What’s up? What’s up? What’s up? Today we’re going to talk about money. Yes, the dreaded green thing that we all think about when we talk about business but fear it’s too taboo to talk about. But we need to talk about it because there are things that many photographers do that lose them money, and it’s pissing me off!
To be clear, I don’t want you to care just about the money. I’m not about only sales and making that money. That’s not what this is about. But you do need to sell more portraits to your clients. Want to know why?
Because buying portraits is literally why they’re doing business with you!
Here’s the cut and dry: you are doing a disservice to your clients by not selling them more portraits.
I’m all about boudoir photography (and I’m guessing you are, too, because you’re here reading this!) because it is so incredibly empowering for my clients. And by being boudoir photographers, you and I are changing the world! Can you imagine if more women in this world had confidence? If more women in this world knew that they are beautiful, that they can get that job, that they can be accepted? Do you think this world would be a better place? Hell yes it would and that’s why I so firmly believe that boudoir is the absolute best niche, the most profitable, the most impactful, and all of that good stuff. When you sell more portraits to more clients, you are letting them take home more reminders of their beauty, of their power, and of their wonderful time with you in the studio. That’s a good thing!
Let’s move onto the how, because I can sense that you’re starting to rumble. A lot of photographers say “I don’t want to be a salesperson. I don’t want to be a sleazy salesperson. I don’t want to do it.” But here’s the thing: if you want to run a business, you have to get good at sales. That’s the truth.
Here’s another truth: sales can be sleazy, or sales can be amazing. The difference between the two is being honest, amazing, and helpful.
These are the two things I want you to keep in mind the next time you go into a sales session with your client: they are there to buy portraits and everyone deserves the VIP treatment. No one wants to be treated as if they’re undeserving or beneath something, and you make people feel that way—regardless of your best intentions—by treating them as if they’re poor and as if they can’t afford the bigger package. Don’t undersell your customers, and don’t undersell yourself. Be confident when you’re in a sales session: ask your client “which card will you be putting this payment on?” instead of mumbling along about “this one is only so much if you’re on a budget, and we can maybe work out a payment plan, if that’s okay…”. If you’re sure, your client will be sure.
I’m going to leave you with one last bit to help you look at sales differently. You should want to make money not just so that you can have nicer things, but so that your clients can have nicer things, too! If you make a larger profit, you can invest in your business, whether that be in education or a new studio or a new headboard. When you do those investments, your clients will have a better experience, will get better photos, and will be happier and more empowered!
If you’re still a bit apprehensive about sales or aren’t sure about how to go about it, I am a sales junkie and would be thrilled to help you out! Post your questions in the comments below, or reach out to me and I’ll help you get the training that you need.