Do You Have a Low Risk Product?

A low risk product is something either offered for free or for a very small amount. It’s a low risk so your clients can try it out at minimum financial investment.

A good example of a low risk product for a wedding photographer could be a free or half price engagement shoot. A commercial photographer who photographs restaurants could offer a week’s worth of social media posting images say 10-12 images. This then allows the restaurant to see for themselves how much more engagement they receive when professionally created images are posted as opposed to their own taken on a member of staffs I-Phone.

An interior or property photographer could offer an estate agent or architect one free residential shoot,may be a high-end home which they can photograph to showcase all the aspects of their services, including the use of interior and exterior photography and if you have drone photography you can offer this in the package also.

The estate agent or architect need to see the benefits in using your services. Let them see for themselves the wide angle views taking in an entire room, the quality detail and close up features of a beautiful fitted kitchen, the perfectly balanced view looking out from the interior windows of a country home.

All these elements the agent would have trouble producing themselves, but these aspects of your service can really create a stir with their potential clients and certainly lead to quicker property viewing and sales.

Remember, the idea of a low risk offer is that you can build a relationship with the client. You can’t expect a client to jump straight in and go for your top high-end package until they know you, trust you and believe in what you do.

A small low risk offer can also create clients for life, so think of the potential value in giving an hour or so of your time for free, it could be worth thousands.

What can you offer your clients at a low risk or zero risk to encourage them to have a go at using your services?

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Are You Building an Email Database?

It’s essential as photographers that we all try to slowly build a really good, high number of email leads. These will become our goldmine database that allows us to keep in contact with our clients, or perspective clients, on a regular basis.

Email addresses can easily be collected from your website data capture, Linkedin, Facebook Pages and special offer promotions. The main idea of an email database is to contact your clients directly on a weekly or fortnightly basis and build a fantastic ongoing relationship.

You may well be posting to Facebook on a regular basis, but even if you are posting every day only 1% – 10% of you followers will ever see the posts that you make.

So, if you are posting to Facebook and Linkedin or writing blogs for your website don’t just leave them there, send them out to your email database as too, don’t just use your emails for offers, build trust with useful content. This way you are pretty much guaranteed the people connected with you will see what you are positing about, instead of leaving it to the luck of Facebook or the chance of them revisiting your website.

Think how many people will actually revisit your website on a regular basis once they have connected with you – probably less than 5 – 10%. So if that’s’ the case these people aren’t getting a chance to read your fresh blogs. If they have signed up to your email list and left their details you owe it to them to keep in contact, so why not send them your blog posts too.

Give your subscribers more than just offers, make them feel special with quality content, build trusting relationships so those relationships turn into client relationships further down the line.

Start using email on a regular basis, use email to distribute all your posts, blogs and all your news, special offers and updates.

Don’t hound the subscribers on your email database with just special offers make the offers unique to them and them alone, Subscriber VIP Offers or Limited Advanced Notice Offers. Try to fill their inboxes with fantastic useful content that will help them build up an emotional or solution-based relationship so they can really see the value in your services and also start to know you better as a person.

Remember people buy from people they like so and some humour and add some personality to your emails we are all human.

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Are You Thinking Ahead for Christmas?

As a photographer it’s a good idea to think 2-3 months ahead at any one time. As the end of the summer approaches with October now here it’s a great time to start thinking about your Christmas offers.

Never leave it to the last minute, don’t put your Christmas offers out a couple of weeks before December - get them out early, start your followers thinking now, because a lot of people like to spread the cost of Christmas.

Many of people start Christmas shopping in September so get your offers out there. Also many businesses will already be gearing up for Christmas and fresh imagery will be at the forefront of any festive online campaigns.

Notably the hospitality trade are always very proactive in putting their Christmas offers out early - ensuring their restaurants and guest rooms booked in advance. They send their information out across social media, getting clients to think about Christmas at an early stage with the same old message, book early or lose out. You need to be doing the same, take a leaf out of the hospitality trade’s book.

Start promoting ideas for your Christmas portraits to your clients early. Remember some of your network may need to be reminded two, three maybe four times before they actually engage and either pick up the phone or jump on an email and book that portrait session – so start now.

Whether you are a commercial photographer or lifestyle photographer or a wedding photographer start thinking of packages and offers you can put together ready for the Christmas period. If you start now I’ll guarantee you can maximise Christmas a lot better.

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How Active Are You on LinkedIn?

It’s easy to stick with the same routine – sending out the same connection message to 50 - 100 people on a daily basis. Yes, your connections will grow and so will your network on LinkedIn but if you really want to make the most of your network by becoming an influencer and thought-leader within your niche you need to start interacting, complementing and commenting on a daily basis.

This means scrolling through your news feed and selecting potential clients you’d love to work with then interacting, complementing and commenting on the content they post. However don’t just leave your interaction on LinkedIn at the complementing and commenting stage, start writing your own creative content and don’t just talk about yourself or your business.

Talk about trends within your industry, news that your potential clients will find of use. Also post articles that create thought, start conversations, debate and interaction. Any form of interaction is good – whether its negative or positive, it will get people thinking and it will get people talking, most people comment objectively and don’t just criticises for the sake of it like many do on Facebook.

Every time you post you’ll be appearing again and again in the news feed of your ever growing network, your profile will receive more views and your influence will increase.

Start using LinkedIn for what it really is - a social selling platform for growing a network and building connections, connections that can slowly turn into clients. Start getting more active on LinkedIn today and become known by many as the thought leader in your niche.

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What is Social Selling?

Social selling is all about building relationships online via Facebook, LinkedIn and Social Media.

To successfully socially sell you need to exactly know who the people are within your online network.

What the demographics for your audience are?

What they like and dislike?

What they do for a living?

What interests do they have?

What deposable income bracket do they fall into?

What big brands, fashions or trends do they follow?


Once you know a lot more about your ideal client and social followers then you can post content that is of real interest to them on your social media platforms. Socially selling involves 3 key stages. The first stage is to be informative. Give plenty of free information away, be there as a hub of advice and a resource for your potential client.

Tell them the benefits of a product or how best to solve a problem, topics that relate to them alone and that you know will be of interest, this may involve a bit trial and error but don’t try to sell at this stage, just be helpful.

The next stage is to build the relationship further. Building the relationship further can be done by giving away something for free, chose something that is normally at the smaller price bracket around £50 – £100 and give that away for free but to your followers only. This is exclusively for them in return for their loyalty and ongoing following, make a point of stating this in your posts .

You can give away vouchers or give away a free trail offer, this allows a potential client to try you at a zero risk or reduced fee, but will always lead to a much bigger potential upsell after the trial or free session.

Remember, don’t go straight for the kill with a big high ticket item - build the relationship up first. Let them see the value of what you do.

The 3rd key is aspect of social selling and final step is to sell to the right people at the right time. Remember not everybody is going to want your product all of the time. Some people are going to want your product at certain times a year.

So once you know your ideal customer, you then need to know when they would mostly like to buy your product. This will then be right time to start selling your product on social media but don’t over sell.

Remember only one in every ten posts you make should be a selling post. Build a relationship and give value of money to your followers and when they are ready to buy from you they will.


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You Always Have to Over-Deliver

Over-delivering is an essential part of building a solid customer base for life but most photographers don’t do it. Over-delivering is quite simply done by you giving the client more than they expected in the first place.

So, for example, you’re a portrait photographer, you take a set of portraits and tell the family that the pictures will be ready to view online within the next 7 days. To over-deliver simply message them within 3 days telling the family their photographs are ready to view by doing this you have already exceeded their expectations.

Another way to over-deliver is to always give something for free. By giving something for free you will not be reducing your profit because the free item is already included in your costings when putting your packages together, you just don’t show it to the client.

So say for instance you’ve put a package together with an album, a USB key or even a canvas print with some small prints included, what you can then do is supply the client with 6 beautiful photo keyrings for FREE. The keyrings should display one of their favourite images on the front and your company logo with website URL on the reverse.

Clients will simply enjoy these little touches, they’ll hand keyrings out to friends and family while telling them how much they really enjoyed their shoot with you. They’ll love them because they are for free and totally unexpected, its these little gestures that really do count.

Keyrings, mini albums, desk frames and what I call portable gifts are great PR for your business because when people ask where the photographs were taken, your details are on the reverse of the keyring or etched on the pocket album or on the bottom of your photo mugs.

It doesn’t have to be an expensive free gift, it just has to be something that they don’t expect. Obviously, your free item or free delivery will be costed into your package. The more money each client spends the bigger the freebie. If they spend a couple of £1000’s on a portrait album and USB, you might want to include a free canvas.

The canvas they can clearly see from your photography price list is valued at £400. However realistically it has probably cost you £40-£50 to produce. That free canvas is going to carry a lot of weight to them when they recommend you to their friends, telling people how amazing the experience was, how you supplied their images in record time and were very generous to include an amazing free canvas worth £400.

When you have successfully over-delivered and you’ve supplied your clients with the products that they have brought, it’s the perfect time to ask them for a testimonial. You can pretty much guarantee an absolutely fantastic testimonial in return and be sure the will recommend you to all their friends.

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Too Many Photographers use Facebook as a Selling Tool

Facebook should not be used as a selling tool.

The only way you can sell on Facebook is by social selling and building relationships with your fans. If you try and use Facebook just to sell then people will start unliking your page and your followers will move away. Your Facebook page should be a hub of information, it should be there to give value to all of your followers.

If you are a wedding photographer, you should not just be selling your wedding services on Facebook you need to be talking about the best places to get dresses, the best venues for weddings in your area, what’s the ‘in’ thing to have – the must have thing this season, the current wedding trends etc.

Share funny videos from Google of weddings gone wrong, share wedding quotes, share wedding fashion tips, images from celebrity weddings this is the sort of content your followers will love because it appeals to them. Make your Facebook page the place to go for people who are getting married or planning a wedding in your area.

Once they see your Facebook page is a valued source of information then they will hold you in a higher regard because you are not just trying to sell to them on a regular basis. Followers are more likely to recommend your Facebook Page to others and share your posts with their friends because it’s a real source of information that helps other people in planning a wedding too.

Start to think of Facebook as a more information giving service other than something where you can try and promote and sell photography on a daily basis. Ideally you should only be promoting or self-promoting by doing adverts or trying to sell something on Facebook once every ten days. So, if you are posting once a day would mean that every one post out of ten should be selling meaning every other post should be informative, telling stories, showing emotions or sharing pictures from other people’s weddings.

I’m putting together a great Facebook Training Guide for Photographers within my Awesome Photographers Private Mentoring Group, I’ll be covering Facebook Posting, Content Marketing and sorting out your Facebook Advertising once and for all.

For more information about this amazing Group and how it can turn your business around with fantastic mentoring support and all your essential questions on pricing, branding, website marketing and much more then come a give us a trial for 30 days at www.22s.com/theawesomephotographersgroup


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Goal Setting for Success

Goal setting is a massive part of creating a successful photography business but so many photographers just don’t do it.

It’s essential to set goals for every different area of your photography business. It’s not just about how much money you are going to take or how many new clients you’d ideally like.

Set regular marketing and branding goals such updating your website, writing 10 blogs per month, having 50 Facebook posts per month, increasing your Linkedin connection rate by 1500 over 3 months.

Have goals in every single area of my business and track those goals weekly. I’ve developed a great Photographers Goals Tracker System I can send to you or you can download it from my Awesome Photographers Facebook Group if you’d like to become a member at www.22s.com/theawesomephotographersgroup

Most of all make your goals big, it’s no good having average sized goals. When somebody thinks of a goal they are usually very conservative, if I ask you to think about how much extra money you want to make in the next 12 months it would probably be a very conservative amount and you might say £40,000 or £50,000 which is easily achievable.

If you go for something a lot bigger and say ‘right well I want to increase my business by £150,000’ you are going to have to work a lot harder to achieve that it. Now think about it even if you don’t reach your goal and only get half way towards achieving your target you’ve still hit £75,000 which is 50% more than your original goal.

Really push your goals and have a good objective of what your goals are for every single avenue of your business, then track your goals on a weekly basis reassessing them each month to see which areas need working on more.

Always look at the bigger picture for your business and tweak your goals to keep on track. It could be that you are going to need more clients, so you are going to have to get the website finished quicker, or you’ll need to increase your followers on Facebook and grow your connections on LinkedIn, all of these actions will ultimately lead to increased brand awareness and potentially more clients.

Have goals in every area of your photography business and track them on a regular basis because if you don’t have goals how do you know where you are? How do you know if you are ever going to get there if you don’t know where you are going in the first place? It’s an essential part of developing and taking your business to the next level and it certainly works

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Building an Awesome Photography Website

I’ve been looking at a lot of photographers’ websites recently and most photographers’ websites tend to follow the same theme. They tend to take-on a portfolio-based website which basically means they are full of lots of pretty pictures, but they don’t have much text. The reason they don’t have any text is that they are more like an online gallery and they don’t offer a clear message or a solution to their visitors.

Most photographers don’t like the idea of marketing it’s not something that appeals to us, but you must understand that even though your images look nice its emotionally driven words that will really sell your photography.

When using words that are going to sell your services you have got to offer a solution to a problem or build an emotional connection with the people you are looking at as potential clients.

So that said at the very top of your website you MUST have a headline when you open up your homepage. Your headline has to say what it is you do, whether you’re a wedding photographer, portrait photographer or a restaurant photographer your message needs to be clear. More importantly your message needs to say what you can do for the client, how you can make their lives better and be the solution to their needs.

So for example, if you are a food photographer you don’t just take photographs - you take attention grabbing images that creates stunning interaction on social media and brings more bookings to your clients door. If you are a wedding photographer you don’t just take photographs - you take beautiful timeless images in a hassle-free way, fun, natural and relaxed, so the bride, her friends and family can enjoy her special day without interruption.

You have-to look at what the core reason is potential clients are seeking out a photographer in the first place. How can you make their lives better, it’s not just taking pictures it’s the solution to their needs that is the real benefit for them.

Think about it, any wedding photographer can photograph a bride and produce good images, but what the bride really wants is to feel relaxed, at ease and enjoy her big day, knowing the photographs will be taken without interruption.

Every other photographer will be selling their images online just as pretty pictures. However potential clients can’t judge one photographer’s work any differently than they can judge another photographer’s work. They don’t look at photographs the same way as we do.

What you have to do is be different from everybody else and tell clients exactly what you can do for them. Don’t just display a set of pretty pictures and leave it to them to make up their mind who they are going to choose. You have to take action on your website and get your message across, tell them why they MUST book you.

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How to Get a Lot More Connections on Linkedin

In order to get more connections on Linkedin you need to have a first-rate connection message. The connection message is your opening introduction to anyone who wants to join your network.

It’s got to be right, it’s got to be brief and it’s got to be powerful. You are limited to just 300 characters per message, so you really have got to get the benefit of connecting home in a very short amount of characters.

Your connection message should NOT be something that directs people to your website and says something very weak like ‘I’m a commercial photographer, I take great pictures have a look at www.yourwebsite.com.....’.

You have got to give them something of value. Let’s say you are a hospitality trade photographer, you start your message with something like ‘Hi I’d love to connect. I take fantastic images that really builds your social media engagement and brings more bookings to your restaurant. I’ve got some great restaurant social media tips I’d love to share with you’.

For example, my own connection message runs along the lines of ‘Hi my name is Jeff I’m a photography marketing mentor. I try and take the magic and mystery out of marketing by giving loads of free useful tips and advice to my photographer followers. I’d love to connect.’

That’s basically it, you are giving something for free, giving something of value away in return for the connection. You are offering people something that is going to build a relationship, you don’t want to try and sell on your first message.

What you are looking to do is to get them to connect with you, so you can build a great relationship further down the line. A relationship that will enable you to sell to them in future messages, but first you must give in-order to receive and build their trust.

Do you want 1000’s of new connections, a highly viewed profile and more importantly connections that become your ideal paying clients here on LinkedIn? Well if you can spare 45minutes a day following my process you can do it easy without spending a penny on adverts or sales funnels and landing pages?

In my Private Facebook Group The Awesome Photographers I’ve put together an entire LinkedIn for Photographers Training Program.

This includes how to totally optimise your profile, write connection messages that really work, build an awesome company page, convert connections in clients and build a huge wealth network on LinkedIn.

I’ve also included a FREE copy of my Best Selling Book The Photographers Missing “Link”edIn which you can download inside the group.

Come and try The Awesome Photographers Group for just $1 joining fee today.

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