- Hey, it's Andrew Hellmich here from PhotoBizX.
I'm here in my son's car, which used to be my car,
because my car has been totally trashed
because of the recent hail storm.
Smashed windscreen.
Rear window with holes in it.
The hail was that big.
So here I am with a few minutes to spare
before I have to start warming up before a local bike race,
and I wanted to share with you a story about
one of my Mastermind Group members and her pricing.
You've heard me say before,
if you've watched any of these videos,
that to have successful photography business
really it revolves around three things,
and that is generating leads,
converting those leads into bookings,
and then making good sales.
If you can do those three things consistently
you have a photography business.
Now, everyone seems to concentrate on the leads
because that's the sexy part, isn't it?
That's when you run Facebook ads and Instagram ads
and run third-party marketing strategies.
Everyone loves generating leads.
We all like the phone ringing
and having new clients call us
and make bookings for photography.
That's the fun part of the business.
That's the sexy part.
There's no denying that.
Especially if you're a little bit technical
and you love getting involved
with all the Facebook ads and the targeting
and all those different things that you can do.
It is cool fun,
but
to build a more profitable business
there's really only three things you can do,
and that is to get more bookings,
so get more clients that you're photographing,
you can sell more to the clients that you have,
so make more money from your existing clients,
or have those existing clients buy more regularly.
Now they are a little bit less sexy,
but they are super, super powerful for your business.
So instead of concentrating on
generating more leads and getting more bookings,
I wanted to talk to you about a call that I had
in one of our recent Mastermind Group calls,
and the photographer who I'm referring to
is a newborn photographer.
She has a fantastic price list,
she offers amazing customer service,
and her clients generally take her top package,
and she's using the Sue Bryce Reveal Wall model
which is a fantastic model.
It works so, so well particularly for this photographer.
She's doing amazing sales.
She's doing really, really well,
but the problem is that once the client
or her customer buys the top package
there's nowhere else to go.
That is the cap.
So she has a couple of choices.
It's to increase her prices which yes, is a great idea,
particularly if she's got enough
leads and bookings coming in.
So that's one option,
but what we've put into place instead of
just simply raising the prices
is something totally different.
What we're gonna do and what we've set up now
is to have her offer an incentive
for the clients that she has that do take the top package
to purchase wall art on top of the gift boxes
that she's already supplying
as part of her top package with the digital files.
So now, when her clients decide
they want the top package, which most of them do,
what she does is she tells them that they qualify
to get 50% off the wall art packages,
but now that they're getting offered 50% off this wall art
it opens up so many more options
for them to spend more money,
and the reason we're doing 50% off
is because that's the incentive
for that customer to go and spend more.
So what I did with this photographer
is have a look at her wall art prices,
and because we know that we wanna offer
50% off those wall art prices to her best clients
we actually raise the prices of those wall art pieces.
So for example, if she had a 20 by 30 inch framed print,
and it was $9.95, for example.
I can't remember the exact number.
It's $9.95.
So what we do, we'll push that up to $14.95,
and then when the clients come through,
the existing clients, they purchase the top package.
They want all the display images
from the Sue Bryce style Reveal Wall.
Then what she does, the photographer,
is go into her little spiel about
the client or the customer qualifying
for 50% off the wall art.
So this 20 by 30 inch beautifully framed print
now goes for $6.95.
So it's super attractive.
Super affordable.
It's a great upsell.
Yes, she's not making as much
as what she would have if she
had have been getting $9.95 for it,
but it's a super simple way to get
a extra few hundred dollars into the account
from the existing client.
This is one of the easiest ways to generate more income.
Now what we'll do is we're gonna look
at that photographer and her business
once she has exhausted the number of leads
that she can't physically shoot throughout the year.
So we know we've got enough leads coming in,
we know she's getting enough bookings,
then what we'll do is we're gonna
raise the prices higher across the board
and then continue to work on bringing in more leads
that can afford to pay for the money that she's asking.
So there are different ways to grow your business.
It's not all about generating more leads.
It's not only about raising your prices.
You can do a combination of these things
to make your business more successful than it already is,
but one of the easiest ways is to
generate more income from your existing clients
and to get those existing clients in more often.
I'm gonna leave that topic for another video.
Have a look at your prices.
See if you can add on some incentives
to make buying more or spending more with you
even easier with your existing clients.
This whole idea was revealed to me
by Nicole Begley in an interview that I did with her.
She's a pet photographer,
but this system, this idea, works perfectly,
although we've changed it a little bit
from portraits and wedding clients too.
So what I'll do is I'll link to that interview
or that episode with Nicole
in the copy here somewhere around this video.
I can't remember the exact number,
but I will link to it.
Go and check that out.
She is amazing with what she shares in that interview,
and I know you'll be able to use what she does share
to alter your prices to generate more income
from your existing clients.
It really does work.
Alrighty, that is it for me.
It's Andrew Hellmich from PhotoBizX.
I will talk to you in the next video.
If you've enjoyed this,
If you've got something useful out of this,
that is fantastic.
If you know another photographer
that can use this same information
I would love it if you'd pass it on to them.
Alright, take it easy.
Bye for now.
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