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- 1. Goals •Generate Interest •Sift & Sort •Motivate to Show Up •Predispose to Spend •Overcome Objections/Buyers Remorse •Persuade to Return
- 2. Marketing is getting the right clients in the door ready to buy.
- 3. How do YOU STAND OUT from the crowd?
- 4. How do YOU STAND OUT from the crowd? (= value proposition)
- 5. Web Designer A “I offer flash and java programming”
- 6. Web Designer A “I offer flash and java programming” Web Designer B “I’ll deliver a site that will convert prospects to customers”
- 7. Web Designer A “I offer flash and java programming” featu Web Designer B re “I’ll deliver a site that will convert prospects to customers”
- 8. Web Designer A “I offer flash and java programming” featu Web Designer B re “I’ll deliver a site that will convert prospects to customers” benefit
- 9. Feature = what YOU do how YOU do it
- 10. Benefit = what your client wants and needs
- 12. EXPERT retouching FREE of charge.
- 13. feature EXPERT retouching FREE of charge.
- 14. feature EXPERT retouching FREE of charge. No need to worry about the scratch on the nose (how DOES that happen on picture day of all days??!), baby acne or cradle cap. For you -- no need to worry about those few extra pounds or that stray blemish you don’t want to mention. We will make you and your baby look your absolute best -- relax, you’re in good hands with us.
- 15. feature EXPERT retouching FREE of charge. No need to worry about the scratch on the nose (how DOES that happen on picture day of all days??!), baby acne or cradle cap. For you -- no need to worry about those few extra pounds or that stray blemish you don’t want to mention. We will make you and your baby look your absolute best -- relax, you’re in good hands with us. ben
- 17. Your own private sessions --
- 18. feature Your own private sessions --
- 19. feature Your own private sessions -- We are an appointment only studio. You never have to wait in line. We’re ready when your baby is ready and our focus is COMPLETELY on you when you are with us.
- 20. feature Your own private sessions -- We are an appointment only studio. You never have to wait in line. We’re ready when your baby is ready and our focus is COMPLETELY on you when you are with us. ben
- 21. Our Website
- 22. Our Website POINTS Phone # at the top Complete transactions online Testimonials Have a giveaway LOTS of benefits words
- 23. Our Website POINTS Phone # at the top Complete transactions online Testimonials Have a giveaway LOTS of benefits words KEY TOOLS Sales Letter Investment Guide Session Prep
- 24. Our Website Yeah, we know it’s not as pretty as yours, but it’s POINTS EFFECTIVE! Phone # at the top Complete transactions online Testimonials Have a giveaway LOTS of benefits words KEY TOOLS Sales Letter Investment Guide Session Prep
- 25. Online Sales Letter 1. Headline 2. Testimonial 3. State the problem 4. Solve the problem 5. Sell benefits 6. Sense of urgency 7. Call to action
- 26. Online Sales Letter yup, it’s an infomercial 1. Headline 2. Testimonial 3. State the problem 4. Solve the problem 5. Sell benefits 6. Sense of urgency 7. Call to action
- 27. Online Sales Letter yup, it’s an infomercial 1. Headline 2. Testimonial 3. State the problem 4. Solve the problem 5. Sell benefits 6. Sense of urgency 7. Call to action
- 28. The Urgency Your baby is only this age ONCE. Don’t miss more than you already have. We can only accept 10 new baby plan clients each month. We’ll include a newborn session absolutely FREE if you call before your baby is 4 weeks old Be one of the first 5 sign-ups and get 12 custom birth announcements FREE
- 29. The Urgency Your baby is only this age ONCE. Don’t miss more than you already have. GUIL T! We can only accept 10 new baby plan clients each month. We’ll include a newborn session absolutely FREE if you call before your baby is 4 weeks old Be one of the first 5 sign-ups and get 12 custom birth announcements FREE
- 30. The Urgency Your baby is only this age ONCE. Don’t miss more than you already have. GUIL T! We can only accept 10 new baby plan clients each month. That’s a lie (don’t tell) We’ll include a newborn session absolutely FREE if you call before your baby is 4 weeks old Be one of the first 5 sign-ups and get 12 custom birth announcements FREE
- 31. The Urgency Your baby is only this age ONCE. Don’t miss more than you already have. GUIL T! We can only accept 10 new baby plan clients each month. That’s a lie (don’t tell) We’ll include a newborn session absolutely FREE if you call before your baby is 4 weeks old In case the first 2 weren’t enough Be one of the first 5 sign-ups and get 12 custom birth announcements FREE
- 32. The Urgency Your baby is only this age ONCE. Don’t miss more than you already have. GUIL T! We can only accept 10 new baby plan clients each month. That’s a lie (don’t tell) We’ll include a newborn session absolutely FREE if you call before your baby is 4 weeks old In case the first 2 weren’t enough Be one of the first 5 sign-ups and get 12 custom birth announcements FREE More
- 33. Social Media
- 34. Social Media Facebook Blog Emails Clients who are addicted to you!
- 35. Social Media Facebook My client is already addicted Blog Emails Clients who are addicted to you!
- 36. Social Media Facebook My client is already addicted Blog Emails Clients who are addicted to you!
- 37. Remember … Facebook is all about knowing the life of your client!
- 41. Who is your Target Market? A LITTLE EXERCISE
- 42. Who is your Target Market? A LITTLE EXERCISE Material Target Common for your Market Interests Social media
- 43. Sifting & Sorting Are we the right studio?
- 44. Great photography and design and captivating content persuade the consumer to buy into your emotional experience and to imagine how the products will fit in their lives. luxurydaily.com
- 45. My Investment Guide www.pxpinvestment.com
- 49. Motivate to Show Up
- 50. Everyone loves getting fun mail! This is my fun basket of note cards, stickers and envelopes
- 57. Portrait Experience Guide as a marketing tool We recommend sessions at 2 weeks or younger
- 58. Portrait Experience Guide as a marketing tool We recommend sessions at 2 weeks or younger to best capture the newness, smallness and innocence of your brand new miracle. emotional connection
- 59. Allow a minimum of 2 hours for newborns under 2 weeks old.
- 60. Allow a minimum of 2 hours for newborns under 2 weeks old. It’s time enough to fall in love with your baby’s Daddy...all over again. emotional connection
- 61. Pre-dispose to Spend Scripts during the session Homework Catalog / Price book
- 62. Overcome Objections Notecards / Referral Program CD Invoice with images Catalog
- 64. My Referral Tools personalized referral cards
- 65. My Referral Tools personalized referral cards personalized notecard
- 66. My Referral Tools personalized referral cards personalized notecard program description
- 68. Minimum of 4 Thank Yous STUDIO POLICY … YEP … YOU HEARD ME
- 69. Minimum of 4 Thank Yous STUDIO POLICY … YEP … YOU HEARD ME
- 70. Minimum of 4 Thank Yous STUDIO POLICY … YEP … YOU HEARD ME Remember, your children clients are coming back to you 3 or 4 times a year. You must communicate with these moms. You must keep your studio on their minds
- 71. Persuade to Return Social Media Email Marketing Referral Program
- 72. Need Resources? Jeanine - tinyurl.com/cloud9hilton Gail - tinyurl.com/pxphilton DISCOUNT CODES - 1 WEEK ONLY hilton20 - 1 or 2 products hilton40 - 3 - 4/6 products hilton60 - all products
Editor's Notes
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- Thanks! Jeanine & I are thrilled to be here. \nGoing to share some of the things that have worked for us\nBabies are approx 60% of my business\nSome of content is baby specific but a lot will be applicable to any product line\nLastly, I promise that I’ll be providing a lot of content - some of you are going to want more. At the end of the presentation we’ll help with additional resources\nOne hour & half\n\n\n
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- How we get clients What we sell to them How we keep them\n
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- They’re cranky\n
- They cry\n
- They really have no respect\n
- They don’t take direction\n
- They’re messy\n
- And exhausting\n
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- They’re funny\n
- They let me play with them\n
- They’re sweet\n
- And - most important - they are loved by their parents\n\n
- And there’s a lot of ‘em\n
- As an example, where I live in Nashua NH there is a population of 78,000 so if you do the math that’s 100 babies per month just in Nashua\n\n
- But this is the number of babies born within a 30 mile radius of our studio. We’ve been getting mailing lists from National Direct Marketing for almost 7 years and the number is pretty consistent almost every single month. That’s a lot of year-round prospects.\n\n
- For us, working with babies has been steady AND profitable. \nI wanted to share a little bit about me, how we started and where we are.\n
- I was born and raised in New England. \nMarried to Dom, one child - Jay now grown. \nYes I started photographing my son playing baseball so - MWAC. Sort of.\nSpent 25 years in corporate jobs before launching my own business so I have come late to the party, you might say.\n
- I was born and raised in New England. \nMarried to Dom, one child - Jay now grown. \nYes I started photographing my son playing baseball so - MWAC. Sort of.\nSpent 25 years in corporate jobs before launching my own business so I have come late to the party, you might say.\n
- I was born and raised in New England. \nMarried to Dom, one child - Jay now grown. \nYes I started photographing my son playing baseball so - MWAC. Sort of.\nSpent 25 years in corporate jobs before launching my own business so I have come late to the party, you might say.\n
- I was born and raised in New England. \nMarried to Dom, one child - Jay now grown. \nYes I started photographing my son playing baseball so - MWAC. Sort of.\nSpent 25 years in corporate jobs before launching my own business so I have come late to the party, you might say.\n
- I was born and raised in New England. \nMarried to Dom, one child - Jay now grown. \nYes I started photographing my son playing baseball so - MWAC. Sort of.\nSpent 25 years in corporate jobs before launching my own business so I have come late to the party, you might say.\n
- 2003 in the back room of a frame shop $0 investment.\n2004 - small Miracle. No clue what I was doing.\nHad a couple of defining moments. Decided I would not stay in this business and not make money. Became determined to find a solution. \nPurchased the baby plan later that year.\nA series of changes over the next few years lead us to $500k in gross sales in 2007.\nIn 2008 - attended the Bill Sorenson seminar and met David Hilton who became our business coach. We’ve since learned a whole lot more about how to market and how to work ON our business as opposed to IN our business.\n
- 2003 in the back room of a frame shop $0 investment.\n2004 - small Miracle. No clue what I was doing.\nHad a couple of defining moments. Decided I would not stay in this business and not make money. Became determined to find a solution. \nPurchased the baby plan later that year.\nA series of changes over the next few years lead us to $500k in gross sales in 2007.\nIn 2008 - attended the Bill Sorenson seminar and met David Hilton who became our business coach. We’ve since learned a whole lot more about how to market and how to work ON our business as opposed to IN our business.\n
- 2003 in the back room of a frame shop $0 investment.\n2004 - small Miracle. No clue what I was doing.\nHad a couple of defining moments. Decided I would not stay in this business and not make money. Became determined to find a solution. \nPurchased the baby plan later that year.\nA series of changes over the next few years lead us to $500k in gross sales in 2007.\nIn 2008 - attended the Bill Sorenson seminar and met David Hilton who became our business coach. We’ve since learned a whole lot more about how to market and how to work ON our business as opposed to IN our business.\n
- 2003 in the back room of a frame shop $0 investment.\n2004 - small Miracle. No clue what I was doing.\nHad a couple of defining moments. Decided I would not stay in this business and not make money. Became determined to find a solution. \nPurchased the baby plan later that year.\nA series of changes over the next few years lead us to $500k in gross sales in 2007.\nIn 2008 - attended the Bill Sorenson seminar and met David Hilton who became our business coach. We’ve since learned a whole lot more about how to market and how to work ON our business as opposed to IN our business.\n
- 2003 in the back room of a frame shop $0 investment.\n2004 - small Miracle. No clue what I was doing.\nHad a couple of defining moments. Decided I would not stay in this business and not make money. Became determined to find a solution. \nPurchased the baby plan later that year.\nA series of changes over the next few years lead us to $500k in gross sales in 2007.\nIn 2008 - attended the Bill Sorenson seminar and met David Hilton who became our business coach. We’ve since learned a whole lot more about how to market and how to work ON our business as opposed to IN our business.\n
- 2003 in the back room of a frame shop $0 investment.\n2004 - small Miracle. No clue what I was doing.\nHad a couple of defining moments. Decided I would not stay in this business and not make money. Became determined to find a solution. \nPurchased the baby plan later that year.\nA series of changes over the next few years lead us to $500k in gross sales in 2007.\nIn 2008 - attended the Bill Sorenson seminar and met David Hilton who became our business coach. We’ve since learned a whole lot more about how to market and how to work ON our business as opposed to IN our business.\n
- 2003 in the back room of a frame shop $0 investment.\n2004 - small Miracle. No clue what I was doing.\nHad a couple of defining moments. Decided I would not stay in this business and not make money. Became determined to find a solution. \nPurchased the baby plan later that year.\nA series of changes over the next few years lead us to $500k in gross sales in 2007.\nIn 2008 - attended the Bill Sorenson seminar and met David Hilton who became our business coach. We’ve since learned a whole lot more about how to market and how to work ON our business as opposed to IN our business.\n
- 2003 in the back room of a frame shop $0 investment.\n2004 - small Miracle. No clue what I was doing.\nHad a couple of defining moments. Decided I would not stay in this business and not make money. Became determined to find a solution. \nPurchased the baby plan later that year.\nA series of changes over the next few years lead us to $500k in gross sales in 2007.\nIn 2008 - attended the Bill Sorenson seminar and met David Hilton who became our business coach. We’ve since learned a whole lot more about how to market and how to work ON our business as opposed to IN our business.\n
- 2003 in the back room of a frame shop $0 investment.\n2004 - small Miracle. No clue what I was doing.\nHad a couple of defining moments. Decided I would not stay in this business and not make money. Became determined to find a solution. \nPurchased the baby plan later that year.\nA series of changes over the next few years lead us to $500k in gross sales in 2007.\nIn 2008 - attended the Bill Sorenson seminar and met David Hilton who became our business coach. We’ve since learned a whole lot more about how to market and how to work ON our business as opposed to IN our business.\n
- 2003 in the back room of a frame shop $0 investment.\n2004 - small Miracle. No clue what I was doing.\nHad a couple of defining moments. Decided I would not stay in this business and not make money. Became determined to find a solution. \nPurchased the baby plan later that year.\nA series of changes over the next few years lead us to $500k in gross sales in 2007.\nIn 2008 - attended the Bill Sorenson seminar and met David Hilton who became our business coach. We’ve since learned a whole lot more about how to market and how to work ON our business as opposed to IN our business.\n
- 2003 in the back room of a frame shop $0 investment.\n2004 - small Miracle. No clue what I was doing.\nHad a couple of defining moments. Decided I would not stay in this business and not make money. Became determined to find a solution. \nPurchased the baby plan later that year.\nA series of changes over the next few years lead us to $500k in gross sales in 2007.\nIn 2008 - attended the Bill Sorenson seminar and met David Hilton who became our business coach. We’ve since learned a whole lot more about how to market and how to work ON our business as opposed to IN our business.\n
- 2003 in the back room of a frame shop $0 investment.\n2004 - small Miracle. No clue what I was doing.\nHad a couple of defining moments. Decided I would not stay in this business and not make money. Became determined to find a solution. \nPurchased the baby plan later that year.\nA series of changes over the next few years lead us to $500k in gross sales in 2007.\nIn 2008 - attended the Bill Sorenson seminar and met David Hilton who became our business coach. We’ve since learned a whole lot more about how to market and how to work ON our business as opposed to IN our business.\n
- Here's where we are today - opened a new studio last July in Merrimack, NH.\nWarm, inviting, comfortable, pretty, upscale (we spent some money)\nPictures of babies, children and their families everywhere.\nWall pieces, boutique-y frames, albums, mini books, all kinds of products that our moms love. \n\n\n\n
- \nThree things that my clients feel when they walk in our door.\n
- \nThree things that my clients feel when they walk in our door.\n
- \nThree things that my clients feel when they walk in our door.\n
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- Our clients, my floor, the remote curtains in our viewing room, my Paul Deen desk in the reception area, the new rail system, organizing shelves and mini background stand in my camera room, how we organize orders ready to go in our office, the Kuerigs in our reception are and the office, our video surveillance cameras and working with my family\n
- This is us and our team. They’ve given us sanity, especially with the last hire - that was the tipping point to starting to free us up. \nWe Love our team\n
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- Start with marketing because that’s where it starts.\nIdeal client - because you want more of them\nValue proposition - big words for what makes you special\nPrograms - what we do to market\nTools - how we do it\nDoes this feel familiar? How often do things move neatly forward? It’s all the more reason to stay focused on what will move you ahead - and what won’t.\n
- Start with marketing because that’s where it starts.\nIdeal client - because you want more of them\nValue proposition - big words for what makes you special\nPrograms - what we do to market\nTools - how we do it\nDoes this feel familiar? How often do things move neatly forward? It’s all the more reason to stay focused on what will move you ahead - and what won’t.\n
- Start with marketing because that’s where it starts.\nIdeal client - because you want more of them\nValue proposition - big words for what makes you special\nPrograms - what we do to market\nTools - how we do it\nDoes this feel familiar? How often do things move neatly forward? It’s all the more reason to stay focused on what will move you ahead - and what won’t.\n
- Start with marketing because that’s where it starts.\nIdeal client - because you want more of them\nValue proposition - big words for what makes you special\nPrograms - what we do to market\nTools - how we do it\nDoes this feel familiar? How often do things move neatly forward? It’s all the more reason to stay focused on what will move you ahead - and what won’t.\n
- Start with marketing because that’s where it starts.\nIdeal client - because you want more of them\nValue proposition - big words for what makes you special\nPrograms - what we do to market\nTools - how we do it\nDoes this feel familiar? How often do things move neatly forward? It’s all the more reason to stay focused on what will move you ahead - and what won’t.\n
- Start with marketing because that’s where it starts.\nIdeal client - because you want more of them\nValue proposition - big words for what makes you special\nPrograms - what we do to market\nTools - how we do it\nDoes this feel familiar? How often do things move neatly forward? It’s all the more reason to stay focused on what will move you ahead - and what won’t.\n
- Start with marketing because that’s where it starts.\nIdeal client - because you want more of them\nValue proposition - big words for what makes you special\nPrograms - what we do to market\nTools - how we do it\nDoes this feel familiar? How often do things move neatly forward? It’s all the more reason to stay focused on what will move you ahead - and what won’t.\n
- Start with marketing because that’s where it all starts.\nIdeal client - because you want more of them\nValue proposition - big words for what makes you special\nPrograms - what we do to market\nTools - how we do it\n\n
- Start with marketing because that’s where it all starts.\nIdeal client - because you want more of them\nValue proposition - big words for what makes you special\nPrograms - what we do to market\nTools - how we do it\n\n
- Start with marketing because that’s where it all starts.\nIdeal client - because you want more of them\nValue proposition - big words for what makes you special\nPrograms - what we do to market\nTools - how we do it\n\n
- Start with marketing because that’s where it all starts.\nIdeal client - because you want more of them\nValue proposition - big words for what makes you special\nPrograms - what we do to market\nTools - how we do it\n\n
- Start with marketing because that’s where it all starts.\nIdeal client - because you want more of them\nValue proposition - big words for what makes you special\nPrograms - what we do to market\nTools - how we do it\n\n
- Start with marketing because that’s where it all starts.\nIdeal client - because you want more of them\nValue proposition - big words for what makes you special\nPrograms - what we do to market\nTools - how we do it\n\n
- Does this feel familiar? How often do things move neatly forward? Often you have a foot in the middle of a bunch of things. It’s all the more reason to stay clearly focused on what will move you ahead - and what won’t.\n
- Take a second. Your favorite 3 clients. Reasons why they are favorites.\nImportant because you want more of them so you need to know how & where to find them.\n\n\n\n
- Questions you can ask that will give you a better overall picture of your ideal client. Some information you can get from your database, you can comb facebook or you can chat with people. I do all that plus...\n
- I did a survey. I gave people incentives to fill out survey and what happened? I made money on it because of how I incented people to return the survey (I offered them $100 toward a new purchase). How crazy is that? I made money AND got valuable information\n\n\n\n
- For instance, I found out that a few clients missed that I used to pre-build wall collages for me. They told me if I did that they would buy them. So I started doing that again!\nI started advertising in The Bump because clients told me they read it.\nThe survey is also what initially drive me to Facebook. There were too many of my clients there to ignore it.\nAnd, I no longer list in the hard copy phone books other than regular listing. I cut this out some time ago but the survey reinforced that was the right thing to do.\n
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- For me, marketing = targeted & specific\nWe are not for everyone, we know that.\nSo I need to focus on how and where to find the clients we want.\nIt’s not throwing money against the wall and hoping something sticks.\n
- Dan Kennedy and David Hilton taught me this concept and it’s CRITICAL - describe how you stand out IN YOUR CUSTOMER’S LANGUAGE\nSimple example we can all relate to --\n
- Who would you rather hire?\nWeb Designer B has clued in to what is meaningful to her clients. \nIt’s OK to state a feature, as long as you sell the benefit.\n
- Who would you rather hire?\nWeb Designer B has clued in to what is meaningful to her clients. \nIt’s OK to state a feature, as long as you sell the benefit.\n
- Who would you rather hire?\nWeb Designer B has clued in to what is meaningful to her clients. \nIt’s OK to state a feature, as long as you sell the benefit.\n
- Most businesses focus on features in their marketing materials. \nWe all tend to think from our viewpoint.\nI know I did.\n
- You want to STATE features and SELL benefits.\nHere’s an example that’s a little closer to home.\n
- This is from my Baby Plan Sales letter. \nExpert retouching feels like a benefit because we think we all know what it means. But it is SOMETHING WE DO. \nThe benefit - in blue - describes what this means to your client in words that touch them because they connect to a new mom’s wants and fears.\n\n\n
- This is from my Baby Plan Sales letter. \nExpert retouching feels like a benefit because we think we all know what it means. But it is SOMETHING WE DO. \nThe benefit - in blue - describes what this means to your client in words that touch them because they connect to a new mom’s wants and fears.\n\n\n
- This is from my Baby Plan Sales letter. \nExpert retouching feels like a benefit because we think we all know what it means. But it is SOMETHING WE DO. \nThe benefit - in blue - describes what this means to your client in words that touch them because they connect to a new mom’s wants and fears.\n\n\n
- This is from my Baby Plan Sales letter. \nExpert retouching feels like a benefit because we think we all know what it means. But it is SOMETHING WE DO. \nThe benefit - in blue - describes what this means to your client in words that touch them because they connect to a new mom’s wants and fears.\n\n\n
- You want to find the words that tug on the heartstrings, \nmake them go Aha, she GETS me! She knows what I want!\n\n\n
- You want to find the words that tug on the heartstrings, \nmake them go Aha, she GETS me! She knows what I want!\n\n\n
- You want to find the words that tug on the heartstrings, \nmake them go Aha, she GETS me! She knows what I want!\n\n\n
- You want to find the words that tug on the heartstrings, \nmake them go Aha, she GETS me! She knows what I want!\n\n\n
- Won’t cost you a dime!\nIT WILL MAKE A DIFFERENCE, PROMISE! \nIf you do this you’ll --\n
- They’ll wonder how you read their mind\n\n
- They’ll wonder how you read their mind\n\n
- They’ll wonder how you read their mind\n\n
- They’ll wonder how you read their mind\n\n
- They’ll wonder how you read their mind\n\n
- Some of the programs I’ve used will be applicable to any product line, not just babies and children\n\n
- Some of the programs I’ve used will be applicable to any product line, not just babies and children\n\n
- Some of the programs I’ve used will be applicable to any product line, not just babies and children\n\n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- Each picture represents a repeat client over the last 6 weeks. What did we do to get these clients? Nothing! Other than thrill them the first time around.\nAnd 99% of the time they will buy same for baby #2 and 3...\nWe LOVE repeat clients. \n
- I pay my clients $300 to obtain an display in a doctor’s office.\nI want more displays so this kit is their ammunition. Can’t send them in empty-handed.\nHaving a client speak to her doctor about us is more powerful than me trying to speak to the doctor unannounced.\n
- You want to focus on what’s in it for the doctor’s office. They don’t care what’s in it for you. And once you have the display take care of it, change it out and spoil the staff.\n
- Facebook - check out Sendible.com\nThere is so much to the web but I'll focus on the most important to me - the last 2\n
- Facebook - check out Sendible.com\nThere is so much to the web but I'll focus on the most important to me - the last 2\n
- Facebook - check out Sendible.com\nThere is so much to the web but I'll focus on the most important to me - the last 2\n
- Facebook - check out Sendible.com\nThere is so much to the web but I'll focus on the most important to me - the last 2\n
- Facebook - check out Sendible.com\nThere is so much to the web but I'll focus on the most important to me - the last 2\n
- Facebook - check out Sendible.com\nThere is so much to the web but I'll focus on the most important to me - the last 2\n
- Facebook - check out Sendible.com\nThere is so much to the web but I'll focus on the most important to me - the last 2\n
- Facebook - check out Sendible.com\nThere is so much to the web but I'll focus on the most important to me - the last 2\n
- Facebook - check out Sendible.com\nThere is so much to the web but I'll focus on the most important to me - the last 2\n
- There is so much to the web we could discuss. What I’ll focus on is the last two bullets and how we made that happen. NOTE - the web brings us $12,000 a month in business. It’s marketing I set up once and does not cost me a dime.\n
- There is so much to the web we could discuss. What I’ll focus on is the last two bullets and how we made that happen. NOTE - the web brings us $12,000 a month in business. It’s marketing I set up once and does not cost me a dime.\n
- There is so much to the web we could discuss. What I’ll focus on is the last two bullets and how we made that happen. NOTE - the web brings us $12,000 a month in business. It’s marketing I set up once and does not cost me a dime.\n
- There is so much to the web we could discuss. What I’ll focus on is the last two bullets and how we made that happen. NOTE - the web brings us $12,000 a month in business. It’s marketing I set up once and does not cost me a dime.\n
- There is so much to the web we could discuss. What I’ll focus on is the last two bullets and how we made that happen. NOTE - the web brings us $12,000 a month in business. It’s marketing I set up once and does not cost me a dime.\n
- There is so much to the web we could discuss. What I’ll focus on is the last two bullets and how we made that happen. NOTE - the web brings us $12,000 a month in business. It’s marketing I set up once and does not cost me a dime.\n
- There is so much to the web we could discuss. What I’ll focus on is the last two bullets and how we made that happen. NOTE - the web brings us $12,000 a month in business. It’s marketing I set up once and does not cost me a dime.\n
- There is so much to the web we could discuss. What I’ll focus on is the last two bullets and how we made that happen. NOTE - the web brings us $12,000 a month in business. It’s marketing I set up once and does not cost me a dime.\n
- When I created my site almost 2 years ago I knew that I wanted it to more actively market\nLooked outside our industry to Dan Kennedy & David Hilton as experts in web marketing\n\n\n\n\n\n
- When I created my site almost 2 years ago I knew that I wanted it to more actively market\nLooked outside our industry to Dan Kennedy & David Hilton as experts in web marketing\n\n\n\n\n\n
- When I created my site almost 2 years ago I knew that I wanted it to more actively market\nLooked outside our industry to Dan Kennedy & David Hilton as experts in web marketing\n\n\n\n\n\n
- I created a long form sales letter on the web to sell my baby plan. These are the basics behind a sales letter. For more info Dan Kennedy wrote a book on how to write one. I’ve heard the sales letter is dead but for me it’s still working. I do have plans to convert this to a video, though and I suspect that will work even better.\nSpent 2 months working with David Hilton to craft the right messages.\nWas a leap of faith because no one I knew in our industry was doing this. Within 3 days we had our first order.\n\n
- I created a long form sales letter on the web to sell my baby plan. These are the basics behind a sales letter. For more info Dan Kennedy wrote a book on how to write one. I’ve heard the sales letter is dead but for me it’s still working. I do have plans to convert this to a video, though and I suspect that will work even better.\nSpent 2 months working with David Hilton to craft the right messages.\nWas a leap of faith because no one I knew in our industry was doing this. Within 3 days we had our first order.\n\n
- I created a long form sales letter on the web to sell my baby plan. These are the basics behind a sales letter. For more info Dan Kennedy wrote a book on how to write one. I’ve heard the sales letter is dead but for me it’s still working. I do have plans to convert this to a video, though and I suspect that will work even better.\nSpent 2 months working with David Hilton to craft the right messages.\nWas a leap of faith because no one I knew in our industry was doing this. Within 3 days we had our first order.\n\n
- Any marketing should encourage prospects to call now, buy now, click the button now. Establish consequences if they don’t and incentives if they do.\nBecause if they don’t they very possibly won’t.\n\n
- Any marketing should encourage prospects to call now, buy now, click the button now. Establish consequences if they don’t and incentives if they do.\nBecause if they don’t they very possibly won’t.\n\n
- Any marketing should encourage prospects to call now, buy now, click the button now. Establish consequences if they don’t and incentives if they do.\nBecause if they don’t they very possibly won’t.\n\n
- Any marketing should encourage prospects to call now, buy now, click the button now. Establish consequences if they don’t and incentives if they do.\nBecause if they don’t they very possibly won’t.\n\n
- In sales one of most important things is to ask for the order and that’s what this is doing, along with providing more urgency.\n
- I could easily talk for an entire day on social media. But lets be specific today …. How does Social Media pertain to your relatability?\n\nWe are so lucky in our industry. Photography is a personal business. It lends itself to stories, pictures (obviously), videos, etc. We do every day what other industries have to fabricate in order create their blog postings and make them interesting. We are already story tellers! What are you blogging about?\n\nIf you complain that no one likes your Facebook page, reads your blogs, etc what are you writing about? When is the last time you wrote anything?\n\nUse social media wisely. Use it to build relationships with your clients. Talk to them. Don’t sell to them. If they comment on something, comment back. If they post a picture of their child winning a trophy, say congratulations and how excited you are for them. Many of my clients are my friends on Facebook so I can tag them on our fan page … what is the benefit of this?? I can easily keep up with their lives! This is great when I want to buy a client a surprise gift … I know what they like! Facebook is a relationship marketing persons DREAM! My clients are ADDICTED to Facebook. I post and they post back within minutes. Use this addiction they already have to your advantage.\n\n\nBlog about the story behind the pictures you have taken. Don’t just post pictures! Show some outtakes. Make people laugh! Talk about a fun recipe you tried and then bring some of the cookies to the studio. I did this last year and had people stop by on their way home from work to try them! The possibilities are endless.\n
- I could easily talk for an entire day on social media. But lets be specific today …. How does Social Media pertain to your relatability?\n\nWe are so lucky in our industry. Photography is a personal business. It lends itself to stories, pictures (obviously), videos, etc. We do every day what other industries have to fabricate in order create their blog postings and make them interesting. We are already story tellers! What are you blogging about?\n\nIf you complain that no one likes your Facebook page, reads your blogs, etc what are you writing about? When is the last time you wrote anything?\n\nUse social media wisely. Use it to build relationships with your clients. Talk to them. Don’t sell to them. If they comment on something, comment back. If they post a picture of their child winning a trophy, say congratulations and how excited you are for them. Many of my clients are my friends on Facebook so I can tag them on our fan page … what is the benefit of this?? I can easily keep up with their lives! This is great when I want to buy a client a surprise gift … I know what they like! Facebook is a relationship marketing persons DREAM! My clients are ADDICTED to Facebook. I post and they post back within minutes. Use this addiction they already have to your advantage.\n\n\nBlog about the story behind the pictures you have taken. Don’t just post pictures! Show some outtakes. Make people laugh! Talk about a fun recipe you tried and then bring some of the cookies to the studio. I did this last year and had people stop by on their way home from work to try them! The possibilities are endless.\n
- I could easily talk for an entire day on social media. But lets be specific today …. How does Social Media pertain to your relatability?\n\nWe are so lucky in our industry. Photography is a personal business. It lends itself to stories, pictures (obviously), videos, etc. We do every day what other industries have to fabricate in order create their blog postings and make them interesting. We are already story tellers! What are you blogging about?\n\nIf you complain that no one likes your Facebook page, reads your blogs, etc what are you writing about? When is the last time you wrote anything?\n\nUse social media wisely. Use it to build relationships with your clients. Talk to them. Don’t sell to them. If they comment on something, comment back. If they post a picture of their child winning a trophy, say congratulations and how excited you are for them. Many of my clients are my friends on Facebook so I can tag them on our fan page … what is the benefit of this?? I can easily keep up with their lives! This is great when I want to buy a client a surprise gift … I know what they like! Facebook is a relationship marketing persons DREAM! My clients are ADDICTED to Facebook. I post and they post back within minutes. Use this addiction they already have to your advantage.\n\n\nBlog about the story behind the pictures you have taken. Don’t just post pictures! Show some outtakes. Make people laugh! Talk about a fun recipe you tried and then bring some of the cookies to the studio. I did this last year and had people stop by on their way home from work to try them! The possibilities are endless.\n
- Read the slide\n\nKeep in mind as well that people need to get addicted to you, not just your business. Your personal Facebook Page can help with this. But you have to be careful! You have to know that your clients are reading your personal posts, so be sure to keep them in relation to what your clients are interested in. I stay away from Politics and stupid chain mail things. I keep everything light hearted and mom oriented. Well I do post a lot about football too, but my clients all know I am obsessed with everything related to football!\n
- We have a little over 1500 fans on our Facebook Page. This is a lot for some and not a lot for others. \n
- We have a little over 1500 fans on our Facebook Page. This is a lot for some and not a lot for others. \n
- I have found the key to our social media plan (and all our plans for that matter) is knowing what is my target market interested in.\n\nTake out a piece of paper. Gail touched on this and now we are going to do an exercise. We don’t want you leaving here without a PLAN.\n\nWrite down your target market. Be specific. Don’t just write down kids under the age of 5. Or Juniors at Dr. King High School. Be really specific. What are the ages, marital status, income level, what cars do they drive, where do they work, where do they live.\n\nIf you can’t think … then think of your top 10 clients and what do they all have in common.\n\nI’ll give you an example to get you started … Our target market is families with dual incomes over $150K (moms are working), kids are under the age of 5, one of the parents owns a local business or is in the medical field, they are typically in their mid to late 30s and live in Pasco County.\n\nI’ll give you a few seconds to jot down yours. Remember to be specific. \n\nAnyone want to read theirs out loud?\n\nNow under this … write down everything that this group of people would be interested in. What would they read, where would they shop, what do they stress about, where do they eat, do they have pets….If you are struggling with this, then maybe you should stalk your clients on Facebook a bit more \n\nSome on my list are:\nStress about balancing family and work\nWhat to cook for dinner\nObsessed with shopping for their kids clothing\nShop at Wiregrass Mall and online at Etsy\nEat at Beef O Bradys on kids night\nGo to church\nCrafts for their kids\nHow to decorate their house\n\nDo you have a few? Shout them out….\n\nNow circle 3 that you could easily write about. I easily write about cooking, shopping and crafts.\n\nWhen you get home make a plan to start Facebooking and blogging about these 3 topics and you will watch your social media interactions sky-rocket. Schedule days that you post about these topics to create a regular following: Then when you post about a special or an offer, people will be paying attention because they have built that online relationship with you.\n
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- Clients invest who are emotionally involved in the process. \nDo you think new moms have a little emotion going on? \n\n
- This quote was about catalogs. I looked at high end catalogs - Ballards, Frontgate, Pottery Barn and suspected that creating a catalog look and feel would add the value I was looking for.\n
- So, I created my Investment Guide. I used the Look Book from the good folks at DesignAGlow as a template. The images and the clean design create an emotional connection for the reader.\n\n\n\n
- There are beautiful images in beautiful rooms with appealing decor. This page encourages the reader to imagine their own images ‘as the art in their own home.’ and who wouldn’t want to when the room is as appealing as this?\n
- Our products and images appear as you might see them in real life, with a pleasing design and meaningful content. We’re establishing value.\n
- Our pricing info is simple - just ballpark pricing, no packages listed that no one will understand. It is enough information to give someone an idea of whether we’re a fit for them.\n\n\n
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- Picture of stationary\n\nLets talk about your stationary. This is a minor obsession of mine. Even as a kid I used to love collection notecards, stickers, etc and mailing people things. I still love going to the mailbox every day to see what might be inside. Unfortunately it is mostly bills, but when there is a notecard I get all giddy! Admit it … don’t you love getting fun stuff in the mail?\n\nIf you think of stationary as your FIRST IMPRESSION to your client than you will take this seriously. \n
- When your client books a session with you, what are you sending them? Is it a boring #10 envelope with a boring printed invoice?\n\nAt least that is better than sending nothing! Just a little\n\nOr is it something fun, interesting that makes your client feel special to open and thus gets them excited about their session!\n
- When your client books a session with you, what are you sending them? Is it a boring #10 envelope with a boring printed invoice?\n\nAt least that is better than sending nothing! Just a little\n\nOr is it something fun, interesting that makes your client feel special to open and thus gets them excited about their session!\n
- When your client books a session with you, what are you sending them? Is it a boring #10 envelope with a boring printed invoice?\n\nAt least that is better than sending nothing! Just a little\n\nOr is it something fun, interesting that makes your client feel special to open and thus gets them excited about their session!\n
- When your client books a session with you, what are you sending them? Is it a boring #10 envelope with a boring printed invoice?\n\nAt least that is better than sending nothing! Just a little\n\nOr is it something fun, interesting that makes your client feel special to open and thus gets them excited about their session!\n
- \nOur session confirmation is fun and colorful. It is stuffed in an envelope that matches our brand and is fun to look at from the outside. When they open it there is always a hand written note that says we are looking forward to their session (and meeting them if this is their first session). The confirmation is printed from our studio software, and then we highlight some key pieces of information with a fun color to brighten it up a bit. We also include our Session Planning Guide called “The Portrait Experience”. This helps to inform the customer of what to expect from their session, what clothes to bring, some testimonials of what other clients are saying, lots of images to help give them ideas and verbiage that begins to sell to them emotionally.\n\nThe goal of this initial piece in the mail is to get them excited enough about their session to not only show up, but to show up prepared!!\n\nWe do a lot of mini sessions in the studio, we have inserts for those that we will also include if necessary.\n
- This is the guide we give our clients to prepare them for their session - what to wear and what to bring. I wanted something as this guide to do more than just give some information to them. I wanted to use it to more actively market. What did I do? Added emotion words to the copy.\n
- This is the guide we give our clients to prepare them for their session - what to wear and what to bring. I wanted something as this guide to do more than just give some information to them. I wanted to use it to more actively market. What did I do? Added emotion words to the copy.\n
- There isn’t a mom in my camera room who does not melt at the sight of her baby’s daddy holding their new baby. I wanted my moms to feel that without even being there.\n
- There isn’t a mom in my camera room who does not melt at the sight of her baby’s daddy holding their new baby. I wanted my moms to feel that without even being there.\n
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- I give away to get back. This is the little package I give to everyone for every viewing. Then, we give the client 16 more referral cards (with a new design) with their order. I want to flood them with referral cards that they love and want to share. I don’t care that I almost never sell wallets.\n
- I give away to get back. This is the little package I give to everyone for every viewing. Then, we give the client 16 more referral cards (with a new design) with their order. I want to flood them with referral cards that they love and want to share. I don’t care that I almost never sell wallets.\n
- I give away to get back. This is the little package I give to everyone for every viewing. Then, we give the client 16 more referral cards (with a new design) with their order. I want to flood them with referral cards that they love and want to share. I don’t care that I almost never sell wallets.\n
- I give away to get back. This is the little package I give to everyone for every viewing. Then, we give the client 16 more referral cards (with a new design) with their order. I want to flood them with referral cards that they love and want to share. I don’t care that I almost never sell wallets.\n
- I give away to get back. This is the little package I give to everyone for every viewing. Then, we give the client 16 more referral cards (with a new design) with their order. I want to flood them with referral cards that they love and want to share. I don’t care that I almost never sell wallets.\n
- I give away to get back. This is the little package I give to everyone for every viewing. Then, we give the client 16 more referral cards (with a new design) with their order. I want to flood them with referral cards that they love and want to share. I don’t care that I almost never sell wallets.\n
- \nSTOP AND PAUSE and walk around\nSo I just want to take a moment and say … Thank you for coming today to listen to me speak. It is a true honor that you would rather listen to me for 90 minutes than sit on the beach in the beautiful Florida Sun! I appreciate each and every one of you and can’t tell you how thrilled I am to be looking out at all of your faces. I love you guys and really hope you are excited about all this information!!\n\nPAUSE\n\nHow do you feel right now?\n\nAre you happy I took the time to thank you? Do you feel important and appreciated?\n\nImagine if there was a hand written thank you card under your seat right now! Wouldn’t that be cool?\n\nGail said it earlier … People remember how you make them feel!!\n
- We have a policy of a minimum of 4 Thank yous will be mailed to each client for regular portrait sessions. During our Quick Takes each client gets 1.\n\nFirst thank you note goes out the door as soon as I shoot a session. I keep a stack of generic studio thank you cards on my desk and I write a quick note (30 sec or less) and mail it that afternoon.\n\nSecond TY goes out the door after the sales session. This has one of our artist rendered images on it from their session. Sarah writes this and mails it saying thank you for your order.\n\n3rd TY goes out the door after Carla does the retouching. This one is from her. It has their favorite image on the front with a note saying how much fun she had working on their order and that it was now safely at our lab being printed.\n\n4th goes out the door after the client picks up their order. This one is written by whoever is available thanking the client again for their order and we are looking forward to seeing them again in the future.\n\nDo you think our clients feel appreciated? We have always done 3, adding the 4th one is new this year and I am really excited about it. Why? Because people have a choice of where to spend their hard earned money. I want them to subconsciously know that when they spend it with us it is directly effecting at least the 3 individuals who took the time to write them a note. Plus I want them to know we appreciate the decision they made.\n\nThe more appreciated they feel, the faster the addiction grows.\n
- We have a policy of a minimum of 4 Thank yous will be mailed to each client for regular portrait sessions. During our Quick Takes each client gets 1.\n\nFirst thank you note goes out the door as soon as I shoot a session. I keep a stack of generic studio thank you cards on my desk and I write a quick note (30 sec or less) and mail it that afternoon.\n\nSecond TY goes out the door after the sales session. This has one of our artist rendered images on it from their session. Sarah writes this and mails it saying thank you for your order.\n\n3rd TY goes out the door after Carla does the retouching. This one is from her. It has their favorite image on the front with a note saying how much fun she had working on their order and that it was now safely at our lab being printed.\n\n4th goes out the door after the client picks up their order. This one is written by whoever is available thanking the client again for their order and we are looking forward to seeing them again in the future.\n\nDo you think our clients feel appreciated? We have always done 3, adding the 4th one is new this year and I am really excited about it. Why? Because people have a choice of where to spend their hard earned money. I want them to subconsciously know that when they spend it with us it is directly effecting at least the 3 individuals who took the time to write them a note. Plus I want them to know we appreciate the decision they made.\n\nThe more appreciated they feel, the faster the addiction grows.\n
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- Again, the point is to create an emotional connection - wherever you can\nAND they’ll get goose bumps then wonder how you knew that’s JUST what they wanted when they didn’t even know.\n
- Again, the point is to create an emotional connection - wherever you can\nAND they’ll get goose bumps then wonder how you knew that’s JUST what they wanted when they didn’t even know.\n
- Two things - I wanted to provide pricing info on the web because \n1) I wanted to pre-qualify and \n2) I wanted a prospect to be able to get all the info they need to make an informed decision.\nI also knew that I needed to provide context and establish value before providing price info - important when your prices are higher than the competition.\n
- Now that I have the first one done I’m working on the next version because I can see now how I can improve on it.\n\n\n\n
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- You MUST do all the normal things to make sure a client has a good experience with you. But I propose that you also need to take it a step further \n\n
- Here I share my story about how I made sure my client knew that I knew that her child is special and that they are doing a great job with him. I want my clients to not just be happy but to feel that they are better parents for having come to us. \n
- Clients are our family. They know us, they know Dom bikes, they know I’m usually up late at night. They are interested because we are genuinely interested in them.\n
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- I’ll explain it here the same way I explain to our clients -\n2 parts to our pricing, session fee and portrait products.\n
- It seems everyone’s baby plan is different so let me tell you about ours\nIt amazes me that $39 will yield a $3000 sale but it does all the time\nQUALIFYING CLIENTS IS CRITICAL with a low session fee!\n\n\n\n\n\n
- It seems everyone’s baby plan is different so let me tell you about ours\nIt amazes me that $39 will yield a $3000 sale but it does all the time\nQUALIFYING CLIENTS IS CRITICAL with a low session fee!\n\n\n\n\n\n
- It seems everyone’s baby plan is different so let me tell you about ours\nIt amazes me that $39 will yield a $3000 sale but it does all the time\nQUALIFYING CLIENTS IS CRITICAL with a low session fee!\n\n\n\n\n\n
- Also, how I explain it to clients - 3 ways you can purchase products. The third is the one that has made us successful.\n
- So we’re not selling at every session - we’re selling at the first session AND maximizing that sale. They may purchase upgrades and addons the rest of the year but they’ve purchased their big ticket item for the year.\n
- Everything a Mom would want to walk away with from her baby’s first year\n\n\n\n\n\n\n
- Everything a Mom would want to walk away with from her baby’s first year\n\n\n\n\n\n\n
- Everything a Mom would want to walk away with from her baby’s first year\n\n\n\n\n\n\n
- Everything a Mom would want to walk away with from her baby’s first year\n\n\n\n\n\n\n
- Everything a Mom would want to walk away with from her baby’s first year\n\n\n\n\n\n\n
- Everything a Mom would want to walk away with from her baby’s first year\n\n\n\n\n\n\n
- Everything a Mom would want to walk away with from her baby’s first year\n\n\n\n\n\n\n
- Everything a Mom would want to walk away with from her baby’s first year\n\n\n\n\n\n\n
- Everything a Mom would want to walk away with from her baby’s first year\n\n\n\n\n\n\n
- Everything a Mom would want to walk away with from her baby’s first year\n\n\n\n\n\n\n
- Everything a Mom would want to walk away with from her baby’s first year\n\n\n\n\n\n\n
- Everything a Mom would want to walk away with from her baby’s first year\n\n\n\n\n\n\n
- Everything a Mom would want to walk away with from her baby’s first year\n\n\n\n\n\n\n
- Everything a Mom would want to walk away with from her baby’s first year\n\n\n\n\n\n\n
- When I review my pricing with a client following their first photo session, the last thing I do after reviewing the packages is to go through my sample artbook - boy or girl book depending on the baby. The purpose is to sell them on all the great things that we will do during our year together, and to sell them on the idea of the higher priced album.\n
- These are just a few of the pages from one of my samples. I explain that I have a ‘bazzilion’ quotes that I use, but that a lot of my parents give me their own. Some even have write their own love notes to their baby.\nI always point out the changes from one milestone to another - the difference between newborn and 3 month is tremendous, for instance. “Baby is bright-eyed and aware, smiling and happy to see Mom and Dad. Can you believe that your baby will be there in just a few short months?” I’m getting them excited for the next session and helping them plan it at the same time.\n
- A 6 month session. “This is when I do my ‘room’ pictures - a bathtub picture for your bathroom, a picture for your kitchen. You can bring anything with you that will personalize your pictures and your session so you’ll have photos that are uniquely your own. I’ve had parents bring in bowling balls, guitars, baby scrubs and tool belts just to mention a few.”\n
- “Baby at 9 months is standing, holding on. Can you believe that?! She’s also full of expressions and I’m trying to capture all of them, because she’s many little personalities. We all love the smiles but there are so many expressions that will be so ‘her.’ I want you to look at your book at the end of the year and say ‘That’s my baby!’”\n
- “Can you believe that she’ll be eating a birthday cake in a little under a year? So hard to imagine but they grow SO FAST.”\n\nAgain - what I’m doing is creating an emotional connection and allowing the parent to envision their child growing up during the coming year. I’m selling the whole next year and I’m creating value.\n\n
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- People will pick the first reasonable option presented to them. That’s what the clubs provide. It’s important to point out all the benefits to your client when reviewing them and the price guide after the session.\n
- Two years ago we started either including or allowing as an add-on all the digital negatives (5x7 @ 250 ppi) from each of the sessions to the clubs. We did this because we wanted to increase our averages without creating additional work and without raising prices. \n-came up with a very low addon price because I wanted everyone to buy it\n-it works in this instance because once clients have bought the club they don’t generally purchase a lot more. So I was getting them to purchase more by offering them something of great value to them.\n-even with image CD most clients depend on us to deliver ‘real’ portraits\n-increased average from $2300 to $3000 (go figure. The add-on is $250)\n
- Baby clients tend to purchase wall collages vs. large single portraits for babies. These are some of their favorites. What we’ll push this year - canvas clusters.\n\n
- Baby clients tend to purchase wall collages vs. large single portraits for babies. These are some of their favorites. What we’ll push this year - canvas clusters.\n\n
- Baby clients tend to purchase wall collages vs. large single portraits for babies. These are some of their favorites. What we’ll push this year - canvas clusters.\n\n
- Baby clients tend to purchase wall collages vs. large single portraits for babies. These are some of their favorites. What we’ll push this year - canvas clusters.\n\n
- Baby clients tend to purchase wall collages vs. large single portraits for babies. These are some of their favorites. What we’ll push this year - canvas clusters.\n\n
- Baby clients tend to purchase wall collages vs. large single portraits for babies. These are some of their favorites. What we’ll push this year - canvas clusters.\n\n
- Baby clients tend to purchase wall collages vs. large single portraits for babies. These are some of their favorites. What we’ll push this year - canvas clusters.\n\n
- Baby clients tend to purchase wall collages vs. large single portraits for babies. These are some of their favorites. What we’ll push this year - canvas clusters.\n\n
- Baby clients tend to purchase wall collages vs. large single portraits for babies. These are some of their favorites. What we’ll push this year - canvas clusters.\n\n
- Baby clients tend to purchase wall collages vs. large single portraits for babies. These are some of their favorites. What we’ll push this year - canvas clusters.\n\n
- Baby clients tend to purchase wall collages vs. large single portraits for babies. These are some of their favorites. What we’ll push this year - canvas clusters.\n\n
- Baby clients tend to purchase wall collages vs. large single portraits for babies. These are some of their favorites. All our wall collages come framed with a choice of 4 frames and with frame upgrades available. What we’ll push this year - canvas clusters.\n\n
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- How we get clients What we sell to them How we keep them\n
- How we get clients What we sell to them How we keep them\n
- How we get clients What we sell to them How we keep them\n
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- Overall goals - but don’t go far\nEveryday goals - i.e. For sessions. We know we are shooting for albums most of the time\n\n\n
- Find an attention getting that works and buy a bunch of them. Wish I had more of this one!\n
- Your invoice is marketing. So is how you answer the phone and your packaging. Everything you do and every contact you make is an opportunity to spread your message and emotionally connect.\n\n\n
- Find the Experts / Don’t limit yourself to the photography industry\n\n
- Consistent is good.\nBesides, usually clients don’t even want different - they want what they saw on your website or on their friend’s desk.\n\n\n
- You can’t afford to spend lots of time re-inventing every session. Key to profitability in this line is maintaining a streamlined flow and having a plan for each session that you follow consistently is key.\n
- So long as they are the right changes a really small change can have a huge impact.\n\n
- If you wait until all your t’s are crossed you will never move off the dime. \n
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- If I had not looked at doing things differently a couple of years ago I am convinced we would not be where we are today and I’ll continue to look for the change\nIN CLOSING\n\n
- Hard work, willingness to change and inspiration from a number of experts have given us NO SLOW MONTHS in our studio and we hope that some of this information will be a help to you in your business.\n\n\n
- Some things you can do now in your own business\n
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