As a photographer, a lot of your time is spent wondering how to get that next client booked.
Who and where are they? How do you get them to notice you? What can you offer them that they don’t already have? How are you going to reach out?
And that all makes sense, right? Sure. You need clients to pay bills, to grow your business, and to get your name & brand the recognition you desire.
But what if attracting new clients was easier? What if, in fact, you’ve already got most of the tools to get new bookings, but you’re just not using them to their full capability?
Because chances are, you’ve already established relationships with previous clients and previous collaborations that could help you leap that ‘how do I contact clients’ step. In fact, they could actively remove it altogether over time, if you play your cards right.
So in this post, I guide you through one of the main mistakes you’re making in marketing – not capitalizing on established relationships
The missing link
Let’s say you’re a wedding photographer. You’ve taken some beautiful shots throughout the day, the bride & groom are ecstatic (yeah, go you!) and you’ve delivered their albums to them. Job done.
But what about the other services who showed up on the wedding day? The florists, the venue itself, the caterers…. Have you taken photos of their work? Chances are yes, right?
So why not offer them some of the photographs you’ve taken of their work? They’re working in weddings, just like you. And they’re also looking to build relationships, just like you should be too.
What if a bride, whilst browsing at a florist, sees your photographs of the florists gorgeous bouquets? She might ask who the photographer was. The florist might even suggest you. After all, you’ve shown so friendly and agreeable to help showcase her work, she likes the idea of working with you again…
And other niches too…
And transfer this across to food photography. You’ve been working with a restaurant on their food shots. But what if the restaurant is also a venue for parties? Could you send them some interior photos as extra to use? Or suggest a collaboration on events hosted there?
Collaboration is key
Or lifestyle photography. Perhaps you’re working with a company on their social media campaigns, and you’ve delivered all their photos. Do they work with brands too? Can you offer to do their brand shots for them at a discounted rate, or collaborate to create a brand-led campaign to help drive even more traffic to them? (and, in turn, to you)/
And if you’re stuck for what your clients may want, then grab your copy of The Happy Creative Bundle – designed to help you build more profitable relationships with your clients, discover your whys & wheres in your business, and challenge your creativity at every step.
Let go of the fear
The reason you might not have thought about doing these could be for one of a couple of reasons:
1. You’re a little worried that you’ll be knocked back. That’s understandable, no-one likes rejection. But it’s hopefully going to be a ‘Yes’, and if not, a very quick ‘no’. Rip the Band-Aid off and take the plunge!
2. You’re worried about ‘giving too much away’
Now, in my course Pricing Made Easy, I guide you through exactly how to know what, when & how much to include in every single session. And I know lots of you give away far too much in your session prices! (I’ve been there, trust me!)
But sometimes, there’s also a possessiveness that comes into play. A desire to watermark everything under the sun and not let any extra photos see the light of day!
Forget the watermark!
In these kind of instances mentioned above, forget the watermark that sprawls across every pixel and obliterates the image!
By all means use one, but place it subtly onto these ‘extra’ photograph, and in a stylish way. Or, remove it altogether. As long as the person in question knows that the copyright is still yours etc, then there’s more to be gained than lost in this exercise. Check out this post on contracts if you’d like to know more…
So what now?
- Now’s the time to open your little black book, and start thinking about vendors and clients you could work with again. How can they help you, and how can you, them?
- Start compiling a list of photographs they may like, or things that you both could collaborate on, so that a beneficial relationship could form.
And I’ll be giving you more ideas in the coming weeks about how to market to these vendors and clients, if you’re feeling a bit stuck on how to progress ( so keep a lookout )
Unsure about what value to add?
And, if you really want to know how:
- to calculate your time
- utilize a budget
- strategize your finances
- properly charge for every session
- and understand the real cost of ‘value’
…check out Pricing Made Easy, the ready-to-use system that changed my business!
With a comprehensive eBook, worksheets and ready-to-use calculators (to do all that difficult math for you) it’s the essential foundation you need to know your numbers, inside out!
Catch up again soon,