Do you sell something besides photography?

What I have struggled the most with in my business are repeat clients.

I get a great word-of-mouth referral from a friend for a video project. I close the video contract, create exactly what the client is looking for - and then nothing.

And for the longest time, I couldn’t tell if it was me or them or their budget or the fact that was just the “video guy” and nothing more.

After my bread-n-butter projects, I didn’t really have anything beyond that.

But here’s what I’ve learned…

Always have something to offer your clients.

Some clients aren’t ready to book your photography services. They’re interested, no doubt, but it’s not exactly the right time or place to press “Start.”

What do you do?

Offer something of lesser value.

I don’t use lesser or smaller as a pejorative. Candy bars are less valuable than sports cars (in most cases). Offer a smaller offering to your clients which will retain your clients interest in working with you.

Can’t afford a photoshoot?

How about I edit one of your old photos?

Can’t afford that?

How about I offer one of my photography tutorial courses?

And so on…

And then offer something of greater value.

Next question:

When they’re done booking your photography services, what’s next?

What do you offer after a client has booked your “bread-n-butter” services?

Set up your wedding couples for a one-year anniversary photoshoot. Get creative!

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This is how we offer lifetime value to our clients. No more one-off services. Put your clients on the path of greater and greater value.

Cheers,
Jordan P. Anderson