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How to Start a Photography Business

Lesson 70 of 87

Step 0: Building Rapport & Trust

 

How to Start a Photography Business

Lesson 70 of 87

Step 0: Building Rapport & Trust

 

Lesson Info

Step 0: Building Rapport & Trust

Now let's go through step by step. Let's talk about each of these processes. Step zero, that it doesn't need to be said step, let's just build some trust first. Let's build a relationship. Okay, build your rapport, create the trust there. And this is where you talk about anything but photography. I don't care what you want to talk about. This is your personality and how you conduct your meetings but think about this from a friendship standpoint. If you were encountering a new friend, what things would you say to get to know that person? Treat it that way if it makes it easier for you to think about. This must be genuine, not feigned interest. I have learned all of your names, not because I want you to feel like I care, I want you to know that I care because I actually care and I want to know your names. I have a genuine interest in hearing and knowing about each of your lives and what that needs to come from within you because otherwise it's very easy to detect if you're not being genu...

ine. We'll talk about some clues when we go to the advanced side of sales and fine tuning. There's certain things that we do body language wise that gives off feigned interest. Like you all know that sales person that smiles just a little bit too quick. It's an interesting thing, smiling quick, it's the actual speed of the smile. How fast you go hey, versus it's really great to meet you guys. The speed of the smile actually will indicate a false genuineness in a person. And I can think of all these different like the typical wedding coordinator. Oh my gosh I'm so excited that you're getting married. Are you really that excited that I'm getting married? (laughter) But you know what I'm talking about because you've all encountered someone at some point who has had that feigned genuineness, right. And one of those things is being slow to smile. Slow to smile, be natural, that shows that you're being genuine. Now I don't want you to show it. I want you to understand what things can come off as being fake or perceived, I want you to actually be genuine. This is where coming into being a better photographer is gonna help you. This is the unfortunate perception that we get in the industry, because we see our clients as money. We see them as a customer, we see this, they just got engaged, oh man, that's an engagement session right there, that's a potential wedding. That's what I see. Slow down, slow down, what am I gonna say? Slow down. Slow down muchacho, thank you. Thanks, Joe, that was solid. This is the reality, okay, when somebody comes to the door yes the perception is they just got engaged but this is his reality. He played football in college. He wanted to go pro but he got injured. He met a lot of girls but he's never interested. He met her at the gym. She was the first girl to make him laugh. He loves her smile, he love her intellect. His favorite features are her eyes. He feels like she would be an amazing mom. I mean knowing this, would that not help you to be a better photographer for those people? Oh yeah, it would. Majorly, but not to mention, I'm hoping that you stop seeing people as this. And instead see this. And you see her reality. She focused on her school and grades. She didn't really date that much. Most guys seemed shallow. She religiously exercised, loves the outdoors. Hmm, in all of the things that somebody might say to identify themselves and who they are, you can sit here and grab items out of here on how to better document their journey and their lives. Loves the outdoors. Loves his drive and motivation. Makes her feel like a better person. Can you picture, maybe a photograph where he's standing there holding her hand and she's looking up to him. Like all these different things that she might see in him documented in a form of a photograph. This is her reality. How about they're having a baby. Oh another maternity client, great. Get some pictures. I'm gonna sell some wall art. Here's the reality. I'm loosely basing this on some of my experiences. We had two very, very difficult pregnancies. And if I'm gonna hire a photographer to document my children, they better damn well be in tune to what we've been through. Had difficulty getting pregnant. She feels like a failure. Wants to adopt but's scared. The pregnancy was a miracle. She's excited but she's scared. There's several complications. Dealing with emotional stress, fear of miscarriage. Trying to have a child for years. frustrated by the difficulty. Thought of adopting. Finally got pregnant. Nervous to be a father. Feels unready. Worries for her health. Finances are tight. Can't wait to see his child's first smile. The first step is starting to kind of see clearly who it is that you're engaging and who it is that you're talking to. Understanding they don't give a crap about what you're selling and it's not to do with you. It has nothing to do with you. Now do each of you see the people walking into your door or the potential people coming in and patronizing your business a little bit differently. Is that an odd thing? They went from another customer to people, individual people with their own wants and their own needs. And that's what we're gonna get to. Because our questions then, should be open ended. Leil Lowndes as a great book on how to talk to anybody. I'm gonna give you a couple thoughts from it. She gives an example of open ended. Questions need to be open ended, thoughtful and with purpose. So we avoid things like what brought you in today? Well duh, I do wanna get some pictures. I do want this product, this service. We can ask what do you do for work. But we're gonna be careful with that statement. Ladies will know this. Why do you be careful with that statement? Stay at home moms. Haldis you are amazing. Stay at home moms, if you ask what do you do for a living, or what do you do for work, that's kind of insulting because if you are at home, that is your full time job. But yet that's a very stigmatic question designed for, it's kind of sexist to be honest. So instead, gentlemen, it's a better question to ask what do you like to do with your free time? And you know what, if she's a stay at home mom and she also works, she will also say I work a lot but when I'm not working. And then you can ask, what do you do for work? Oh, easy, we can back our way into the same like place right without asking questions that are insensitive. Ask questions like how did you both meet? I want to give you guys ideas on how to get to what you saw in terms of our perception and the reality. What questions do you ask. How's the pregnancy been? Careful guys, careful. If you haven't gone through it, probably don't ask about it. She better be ready to burst before you ask this question, because I think we all know, you don't go just asking somebody hey are you pregnant? That's a terrible question. But if you've been through it and you can empathize and you know how difficult it is, then okay, how's the pregnancy been? My wife had a really difficult time too. I can't completely understand but I can sympathize. That's where we would ask those kind of questions if you understand. Girls you have a little bit more of this kind of empathetic strength on this side. Where you can pretty much ask whatever you want. To both sexes, and you're good. One of my favorite questions, all right, so who made the first move? This kind of fun, quirky, awkward sense of humor that is me, it goes very much into my shoots, my meetings, everything, I love it. I even say things like, Erin, I'm gonna ask you to tell me three of your favorite physical features on his body. Be clean with it, Erin, don't get dirty. And then I always get that laugh, right. And they take the joke. But you know what I actually want to know those things. And give me that answer. I know it seems odd, but tell me. What are three things you might like on a guy. No it totally counts. Okay. So she said smile, personality. Now I said physical features, so physical features. Three physical, smile is one of them. I'm gonna go with smile, overall physical health, and mental health. Like fitness and mental health? Yeah. Gotta be stable, need to be stable. That takes me out of the running right there. And me too. But you saying smile. Now I could play into that very easily. Erin, would you love a photograph of your significant other looking into the camera with that genuine smile that you mentioned that you love? And you're standing there right next to him, looking up towards him. Is that a shot that you might picture that you might want? This is why I ask those types of questions because if you love his smile, I want to document him from your eyes. And then she's like oh, now I understand why you asked that question. But I'll play the awkward humor side of it until we get to that place, and then I bring it back and give her the meaning. How did he or she pop the question. You got it, it's up there, it's fine. Have you ever had a she pop the question? I haven't yet. I'm waiting for it. Girls, you guys gotta step up on this. Go start asking them guys. Is that, can you not do that. Oh you can't, yeah. Anybody, anybody, be you, ask the questions that are genuinely you. 10 tips on being genuine and genuinely interested. Simple 10 point checklist. Adore your clients. Vision, mission, values, we carry that back, right. Sit forward, mind your body language. This is pretty easy. Body language is a big thing and we're gonna talk about how it carries over to actual in person, phone, all of it. Smile but smile slowly. That was that whole thing like yes show your excitement. Yeah it's perfect. So probably don't want to be doing this. Too casual. I don't want you guys to sit back and even when you're on the phone, when you're laid back on your sofa and you're on the phone and hanging out, you sound like you're laid back and on the phone and hanging out. So I want you all to have a upright, sitting forward, leaning in and engaged posture. Doesn't matter whether you're talking on the phone or in person, but make them feel like you are present and engaged with everything that is being said in that conversation. Use their names frequently. Listen and understand. Oh man this is a big one. How many of us when we're talking to somebody will be thinking about the next thing we want to say. Almost constantly. There's a good reset for this. If I'm talking to you and I kind of lose presence, I can actually look at your shoes. I look at your shoes and I trace back up and it pulls me back in. Okay so if you can just mentally think, like while talking, if I just. If I'm dazing, if I'm out, if I'm thinking of my next question, if I'm thinking of something else, just trace the shoes and go back up and now you're back in. It's just a simple mind game where when you make that action, your mind goes back and focuses in on what it is you're trying to be present about. And you do it enough and you can stay present a little bit more. Micro expressions are gonna betray you. So if you don't actually feel genuinely interested, all those little things and quirks are gonna betray everything. Most are self serving. Remember how we talked about most of us just wanna figure out how do we sell our product to them. So just by differentiating this factor of focusing on them, you've already differentiated your service and who you are between the next person. Who simply sold themselves. Give words and praise that's genuine only. I think your hair's adorable. I actually do, but if I didn't I wouldn't say it. 'Cause if I didn't feel that way, it would probably come off as disingenuine. Right, so it's one of those things like you don't just go throwing out praise just to throw it out. Disingenuine praise, it has a harmful effect versus a positive one. It's not about you and stop talking. So Haldis and every single person here, I want you to take the 70/30 rule into every one of your conversations. Where if you are 70% of who's talking, dial it back and go back to the 30%. And you know what's interesting about this? Let's see, How To Win Friends and Influence People, a Dale Carnegie book from I don't know how long ago. Is still so useful in all the things that it teaches you to do and a lot of these things are listed in there. As well as Leil Lowndes's book and all these other books that talk about being genuine and how to make people like you. But one of the biggest ones was stop talking. Because being a good conversationalist means that you're not talking. Isn't that weird. In a survey, being a good conversationalist, they did tests and they're like oh yeah, everybody said from this test that we did that the better conversation was actually the person that spoke less, they didn't know it was based on the number of words, they just simply completed a series of tests. Talk less. Listen, sense, and move on when it's necessary, not out of your own need. Because you know what, I've had so many client meetings where we never talked about photography. We just talked about them, their lives, what we're gonna you know, everything. And I'm like cool guys, I have a contract right here, let's go ahead and just, my studio manager will get this signed up for you guys and we're good to go. I'll shake their hand and I'll leave. We didn't even say a single word about the pictures we're taking. That's okay too, what's your rush? Why do you gotta get to the, why do you gotta sell them anything, you're just, talk, get to know them.

Class Description

The content and opinions expressed in this course are for informational purposes only and not for the purpose of providing legal advice. You should contact your attorney to obtain advice with respect to any particular issue or problem

AFTER THIS CLASS YOU’LL BE ABLE TO:

  • Start a photography business
  • Develop the ideal business structure and business plan
  • Research competitors and the market in your area
  • Build a short-term and long-term strategy
  • Create a marketing plan and marketing materials on a budget
  • Confidently conduct an in-person or phone sales session
  • Manage small business tasks from accounting to strategy

ABOUT PYE'S CLASS:

Professional photographers aren't just people with a knack for photography and a good camera -- because launching a small business on nothing but passion is a sure-fire way to fail spectacularly. Layer business savvy, marketing know-how, professional grit and more onto your existing passion and learn how to start a photography business. Take your hobby, vision, and creativity and build a career -- whether you are looking to run a full-time business or just a side gig.

Led by a photographer that's also a certified public accountant, Pye Jirsa, the class teaches the ins and outs of launching a photography business from the ground up. Along with three full days of instruction, Pye shares a 12-week plan to get your business up and running, a business expense calculator and more inside the class workbook. Understand what gear and skills you need before you launch and how to build a portfolio by photographing family members or organizing a stylized shoot.

Stop feeling overwhelmed by the monumental task and tackle one task a day in a 12-week plan. Brainstorm names for your business and learn the different types of business licenses available. Secure a domain name and build a website that's easily searchable. Develop a marketing plan with little investment. Master in-person sales and book your first session.

Whether you want to venture out in portrait photography, commercial work or any other client-based type of photography, learn the "business" in photography business with Pye Jirsa.

WHO THIS CLASS IS FOR:

  • Photographers ready to launch a business
  • New professional photographers looking to grow a young business
  • Photographers interested in working in weddings, portraits, newborns, maternity, families, seniors, engagements or commercial photography

ABOUT YOUR INSTRUCTOR:

Pye Jirsa is a wedding photographer with Lin & Jirsa photography -- but besides running a successful photography business, he also has a background in accounting, creating the perfect blend for teaching the ins and outs of running a photography business. Along with working as a photographer and educator, Pye is also one of the founders of SLR Lounge, an online resource for photographers.

Learn from a founder of a photography business that photographs more than 300 weddings a year. Pye's Los Angeles and Orange County wedding photography business has been named among the top 100 wedding photographers by Brandsmash.

Lessons

  1. Class Introduction

    Go from nothing to a booked client or grow a young photography business -- that's what students should expect from this course. Learn what's ahead in the course in this introductory lesson.

  2. Common Myths & Unknown Truths

    Bust the myths and set appropriate expectations for running a photography business. In this lesson, Pye shatters some myths, then lets photographers know what to expect before launching a business.

  3. The Road Ahead

    There are easier ways to make a living, Pye says, and the expectation that photography is easy money is setting yourself up for failure. Find out what the average studio spends on costs and start calculating rough numbers using an easy spreadsheet included in the class workbook.

  4. Find Your Passion

    The reality of working as a photographer, Pye says, is that 10 percent of your time will be spent taking pictures -- and 90 percent will be running the business. Pye redefines the passion that you need for business.

  5. The Lin & Jirsa Journey

    Go behind the scenes of Lin & Jirsa Photography and learn the story for how Pye's business launched.

  6. Part-time, Full-time, Employed, Partners?

    Walk through the different options for running a photography business. Learn the pros and cons of working as a photographer part-time or full time. Dive into options for working with a partner.

  7. Stop Wasting Time & Money

    Can your clients really tell the difference between an f/1.2 and an f/2.8 lens? Between a good camera and a high-end camera? No -- which means you shouldn't be wasting money on gear that you think that you need. Instead, re-focus on what clients easily notice.

  8. Your 12 Week Roadmap

    Getting a photography business off the ground can be done in as little as 12 weeks. In this lesson, Pye shares the roadmap for a 12-week launch, using the included class workbook to build your plan of attack.

  9. Great Plans Still Fail

    Strategies won't protect you from failing, but those failures can still take you somewhere. And you're not alone -- in this lesson, Pye shares some of his past failures.

  10. Strategy Vs. Planning

    Don't make the mistake of jumping right into business without first planning. Slow down, Pye suggests, and develop both a strategy and a plan.

  11. Mind Mapping

    Jump into step one for strategy and planning with mind mapping. Use this technique to brainstorm and build ideas using nothing but a sketchpad and a few minutes of time.

  12. Select a Focus

    Develop a focus to make the task of launching a business less monumental -- and launch a business that's better poised to compete. In this lesson, learn the importance of developing a focus then narrow down the focus of your business.

  13. Competitor Research

    What are your competitors doing? Professional photographers shouldn't burn up all their time comparing businesses, but researching competitors is an important part of the process. Learn who's really your competitor, develop a research strategy, and understand what to look for.

  14. S.W.O.T. Analysis

    Analyze your business environment by looking at your strengths, weaknesses, opportunities, and threats -- or S.W.O.T. Adapt this common business practice to photography and learn how to apply the analysis to your own business launch.

  15. Strategy & Long Term Goals

    Where do you see yourself in three years? Build a long term strategy by looking at your ideal work-life balance and lifestyle.

  16. Values, Vision & Mission

    Developing your business values, vision, and mission creates a foundation that helps your strategy and goals fall into place. Whether you work alone or with a team, pinpoint your values, vision, and mission.

  17. Effectively Managing Your Time

    Business owners that work from home often fall into the trap of neglecting to set a schedule. Learn how to effectively manage your time as a business owner when you don't have a time clock to punch, from setting hours and goals to tools to help you track your time.

  18. Artistic Development

    Part of the 12-week business launch is education and developing your skills as an artist. Learn tricks to catching up and developing skills as an artist.

  19. Create Your Plan

    In this lesson, develop a plan to ensure the fundamentals of photography are in place before your first shoot. Craft a plan for improving your technique, no matter what genre you plan to shoot in.

  20. What's Your Product

    In this lesson, define what your product is as a photographer. As a photographer, your product is a combination of you, your photographs, your experience, your website, and more.

  21. Luxury vs Consumer Products & Experiences

    What's the difference between luxury and consumer, besides just price? In this lesson, Pye walks through the different qualities that tend to be associated with luxury brands compared to consumer goods -- and how that relates to photography.

  22. Quick Break for Econ 101

    Economics play a big role in business. Dig into a few economics basics and how those concepts apply to the photography business.

  23. Your Target Market & Brand Message

    Identifying your target market and brand message is essential to building your business. Dive into the topic with an example using Pye's own photography business.

  24. What's in a Name

    Choosing the name of the business is a tough decision. Weigh the pros and cons of using your name for your business or coming up with a unique business name.

  25. Your Client 'Why'

    Craft a simple statement that builds the experience, or the why that you want for your clients. Learn what that "why" is in this lesson.

  26. Crafting the Why Experience

    Clients choose photographers for the experience. Identifying that why experience, then building that experience is an essential part of growing your photography business. Learn how in this lesson.

  27. Document the Client Experience

    Writing down the client experience helps ensure every client gets the same careful attention to that client experience. Work to document your client experience in this lesson.

  28. Business Administration Basics

    Work through the basic business tasks you'll need to tackle, from gear to business management software. Tackle registering your business name (including checking for an available domain name) and opening a business bank account. Learn why an LLC is often best for protecting personal assets, and the different types, such as a sole proprietor.

  29. Book Keeping Management

    How often should you look at financial statements? How should you keep track of what you are making? Tackle the bookkeeping best practices for your business.

  30. Create the Logo & Branding

    Build a logo that represents your business. Learn the qualities of the ideal logo. Then, jump into additional branding materials.

  31. Portfolio Design

    Learn how to show off your work in a portfolio. In this lesson, Pye shares why less is more, how to choose the images in your portfolio, and more.

  32. Design Your Services & Packages

    Design a pricing structure that suits your business and your goals. Learn what to do -- and what not to do -- when building your photography packages. Stop upselling and create a package that you -- and your clients -- will love from the start.

  33. Pricing Fears & Myths

    Continue building that pricing structure by dispelling the fears and myths surrounding pricing your work. Stomp out pricing fears in this lesson.

  34. Three Pricing Methods

    There's no right way to price -- in this lesson, Pye shares three different methods for pricing your work. Adapt these pricing frameworks for your own business.

  35. Package Pricing Psychology & Design

    Setting a "price anchor" helps your mid-way price point feel less expensive. Learn similar pricing psychology tips in this lesson, along with all how to name and develop your package prices.

  36. Psychology of Numbers

    Presentation matters -- even the font of your price can play a role in how potential clients view your prices. Learn best practices for presenting your prices.

  37. Pricing Q&A

    Expand on your pricing know-how as students like you ask questions during the live class.

  38. Grass Roots Marketing

    How do you create a marketing plan when you have no marketing budget? Build a plan to market your business on a budget, including network marketing and social media. Then, adapt your marketing plan as your business grows.

  39. The Empty Party

    Continue developing your grassroots marketing strategy and learn how to get people talking about your business. Use SEO, social media and word of mouth networking to grow your business.

  40. Friends & Family Test Shoots

    Taking test shots with a purpose both helps you practice your skills and expand your marketing efforts. Learn about brand ambassadors and organizing test shoots.

  41. Join Groups

    Joining online groups helps build a team of support, a resource for critiques and more. Learn how to make the most of online groups in this lesson.

  42. Second Shooting Etiquette

    Working as a second shooter is a great way to get your feet wet. Create more opportunities from second shooting by treating the task with proper etiquette.

  43. The Listing & Classified Hustle

    Directory listings and online classifieds are a simple, inexpensive way to get your name out there when you are getting started. Master some best practices for using online classifieds and similar options.

  44. Make Instagram Simple

    Continue working on social media marketing with tactics for using Instagram for your photography business. In this lesson, Pye shares the basics of using Instagram to find potential new clients.

  45. Your Automated Pinterest Plan

    Most brides use Pinterest more than any other platform to engage with vendors -- and the platform is important to other genres like family photography and newborn portraits too. Tackle Pinterest and learn to make your clients work for you by adding a simple plug-in to your site.

  46. Facebook Because You Must

    Pye cautions against relying on Facebook -- or any single source -- to build your business. But, Facebook is still an important part of your social media marketing. Learn Facebook marketing best practices.

  47. Giveaway & Styled Shoots

    Once you've built a quality portfolio, giveaways and stylized shoots can help boost your business. Learn why giveaways and stylized shoots are so important and how to make the most of them.

  48. Content Marketing & SEO

    Longterm, content marketing and search engine optimization is an important part of sustaining your business. Learn what content marketing and SEO is and how it plays a role in photography companies.

  49. The Monster: SEO

    SEO feels like a daunting task for photographers -- but in reality, it's just something that's simple once you learn how to do it. Master the keyword by understanding what keywords are.

  50. Selecting Your Keywords

    Now that you understand what a keyword is, how do you use them? Which one do you choose? Learn how to choose the keywords that will work best for your business in this lesson.

  51. Testing Your Keywords

    Just how viable is that keyword idea? In this lesson, learn how to determine if a keyword is good or not --and gain new ideas -- using the free Google Keyword Planner tool as well as options like Moz and SEM Rush.

  52. Grouping Main & Niche Goals

    Armed with your keyword ideas, determine what options should be your main focus and what should be a niche. Determine the main search goal, then build smaller niche goals for creating a searchable website.

  53. Your Content Road Map

    Build a strategy from those keywords and start building website content to bring potential clients in through search. Learn where to plug in those search terms and how to organize your web content using keywords.

  54. Content Marketing Q&A

    Gain additional insight into building your website content through questions from students during the live session, from how long web content should be to blogging tips.

  55. Inspiration to Keep Working

    Website content isn't a one and done thing -- but you shouldn't feel overwhelmed. In this lesson, find the inspiration to keep building your business when the tasks seem monumental.

  56. How to Craft Your Content

    Once you have your focus and keywords, it's time to start building your website content. Learn how to write better website content, where to place those keywords, and best practices for building content that will get noticed by Google.

  57. Internal Linking Basics

    Links play a role in how Google sees your website -- so how should you structure your website? In this lesson, learn tricks to building the links on your page.

  58. Back Link Building Basics

    What about links that originate off your website? Backlink building helps boost your website in the search results by building authority. Learn the basics for building authority by getting links on other websites.

  59. Link Value Factos

    All backlinks are not created equal -- so what determines a good link value? Master the basics of determining how to use backlinks to build the most value.

  60. Measuring Link Value

    Dispel misconceptions on link building and see how search engines value links differently.

  61. Link Building Strategy & Plan

    Develop backlinks to your website by building a strategy. Learn tricks like writing guest blogs as well as how often to work on backlinking.

  62. Link Building Plan: Vendors & Guest Writing

    Vendor websites are great places to build links -- and it's as simple as sharing photos with the vendors used on your shoots.

  63. Link Building Plan: Features, Directories, Comments

    Expand link building opportunities with features inside publications, as well as directories and comments. Learn how to target a specific publication.

  64. Link Building: Shortcuts & One Simple Tool

    Avoid shortcuts like buying links and unnatural link exchanges. Then, learn how to use the tool Backlinkwatch.

  65. What is Sales? Show Me!

    Sales is a life skill, no matter what industry you are in. Gain insight into the sales process as Pye roleplays sales sessions with students.

  66. Your First Massive Failure

    As Pye says, you can't sell to people that aren't in your target market. In this lesson, Pye discusses failure and how to qualify and differentiate your work.

  67. The Sales Process

    Walk through the process of selling your work in a simple four-step process. Learn tactics for selling your work.

  68. Your Second Massive Failure

    Avoid pitfalls to the selling process by tackling the most common mistakes, like sharing the price too soon.

  69. Understand Buyer Psychology

    What's going through that potential client's mind when considering your work? Build your sales process by understanding the psychology of sales.

  70. Step 0: Building Rapport & Trust

    Sales start with a relationship. Establish that trust by starting a conversation with the client -- and not about photography.

  71. Step 1: Identify Need or Want

    By identifying the client's wishes early in the process, you can create the best pitch tailored to that individual. In this lesson, Pye shares the system he uses to get to know what a client is looking for.

  72. Cognitive Dissonance

    Cognitive dissonance in sales comes in when weighing the price against the quality of the product. Walkthrough how cognitive dissonance plays a role in the sales process.

  73. Steps 2 & 3: Value Proposition & The Solution

    Based on the conversation leading up to this moment in the sales process, it's time to present your package that best fits their needs. Learn how to create a value proposition and present a solution.

  74. Step 4 : Close, Make the Ask

    Most new photographers find the task of presenting the price and getting the actual booking daunting. Learn how to be bold and get that client in step four of the sales process.

  75. Step 5: Follow Up & Resolve Concerns

    Build your follow-up process to avoid losing those leads. Here, Pye shares his process for following up after a client conversation.

  76. Family Photography Hot Seat

    While sales is similar across genres, the process can vary slightly based on the type of photography. In the series of hot seat sessions, watch students improvise client meetings.

  77. Business Example Hot Seat

    Next on the hot seat, sit in on a business sales session. Build a list of dos and don'ts with a sales simulation focused on commercial photography.

  78. Boudoir Photography Hot Seat

    Sit in on a simulated sales session with a boudoir photographer. Learn ways to improve when meeting with a client and build your people skills.

  79. The Best Sales Person

    Fine-tune what you've learned about sales so far with tips to become a better salesperson and improve your charisma as you meet with clients.

  80. Your Mindset, Vibrations & Frequency

    Continue refining your sales skills by adjusting your mindset on sales.

  81. Always Positive, Always Affirming

    As you meet with clients, Pye suggests always staying positive and affirming. Learn how to integrate positivity through body language and more.

  82. The Second Money & Dual Process

    Booking a client a second time is easier than the first. In this lesson, Pye walks through how to book the first sale or the minimum package while allowing the client to upgrade later.

  83. Chumming the Price Waters

    What happens when a client pushes for the price first? Pye walks through "chumming the price waters" and getting potential clients to see your value first.

  84. Creating Want or Scarcity

    Looking at both right now and in the first five years of your business, Pye digs into techniques for creating a want for your work.

  85. Timeless Advice on Being Likable

    How do photographers get clients to like not just their work, but themselves as a person? In this lesson, Pye shares tips on building charisma and starting a relationship with clients.

  86. Selling Over The Phone

    Many sales start with a phone call. Learn how to start a relationship on the phone and other tricks for working with sales when you're not in an in-person meeting.

  87. Forbidden Words in Sales

    Word choice matters in sales. In the final lesson of the course, learn what words to avoid and what to use instead.

Reviews

Angela Sanchez
 

This class has been an eye opener for me; a point of change in my vision as photographer. Pye is and AMAZING, INSPIRING, GENEROUS instructor, with an, authentic desire to help people and to share with them the best of his knowledge. I will not have enough words to say thanks to Pye Jirsa, as a teacher and as a human being, and thanks to Creative Live who allows us to benefit from the experience of such a knowledgeable, educated, well-versed photographer and instructor. 1000% recommended!

Yenith LianTy
 

Been following this guy forever. Pye Jirsa may be well known in the wedding & portrait photography world and if there is something that this guy knows it is how to create a business, a sustainable one. The workbook he provided is comprehensive, and I honestly wish I had this when I first started out as a photographer! I love that he talks about his failures, keeping it real and honest for anyone starting out. He is definitely one of the best instructors around, super humble, down to earth and with a sense of humor to boot. The course is worth it! THE WORKBOOK is AMAZING! SUPER DETAILED!

Tai Hsin
 

I saw the live broadcast and it was amazing. Pye is one of the best instructors and inspirational photographers.. there are two type of ppl.. one who has the knowledge and doesn’t know to teach another who has the knowledge and knows how to get it through.... I still didn’t purchase this as I am saving for my daughters entrance fee for collage... :) Anyways he’s one of the best instructors and a good friend.... very humble and always cracks jokes.... Keep inspiring and keep teaching.... my blessings are always with you pye.