggame and take the ceiling off
what your clients are investingby offering those bigger sizes,
(09:22):
offering those luxury items andalso ditching those packages.
Those packages are going to putyour clients into a box.
I'm telling you, ditchingpackages was one of the best
things I did on my priceless.
Ditching them stop showing mypriceless, stop showing it.
But also ditching the packageswas so, so valuable.
Saying that you think this isputting my clients in a box and
(09:45):
putting a ceiling on what theycan spend.
It's a good sign that youshould ditch it.
And here's the other thingclients want to be served and
treated like they're your oneand only, and having packages
feels like they're going toMcDonald's Don't take that the
wrong way but like really itfeels like you're ordering a
combo off of a menu.
You might order the combo offthe menu because it comes with
(10:07):
fries and a drink and a burger,but you might not really want
the drink, like I know for menow.
Like I go get fast foodsometimes I go to Chick-fil-A
and I'll get a meal, but I don'treally want the drink and I
don't really drink the drinkbecause I just drink water most
of the time now.
So I just have my Stanley cupwith me.
I'm always drinking water,right?
I don't really want the drink,but I still order the drink and
(10:29):
get it because it comes with itand because if you order them
separately, it costs so muchmore money it doesn't even make
sense.
So instead I have a cup full oftea that I don't even drink,
right?
That's how our clients feelwhen you're selling them out of
a package.
I remember when I used to dopackages out of clients like can
I swap this out or can I changethis out?
I don't really want this, but Iguess we can do this.
Or the piece of art that was inthe package wasn't really
(10:50):
suitable for their walls and itjust led to all kinds of things.
So ditch your packages andreally take that ceiling off of
what your clients can invest.
Now I know I touched on thisbriefly, but really add those
high-end luxury products whichhigh away from them.
Whenever I finally made thedecision to add those higher-end
(11:10):
luxury products, I added onGuild Canvases to my offerings
and I had been looking at theirCanvases for quite some time and
I was like, no, they're nevergoing to buy that.
Why would I offer that?
Those are so expensive, peoplearen't going to buy them.
Finally, I was like you knowwhat, I'm just going to put them
on my price list.
What's the worst that couldhappen?
And I put them on my price listand for a while people would be
(11:30):
like I want a Canvas.
And I'm like, no, you don't,and I would steer them away from
it because I was so scared ofthose prices and I was so scared
of what people were going tosay.
But when you have one Canvas onyour price list that's $7,000
and you can sell one Canvas andhave a $7,000 sale, that's a
pretty freaking cool feeling,right?
So put them on your price list.
(11:51):
If you don't think you're goingto sell them, so what?
Just put them out there.
Not that your clients are goingto see your price list,
remember.
But add them to your offeringsBecause even if your clients
don't buy them, that $7,000Canvas sure does make that
$5,000 sale look like a greatdeal.
So don't be afraid of thosehigher end products.
Think about this what if youraverage sale could be in that,
(12:13):
like seven, eight, maybe $9,000range.
Whoa, what would that feel like?
I was talking to one of mycoaching clients the other day
and she was sharing that.
I think she said her averagesale now is like $8,500 or
something like that's her normal.
And I'm like holy crap, that'samazing.
Can you imagine that being youraverage sale?
(12:35):
That's insanity.
That is the dream, right?
Let's say you have I don't know12 clients a year bringing
$100,000 in revenue and youdon't have hardly any expenses
and you're just like I could gohome happy.
Or 20 clients a year and you'remaking almost $200,000 a year
with just 20 clients, twoclients a month.
What would that be like?
(12:57):
So really take that into mindhere.
Really consider what could yourbusiness and your life look
like if you sucked it up.
You put those high end luxuryproducts in your priceless, even
if they scare you I get it,they scared me at first.
And what if your averages gotup into that high, almost five
figure range?
What if you could have clientsspending $20 or $30,000 with you
(13:22):
on the regular?
What would that feel like?
What if your top 10 clientsevery year accounted for
$100,000 of revenue or more inyour business?
That's the norm now I expectthat my top 10 clients every
year are gonna account for over$100,000 in revenue.
How would that feel?
Don't be afraid of those luxury, high end things, guys.
(13:42):
I'm telling you it's going tomake your sales go up and it's
going to skyrocket your businessrevenue.
Those are just three very smallthings that I wanted to share
with you today, and I know theymight feel a little
insignificant, and I'm gonnaleave you with kind of a couple
of other little tips about beingin that $2,000 to $3,000 rep.
When you're in that rut, therecould also be a few other things
(14:03):
that are happening and I'mgonna try to summarize this as
best as I can without taking toomuch time.
But what I want you to thinkabout in that rut is that,
remember, like I said, you'redoing a lot of things right, so
give yourself a pat on the back,tell yourself you're doing a
good job.
But the thing that's standingbetween you and that $5,000 to
(14:25):
$6,000 average could be askingsomething the wrong way, or not
all the way, or a little tiny,teeny choice of your words.
That's the other thing I wannaleave you with, and when I say
that, I say that because Iremember I had one coaching
client and she wasn't asking onequestion.
(14:48):
At her reveals, she wasforgetting to say what will next
?
Where else are we gonna putthese other portraits?
She was doing everything right,but she simply wasn't asking
for the next wall in her sales.
So what did she start doing?
She started to ask for the nextwall and what happened?
Her sales doubled overnight.
Now that's such a teeny, tiny,insignificant thing, and to get
(15:12):
to that point where wediscovered that that was the
piece that really made a bigdifference, we had to examine
every freaking little, tinypiece of her business, and this
is why I think that that two tothree thousand dollar rut is so
frustrating.
Because that little question tome seems so insignificant and
you might be listening to melike, of course, that's common
(15:33):
sense.
But sometimes those littlethings that seem like they're
common sense that you're missingout on or not saying the
correct way or not asking thecorrect way, that are making or
breaking your business and yoursales.
I'm going to encourage you to goback through your business with
the fine-tooth comb to break itdown back to the basics.
Look at your pricing.
Make sure your pricing is setup for success.
(15:54):
Make sure your pricing can getyou those higher sales.
Make sure you're not limitingyourself with packages.
Make sure that your pricing isset up to get those bigger sales
by not putting your clients inthat package box.
Make sure that you're preppingyour clients properly for the
sale and having realconversations and not just
depending on a prep guide, aprice list, a product menu or
(16:18):
whatever it may be to educateyour clients.
Take that into your own handsand have real conversations with
your clients and get to knowthem and serve them the way they
need to be served.
Guys, this even goes back tolike understanding what their
personality type is.
When I do my reveals becauseI'm prepping my clients so well
and I get to know them I do eachof my reveals differently,
(16:39):
based on my client's personality, and this is the thing I teach
my coaching clients.
You have to know theirpersonality types.
You have to be able to readthem and identify within the
first few minutes of talking tothem who they are and what you
need to do to get them to whereyou need them to go in your
business.
Serve them how they need to beserved.
Also, make sure you're offeringthose luxury items.
Make sure you have those highprice point items.
(17:02):
Go back through your business,use that fine tooth comb, break
it down and I know you're goingto say current.
I know what I'm doing.
I don't need to break it downback to the baby steps, but you
do, and this is something in mycoaching program that I think is
really, really important.
No matter where you're at, whenyou come to me, I will always
break things back down and wewill work through every little
(17:23):
step.
And the reason being is because, unless we break down and work
through every little step andcheck out the entire engine of
your business, it's going to bereally easy to skip over one
little tiny thing that could bemaking or breaking your sales
and could be the differencebetween those two and $3,000
sales and those five and $6,000sales.
So please keep that in mind.
(17:43):
Please don't be too big to saylike I can't go back to the
basics.
Going back to the basics isimportant and even today in my
business, I am always going backand checking on things to make
sure my engine of my business isrunning Comb for your whole
system.
It might boil down to thetiniest little detail.
I hope this has been helpful andI hope those of you that are
(18:05):
stuck in that $2,000 to $3,000rut are feeling this and you're
like, ooh, maybe those are somethings I need to work on.
You know this is a bit of ahard topic to talk about only
because there could be so manyfactors that go into play, and
so that's why I really wanted tohighlight those bigger ones
that I see impacting most people.
And when I was at Imaging thisyear, I talked to so many
photographers and I found myselfsaying what's the highest price
(18:26):
point?
I don't want your products lessthan maybe like $2,000.
And I'm like, okay, this ispart of the problem.
Offer some bigger, higher end,more expensive products, offer
some stuff above that.
See what happens to your salesimmediately.
And I'm not saying that's goingto fix it all, because that's
not going to fix everything, butit's definitely a small piece
of that puzzle and it is verysimple for each and everyone of
(18:48):
you who are listening to this togo implement in your business
right away, without a whole lotof help for me, and just go do
that and watch the results.
If you were in that $2,000 to$3,000 slump and you are ready
to get out of it and you wantthe help and you want the
support going through it andcoming through your business
because, like I said, I get howfrustrating it can be.
You are my favorite people towork with, so I'm just letting
(19:09):
you know I would love to haveyou join us in our coaching
program, master your Mind andMoney.
You can go toMasterYourMindMoneycom.
Forward, slash, apply and applyto join us inside of our
coaching program.
I'm telling you it's going totake the ceiling off your
business and totally unfold anentirely new level once you go
through that process and youreally comb through the entire
engine of your business.
I love each and everyone in youand I genuinely appreciate that
(19:33):
you would spend your timelistening to me pouring into you
.
This podcast is definitelysomething that I do out of my
heart, because I want to helppeople and also, too, if you
haven't grabbed a copy of ourbook, the Unicorn of Business
Book for Photographers, makesure you go grab a copy.
The link is in the show notes,so go grab your copy.
It really is amazing.
(19:54):
People have been sending memessages, they've been getting
their book and they've startedreading it and they're just
loving it, and it has been socool hearing just the impacts
that something like a book hasbeen making in your businesses
and in your lives.
As you've read it, I got amessage that said something like
I'm realizing by reading thisbook that I'm not charging my
worth.
I'm realizing that I need to goreally work on showing people
(20:17):
what I'm worth and that I'mworthy of charging this money.
And also I'm starting torealize that I really need to
start doing sales and IPS andthat IPS doesn't have to be
sleazy and like.
That makes my heart happy, guys, because I know that IPS
doesn't have to be sleazy and Iknow it can be amazing for you
and your clients and I wouldlove to play a piece in your
journey to getting there.
(20:38):
So make sure you go grab thebook or, if you're interested in
joining us in our coachingprogram, go to
MasterYourMindMoneycom for itslast supply and let's connect
and chat more about yourbusiness.
I hope you're loving thepodcast and, as a DM on
Instagram at Master your MindMoney, and let us know what you
want to hear more of on thepodcast this year.
Bye, guys.
Speaker 1 (20:55):
Thank you so much for listening.
If you enjoyed this episode andyou'd like to support the
podcast, please make sure youshare it on social media or
leave a rating and review.
As always, you can check outthe links and resources in the
show notes over atMasterYourMindMoneycom.
To catch all the latest from me, you can follow me on Instagram
at MasterYourMindMoney, anddon't forget to join our free
(21:16):
Facebook group PhotographyBusiness.
Tune Up with Corinne Decay.
Thanks again and I'll see younext time.
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