The Photography Sales Funnel Part Four: How To Put Your Sales Funnel Into Action

In the final chapter of this series on the photography sales funnel we look at how you can begin putting what you’ve learned into action for setting up your own sales funnel. If you haven’t read the first three parts of this series please do so now:

The Photographers Sales Funnel
Generating Leads At The Front Of Your Sales Funnel
Long Term Profits Through Referrals

The Potential Is Larger With A Niche

Once you realize the potential of a sales funnel, which I hope you do by now after following along in this series, you should consider implementing one for your own business.

When you first get started, don’t look at your business as a whole. Instead, look at it in individual pieces, or in niches. Maybe you photograph weddings, events and family portraits. In this case you could look at your business in three distinct ways through all three of your niches.

Each niche will be considered unique because you will be approaching customers and referral sources in different ways using different materials and tools. While they may all require you to have a website, how you move them through the site will take on different approaches for each of the different niches. For example as mother looking to book a family sitting may love looking through wedding images, but she won’t be able to “see” herself in your work. She wants to see other families and how you pose, choose your backgrounds, create packages, etc.

Planning Your Sales Funnel

Once your niches are determined and you are confident you want to bring in a lot of clients in those niches, you can begin work on your sales funnel.

Your main focus should always be on the needs of your customer. When I begin planning out my sales tools, instead of thinking of my niche as a whole, I think of one customer in particular. Don’t think of a “generic” customer. Instead, think of the best client you’ve ever had, the one you would love to have in your studio all the time. Then ask yourself a series of questions.

  • What did you do to attract her? How could you improve on that process?
  • What did she buy? What more could you have sold her?
  • How did you communicate with her during the entire process, including in the present? How could you communicate with her now and into the future?
  • What more could you sell her?

I’m sure just by reading these questions, ideas are popping up. Don’t stop the flow of ideas. Let them come and write them all down. This is how you will build your sales funnel for the future.

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Photography + Small Business + PIPA and SOPA = Death To An Industry

A couple of weeks ago, I posted Why SOPA/PIPA Affect All Of Us to help you better understand two bills that were before congress and the impact they could have on us all. I’ve been involved in groups for the past couple of years that have been watching and fighting this “concept” as it makes … Read more

How To Make Your Small Photography Business Seem Bigger

When our business started growing by leaps and bounds, we made a conscious decision to stay small – Andrew, myself, an office manager, and two part time assistants – yet look like we were a very large photography studio that could take on clients anywhere in the world.

Guess what? It worked.

It doesn’t matter if your business is in a large office building, or run out of the basement in your home, there are certain things you can do to give it the large business appearance. Along with the comfy feeling of being a small time studio.

Brand Yourself For Mass Appeal

Your brand is your window into the world. Just because your current client lives 10 miles from your studio doesn’t mean she won’t be mailing photographs and sharing your information with a friend that lives 1,000 miles away. Especially in today’s world, there are no boundaries when it comes to promotion. We’ve had clients in Germany plan a long distance wedding and choose us as their photographer by viewing our online portfolios and making decisions through email – that’s a long way from Colorado.

Start out by looking at the name of your photography business and your tagline. What do they really say about you as a photographer? Does it say we stay local, or does it say we are willing to travel anywhere? When we were in the process of doubling our business, we changed our logo by deleting “Denver” from our tagline, and adding “Worldwide” instead. From that point on our business grew exponentially. Not only did we have a different attitude, our clients did as well. We received many phone calls asking if we had offices in different regions of the world – and they were always surprised to learn how small our employee base really was.

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What Photographers Don’t Get About Marketing

This post is Day 29 of 30 Ways In 30 Days To Redesign Your Life With Photography. This series seeks to provide you with practical steps to get you from wherever you are today, to exactly where you want to be – this year! If your goal has always been to take your photography to a whole new level, hang on and start enjoying a new lifestyle you’ve always dreamed of.

I love time travel movies. It’s so much fun thinking about the possibility of being able to leap into the future to see what its like. Wouldn’t it be interesting to see what the world is like in 50 years? What technology will we be using? What will our daily lives be like?

Unfortunately, we can’t make the leap today, and know instantly what we should be doing to make our future successful. And in today’s world, even a few short months can bring about drastic change.

Think about what we do today compared with what we were doing five years ago. Would you have ever predicted spending your time on Facebook? Statistics show that the average person spends over 10 hours per month on it.

I also read a statistic that a person starting a four year technical degree today is learning obsolete technology. In other words, technology is changing so fast, that what we are learning today will no longer apply a short four years from now.

So how do we look into the future and decide what we want to do when it may not exist?

And more importantly, how can you build a business today that is ready for the future?

The First Step

The first step towards the future is realizing that everything you learned in the past no longer applies.

  • Yellow Pages and phone books? Dead.
  • Newspapers and print advertising? Dead.
  • Television and radio commercials? Dead.

Okay, I know I’m going to get emails that say these tools are still being used effectively, and they are still generating business. And I agree. In some ways, they are still in use and people are gaining traction from them.

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How To Get Your Foot In The Right Door

If your goal is to bring in portrait or wedding clients, you quickly understand that you must advertise to the right people, and bring them in one by one. But what if you are looking for bigger jobs? What if you are looking for a few large clients on more of a corporate level in order to fill your studio for the year?

If you are just starting out, that can be a daunting task. I heard from several of you facing this type of situation.