[00:00:00] Real quick, as you listen to this episode, I want you to think of a photographer, a videographer in your life. They'll benefit from this and send it to them after you're done. All right, let's get the episode started. As a product photographer, I've made three big mistakes throughout my career that have led me to leave tens of thousands of dollars on the table.
These are mistakes that most product photographers are actually making, and if you can fix these mistakes, I promise you. That you'll increase your revenue inside your photography business. Now, these aren't just for product photographers. These also apply to videographers, photographers, and designers of all shapes and sizes.
Now, these mistakes are not the typical mistakes that you'll hear. These aren't things like not using contracts or licensing or pricing hourly. No. These mistakes are ones that no one really talks about. This means that if you have the potential to unlock way more cash flow inside of your business, because chances are you're making these mistakes.
I know I made these mistakes when I was coming up, so I [00:01:00] wanna share them with you today. Okay? So mistake number one. Mistake number one is focusing on just selling your photos. What do I mean by this? Well, we all have our photo packages that we try and pitch clients, and this makes sense. We build out these packages in hopes of getting clients to buy them, right?
We put together these high ticket offers and we've been pitching them to various clients, but oftentimes this isn't what clients are after. By the way, if this is your first time listening here, my name is Chris Pieta, and this is a Creative Biz Launch podcast. Welcome to the Creative Biz Launch Podcast, where we talk about how to grow your creative business and scale to six figures.
Whether you're a photographer, filmmaker, or designer, you'll find something of value here. Okay, so what do I mean by this first mistake? Well, oftentimes when we pitch clients photos, we're coming from a position of what we think they want. We've created these packages based off our market research specialist.
Shout out to all my Credit Biz Launch students listening to this episode who finished module three of the program [00:02:00] and have created the perfect offer. Okay, so our packages include. All sorts of things that we think clients want, but sometimes that isn't what the client actually needs. There has been times where I thought I was gonna sell a 10 photo package but turned into 30 photos.
That's a pretty big bump in package size, right? That could be anywhere from a thousand bucks to three grand. Well, this whole thing came as no accident here. The system I teach always has the photographer and the client hopping on a sales call or discovery call before signing any type of proposal On this call, it's up to the photographer to ask the client the right questions to actually figure out what their needs are.
Is the goal to take 10 photos for the client or is the goal to help increase the revenue for the client? Clients want to work with you because they want to help their own businesses grow. They're hiring you to solve a specific problem. Let's expand a bit more on mistake number one and provide a practical example to demonstrate the importance of truly understanding your client's needs.
Imagine [00:03:00] you have a potential client you reached out to, then you set up a discovery call and then hop on that call. Instead of just pitching your pre-made package, when you get on the discovery call, you want to dig deeper into their needs and goals. During this call, you can ask questions like, what made you decide to get on the phone with me a day?
What issues are you facing from a marketing end? By asking questions like this, you learn that the client's product sales have been underperforming. They've been using the same images for a while now, and they're not getting the traction on their social media channels or their online store that they would like.
Now, this information that you just acquired is crucial because it changes the conversation. It's no longer just about delivering 10 new photos from your pre-made package. Instead, this conversation now shift. And now it's about addressing their pain points and offering a comprehensive solution that really solves their needs.
In this situation, as a photographer, you can suggest a complete revamp of their visual content strategy. This might include things like creating new [00:04:00] ad creatives, new hero images for the website, and even developing a new social media strategy to better showcase their products. By understanding the client's real challenges here, you can offer a more tailored solution that not only involves a larger photo package, but also additional services that addresses their specific needs.
This approach positioned to you as a problem solver and an expert in your field, and it makes the client that much more likely to choose you. Over your competitors. It's so important to be proactive at this stage of the client acquisition pipeline, and so few photographers do this. So many make the mistake of not actually learning the client's needs.
It also allows you to create a proposal that genuinely addresses their needs. This leads to higher chance of closing the deal, and you'll make a lot more money in this process. To sum this up, mistake number one is not truly understanding your client's needs and just trying to sell them a pre-made package.
To fix this. Make sure you have a conversation with your client to uncover their goals, pain [00:05:00] points, and requirements for this project. This way you can create a tailored proposal that not only increases your revenue, but also results in happier clients with better results, and they'll be more likely to return for future projects.
Speaking of future projects, let's talk about mistake number two. Mistake number two is ending the client relationship after just one project. Now, this doesn't happen on purpose. This happens as a byproduct of the way aah photographers operate. As a business, as creatives, we often get so caught up in finding new clients and moving on to the next project that we unintentionally forget to nurture and maintain relationships with our existing.
Clients, this can lead to missed opportunities for repeat business referrals and missed client testimonials. Personally, most of my revenue comes from repeat business. One of my biggest clients started with a small $1,500 package. But in the years I've worked with them, I've made over 50 grand just from this one client.
And the reason behind this is simple. I made the [00:06:00] effort to keep nurturing that client long after the initial project was over. But so many photographers neglect this part of the business. They feel good about delivering photos, so they don't think they need to keep nurturing this lead. The lead's just gonna be happy because they got the photos, so they'll come back.
Right. No, that's not how it works. So how do we fix this? The key here is to implement a system for following up with clients after the project is completed. Here are a few steps you can take to ensure you're staying connected and maximizing the potential of each client relationship. First off, follow up with a client after the project is complete, check in to see how the photos are performing and if they've noticed any improvements in their sales or engagement.
This shows that you care about their success and helps keep the lines of communication open. You're acting as their biggest fan here, and clients love to see that from their business partners because this client's success is directly tied to your success. If your photos are helping them make more sales, they'll want to work with you more.
They'll see the value that you bring, and [00:07:00] they will pay you first added revenue in their business. Okay. Number two, ask for a case study or review. If your client is happy with the results, ask if they'd be willing to provide a testimonial or participate in a case study. This can help you build social proof and attract new clients in the future.
It helps you become an authority in that space. And not only does this help you when clients think through their experience with you, they'll hopefully feel positive about it if you did it right when they write that review. They will have their decision to work with you. Be reinforced and they'll be that much more likely to work with you in the future.
Number three, make sure you're using a crm. Keep track of all your clients inside of a crm. With a CRM, you can actually automate how often you should be reaching out. Let's say after you finish a project, you can add the client to a project done stage of your c R m. Well, right there, you can have a timer start so that in three weeks you get an automatic reminder to follow up with that client project.
Then you get another reminder two weeks later to ask for a review or a case study. [00:08:00] Now, by systemizing this process, you maximize your chances for success. By the way, if you need any help with things like setting up your CRM or systemizing your business, this is the exact framework that we teach inside my paid program.
Create a Biz Launch Wait list for that is down below. We've got dozens of students in there right now. We just closed for enrollment actually. Uh, but we'll be opening up in a few weeks or a month or so, and it's gonna be another limited enrollment. So be sure to join the wait list for Create Biz Launch down Below.
All right, so by taking these steps, you'll be able to maintain and strengthen your relationships with clients. You'll increase the likelihood of repeat business and referrals, and this not only helps you generate more revenue for your photography business, but also creates a strong foundation for long-term success.
There is one big reason that client relationships might end that I haven't mentioned, and that's what brings me to mistake number three. Okay, let's talk about big reason why the client relationship might end. I haven't mentioned yet. This is mistake number three, a poor customer experience. Many [00:09:00] photographers believe that delivering the best photos possible is their main responsibility, and while that's very true, it's not the only factor that influences a client's satisfaction to really ensure a successful and lasting relationship with your clients.
You must also focus on other aspects of the customer experience. Thi this includes things like turnaround times. Make sure you set realistic expectations for when clients can expect to receive their final photos. Stick to those deadlines and keep clients informed about the progress of the project.
Nothing frustrates a client more than waiting longer than expected for their photos. You also have to be a great and fast communicator. You always wanna respond to your client emails right when you receive them. Don't wait. And put them off for later. Respond to them right as you open them. There's no reason to wait.
Be prompt and professional in your communication. You want the clients to feel heard and understood Here. It's also essential to have a really great onboarding process for your onboarding. You wanna make it as seamless as possible, make it easy for clients to work with [00:10:00] you. This sounds like a no-brainer, but so many creatives get this wrong.
This means focusing on the pre-production process involve your clients in that process. This could include discussing concepts together, locations, props, or really any other element that'll contribute to the success of the project. By including the clients in the stage, you'll ensure that everyone is on the same page, and that final result aligns with expectations, but you don't want to make the clients make.
Every single decision here. Don't really ask them if they should use this, this, this, or this prop. Give them a couple options that you think will fit the project well and just have them make the final sign off on it. By focusing on these areas of the customer experience, you'll not only improve client satisfaction, but you'll also increase the likelihood of repeat business and referrals, just like I mentioned that.
Example earlier of that client that first paid me 1500, but now we've worked together for a long time. I've made over 50 grand from them. This can be what happens to your business if you [00:11:00] focus on these three things I talked about today. Remember your ultimate goal here as a photographer, as a videographer, as a creative.
It's not just to deliver a great final products, but it's to create a positive experience that leaves clients eager to work with you again. That's all I got today. Thank you so much for listening. If you have an extra 10 seconds, please, please rate the show, share it with someone that you think will love this, and I'll see you next time.
