Portrait Startup

 

Portrait Startup

 

Lesson Info

Pricing Case Study: Nikki Closser

nicky is our first case study out of one of the mentors we've got lots of other case studies nicky started here business at twelve hundred eighteen hundred twenty four hundred nicky's first hurdle was selling her entry point which is twelve hundred that shifted when she had eighteen hundred dollars price point says she's sitting beautifully in the half way mark in his last few sales have been hitting her hi mac so mickey's actually experiencing the evolution of actually going through her own price evolution no she's experiencing the evolution off her own pricing sales limit because a smart business person is going to say well it stands to reason that you better put another one here and a really smart business person would say put another three here and delete those too and then you would say oh hell no I'm not coming in it to four I struggled to come in at twelve hundred who's doing that right who else is doing it and then you go home and you tell dan and let's say dan goes he doesn't ...

support you let's say you've got an unsupportive husband which you don't let's say dan goes no one's gonna pay that nikki what are you gonna do cry go back to my cheaper pregnant yeah luckily very supportive husband I know but the truth is is that what you do you tell your husband tell you boyfriend tower framed you tell a few people around will you tell a client in the client says that's too expensive and then we'll come back to tammy's revelation it is not that they don't think I'm worth it it's that they haven't yet seen the truth of what I offer they're not yet sold on the simple truth that what I offer is magnificent and I will keep trying until I weigh them down that's good at at some point we were dating but then there's got to be that time where it's like you've crossed the line into getting a non molestation order like I'm actually I'm actually calling the place you're not wearing me down now you're stalking me that's a good point that's a lot of um posts that I see and in bed with sue um are a lot of people that are talking about that pricing and asking friends and their friends saying that's too much money you can't charge that nobody's going to pay for that stop asking your friends because those are the friends that you probably shot for fifty dollars with all the images on tv or for free come on you shot them for free right tino or for a close family member somebody that doesn't see your vision or hasn't even watched a creative clive workshop that knows where you're trying to bring your business again lets bring it back to number one flip it what do we do we hold up the mirror and what does the mirror saying back to us you're not with it you're never going to get that you're never gonna get paid who believes that you believe it that is not the person talking to you that is you you're doing that yes you can say my family don't my town don't my state don't I love it help people randomly put the state in america won't pay for photography and I was like of course they won't just the other forty nine you know those three then they were gonna pay those three they designated like when you grow up it's like when you grow up don't pay for portrait it's way because we don't value family and now state you know this is not something I mean come on people and then basically nicki's last thirty eight shoots was when she didn't average her last idiot shoots averaged fifteen hundred so that tells me she was right there in her new average just from her last few shoots has pumped her up to seventeen ninety one which is eighteen hundred dollars per shirt with a fully booked june now that tells me nicky is now doing what I call tending the cog case and most of you are it's like a wheel and it's like it's got water in it until you can imagine the weight of it right and as you go the water starts flying and it's like a big cog and it's rolling out the cards and then it's like boosh you're gonna get a little bit of momentum and you gonna get a little bit of momentum and then you're going to stop moving water and you're gonna start selling and then it's going to come in and it's going to go wash and then you going to do what every single portrait photographer does your going over book yourself for the month of june you're not going to deliver your product and service in the time you said you're going to do it you're going to let down your client it's going to be reflected in your sales you're goingto let go off the wheel in orderto run and deal with the drama that you have to deal with you going to deal with that and while you're dealing with that and raking in the money and then you're like making money because I'm making hay because the sun shining and then I got money in the bank and yes it's kind of the text man too but that doesn't matter I'm so awesome and then you're gonna come back and realize you've stopped marketing sorry you're gonna realize you've stopped selling and that's when you're gonna have to stop that call begin it's heavy so you're gonna come back over here and then you're gonna get a lot of portrait clients that have spent money with you that should be sending you massive referrals but you were so busy tuning the car gone over shooting in june you didn't give them the experience that they really like and they just thought you were okay you ever just going to drop down to twelve hundred dollars you're gonna come over here and then what's gonna happen is you're gonna have all this money in the bank no bookings for the next three months you're not gonna know what to do and then you're gonna take all the money into your bank can't and you're gonna get in tight for marketing which is not gonna work because marketing doesn't work when you pay for it because what you're gonna do is go and sell it but you've got no time to sell it because you're well right now okay how do I know this e feel like I like and then I'm like ah now a writer and then I liked it and that's exactly what you're doing now I realize I'm this all the time I'm just hustling and hustling and hustling and I'm sending my wick out and I'm sending my constant vibe out and I'm trying to place these people and then when I get some money I'm going to get resentful that they hate me because I wasn't there for them and somehow it's going to be their fault I've had difficult clients this month and I said no you haven't a difficult clients you didn't service them all right so put a cap on it and yes to shoots awake bethany if you can survive on that magnificent up your average that's what you're fighting for create that put a cap on it served them served them so well that every single person that comes in your door not any pace you with love and gratitude they go home and send you five more that every single woman that that other woman shows her portrait's to win she facebooks when she puts him out there she's going to say my photography it wass nicky casa and then they're gonna look at the photographs and they're gonna see you in real life and they're gonna go I want that I want what she's having because she's going to look at her facebook page and there's gonna be a whole other support okay you look wonderful okay you're beautiful anyway but she did do a really good job of photographing you I love that one you know it's like nothing to do with you although it does have nothing to do with you anyway but we like to think it does so so then it's like yeah yeah it was okay nothing anyway anyway uh but the truth is is that what you're gonna do and that's that's when you perpetuate uh movement and that's when the cause is just constantly changing on its own because you're doing this now yeah that you can't love the people and I'm gonna give you everything you need and I'm gonna service you because I love you don't want to do what cox find out I'm gonna give it a little wait I'm gonna going and I love these people love these people come over here oh look at that you know that and now I'm so good at that I'm just like come in because I can love you and it is the same time yeah and it's like then they set that aside I'm a very talented go all right uh I challenge you I challenge you how do you stand in front of me and tell me that you can tell people that they can have a winning portrait for three thousand six hundred dollars without flicking an eyelash and then you can't charge for your portrait I challenge every person out there today her feels this way because that is telling me that your winning is important to me but the love you have your family is really not when I went through those images off the mentors I went back to the image of timmy's not because of any other reason I tell you this I photographed a lot of beautiful images but I want to see the ones that make my heart stop that made my heart stop now be it the power ofthe loving my mother all that she's on the other side of the world or that I know that love I am a woman who is buying your brand and I'm telling you right now the gift of that love would be enough to make me come to your studio no amanda tool and flowers is going to do that the gift of a portrait is remarkable so how can you possibly value a witting two and three weddings I think they don't even stay married this is temporary people her family is for ever you can lose them there like the blockage your family is you gotta pick him just get them and they stay you it's like it's married marriage married uh how does why remind you of that because you soon may cry you'll like oh that was hot I was like trying to keep my you know self together but you saw me cry so you you felt the same thing I felt you were like yes I know the power of that how do I remind you of that on a weekly basis if it's about south value then I don't think I'm reminding you about what you do I think I'm reminding you about how you feel about yourself but how do I bring it back to you over and over as an educator is a portrait educator how do I reconnect to you that every week you must find a way within you because I'm telling you right now the magic of being in business is that you will create a product you will put a price on it you will believe in that product and you will sell the hell out of it and then you will be making money and getting clients and changing lives and then you're in business and when you're in business you can have whatever you want it's freedom so why would you not tell you that your product is worth what you believe it is with tammy and joanna tammy blindsided us with I'll just keep offering it to people until they see the truth joanna blindsided me with I started in two thousand dollars because I'd already done your work should be told me a thousand so I just went in a thousand and I came in high a there's no fear there computer what I suffered through so if you are discovering fear then then you need to come back to the experience off mastering those three bottom lines on the nine masters shauna shauna charging two thousand dollars for graphic design without betting annihilation in struggling to do that for her photography the only person and shown as well that needs to shift is shona she doesn't need to shift him mother and laura husband even if they're giving her naked of criticism it's only a mirror of what she believes you didn't take five years to master design to slowly start charging for it to take five years to master photography if your level is high enough that you're pleasing your clients the evolution of your sales should reflect that ha practice the art of telling people what you charge then listen it is not what they say when you tell people what your prices it's how you feel about their reaction that is your n earth I'm going to spain next year shooting portrait in creating a workshop around self with because my calling in life was to find mine it took me forty three years I don't want other people to wait that long I don't know what the value is that is the answer to your question it is not what they say when you tell them it's how you feel about it so if your reaction is strong and visceral and painful that is your core belief if I can shift that in you then I can shift your ability to attract and make and get money selling your craft couldn't have moment I used both ala carte and packages and just now I saw that my other car prices for my crutch so I just need to tell people that I'm charging my vote ported started to fifty that's the number that you say yes can I ask you a christian to does to fifty represent the first package you sold you said it back which is a car not a single well for listen does two hundred fifty dollars we present the first package is sold you know at the beginning did you come in to fifty it was even less okay so there's a shape pad around two fifty when you hit two fifty where you're comfortable and now you've priced your high packages with the starting price of two fifty because there's something about two fifty that makes you feel really comfortable maybe maybe I don't know you but those two full sails were even with less it wasn't exact digits yeah but all right so that's really important um this afternoon we're gonna talk about the wake up call of banking business although we kind of did that for the last year in a um tomorrow we're going to talk about self reveal wall sales selling yourself selling your product the whole morning is going to be about sales I'm going to put the mentors out there to show you how they're talking to people how they're how they're managing to get their sales where they feel stuck on their sales because they can get to these averages and still feel hurdle around selling I hope that this pricing sigmund has been a wake up call to you I hope you understand the core of it because I'm telling you right now the only person standing in your way is you

Class Description


When Sue Bryce taught her first CreativeLive class in 2012, she reinvented the category of glamour photography. That workshop inspired thousands of photographers to create a new kind of portrait photography business.

During this special event, you’ll hear from Sue again and meet nine photographers who changed the trajectory of their business and their lives thanks to inspiration they found in Sue’s CreativeLive classes.

In Portrait Startup, you’ll find out exactly what these photographers did to transform their fledgling photography operations into sophisticated, profitable businesses. You’ll learn about what it takes to build a profitable photography business and Sue will detail the Areas of Mastery required to run and sustain it. 

You’ll learn about:  

  • Cameras & Lighting
  • Studio or Location
  • Website & Portfolio
  • Marketing & Design
  • Social Media & Connection
  • Price & Product
  • Sales & Selling
  • Money Management
Sue will discuss the essential elements for building a successful glamour photography studio and you’ll get specific, tactical insights for doing it yourself.

Each of the guest photographers will share their own unique story of following Sue's business model and they’ll provide intimate details on what they've discovered and what worked (or didn't) for them. Sue will share the secrets behind her wildly effective Reveal Wall and share strategies that guarantee sales while keeping clients happy and eager to refer you to their friends.

If you want to build a photography business that celebrates the beauty inherent in all women, while running a business that provides for you and your family, join Sue Bryce and guests for Portrait Startup and learn how to build a business and life that you love.

Click here for the Complete Sue Bryce collection.