How to Launch a Photography Business

Lesson 75 of 87

Step 5: Follow Up & Resolve Concerns

 

How to Launch a Photography Business

Lesson 75 of 87

Step 5: Follow Up & Resolve Concerns

 

Lesson Info

Step 5: Follow Up & Resolve Concerns

If they have a concern, they're gonna bring it up, and guess what, that's our final step. We're gonna resolve concerns after that, and then we're gonna follow up, okay? That's step number five. If they have a concern with your price, they're gonna say it. If they have a concern with not getting enough hours, they're gonna say it. If they have a concern with wanting more product, they're gonna say it. Just let them speak, let them talk. Bottom line is people get busy. A lot of times, your leads, they didn't disappear. They didn't go somewhere else. They simply got busy. Follow up, remind them. There's studies on how many impressions a brand has to make before a sale is usually made. It always changes, but I remember reading one, it was like seven to nine times. Seven to nine impressions before you're willing to act. I read another one that was like 60 times. I don't know whose numbers are right, but I do know it takes a lot of reminding and a lot of impressions before we actually act an...

d move to do something, okay? So understand that people get busy. You need to follow up, and we're gonna keep it simple. I want three phone calls. That's obviously if they say don't call me back, you're gonna call them once. If they say, we haven't really decided, no problem. Do you guys need anything? No, we're good. Okay, would you mind if I called you back in a week? And then right after that, you send them a quick follow up email and just say, it was great chatting with you guys today. Obviously these should be a little longer calls. When you're following up, you should be engaging, you should be doing the same things, and when you close it out, you send a quick email. It was so great talking with you today. Hey, remember those resources that we created back on the website? Here are three tips, when you guys are thinking of this, and you show a link right there. Three tips too. Let me know if you guys have questions. And then you follow up again, and after three and three, you're done. Move on. Erin. I was just wondering whether to use your follow up phone call as an invitation to bring up things or try to negotiate price again. So, give me an example of this because price is obviously the number one thing that people are gonna have questions about, right? But then the question that I would have for you is if they're still hung up on price, there might be some disconnect between them not valuing the service that you're presenting. Does that make sense? Yeah. So, I wanna first go back to that. Is your product good? Is your service good, is it well thought-out? Is all the things there? If so, did we present it and show them that value? Did we have them go through the steps of cognitive dissonance and agree to what we're presenting them? Did we do all those things before that place? Because we find sometimes we do get that concern on the phone. And you know what I do? I go, you know, our clients spend this much for a reason. Did anybody ever walk you through our wave? And I'll ask them the question. And they'll say, no, they didn't. Let me do that with you now. Because sometimes, our salesperson might have had touch points. It might have gotten handed off a few times, and we never had a chance to actually take them through the process of what we wanna create for them, correct? And then you do that then. And then see where it takes you. If you've planted that seed and they still have a problem with price, they're not valuing what it is that you're offering. Jill. With that, so when you're charging a certain rate for your services and you've done the presentation, how would you deal with a client that is, you know, very frugal, but you laid it out all there for them, and they're still not happy. Has that ever happened? They're very frugal. That would, I would say, go back to qualifying the right people. There's certain people that you can't, you shouldn't be spending 90% of your effort on the 10% that can't really afford you. And that may very well happen early on, but what happens is this. Early on in your business, most of the clients that you're gonna get, they're gonna be the ones that want the $500 and $1000 stuff. We talk to you guys about bringing those early people just to get this thing going, right? Along the way, you end up snagging a $3000 gig, a $2000 gig, the client, along the way, a lead of a lead, like a referral's referral leads to this one person that's willing to spend more. So what we say is 10% of your clients early on are gonna be the kind of clients that you want to get later, put 90% of your effort into the 10%, and getting those people, work those networks, work those people so you can kind of continuously move up. Because you're right, if somebody just wants to spend $100, that's not the right kind of person to be trying to market to over and over. I guess my concern or question is, am I gonna mesh well with each one of my clients that walks through the door? No. You're not gonna mesh well with a lot of your clients that walk through the door. That goes back to your, that's why we had you to the vision, the mission, everything early on and identify who you mesh well with with your target market basically. Who you're going for because I think if I handed over one of my traditional Indian or Jewish brides over to Mike Allebach, my friend, he'd probably do something crazy. Like, he would not want to handle that situation. And likewise, I don't know if I relate and can understand the type of clients that he's going for either. Does that make sense? Yes. But that goes back to those people shouldn't be really walking in your door.

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

Build a business and get people to spend money on your photography. Award-winning photographer and co-founder of Lin and Jirsa Photography Pye Jirsa will walk you through the first 12 weeks of building your business. With his relatable and actionable teaching style, he’ll explain how to define your product as a photographer and determine where it fits into a consumer mindset. You’ll learn the steps to creating a brand, pricing yourself confidently, sales techniques, and basic marketing practices. This class covers everything you’ll need if you’re considering photography as a job, including:

  • Where to position yourself in the market
  • Branding your business to attract your ideal client
  • Pricing and basic financing
  • Creating a business plan
  • Setting up a portfolio
  • How to get your first customer in the door
  • Getting leads on new clients
  • Understanding sales
  • The psychology of a buyer

Pye has built multiple successful businesses from the ground up and this course includes your 12 week road map to launching your business.

Lessons

  1. Class Introduction
  2. Common Myths & Unknown Truths
  3. The Road Ahead
  4. Find Your Passion
  5. The Lin & Jirsa Journey
  6. Part-time, Full-time, Employed, Partners?
  7. Stop Wasting Time & Money
  8. Your 12 Week Roadmap
  9. Great Plans Still Fail
  10. Strategy Vs. Planning
  11. Mind Mapping
  12. Select a Focus
  13. Competitor Research
  14. S.W.O.T. Analysis
  15. Strategy & Long Term Goals
  16. Values, Vision & Mission
  17. Effectively Managing Your Time
  18. Artistic Development
  19. Create Your Plan
  20. What's Your Product
  21. Luxury vs Consumer Products & Experiences
  22. Quick Break for Econ 101
  23. Your Target Market & Brand Message
  24. What's in a Name
  25. Your Client 'Why'
  26. Crafting the Why Experience
  27. Document the Client Experience
  28. Business Administration Basics
  29. Book Keeping Management
  30. Create the Logo & Branding
  31. Portfolio Design
  32. Design Your Services & Packages
  33. Pricing Fears & Myths
  34. Three Pricing Methods
  35. Package Pricing Psychology & Design
  36. Psychology of Numbers
  37. Pricing Q&A
  38. Grass Roots Marketing
  39. The Empty Party
  40. Friends & Family Test Shoots
  41. Join Groups
  42. Second Shooting Etiquette
  43. The Listing & Classified Hustle
  44. Make Instagram Simple
  45. Your Automated Pinterest Plan
  46. Facebook Because You Must
  47. Giveaway & Styled Shoots
  48. Content Marketing & SEO
  49. The Monster: SEO
  50. Selecting Your Keywords
  51. Testing Your Keywords
  52. Grouping Main & Niche Goals
  53. Your Content Road Map
  54. Content Marketing Q&A
  55. Inspiration to Keep Working
  56. How to Craft Your Content
  57. Internal Linking Basics
  58. Back Link Building Basics
  59. Link Value Factos
  60. Measuring Link Value
  61. Link Building Strategy & Plan
  62. Link Building Plan: Vendors & Guest Writing
  63. Link Building Plan: Features, Directories, Comments
  64. Link Building: Shortcuts & One Simple Tool
  65. What is Sales? Show Me!
  66. Your First Massive Failure
  67. The Sales Process
  68. Your Second Massive Failure
  69. Understand Buyer Psychology
  70. Step 0: Building Rapport & Trust
  71. Step 1: Identify Need or Want
  72. Cognitive Dissonance
  73. Steps 2 & 3: Value Proposition & The Solution
  74. Step 4 : Close, Make the Ask
  75. Step 5: Follow Up & Resolve Concerns
  76. Family Photography Hot Seat
  77. Business Example Hot Seat
  78. Boudoir Photography Hot Seat
  79. The Best Sales Person
  80. Your Mindset, Vibrations & Frequency
  81. Always Positive, Always Affirming
  82. The Second Money & Dual Process
  83. Chumming the Price Waters
  84. Creating Want or Scarcity
  85. Timeless Advice on Being Likable
  86. Selling Over The Phone
  87. Forbidden Words in Sales

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.