Do you remember the feeling when you first started your brand photography business? Camera in hand, with dreams of capturing incredible photos for your clients and creating magic? So do I. But then reality hits, and suddenly we find ourselves spending way more time closing deals than actually taking photos. Can you relate?
I decided enough was enough and developed a system to streamline my selling process while still maintaining professionalism. It’s more about providing amazing value for your clients instead of selling. Stick around, and I’ll show you how you can sell more too even if you don’t like selling!
5 Steps to Sell Like a Pro
In my journey, I discovered these five essential steps that helped me enhance my photography business and made selling a lot easier and enjoyable. Follow along to up your game and become a closing pro.
Step 1: Know Your Customer
Before you can successfully sell your photography services, it’s incredibly important to have a clear understanding of who your target audience is. Knowing your ideal customer will help you effectively communicate the value and appeal of your services and create a customized experience that will resonate with the clients you want to work with.
The first step is to identify your niche. To acquire a better comprehension of your ideal customer, ask yourself which kind of photography resonates with you the most. Do you specialize in corporate events or weddings? Or are you more inclined towards capturing product or food photography?
These preferences outline the niche that attracts you the most, laying down a solid foundation for discovering clients who appreciate an expert brand photographer like yourself.
Define Your Client’s Persona
Now that you have identified your niche, it’s time to create an in-depth picture of your perfect client. Envision what makes them different from others. Consider their specific goals and aspirations when looking for photography services. For instance, a growing startup may seek attention-grabbing product shots, while an eco-conscious clothing brand might require photos highlighting sustainable fashion.
Go beyond just demographics and explore the motivators behind their decision-making process. What values will they prioritize? Some clients may prioritize a lower price, while others might be more focused on the quality of service.
Outlining this information helps craft a tailored marketing approach and confident communication with prospective clients.
Pro Tip: How to Get to Know Your Ideal Customer
One way to understand your target clientele is through message mining. That means researching online forums, social media channels, and reviews related to photography services. This research will allow you not only to assess their needs but also to gain insights into the language they use. It will ultimately help you craft an offer that aligns with their specific requirements.
Step 2: Automate With Honeybook
Leveraging technology is an invaluable strategy for streamlining your sales process and boosting productivity. For many photographers, including myself, Honeybook has been the game-changing platform that has helped double monthly income and improved closing rates while allowing more time to focus on the creative aspects of running a photography business.
Honeybook simplifies various tasks by offering advanced features that can be customized to fit your unique workflow. Here’s a deeper insight into some of these functionalities and how they can help you:
- Proposals: Creating tailor-made proposals for each client can be time-consuming. However, with Honeybook, you can template proposals suited to different types of projects or clients. Spend less time preparing proposals and more time engaging with potential clients by automating this process.
- Contracts: Handling contracts is often overwhelming as it involves an intricate balance between professionalism and legal protection. Honeybook takes the stress out with customizable contract templates compatible with electronic signatures eliminating cumbersome back-and-forth paperwork.
- Brochures: A well-designed brochure showcases your photography services in the best light while offering potential clients an easily-understandable breakdown of pricing options and testimonials from past projects. With Honeybook’s brochure creation tools, develop professional-looking brochures that help strengthen your brand image.
- Scheduled Calls: Punctuality in client calls is paramount when fostering trust and professionalism during your discovery phase or follow-ups. Use Honeybook’s integrated scheduling feature to manage prospective calls automatically so that you never miss a meeting or consultation again.
Spend some time with different CRM platforms, such as Honeybook, to find one aligned with your style and specific requirements. Then, watch it work wonders on streamlining processes that free up crucial hours needed for growing both artistically and financially successful in the competitive world of brand photography!
Step 3: Speed to the Lead
Time is of the essence when it comes to landing deals in our industry. When potential clients reach out with inquiries, a lack of prompt response can lead to lost interest and missed opportunities. Always aim for quick follow-up through email or phone calls to ensure every lead gets proper attention.
In fact, research has shown that connecting with leads within just five minutes can significantly increase their likelihood of conversion! This means that every minute counts when responding to inquiries.
Moreover, speed isn’t the only factor at play; consistency is crucial too. A study from Harvard Business Review highlights that companies who contacted prospects within an hour were nearly seven times more likely to have meaningful conversations than those who waited more than an hour.
So here are some simple tips for maintaining exceptional lead response time:
- Have a system in place: Draft templates for email responses you commonly use and save them in your CRM software or email client. This semi-automation will save time when crafting replies.
- Set reminders: Use calendar apps or CRM notifications to cue timely follow-ups after initial contact has been made.
- Prioritize responsiveness: Make it your mission always to connect promptly with new leads. Keep this part of your business top-of-mind while scheduling other tasks and appointments.
Step 4: Listen
When interacting with potential clients, listening carefully to their specific needs and expectations is crucial. Being an empathetic listener can go a long way in building trust and understanding between you and the client.
During discovery calls, make sure to give your undivided attention and follow these simple tips. First, take lots of notes. Jot down key points so that you can remember critical details of the conversation. You should also not be shy to ask follow-up questions. Probing and asking questions show that you’re listening intently and help clarify any doubts or misconceptions.
Take the time to reflect on what they’re saying. Reiterate essential points back to clients; it demonstrates you’ve grasped their requirements, fostering a genuine connection.
After thoughtfully considering what potential customers have expressed, determine whether your services align with their needs. If you believe your talents can genuinely provide value and elevate their projects, discuss how best to achieve their goals together.
Conversely, if your services don’t match a client’s expectations or requirements, referring them to a fellow brand photographer who can better cater to their needs is in both parties best interests. Being upfront demonstrates honesty and integrity while maintaining customer satisfaction – two qualities critical for fostering long-term success in the world of photography.
You can even set up some form of referral partnership with other photographers who cater to different niches, creating a mutually beneficial professional network. Remember, happy clients are more likely to share positive experiences with others, leading to word-of-mouth referrals and an excellent reputation for your business.
Step 5: Present Minimal Options
When it comes to presenting your brand photography services, embracing the concept of less is more can be advantageous. Providing a minimal yet comprehensive range of options makes it easier for potential clients to zero in on the perfect choice. Here are some simple suggestions to effectively present service options:
- Offer two or three carefully crafted packages: Consider your target audience’s most common needs and preferences, and create two or three well-thought-out packages that cater to these demands.
- Clearly outline what each package includes: Use easy-to-understand language when detailing the features of every package. For example, include the number of edited images, shoot duration, and consultation time. Keep it concise and straightforward to enable an effortless comparison between different offerings.
- Highlight added value for each option: Show how each package offers unique benefits. Emphasize distinctive aspects like exclusive edits or faster delivery times. However, remember not to oversell any particular package. You want to allow clients enough space to make unbiased decisions.
Closing: It’s not as hard as you think!
Now that we’ve covered all the necessary steps involved in selling like a pro, let’s address an essential aspect of closing deals – don’t be afraid! Remember that these potential clients reached out to you because they liked something about your work. Have faith in yourself and believe in what you have to offer!
As a brand photographer myself, I understand the challenges faced when trying to sell our services alongside actually capturing beautiful images. Becoming a pro at selling doesn’t have to be daunting or time-consuming. With some simple tweaks and focused strategies, even non-salespeople can close deals like champions.
Time to embrace this newfound perspective and watch your photography business flourish! With these five steps, along with guidance from an experienced photography coach or business mentor, navigating the sales process doesn’t just get easier – it becomes as much fun as taking photos! So why wait? Download Honeybook now and start closing like a pro.