Attracting clients through a book project with an average sale of $1000 per client!

Podcast: Download (Duration: 0:45:16 — 41.4 MB)
Subscribe to the Podcast iTunes

Bernie Griffiths is my special guest in today’s episode.

In today’s show, we’re going to do a case study on one of Bernie’s clients in New Zealand, Kim who’s doing a horse book project. It’s a really smart way getting a great PR in your community; giving back to charity and creating something that gets clients walking through your door. 

The interesting part about this horse project is that Kim is doing a lot of it remotely. She’s not running the planning session face to face nor doing the sales presentation the same way; she does these all online. And guess what she’s manages to make? Over $1000 on average per client.

Let’s find out how we can make this happen in your photography business.

Enjoy!

In this episode:
(04:20) – Why decide to go on a different niche?
(05:21) – The whole process of setting up horse photography
(14:32) – Secrets to selling online
(16:09) – Overcoming objections
(18:49) – Attracting clients
(25:55) – Pricing & packages
(30:55) – Book images and pricing
(34:25) – Scarcity on selling on a limited time
(36:09) – Biggest challenges on putting together the book project

Episode Highlights:

Why decide to go on a different niche?

• Book was very successful
• Kim was so flat out
• Same genre and becomes repetitious
• Bring the enthusiasm and challenges back

The whole process of setting up horse photography:

• Find a charity
  • Horse charity
  • Save horses from bad treatment
• Target the people you go to
  • The businesses
  • The people who will help you
  • Finding partners
• Baseline – fundraiser for a charity
  • Attraction to people
  • Drives clients to you
• Getting a client
  • Photo shoot
  • Make sales

Secrets to selling online:

• Be upfront with the customers
• Lead conversion is the key

Overcoming objections:

• By being upfront with the consumers
• Telling them their expectations
• Dealing with different genre of people

Attracting clients:

• Get a charity
• Email charity members
  • Keep it very simple
  • About the charity and the book
  • Call to action
• Charity Facebook post
• Contact any groups connected to horses
  • Ask them to email their members
  • Put out a banner in their clinics
  • Any displays that you can show your photography
  • Putting some fliers and posters in shop windows
  • Newspapers

Pricing & packages:

• It’s all about profit
• Not about high sales
• Based on digital files and prints
• 3 collections/packages

Book images and pricing:

• Images will be chosen by the designer of the book
• Not allowing the customer pick which image
• Book price is separate from the package

Scarcity on selling on a limited time:

• Limited to 40
• Do it properly to get 40

Biggest challenges on putting together the book project:

• Lost motivation on herself
• Run out of ideas
• Needed a kick out of the butt to get moving
• Lacks self-esteem and belief in herself
• Feels he’s not worthy

Actions steps:

• Bernie’s website: HERE>>>
• Facebook: HERE>>>
• Bernie’s email: [email protected]

Do This Now

Make sure you Subscribe to iTunes so that you get each new episode as it’s released each week. Also leave me a rating on iTunes if you like the show, it really helps my podcast get noticed. Ready to learn how to make money from your photography?