July 20, 2024 • 33 mins
Join us as we count down some of our top episodes- as we get ready to start a new season.
Can you imagine clients eagerly investing thousands in your portrait photography? Today’s episode of Mindset and Money Mastery for Photographers promises to transform the way you think about and approach your portrait photography business. Instead of searching for high-paying portrait clients, we uncover the strategies to create them by normalizing the concept of significant investments in portraits. By educating clients on the exceptional value of your work and overcoming your own money mindset fears, you can open up a world of new opportunities for increased sales and higher client satisfaction.
Our discussion doesn’t stop there. We delve into optimizing pricing structures to support high-value sales ranging from $5,000 to $50,000. Learn from a compelling example of a coaching client who made subtle tweaks to her pricing strategy, resulting in sales that were exponentially higher than her usual transactions. This chapter highlights the potential for revenue growth and reduced client workload, fostering a more profitable business and enhancing your personal income.
Moreover, we emphasize the importance of building deeper client relationships by understanding their true emotional motivations. Mastering the art of selling without feeling like a salesperson is crucial. By shifting from providing digital files to personalized image reveals, you can significantly boost your revenue. Real-life examples provide powerful insights into how small changes can lead to substantial financial gains and greater client satisfaction. Tune in to discover how to create meaningful connections and guide clients smoothly through their investment, ensuring a seamless and profitable sales experience.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:01):
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 (00:21):
Today we're going to dive into this whole idea of how
on earth do I find those reallyhigh paying portrait clients.
You might hear photographerssaying they have five or 10 or
even 15 and $20,000 sales andyou're like that sounds crazy.
How is that even possible?
So we're going to talk aboutthat idea today of where those
clients come from and really thesecrets to getting those high
(00:45):
paying clients.
Now you probably think I'mgoing to talk about marketing or
how to get those people throughyour door, but in all reality,
those people could already bethere in your business.
They could be the clients thatyou already have that are maybe
just spending a few hundreddollars.
You see, the thing is is thatyou haven't given them the
(01:05):
opportunity to spend thousandsof dollars in the right way, so
you don't know if those peoplethat you already have are
willing to pay thousands ofdollars for their portraits.
High paying clients are notfound.
They really are created, andthere are a number of things
that you need to do to make surethat you're creating those
clients that are ready andwilling to pay thousands of
(01:27):
dollars with you in yourportrait business, and today
we're going to talk about fourof those things that you can do
today to start to create thosehigh paying portrait clients.
The first thing I want to talkabout is normalizing the idea of
clients investing thousands ofdollars on their portrait.
You see, if people don't knowthat it's normal and that
(01:47):
everybody spends thousands ofdollars on their portraits, then
they're probably not going tospend thousands of dollars on
their portraits.
We have to normalize this in asense so that our clients think
well, this is what everyone does.
So I should do this too, and Iwant to tell you a bit of a
story here.
I had a client that we were ontheir reveal and her husband
(02:10):
said something like sweetie, wecan't, we can't do this every
year.
We can't spend this much moneyon our portraits every year.
This is more than we normallyspend.
And she said no, no, no, no,this isn't something we're going
to do every year.
What Corinda does is differentthan what those other
photographers do.
Corinda makes art and we'regoing to put that out on our
(02:30):
walls.
And we're going to come back toCorinda.
When we have important thingsin life, like when our daughter
graduates or we have a big lifeevent, we're going to come back
to Corinda for those importantthings.
Between the times, we'll goback to those other cheap
photographers Between the timeswe'll go back to those other
cheap photographers, but they'renot the same as Corinda and in
that moment it clicked.
She knew that it was normal andthat people invested thousands
(02:51):
of dollars with me.
And she knew that what I wasdoing was different than what
those other photographers shehad gone to were doing.
And she was ready and willingand excited to spend five or 10
times more than what shemight've spent in the past with
other photographers, because sheknew what I was doing was
different and she knew thatinvesting thousands of dollars
(03:13):
with me was normal.
And you know what?
Although you might not be therejust yet and you might not be
at a place where you'reconvinced that your clients will
spend thousands of dollars withyou, just know that there are
hundreds of thousands ofphotographers out there in this
world, in tiny towns and bigcities in different countries in
America, in Europe, inAustralia that have clients that
(03:36):
are investing $5,000, $10,000,$15,000, or even maybe $20,000
or more on their portraits.
This is a normal thing thathappens in the photography world
.
And if me saying this to yousounds like absolutely crazy and
like insanity, well, I'm hereto tell you that it's not.
It is normal and it can benormal for you and your business
.
The first step here is reallyeducating our clients on the
(03:56):
fact that it is normal thatthey're going to spend thousands
of dollars on their portraits.
In doing so, we also have toshare the value of what we
create and make sure that theyknow and feel good about the
fact that they're going to spendthousands of dollars with us,
which might be more than theperson they could go to down the
(04:17):
road.
You see, that client of mineknew and she felt good about the
fact that she was going tospend way more money with me
because she knew the value inwhat I created for her and she
was okay with that because I hadeducated her and I had done my
part in normalizing that for mybusiness and my clients.
(04:38):
If you're not sitting there andjust very bluntly saying to your
clients when you first talk tothem, yeah, you know what my
clients spend on average of fiveor $6,000 in their portraits,
then they're probably nevergonna spend five or $6,000 on
their portraits.
And if you are saying thosenumbers or you are saying that
average but you're not sayingbig numbers, because they scare
you and you're afraid you'regonna scare people off.
(05:00):
Let's say you're telling peopleyour clients spend on average
of two or $3,000 and that's allthey're spending and you're like
, but I really want to make fiveor $6,000 per client.
Well then, start telling yourclients that your clients, on
average, spend that five or$6,000.
Simply doing that and sayingthose words in those numbers
opens up a whole new world ofopportunity and possibilities
(05:21):
for what your clients mightinvest because you have prepared
them for that opportunity.
Now, if you're not saying thosenumbers because you were scared
of what clients are going to sayor how they're going to react
or what's going to happen, thenthat tells me you have a bit of
mindset work to do.
That tells me that you need todig into those money, mindset,
fears, those limiting beliefsthat surround money in your
(05:44):
personal life and in yourbusiness.
And you need to start toembrace and love the idea and
the concept of those clientsspending thousands of dollars
with you.
And you need to be okay withsaying those numbers confidently
, because you can't saysomething like my clients spend
five or $6,000.
No, you have to say my clientsspend five or $6,000 on their
portraits all the time.
It's totally normal.
(06:05):
You have to say my clientsspend five or six thousand
dollars on their portraits allthe time.
It's totally normal.
You have to say it boldly andconfidently and be okay with
knowing that that exists in yourbusiness.
The second thing we want to talkabout is we have to provide an
experience that is worthy of ourclients investing thousands of
dollars and, to take this a stepfurther, we have to be able to
(06:25):
explain this experience to ourclients and we have to leave our
clients saying, wow, that's all.
That's all.
You're going to charge me forall of that work you're doing.
That's amazing.
Of course, I would pay that.
It's so worth it.
When you initially talk topotential clients and share what
(06:46):
your clients invest and you'veshared the process with them
they should say, wow, that's all.
That sounds amazing.
Yeah, let's do it.
This reaction comes because theyrealize that you aren't just a
photographer.
They call you thinking you'rejust a photographer, and then
you get them on the phone andyou educate them about all of
(07:06):
the amazing things you do forthem and how you solve their
problems and about the fact thatyou're going to go above and
beyond what they're used to andsuddenly they understand why
your clients are paying youthousands of dollars and why
those other photographers arejust charging hundreds of
dollars.
They start to realize thatyou're not just a photographer,
(07:28):
that you're an interior designer, a stylist, an artist and,
lastly, that you're aphotographer but really the
photography piece of it's tiny,and you know that if you're
running a business, you know theamount of time that you
actually spend as a photographer, behind your camera, is
minuscule.
But our clients have thisperception that that's all we do
(07:48):
, so we have to educate them onthe fact that we do a lot of
other things for them.
When we start to look athigh-end businesses, we start to
realize that high-endbusinesses do one thing really,
really well they serve theirclients and they take care of
every single problem or worrythat their client could have.
(08:09):
Before their client even hastime to vocalize those fears or
those worries to them, Ahigh-end business steps in and
they say, hey, I'm going to takecare of A, b, c, d, e, f
through Z.
They address those fears andworries that are deep rooted
inside of their clients, evenwhen our clients don't really
(08:30):
know that that's a fear or aworry.
When we do this, we're simplytaking away all of our clients'
excuses not to do theirportraits.
We're saying don't worry, Iknow you're going to be
concerned about the way you look, without saying that right.
So we say I'm going to pose youand guide you and direct about
the way you look, without sayingthat right.
So we say I'm going to pose youand guide you and direct you
the day of your session so youknow exactly what to do.
(08:50):
So you look beautiful andstunning.
I'm going to dress you and helpstyle you in a way that's going
to be flattering for your bodyand for the look you're going to
achieve and for the home decorthat you have and what your
space looks like, so that whenwe hang those portraits up in
your room, your portraits aregoing to look stunning in your
(09:11):
room and in your space.
We're saying to them don'tworry, if your dog is an idiot
and your dog is crazy, we'restill going to be able to do it.
I know all the tricks to dealwith those crazy dogs and,
honestly, it's okay.
They can be crazy and wild, wecan still create great portraits
.
We tell the mom whose daughterhas a pony not to worry about
the fact that her pony has anattitude and might be a little
(09:33):
snarky about things and mightnot love standing still.
We tell her not to worrybecause we're going to take care
of that.
We're going to guide and directher daughter and tell her
daughter exactly what to do andhow to handle her pony.
And even if her pony is being awiggly worm, we are still going
to be able to get thoseportraits that she wants of her
daughter and they are stillgoing to look magical.
(09:53):
And she's not going to see allthe wiggly worries that are
happening in that moment.
Instead, she's going to seethat split second where I
grabbed when her pony was stillfor a tiny little millisecond.
We take care of our clients'worries, their fears, any
potential thing that they mightbe using to say I don't know if
(10:14):
I'm ready to do the portraits, Idon't know what I'm going to
wear, I don't know how I'm goingto get my kids ready, I don't
know how I'm going to bribe myhusband to make him be a part of
this.
We're going to tell them fromthe get-go, from the very first
conversation I got you I'm goingto take care of all of these
things.
Here's how I'm going to serveyou and make your life easy.
You shouldn't have to lift afinger.
In all reality, high-endbusinesses are really about
(10:43):
taking care of all the things,so their clients don't have to.
So my question for you is areyou taking care of all the
things for your clients?
Are you removing all of theirbarriers, all of their worries,
all of their fears, all of thosefrustrations that surround
booking their portrait session?
Or are you just showing up as aphotographer and taking their
photos?
And, in all reality, part ofproviding this experience and
portraying this experience toour clients is getting to know
(11:06):
them.
First, we have to get to knowthem.
We have to get to know them asa person, to know who they are,
what their needs, what theirdesires are, and then we can
explain to them how we're goingto solve their problems and take
care of everything for them.
The next thing we want to talkabout is having pricing that is
set up to make those five, 10,or even 15, $20,000 sales a
(11:29):
possibility.
If you look at your currentpricing and business structure,
can your clients even spend like$5,000 with you?
What about $10,000?
What about $15,000?
, $20,000?
Maybe $30,000?
What about $50,000?
If you're sitting therethinking there's no way my
clients could even get to $5,000for my business, then your
(11:50):
numbers need some work.
Your business system needs somework.
Now, in saying this, I'll bereal honest with you.
It doesn't mean that everyclient has to spend $5,000 or
$10,000 or more.
You can have budget-friendlyoptions.
You can still serve your $1,000clients, you can serve your
$5,000 clients and you can alsoserve $50,000 clients, all with
(12:13):
the same process, systemexperience.
And you can love your $1,000clients the same that you love
your $30,000 clients.
But in order to have this, wehave to have our pricing set up
in a way that gives us thisopportunity.
Here's the thing Are you evengiving your clients the
opportunity to spend thousandsof dollars, or are you just
(12:36):
assuming that they never will,so you're not opening up the
door to see if they walk throughthat door?
That could be the case.
I have a coaching client thatrecently joined our program and
just last night she sent me amessage and she was like Corinda
and I was like oh no, whathappened?
This has to be good, hopefullyit's good.
(12:57):
And she said I did it.
I did my first reveal and theyspent $2,900.
I didn't prep them, I didn't doanything because I had no idea
that this was a possibility.
And, honestly, my friend Jamie,who'd been over here telling me
that this was a possibility, Ithought she was crazy.
I know she kept telling me thatI could do this and I know she
(13:20):
kept saying that I needed you inmy life.
But I didn't believe her.
And when you told me thatclients could spend thousands of
dollars, I kind of didn'tbelieve you either.
But I decided that I wouldtrust and see what happened.
So I took my clients that havebooked on my pricing.
I honored my pricing that I had, but I simply gave her the
opportunity to really buy wallart and I helped her.
(13:43):
I stepped in and I said let mehelp you, let me guide you, Let
me direct you, let me be ofservice to you.
And they spent $2,900 on theirportraits.
If I wouldn't have hired youthree days ago, if I wouldn't
have listened to that advice yougave me when I signed up for
the program, if I wouldn't havewent in headfirst to this
(14:07):
experience and said I'm going totry it and I'm going to see
what happens, I would have leftthat $2,900 on the table right.
And that's what it's about.
Her clients were spending like$500 or $600 with her before and
all of a sudden she just made avery few small subtle changes
(14:28):
in the very last minute withthis client and said let me help
you.
And the client was thrilled.
And the client was excited tobe able to buy wall art.
And that's what happens.
It happens time and time again.
If you're sitting there lookingat your price list and you're
like, nope, that's not apossibility.
They couldn't even spend a fewthousand dollars.
(14:50):
I mean nonetheless, five or 10or 20.
What would have to happen foryour clients right now to spend
$5,000?
What would they have to buy?
If they would have to buy 20pieces of wall art, then that's
going to be hard to do.
But if you have your pricingset up correctly and maybe you
have one piece of wall art thatcosts $5,000, then that's going
to be a real reality for you andyour business soon.
(15:13):
If you're sitting there and allof your digital files are
priced at like $600 or $1,000 or$1,500, whatever it may be, it
might be really hard to sellabove that price point.
If your most expensive piece ofwall art is $500, you're going
to have to sell a lot of $500pieces of art to get to a $5,000
(15:34):
sale.
If your album with 30 portraitsis only $750, it's going to be
real hard to get to those biggernumbers.
Plus, if those are your numbers, you're most likely sitting
there working for minimum wageor less.
You're feeling burnt out,you're feeling frustrated.
You're feeling like you'redoing so much work and not
making any money.
(15:54):
You feel like you need 15 or 20clients a month to make money.
As a photographer and in allreality, most of my coaching
clients and most photographersthat I talk with they really
only need around six clients amonth, 10 months out of the year
, and they need those sixclients to spend like four or
$5,000 with them.
(16:14):
If you had six clients a month,10 months out of the year that
we're spending $5,000, you hadsix clients a month, 10 months
out of the year that we'respending $5,000, that would
bring in $300,000 in revenue andif your products are set up
profitably and your business isset up the correct way, you can
expect to see about 40% of that$300,000 going in your pocket,
(16:36):
which means you would be making$120,000 a year from your
business by only having sixclients a month, 10 months out
of the year.
If you can get to those $5,000sales, imagine that.
What would that feel like?
Those of you that are justsitting out there and you're
doing 10 clients a month andyou're making $500 from each of
(16:58):
those 10 clients.
Can you imagine making thatsame amount of money from one
client?
What would that feel like?
What would that change for you?
What would that change for yourfamily, your business, your
future, the legacy you get toleave behind?
How could you give back?
Because you're paid well as aphotographer and as an artist?
(17:18):
Also, I think that this is agood time to point out that your
products need to be pricedappropriately.
For this to work, they need tobe marked up the right way.
This means that your cost ofgoods sold should be somewhere
between 15 and 25%, although Iactually recommend your cost of
goods sold being less than 20%.
So what are your productsmarked up like?
(17:42):
If you've doubled the price ofyour products or even tripled
them, that's not enough.
Your products should be markedup five times to be at 20% COGS
or less.
Five times, that means ifsomething costs you $100, you
need to be selling it for $500.
If you sell that $500 item thatcosts you $100, right?
(18:08):
$100 goes towards the cost ofthe product, $200 goes in your
pocket, another $100 goestowards your expenses in your
business and the rest of that'sgoing to go towards taxes and
savings.
If you haven't listened to thepodcast episode called what
should my session fee be?
Make sure you go back and youlisten to that episode.
(18:29):
It is a really good episodethat breaks down this idea and
the percentages of where moneygoes in your business, which is
going to be super helpful, goingforward and really starting to
understand your numbers and yourfinancials and your business.
Let's move on to point numberfour.
In order to sell something andto make money doing this, you
have to learn to sell withoutfeeling like a sleazy
(18:52):
salesperson.
What does this mean?
It just means that we have tosell in a way that is not salesy
.
We don't want our clients tofeel like they went to the used
car lot and that salesman istrying to get them to walk away
with that cary.
We don't want our clients tofeel like they went to the used
car lot and that salesman istrying to get them to walk away
with that car that they reallydon't want.
The key to getting to sellwithout feeling like a
salesperson is really preparingour clients for the possibility
(19:17):
of spending money with us,educating them on that before
they even come through our door.
But once they come through ourdoor, continuing that education.
We also have to get to know ourclient's needs and desires and
know exactly who they are as aperson, what's important to them
, what they value and what theyreally want out of this
(19:38):
experience on a deeper level,because your client might come
to you and say, I want somepictures of my dog or my horse
or my family, but in all reality, what they want is something
deeper than that.
It's something more than that.
It's that they want thatportrait to capture the essence
of who their teenage daughter isbefore she leaves and goes off
to college.
(19:58):
It's because they want thatpicture of their dog running at
them full speed, because one daythey know their dog's not going
to be there and they know thatthey want to be able to see that
silly face up on their wall andfeel that each and every day.
Now your client might not beable to put that into words, but
once you get to know them andonce you ask them about
(20:19):
themselves and their life andwhat's important to them and
what they value and really theroot of why they're booking this
portrait session, you're goingto be able to help them stitch
together these pieces and createthis story and this journey of
what they really do truly wantto create based on what they
value.
So it really starts with that.
(20:40):
It starts with asking questionsand getting to know them what's
important to them, what aretheir needs and what are their
desires, and then educating themon how you can serve them and
fulfill those needs and desiresthat they have.
Now a lot of it comes down toasking questions, and when I say
asking questions, you can beasking all the right questions
in all the wrong ways.
Asking questions the right way,all the right questions in all
(21:05):
the wrong ways, asking questionsthe right way can be something
as simple as a tiny littlenuance in the way you're asking
the question and, honestly,these tiny little nuances can
make a big impact on whether youhave a great sale, a mediocre
sale or no sale at all.
So if you would just ask yourclient, hey, what do you want to
do with your pictures?
They're probably going to say Iwant some for social media.
(21:26):
If you say to your client, whatdo you want to do with your
photos?
Do you know where you want todisplay them in your home?
They might say I don't know, Ihadn't really thought about that
.
Maybe I should.
But if you ask your client thatquestion and then you continue
to paint the picture of whatthat can look like, they're
going to fall in love with thatidea and they're going to say oh
(21:47):
my gosh, yes, that is exactlywhat I need.
I need that picture of my dog onthe wall running full speed
ahead right at me in my entryway.
So I see it every day before Iwalk out of the house.
Or they might say you know what?
We do need that big familyportrait over our mantle because
we don't have anything there.
We have a mirror there.
(22:07):
Why don't we have a familyportrait there?
We don't have any familyportraits on our walls.
Actually, we should have thatfamily portrait of everybody
being unique and quirky inthemselves and really showing
their own personalities over thefireplace, because our family
is super cool and quirky andeverybody kind of has their own
thing they do, and it'd be socool if we could celebrate that
(22:27):
and show every person that comesin our house that feeling of
our family being unique andspecial and quirky.
Right, asking the rightquestions in the wrong way can
mean the difference between agreat sale and no sale at all.
It's also about making 110%sure that they're prepared and
ready for the entire experienceand for investing in art for
(22:51):
their homes.
This means we can't just talkabout something once or twice or
three times.
We need to drill this into ourclients' heads.
We need to be talking about theexperience, the investment, the
outcome and what that lookslike for them 10 times or more
in 10 different ways.
So have you ever had a clientthat came through your business
(23:13):
and they were like man, really,that's how that works.
I wasn't ready for that.
Chances are it's because youdidn't talk about it 10 times in
10 different ways.
That is extremely important andI remember back in the early
days of my business when I hadclients that would come through
and be like wait, I didn't knowthis worked that way.
Wait, I have to buy photos.
Wait, I don't get all thedigitals or whatever it was and
(23:36):
what I started to realize wasthat the reason that people felt
like that was because I hadn'ttalked to them about it enough.
Maybe I'd send an email or aprep guide or a product guide,
but they didn't read it, theydidn't look through it.
I quickly realized that theonly way to do this and to
prepare people the right way isjust to have real, genuine
conversations with our clientsLooking to create more magic in
(24:04):
your business.
Make sure you join us over inyour Magic Year.
Your Magic Year is our newyear-long program designed to
help give you direction andguidance as you move throughout
the next year in your business.
Together, we're going to workthrough quests each and every
month.
We're going to have a magicaltraining every month to give you
guidance and direction, but,most importantly, you're going
to be surrounded in a communityof people that are also working
(24:26):
towards the same goals asyourself, so you don't have to
feel alone.
Check out the link in the shownotes and to do this in a lot of
different ways to get them tothe end points, so that they
feel prepared and they know whatto expect.
The reason that I say we needto be preparing our clients at
(24:48):
least 10 different times in 10different ways is because if we
miss one or two of those points,or if our client's busy or
distracted one or two of thosetimes, then at least we know we
had some other points in therethat hopefully, out of all 10 of
these times, one of the timeswe said it it really sunk into
their head and they reallystarted to understand it.
(25:10):
So we can't rely on justsending an email.
We can't rely on a page on ourwebsite to tell them.
We can't rely on someinformation in our contract.
No, we need to rely on a ton ofhigh touch person to person
interactions with our clients tomake sure they're fully
educated and prepared.
In all reality, selling withoutfeeling like a salesperson is
(25:32):
about planting the seeds of thesale and watering them over and
over and over again so that whenyou get to your image reveal
after the session takes place,your clients are ready to invest
and they know exactly what theywant.
So you're just helping themfinalize their plans by
selecting their portraits,deciding what size and what
(25:55):
finish.
If your client wants an album,they should already know or have
an idea that they want an albumbefore they get to that reveal.
If your client wants wall artfor their living room and their
bedroom and their entryway, theyshould already know that or
have an idea of that before theyget to their reveal.
They should also have an ideaof what that looks like
investment-wise.
They should have an idea thatif they buy an album and a piece
(26:18):
of wall art, they're going tospend about $4,000 or $5,000.
They should know that if theywant larger than life portraits
of their dog or their horse ortheir family in multiple rooms
of their home, that they mightwant to spend $10,000.
They should know these thingsbecause you have educated them
on that.
And it's a really cool feelingwhen you get to a reveal and
your client is prepared and yourclient is taking notes through
(26:40):
the process and they're sittingdown there with their piece of
paper and they're like, okay.
So when we talked, I rememberwe talked about this album and I
really think I want to do analbum and I think I want to do
the small one.
I might do the big one.
Let's just kind of see what weend up with with wall art and
stuff.
Okay, then I know I'm going towant at least one piece of wall
art and probably a canvas, and Iknow you said that your canvas
is around this price point.
(27:01):
So I think if we do the albumand the canvas around this price
point, I'm probably going tospend about this.
So that's kind of where I'mthinking I would like to be.
Let's just kind of see.
And when you get to a revealand your client straight up is
like blah, blah, blah, blah,blah, blah.
Here's what I have in mind.
I know we're going to do thisand that you're like yes, I did
my job.
If you're getting to your revealafter your session, or if
(27:22):
you're delivering galleries toyour clients, even in your
clients are like wait, what Idon't just get to download all
of these, it's because youhaven't prepared them properly.
So what I want you to do todayis I want you to take these four
things and I want you to startto think like man, am I missing
out on these four steps?
Is this why I don't haveclients that are ready and
(27:42):
willing to invest thousands ofdollars on their portraits?
Could those clients be rightthere in front of me?
And I want to tell you anotherstory about a coaching client.
This coaching client came to meand she was doing shoot and
burn and she was delivering allof her digital files.
And she was like you know what?
I'm just going to offer this tomy clients that booked, getting
all their digital files, andsay, would you like an image
(28:02):
reveal?
Would you like some wall art?
Would you like an album?
And see what happens.
And she did In her first clientthat she offered this
experience to that booked,getting all their digital files.
She still gave them all theirdigital files, but she just got
on a reveal with them.
She helped them narrow downtheir portraits, pick out their
favorites.
She talked about wall art.
She created wall art mock-upsfor them.
(28:24):
That client that had alreadygotten all of their digital
files spent $16,000 with her$16,000.
They bought multiple pieces ofwall art, they bought multiple
albums even, and they alreadyhad their digital files.
They had no idea when theybooked that that was a
possibility.
But as soon as she realizedthat was a possibility, she
(28:45):
opened up the door and sheinvited them to walk through it
and they didn't have to buyanything.
There was no forcing, there wasno like you have to do this or
else no, it was just genuinely ahey, I'm doing this cool new
thing.
Do you want to be a part of it?
Let's do it.
And they walked right throughthe door and they were happy to
(29:05):
do so.
Consider how much money shewould have been leaving on the
table if she wouldn't haveopened that door.
The other coaching client that Itold you about that messaged me
last night.
She made an extra $2,400, let'ssay, on that client than what
she would have made before Ifshe would have just stuck with
what she was doing in the past.
Now let's consider this.
Let's consider thatphotographer has, oh, let's say,
(29:28):
eight clients a month and she'smaking an extra $2,500 per
client.
That's an extra what?
$10,000.
Is that right?
Yeah, that's an extra $10,000that she's going to put in her
pocket each month.
That's an extra $10,000 thatshe's going to put in her pocket
each month just from making avery subtle change in what she
was doing, just from decidingshe was going to put herself on
(29:50):
the line and she was going to dothe scary thing.
And she did it, and she knewthat other people were doing
this for months, but she decidedto wait.
And when she finally decidedthat she wasn't going to wait
anymore, everything changed.
So, regardless of where you'reat, when you're listening to
this right now, whether you area brand new business owner,
whether you are making a fewhundred dollars from your
(30:12):
clients and providing all thedigital files, whether you're
new in your journey to in-personsales and you're already doing
image reveals, just know thatall of these things are
incredibly important for you.
Regardless of where you're at,these things and these four
points that I laid out todaywill make you hundreds of
thousands of dollars in the nextfew years If you learn to use
(30:33):
them and you really lean intothese things.
I can guarantee you guys, thereason that I'm on here doing
this podcast, the reason thatI'm on here sharing these things
, the reason I have a Facebookgroup where I pour into people
that haven't paid me a dime, isbecause I want to see all of
y'all making money.
I want to see all of y'all bewildly successful.
(30:53):
I want to see y'all pop into myDMs and be like oh my gosh,
karinda, I listened to a podcastepisode and I had a $2,500 sale
and I had only made a fewhundred dollars before today.
I want to hear those storiesand I want to see you be
successful and I want to bethere to cheer you on.
So please know that if you'regoing through this journey and
you're listening to theseepisodes and you're like, oh my
(31:15):
gosh, this is crazy, but likeman, that would be cool, know
that you're not alone.
Know that there's a communityfor people just like you.
Know that we have a privateFacebook group for our followers
.
It's Photography Business, tuneUp with Corinna Kay.
If you have not joined, makesure you go join us over there,
because there are so many otherpeople out there that are going
through this journey with youand, honestly, I don't want you
(31:38):
to feel alone.
Send me a message, tell meyou've listened to the podcast.
I don't want you to feel alone,you know.
Send me a message, tell meyou've listened to the podcast,
share what you're learning.
I'm here to chat with you aswell.
Also, I do diagnostic callswith people all the time.
I am happy to hop on a call withyou, chat about your business,
see where you're at and helpcreate a game plan or a strategy
(32:00):
to move you forward in yourbusiness, whether there is some
sort of blog, podcast episode orother resource I can send you
to, or it's like you know what?
Our program is perfect for you.
Our coaching program reallytruly is built in a way that,
regardless of what phase you'reat, we have something for you.
Whether you already have $2,500sales and you want to get to
$5,000 sales, or even if you'reonly charging $200 right now and
(32:23):
you're giving away all thosedigital files, we have a place
for you to grow and to learn andto expand and to start to make
more money as a photographer.
Thank you for spending yourtime here with us.
I hope that this episode hasbeen super helpful for you and I
cannot wait to hear how youstart to implement these four
things of normalizing the ideaof clients investing thousands
(32:45):
of dollars on portraits,providing that experience that
is worthy of clients spendingthousands of dollars with you,
so that when you tell them howmuch your clients spend, they're
going to say, wow, that's all.
Having your pricing set up sothat it makes these five, 10, 15
or $20,000 sales a possibility,makes these five, 10, 15, or
(33:07):
$20,000 sales a possibility.
And, lastly, that you can learnhow to sail without feeling
like a sleazy salesperson orlike feeling like you have to
use high pressure salestechniques and negotiations
because you don't.
These four things are going tomake a huge difference in your
life and I cannot wait to hearhow you're feeling after
listening to this episode.
Send us a DM atmasteryourmindmoney and let us
know how you're feeling afterlistening to this episode.
Send us a DM at master yourmind money and let us know how
you're feeling about thisepisode and what things you're
going to do today to startimplementing these four things
(33:29):
in your business.
Speaker 1 (33:30):
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
(33:51):
Facebook group PhotographyBusiness Tune-Up with Karinda
Kay.
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 (00:21):
Today we're going to dive into this whole idea of how
on earth do I find those reallyhigh paying portrait clients.
You might hear photographerssaying they have five or 10 or
even 15 and $20,000 sales andyou're like that sounds crazy.
How is that even possible?
So we're going to talk aboutthat idea today of where those
clients come from and really thesecrets to getting those high
(00:45):
paying clients.
Now you probably think I'mgoing to talk about marketing or
how to get those people throughyour door, but in all reality,
those people could already bethere in your business.
They could be the clients thatyou already have that are maybe
just spending a few hundreddollars.
You see, the thing is is thatyou haven't given them the
(01:05):
opportunity to spend thousandsof dollars in the right way, so
you don't know if those peoplethat you already have are
willing to pay thousands ofdollars for their portraits.
High paying clients are notfound.
They really are created, andthere are a number of things
that you need to do to make surethat you're creating those
clients that are ready andwilling to pay thousands of
(01:27):
dollars with you in yourportrait business, and today
we're going to talk about fourof those things that you can do
today to start to create thosehigh paying portrait clients.
The first thing I want to talkabout is normalizing the idea of
clients investing thousands ofdollars on their portrait.
You see, if people don't knowthat it's normal and that
(01:47):
everybody spends thousands ofdollars on their portraits, then
they're probably not going tospend thousands of dollars on
their portraits.
We have to normalize this in asense so that our clients think
well, this is what everyone does.
So I should do this too, and Iwant to tell you a bit of a
story here.
I had a client that we were ontheir reveal and her husband
(02:10):
said something like sweetie, wecan't, we can't do this every
year.
We can't spend this much moneyon our portraits every year.
This is more than we normallyspend.
And she said no, no, no, no,this isn't something we're going
to do every year.
What Corinda does is differentthan what those other
photographers do.
Corinda makes art and we'regoing to put that out on our
(02:30):
walls.
And we're going to come back toCorinda.
When we have important thingsin life, like when our daughter
graduates or we have a big lifeevent, we're going to come back
to Corinda for those importantthings.
Between the times, we'll goback to those other cheap
photographers Between the timeswe'll go back to those other
cheap photographers, but they'renot the same as Corinda and in
that moment it clicked.
She knew that it was normal andthat people invested thousands
(02:51):
of dollars with me.
And she knew that what I wasdoing was different than what
those other photographers shehad gone to were doing.
And she was ready and willingand excited to spend five or 10
times more than what shemight've spent in the past with
other photographers, because sheknew what I was doing was
different and she knew thatinvesting thousands of dollars
(03:13):
with me was normal.
And you know what?
Although you might not be therejust yet and you might not be
at a place where you'reconvinced that your clients will
spend thousands of dollars withyou, just know that there are
hundreds of thousands ofphotographers out there in this
world, in tiny towns and bigcities in different countries in
America, in Europe, inAustralia that have clients that
(03:36):
are investing $5,000, $10,000,$15,000, or even maybe $20,000
or more on their portraits.
This is a normal thing thathappens in the photography world
.
And if me saying this to yousounds like absolutely crazy and
like insanity, well, I'm hereto tell you that it's not.
It is normal and it can benormal for you and your business
.
The first step here is reallyeducating our clients on the
(03:56):
fact that it is normal thatthey're going to spend thousands
of dollars on their portraits.
In doing so, we also have toshare the value of what we
create and make sure that theyknow and feel good about the
fact that they're going to spendthousands of dollars with us,
which might be more than theperson they could go to down the
(04:17):
road.
You see, that client of mineknew and she felt good about the
fact that she was going tospend way more money with me
because she knew the value inwhat I created for her and she
was okay with that because I hadeducated her and I had done my
part in normalizing that for mybusiness and my clients.
(04:38):
If you're not sitting there andjust very bluntly saying to your
clients when you first talk tothem, yeah, you know what my
clients spend on average of fiveor $6,000 in their portraits,
then they're probably nevergonna spend five or $6,000 on
their portraits.
And if you are saying thosenumbers or you are saying that
average but you're not sayingbig numbers, because they scare
you and you're afraid you'regonna scare people off.
(05:00):
Let's say you're telling peopleyour clients spend on average
of two or $3,000 and that's allthey're spending and you're like
, but I really want to make fiveor $6,000 per client.
Well then, start telling yourclients that your clients, on
average, spend that five or$6,000.
Simply doing that and sayingthose words in those numbers
opens up a whole new world ofopportunity and possibilities
(05:21):
for what your clients mightinvest because you have prepared
them for that opportunity.
Now, if you're not saying thosenumbers because you were scared
of what clients are going to sayor how they're going to react
or what's going to happen, thenthat tells me you have a bit of
mindset work to do.
That tells me that you need todig into those money, mindset,
fears, those limiting beliefsthat surround money in your
(05:44):
personal life and in yourbusiness.
And you need to start toembrace and love the idea and
the concept of those clientsspending thousands of dollars
with you.
And you need to be okay withsaying those numbers confidently
, because you can't saysomething like my clients spend
five or $6,000.
No, you have to say my clientsspend five or $6,000 on their
portraits all the time.
It's totally normal.
(06:05):
You have to say my clientsspend five or six thousand
dollars on their portraits allthe time.
It's totally normal.
You have to say it boldly andconfidently and be okay with
knowing that that exists in yourbusiness.
The second thing we want to talkabout is we have to provide an
experience that is worthy of ourclients investing thousands of
dollars and, to take this a stepfurther, we have to be able to
(06:25):
explain this experience to ourclients and we have to leave our
clients saying, wow, that's all.
That's all.
You're going to charge me forall of that work you're doing.
That's amazing.
Of course, I would pay that.
It's so worth it.
When you initially talk topotential clients and share what
(06:46):
your clients invest and you'veshared the process with them
they should say, wow, that's all.
That sounds amazing.
Yeah, let's do it.
This reaction comes because theyrealize that you aren't just a
photographer.
They call you thinking you'rejust a photographer, and then
you get them on the phone andyou educate them about all of
(07:06):
the amazing things you do forthem and how you solve their
problems and about the fact thatyou're going to go above and
beyond what they're used to andsuddenly they understand why
your clients are paying youthousands of dollars and why
those other photographers arejust charging hundreds of
dollars.
They start to realize thatyou're not just a photographer,
(07:28):
that you're an interior designer, a stylist, an artist and,
lastly, that you're aphotographer but really the
photography piece of it's tiny,and you know that if you're
running a business, you know theamount of time that you
actually spend as a photographer, behind your camera, is
minuscule.
But our clients have thisperception that that's all we do
(07:48):
, so we have to educate them onthe fact that we do a lot of
other things for them.
When we start to look athigh-end businesses, we start to
realize that high-endbusinesses do one thing really,
really well they serve theirclients and they take care of
every single problem or worrythat their client could have.
(08:09):
Before their client even hastime to vocalize those fears or
those worries to them, Ahigh-end business steps in and
they say, hey, I'm going to takecare of A, b, c, d, e, f
through Z.
They address those fears andworries that are deep rooted
inside of their clients, evenwhen our clients don't really
(08:30):
know that that's a fear or aworry.
When we do this, we're simplytaking away all of our clients'
excuses not to do theirportraits.
We're saying don't worry, Iknow you're going to be
concerned about the way you look, without saying that right.
So we say I'm going to pose youand guide you and direct about
the way you look, without sayingthat right.
So we say I'm going to pose youand guide you and direct you
the day of your session so youknow exactly what to do.
(08:50):
So you look beautiful andstunning.
I'm going to dress you and helpstyle you in a way that's going
to be flattering for your bodyand for the look you're going to
achieve and for the home decorthat you have and what your
space looks like, so that whenwe hang those portraits up in
your room, your portraits aregoing to look stunning in your
(09:11):
room and in your space.
We're saying to them don'tworry, if your dog is an idiot
and your dog is crazy, we'restill going to be able to do it.
I know all the tricks to dealwith those crazy dogs and,
honestly, it's okay.
They can be crazy and wild, wecan still create great portraits
.
We tell the mom whose daughterhas a pony not to worry about
the fact that her pony has anattitude and might be a little
(09:33):
snarky about things and mightnot love standing still.
We tell her not to worrybecause we're going to take care
of that.
We're going to guide and directher daughter and tell her
daughter exactly what to do andhow to handle her pony.
And even if her pony is being awiggly worm, we are still going
to be able to get thoseportraits that she wants of her
daughter and they are stillgoing to look magical.
(09:53):
And she's not going to see allthe wiggly worries that are
happening in that moment.
Instead, she's going to seethat split second where I
grabbed when her pony was stillfor a tiny little millisecond.
We take care of our clients'worries, their fears, any
potential thing that they mightbe using to say I don't know if
(10:14):
I'm ready to do the portraits, Idon't know what I'm going to
wear, I don't know how I'm goingto get my kids ready, I don't
know how I'm going to bribe myhusband to make him be a part of
this.
We're going to tell them fromthe get-go, from the very first
conversation I got you I'm goingto take care of all of these
things.
Here's how I'm going to serveyou and make your life easy.
You shouldn't have to lift afinger.
In all reality, high-endbusinesses are really about
(10:43):
taking care of all the things,so their clients don't have to.
So my question for you is areyou taking care of all the
things for your clients?
Are you removing all of theirbarriers, all of their worries,
all of their fears, all of thosefrustrations that surround
booking their portrait session?
Or are you just showing up as aphotographer and taking their
photos?
And, in all reality, part ofproviding this experience and
portraying this experience toour clients is getting to know
(11:06):
them.
First, we have to get to knowthem.
We have to get to know them asa person, to know who they are,
what their needs, what theirdesires are, and then we can
explain to them how we're goingto solve their problems and take
care of everything for them.
The next thing we want to talkabout is having pricing that is
set up to make those five, 10,or even 15, $20,000 sales a
(11:29):
possibility.
If you look at your currentpricing and business structure,
can your clients even spend like$5,000 with you?
What about $10,000?
What about $15,000?
, $20,000?
Maybe $30,000?
What about $50,000?
If you're sitting therethinking there's no way my
clients could even get to $5,000for my business, then your
(11:50):
numbers need some work.
Your business system needs somework.
Now, in saying this, I'll bereal honest with you.
It doesn't mean that everyclient has to spend $5,000 or
$10,000 or more.
You can have budget-friendlyoptions.
You can still serve your $1,000clients, you can serve your
$5,000 clients and you can alsoserve $50,000 clients, all with
(12:13):
the same process, systemexperience.
And you can love your $1,000clients the same that you love
your $30,000 clients.
But in order to have this, wehave to have our pricing set up
in a way that gives us thisopportunity.
Here's the thing Are you evengiving your clients the
opportunity to spend thousandsof dollars, or are you just
(12:36):
assuming that they never will,so you're not opening up the
door to see if they walk throughthat door?
That could be the case.
I have a coaching client thatrecently joined our program and
just last night she sent me amessage and she was like Corinda
and I was like oh no, whathappened?
This has to be good, hopefullyit's good.
(12:57):
And she said I did it.
I did my first reveal and theyspent $2,900.
I didn't prep them, I didn't doanything because I had no idea
that this was a possibility.
And, honestly, my friend Jamie,who'd been over here telling me
that this was a possibility, Ithought she was crazy.
I know she kept telling me thatI could do this and I know she
(13:20):
kept saying that I needed you inmy life.
But I didn't believe her.
And when you told me thatclients could spend thousands of
dollars, I kind of didn'tbelieve you either.
But I decided that I wouldtrust and see what happened.
So I took my clients that havebooked on my pricing.
I honored my pricing that I had, but I simply gave her the
opportunity to really buy wallart and I helped her.
(13:43):
I stepped in and I said let mehelp you, let me guide you, Let
me direct you, let me be ofservice to you.
And they spent $2,900 on theirportraits.
If I wouldn't have hired youthree days ago, if I wouldn't
have listened to that advice yougave me when I signed up for
the program, if I wouldn't havewent in headfirst to this
(14:07):
experience and said I'm going totry it and I'm going to see
what happens, I would have leftthat $2,900 on the table right.
And that's what it's about.
Her clients were spending like$500 or $600 with her before and
all of a sudden she just made avery few small subtle changes
(14:28):
in the very last minute withthis client and said let me help
you.
And the client was thrilled.
And the client was excited tobe able to buy wall art.
And that's what happens.
It happens time and time again.
If you're sitting there lookingat your price list and you're
like, nope, that's not apossibility.
They couldn't even spend a fewthousand dollars.
(14:50):
I mean nonetheless, five or 10or 20.
What would have to happen foryour clients right now to spend
$5,000?
What would they have to buy?
If they would have to buy 20pieces of wall art, then that's
going to be hard to do.
But if you have your pricingset up correctly and maybe you
have one piece of wall art thatcosts $5,000, then that's going
to be a real reality for you andyour business soon.
(15:13):
If you're sitting there and allof your digital files are
priced at like $600 or $1,000 or$1,500, whatever it may be, it
might be really hard to sellabove that price point.
If your most expensive piece ofwall art is $500, you're going
to have to sell a lot of $500pieces of art to get to a $5,000
(15:34):
sale.
If your album with 30 portraitsis only $750, it's going to be
real hard to get to those biggernumbers.
Plus, if those are your numbers, you're most likely sitting
there working for minimum wageor less.
You're feeling burnt out,you're feeling frustrated.
You're feeling like you'redoing so much work and not
making any money.
(15:54):
You feel like you need 15 or 20clients a month to make money.
As a photographer and in allreality, most of my coaching
clients and most photographersthat I talk with they really
only need around six clients amonth, 10 months out of the year
, and they need those sixclients to spend like four or
$5,000 with them.
(16:14):
If you had six clients a month,10 months out of the year that
we're spending $5,000, you hadsix clients a month, 10 months
out of the year that we'respending $5,000, that would
bring in $300,000 in revenue andif your products are set up
profitably and your business isset up the correct way, you can
expect to see about 40% of that$300,000 going in your pocket,
(16:36):
which means you would be making$120,000 a year from your
business by only having sixclients a month, 10 months out
of the year.
If you can get to those $5,000sales, imagine that.
What would that feel like?
Those of you that are justsitting out there and you're
doing 10 clients a month andyou're making $500 from each of
(16:58):
those 10 clients.
Can you imagine making thatsame amount of money from one
client?
What would that feel like?
What would that change for you?
What would that change for yourfamily, your business, your
future, the legacy you get toleave behind?
How could you give back?
Because you're paid well as aphotographer and as an artist?
(17:18):
Also, I think that this is agood time to point out that your
products need to be pricedappropriately.
For this to work, they need tobe marked up the right way.
This means that your cost ofgoods sold should be somewhere
between 15 and 25%, although Iactually recommend your cost of
goods sold being less than 20%.
So what are your productsmarked up like?
(17:42):
If you've doubled the price ofyour products or even tripled
them, that's not enough.
Your products should be markedup five times to be at 20% COGS
or less.
Five times, that means ifsomething costs you $100, you
need to be selling it for $500.
If you sell that $500 item thatcosts you $100, right?
(18:08):
$100 goes towards the cost ofthe product, $200 goes in your
pocket, another $100 goestowards your expenses in your
business and the rest of that'sgoing to go towards taxes and
savings.
If you haven't listened to thepodcast episode called what
should my session fee be?
Make sure you go back and youlisten to that episode.
(18:29):
It is a really good episodethat breaks down this idea and
the percentages of where moneygoes in your business, which is
going to be super helpful, goingforward and really starting to
understand your numbers and yourfinancials and your business.
Let's move on to point numberfour.
In order to sell something andto make money doing this, you
have to learn to sell withoutfeeling like a sleazy
(18:52):
salesperson.
What does this mean?
It just means that we have tosell in a way that is not salesy
.
We don't want our clients tofeel like they went to the used
car lot and that salesman istrying to get them to walk away
with that cary.
We don't want our clients tofeel like they went to the used
car lot and that salesman istrying to get them to walk away
with that car that they reallydon't want.
The key to getting to sellwithout feeling like a
salesperson is really preparingour clients for the possibility
(19:17):
of spending money with us,educating them on that before
they even come through our door.
But once they come through ourdoor, continuing that education.
We also have to get to know ourclient's needs and desires and
know exactly who they are as aperson, what's important to them
, what they value and what theyreally want out of this
(19:38):
experience on a deeper level,because your client might come
to you and say, I want somepictures of my dog or my horse
or my family, but in all reality, what they want is something
deeper than that.
It's something more than that.
It's that they want thatportrait to capture the essence
of who their teenage daughter isbefore she leaves and goes off
to college.
(19:58):
It's because they want thatpicture of their dog running at
them full speed, because one daythey know their dog's not going
to be there and they know thatthey want to be able to see that
silly face up on their wall andfeel that each and every day.
Now your client might not beable to put that into words, but
once you get to know them andonce you ask them about
(20:19):
themselves and their life andwhat's important to them and
what they value and really theroot of why they're booking this
portrait session, you're goingto be able to help them stitch
together these pieces and createthis story and this journey of
what they really do truly wantto create based on what they
value.
So it really starts with that.
(20:40):
It starts with asking questionsand getting to know them what's
important to them, what aretheir needs and what are their
desires, and then educating themon how you can serve them and
fulfill those needs and desiresthat they have.
Now a lot of it comes down toasking questions, and when I say
asking questions, you can beasking all the right questions
in all the wrong ways.
Asking questions the right way,all the right questions in all
(21:05):
the wrong ways, asking questionsthe right way can be something
as simple as a tiny littlenuance in the way you're asking
the question and, honestly,these tiny little nuances can
make a big impact on whether youhave a great sale, a mediocre
sale or no sale at all.
So if you would just ask yourclient, hey, what do you want to
do with your pictures?
They're probably going to say Iwant some for social media.
(21:26):
If you say to your client, whatdo you want to do with your
photos?
Do you know where you want todisplay them in your home?
They might say I don't know, Ihadn't really thought about that
.
Maybe I should.
But if you ask your client thatquestion and then you continue
to paint the picture of whatthat can look like, they're
going to fall in love with thatidea and they're going to say oh
(21:47):
my gosh, yes, that is exactlywhat I need.
I need that picture of my dog onthe wall running full speed
ahead right at me in my entryway.
So I see it every day before Iwalk out of the house.
Or they might say you know what?
We do need that big familyportrait over our mantle because
we don't have anything there.
We have a mirror there.
(22:07):
Why don't we have a familyportrait there?
We don't have any familyportraits on our walls.
Actually, we should have thatfamily portrait of everybody
being unique and quirky inthemselves and really showing
their own personalities over thefireplace, because our family
is super cool and quirky andeverybody kind of has their own
thing they do, and it'd be socool if we could celebrate that
(22:27):
and show every person that comesin our house that feeling of
our family being unique andspecial and quirky.
Right, asking the rightquestions in the wrong way can
mean the difference between agreat sale and no sale at all.
It's also about making 110%sure that they're prepared and
ready for the entire experienceand for investing in art for
(22:51):
their homes.
This means we can't just talkabout something once or twice or
three times.
We need to drill this into ourclients' heads.
We need to be talking about theexperience, the investment, the
outcome and what that lookslike for them 10 times or more
in 10 different ways.
So have you ever had a clientthat came through your business
(23:13):
and they were like man, really,that's how that works.
I wasn't ready for that.
Chances are it's because youdidn't talk about it 10 times in
10 different ways.
That is extremely important andI remember back in the early
days of my business when I hadclients that would come through
and be like wait, I didn't knowthis worked that way.
Wait, I have to buy photos.
Wait, I don't get all thedigitals or whatever it was and
(23:36):
what I started to realize wasthat the reason that people felt
like that was because I hadn'ttalked to them about it enough.
Maybe I'd send an email or aprep guide or a product guide,
but they didn't read it, theydidn't look through it.
I quickly realized that theonly way to do this and to
prepare people the right way isjust to have real, genuine
conversations with our clientsLooking to create more magic in
(24:04):
your business.
Make sure you join us over inyour Magic Year.
Your Magic Year is our newyear-long program designed to
help give you direction andguidance as you move throughout
the next year in your business.
Together, we're going to workthrough quests each and every
month.
We're going to have a magicaltraining every month to give you
guidance and direction, but,most importantly, you're going
to be surrounded in a communityof people that are also working
(24:26):
towards the same goals asyourself, so you don't have to
feel alone.
Check out the link in the shownotes and to do this in a lot of
different ways to get them tothe end points, so that they
feel prepared and they know whatto expect.
The reason that I say we needto be preparing our clients at
(24:48):
least 10 different times in 10different ways is because if we
miss one or two of those points,or if our client's busy or
distracted one or two of thosetimes, then at least we know we
had some other points in therethat hopefully, out of all 10 of
these times, one of the timeswe said it it really sunk into
their head and they reallystarted to understand it.
(25:10):
So we can't rely on justsending an email.
We can't rely on a page on ourwebsite to tell them.
We can't rely on someinformation in our contract.
No, we need to rely on a ton ofhigh touch person to person
interactions with our clients tomake sure they're fully
educated and prepared.
In all reality, selling withoutfeeling like a salesperson is
(25:32):
about planting the seeds of thesale and watering them over and
over and over again so that whenyou get to your image reveal
after the session takes place,your clients are ready to invest
and they know exactly what theywant.
So you're just helping themfinalize their plans by
selecting their portraits,deciding what size and what
(25:55):
finish.
If your client wants an album,they should already know or have
an idea that they want an albumbefore they get to that reveal.
If your client wants wall artfor their living room and their
bedroom and their entryway, theyshould already know that or
have an idea of that before theyget to their reveal.
They should also have an ideaof what that looks like
investment-wise.
They should have an idea thatif they buy an album and a piece
(26:18):
of wall art, they're going tospend about $4,000 or $5,000.
They should know that if theywant larger than life portraits
of their dog or their horse ortheir family in multiple rooms
of their home, that they mightwant to spend $10,000.
They should know these thingsbecause you have educated them
on that.
And it's a really cool feelingwhen you get to a reveal and
your client is prepared and yourclient is taking notes through
(26:40):
the process and they're sittingdown there with their piece of
paper and they're like, okay.
So when we talked, I rememberwe talked about this album and I
really think I want to do analbum and I think I want to do
the small one.
I might do the big one.
Let's just kind of see what weend up with with wall art and
stuff.
Okay, then I know I'm going towant at least one piece of wall
art and probably a canvas, and Iknow you said that your canvas
is around this price point.
(27:01):
So I think if we do the albumand the canvas around this price
point, I'm probably going tospend about this.
So that's kind of where I'mthinking I would like to be.
Let's just kind of see.
And when you get to a revealand your client straight up is
like blah, blah, blah, blah,blah, blah.
Here's what I have in mind.
I know we're going to do thisand that you're like yes, I did
my job.
If you're getting to your revealafter your session, or if
(27:22):
you're delivering galleries toyour clients, even in your
clients are like wait, what Idon't just get to download all
of these, it's because youhaven't prepared them properly.
So what I want you to do todayis I want you to take these four
things and I want you to startto think like man, am I missing
out on these four steps?
Is this why I don't haveclients that are ready and
(27:42):
willing to invest thousands ofdollars on their portraits?
Could those clients be rightthere in front of me?
And I want to tell you anotherstory about a coaching client.
This coaching client came to meand she was doing shoot and
burn and she was delivering allof her digital files.
And she was like you know what?
I'm just going to offer this tomy clients that booked, getting
all their digital files, andsay, would you like an image
(28:02):
reveal?
Would you like some wall art?
Would you like an album?
And see what happens.
And she did In her first clientthat she offered this
experience to that booked,getting all their digital files.
She still gave them all theirdigital files, but she just got
on a reveal with them.
She helped them narrow downtheir portraits, pick out their
favorites.
She talked about wall art.
She created wall art mock-upsfor them.
(28:24):
That client that had alreadygotten all of their digital
files spent $16,000 with her$16,000.
They bought multiple pieces ofwall art, they bought multiple
albums even, and they alreadyhad their digital files.
They had no idea when theybooked that that was a
possibility.
But as soon as she realizedthat was a possibility, she
(28:45):
opened up the door and sheinvited them to walk through it
and they didn't have to buyanything.
There was no forcing, there wasno like you have to do this or
else no, it was just genuinely ahey, I'm doing this cool new
thing.
Do you want to be a part of it?
Let's do it.
And they walked right throughthe door and they were happy to
(29:05):
do so.
Consider how much money shewould have been leaving on the
table if she wouldn't haveopened that door.
The other coaching client that Itold you about that messaged me
last night.
She made an extra $2,400, let'ssay, on that client than what
she would have made before Ifshe would have just stuck with
what she was doing in the past.
Now let's consider this.
Let's consider thatphotographer has, oh, let's say,
(29:28):
eight clients a month and she'smaking an extra $2,500 per
client.
That's an extra what?
$10,000.
Is that right?
Yeah, that's an extra $10,000that she's going to put in her
pocket each month.
That's an extra $10,000 thatshe's going to put in her pocket
each month just from making avery subtle change in what she
was doing, just from decidingshe was going to put herself on
(29:50):
the line and she was going to dothe scary thing.
And she did it, and she knewthat other people were doing
this for months, but she decidedto wait.
And when she finally decidedthat she wasn't going to wait
anymore, everything changed.
So, regardless of where you'reat, when you're listening to
this right now, whether you area brand new business owner,
whether you are making a fewhundred dollars from your
(30:12):
clients and providing all thedigital files, whether you're
new in your journey to in-personsales and you're already doing
image reveals, just know thatall of these things are
incredibly important for you.
Regardless of where you're at,these things and these four
points that I laid out todaywill make you hundreds of
thousands of dollars in the nextfew years If you learn to use
(30:33):
them and you really lean intothese things.
I can guarantee you guys, thereason that I'm on here doing
this podcast, the reason thatI'm on here sharing these things
, the reason I have a Facebookgroup where I pour into people
that haven't paid me a dime, isbecause I want to see all of
y'all making money.
I want to see all of y'all bewildly successful.
(30:53):
I want to see y'all pop into myDMs and be like oh my gosh,
karinda, I listened to a podcastepisode and I had a $2,500 sale
and I had only made a fewhundred dollars before today.
I want to hear those storiesand I want to see you be
successful and I want to bethere to cheer you on.
So please know that if you'regoing through this journey and
you're listening to theseepisodes and you're like, oh my
(31:15):
gosh, this is crazy, but likeman, that would be cool, know
that you're not alone.
Know that there's a communityfor people just like you.
Know that we have a privateFacebook group for our followers
.
It's Photography Business, tuneUp with Corinna Kay.
If you have not joined, makesure you go join us over there,
because there are so many otherpeople out there that are going
through this journey with youand, honestly, I don't want you
(31:38):
to feel alone.
Send me a message, tell meyou've listened to the podcast.
I don't want you to feel alone,you know.
Send me a message, tell meyou've listened to the podcast,
share what you're learning.
I'm here to chat with you aswell.
Also, I do diagnostic callswith people all the time.
I am happy to hop on a call withyou, chat about your business,
see where you're at and helpcreate a game plan or a strategy
(32:00):
to move you forward in yourbusiness, whether there is some
sort of blog, podcast episode orother resource I can send you
to, or it's like you know what?
Our program is perfect for you.
Our coaching program reallytruly is built in a way that,
regardless of what phase you'reat, we have something for you.
Whether you already have $2,500sales and you want to get to
$5,000 sales, or even if you'reonly charging $200 right now and
(32:23):
you're giving away all thosedigital files, we have a place
for you to grow and to learn andto expand and to start to make
more money as a photographer.
Thank you for spending yourtime here with us.
I hope that this episode hasbeen super helpful for you and I
cannot wait to hear how youstart to implement these four
things of normalizing the ideaof clients investing thousands
(32:45):
of dollars on portraits,providing that experience that
is worthy of clients spendingthousands of dollars with you,
so that when you tell them howmuch your clients spend, they're
going to say, wow, that's all.
Having your pricing set up sothat it makes these five, 10, 15
or $20,000 sales a possibility,makes these five, 10, 15, or
(33:07):
$20,000 sales a possibility.
And, lastly, that you can learnhow to sail without feeling
like a sleazy salesperson orlike feeling like you have to
use high pressure salestechniques and negotiations
because you don't.
These four things are going tomake a huge difference in your
life and I cannot wait to hearhow you're feeling after
listening to this episode.
Send us a DM atmasteryourmindmoney and let us
know how you're feeling afterlistening to this episode.
Send us a DM at master yourmind money and let us know how
you're feeling about thisepisode and what things you're
going to do today to startimplementing these four things
(33:29):
in your business.
Speaker 1 (33:30):
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
(33:51):
Facebook group PhotographyBusiness Tune-Up with Karinda
Kay.
Thanks again and I'll see younext time.
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