5 Tips to Turn More Leads into Paying Photography Clients
"I've had a few calls with potential clients but no one seems to book me."
A photographer shared this frustration with me the other day and I'm sure it's something many photographers, maybe you, can relate to.
This particular photographer recently switched from the shoot and burn model to offering her photography clients printed products. Unfortunately, the people she is speaking with over the phone find her "prices too high and most of them ask for the digitals." This is leaving this photographer discouraged and wondering if she should revert back to digitals again even though she really prefers offering products.
Can anything be done?
YES!!! Absolutely! If you find yourself in the same boat, keep reading because I want to share with you 5 Tips to Turn More Photography Leads into PAYING Clients!
But first I want to take a moment and shed light on what's considered a "good" closing rate for booking clients over the phone. Now this isn't specific for the photography industry, but sales calls in general (which is essentially what a booking call is), are considered good if you close 10% of those calls. So if you speak with 10 people and book 1, that's a 10% conversion and is considered good / average among the sales call industry. If you have at least that, be encouraged knowing that you are at least hitting industry standards!!!
With that said, it is important to continuously strive for higher and higher booking rates.
After all, it's possible so why not?
So here are 5 Tips to Turn More of Photography Leads into PAYING Clients:
TIP #1: Ensure basic pricing information can be easily found on your website and is reiterated in your initial email reply back to a potential client.
You do not have to share everything (in fact, I don't think you should), but by providing a general idea of starting prices and / or what the average spend of your clients is, you'll weed out those who simply can not afford your services at the moment.
TIP #2: Use a software where a potential client can schedule a time to chat with you on the phone (I like Calendly).
With softwares like Calendly, you can have your potential client answer questions, one of which can be talking about their budget. When I did this for brides, one of my questions was "Is there a budget for wedding photography? If so, what is that?"
If they answered that question lower than what I wanted to be paid, I sent an email prior to our scheduled call time asking if there was any wiggle room as my fees were higher. If they answered yes, we stuck with their call. If they needed to stick with a strict budget, I politely canceled our call and saved myself (and them) time.
You can also opt to add in questions regarding products that you offer and ask right from the gecko which products they are most interested in.
TIP #3: Optimize your call confirmation page.
After someone schedules a call with you, what webpage do they go to next? This spot is a great opportunity to add value! You can record a short video of yourself thanking them for scheduling that call and also showing on camera your most popular products and share why they are important. Showing your products from the outset will get your potential clients thinking about what they want in their home thereby making your ordering appointment way easier.
TIP #4: Send text and reminder emails for your consultation call.
Great news! This can easily be done - and automated - in your calendar software. By sending a few reminder emails and a text message, you'll have an opportunity to showcase your products (yes, share this again) and share testimonials of past happy clients.
TIP #5: Follow a proven process for your consultation calls.
Most photographers choke up, get knots in their stomach or feel the need to discount everything when speaking about their prices and selling themselves to a potential client.
It's awkward. I get it.
Fortunately, there is a proven process already available for you. I laid it out in my 30 Minute Booking Consultation Mini Course. This mini course shows you exactly how to confidently share your pricing and book your ideal clients in one conversation.
It's the exact process I have used to book $5500+ brides who paid in full after one 30 minute chat.
This is the exact process I used to book a client who not only paid my fees, but happily flew me out to Hawaii and covered all my expenses (and getting booked for photoshoots and weddings in Hawaii has happened multiple times)!
This is the exact process my student Kevyn used to confidently convey her value and booked over $21,000 of photography clients within weeks of putting it into practice!
If you want to experience similar results, you can learn more about 30 Minute Booking Consultations (and get the bonus lessons on automation via calendar software, templates and chat maps) right here!
Happy booking!
Heather