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.


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:

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?


Learn to Make Money from your Photography in Just 10 Days!

Pin It on Pinterest

Share This