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The Boutique Bootcamp

“You’re already a great photographer. Now let’s make you a great business owner.”

LIFETIME ACCESS TO ENTIRE BOOTCAMP VIDEO COURSE

+ 30 MINUTES OF PRIVATE BUSINESS COACHING

WITH GRETCHEN ADAMS VIA SKYPE, FACETIME, OR PHONE

overworked & underpaid

 


Are you feeling frustrated, overwhelmed and undervalued in your portrait business because you are working far too many hours for far too little pay? Are you struggling to find the RIGHT clients who will appreciate and support your business? When it comes to photography, one thing is for sure: talent doesn’t pay the bills.

You have been chugging away with your portrait business for several years now, working the shoot & burn or online galleries business model that you were introduced to when you first started your business. That was the way it was done, you were told. It must be industry standard if that’s what everyone is teaching, after all.

At first, it seemed great. You were always booked, you were happy to be selling your art, your style was emerging and you were getting better and better every day. You were getting tons of accolades from your online peers and you felt like you were really building something great here.

But fast forward a bit, maybe a few tax seasons forward in some cases, and you’re realizing that something just isn’t working. You have no time for your family or friends and you can’t remember the last time you took a day off.

the bottom line is

 


You’re not making money. Zero. Zip. Zilch. You felt like you were. You had checks to deposit, after all. How can this be? And yet you continue to pour more & more hours into this business every month, desperate to make this work so you can provide for your family. More hours of working minimum wage for maximum stress. One thing you know for sure is that this is NOT the vision you had for your business.

Wouldn't it be nice...

If you could attract the types of clients who would happily pay your rates, allowing you to take on LESS clients but make MORE money, all while working with people who truly value you?

imagine reclaiming your life and having time for the things & people you enjoy…

I can help you get there

The steps to transforming your business from struggling to successful are not nearly as complicated as you might think. And that, my talented friend, is why I have created a solution…

the boutique bootcamp is...

 

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a video-based, self-paced program that will help you restructure your photography business to allow you to work smarter, not harder

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a course that breaks down all the elements that make up my boutique business model into easily digestible chunks and then walks you through how to recreate that in your own business

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designed to help you attract the clients you want to attract, who value what you offer, and are willing to pay well for it

Here's everything that is included in this 12+ hour program...

Click on each MODULE TITLE to see what is included

MODULE 1: INTRODUCTION

Welcome to the program! In this module, I’ll share with you my evolution as a photographer and business owner for the past 17 years; how my background in education, psychology, sociology, and child development as well as my previous career path as a real estate agent have all prepared me to do what I do today.

MODULE 2: ELEMENTS OF A BOUTIQUE BUSINESS MODEL

In module 2, we are diving deep to uncover what elements contribute to a higher perceived value and attract those high-end clients. We are covering all of the following topics in detail:

Explaining the 4 most popular business models

Mindset Shift: Where it begins and why it’s crucial to your success

Tour of my own studio and what I offer to my clients

What things are NOT needed for in-person sales

How to transition from shoot and burn or online galleries into in-person sales (IPS)

The Welcome Kit: Your silent salesperson

MODULE 3: PRICING & PRODUCTS

In this module, we are going to cover:

Pricing for a boutique studio: How the prices we set play a big role in the image our clients have of our studio

Why we do NOT discount in a boutique studio and what you can offer instead to really “sweeten the pot”

Deciding on products (bonus…comprehensive vendor list download)

Packages vs. A La Carte: The things a lot of professional photographers don’t think about when making this decision

How to still offer digital files (if you wish!) without hurting your sale

MODULE 4: MARKETING CONCEPTS FOR HIGH-END BRANDS

The success of any studio lies with serving the RIGHT clients. In this module, I’m going to share with you the real reasons why those wrong clients do more harm than just not placing large orders and why we have to work hard to avoid these clients. But where do we find the awesome clients that will help us grow our business and appreciate all that we do?

In this module, we will DEFINE your ideal target client and I’ll share with you why this is a crucial step before you can start any marketing efforts. (hint…if you haven’t defined your client avatar yet and your previous marketing efforts have flopped, this is why.) And lastly, I’ll teach you how to deal with the friends who want you to “take a few pics” and I’ll share with you why it costs us so much more than just a “free shoot.”

MODULE 5: PARTNERING WITH CHARITABLE AUCTIONS

Auctions have been one of my main-stays in my marketing plan since my first year in business in 1999. I have found the “sweet spot” of working with these organization to create a win-win-win for everyone, and I share all of that with you in detail in this module. The contents of this module were originally my entire “Working With School Auctions” course. I have revised it, added more elements and details, and am revealing it all here.

By the end of this module, you will know…what exactly an auction IS, how to find them, how to determine if the event is a good match for your studio, what questions to ask the committee, how to prepare the info that the committee will want from you (including the all-important Auction Description, Terms & Conditions), and why WHAT you donate matters and plays a huge role in the type of bidder you attract (hint: less is more!)

You will also learn how to plan your display to create a BUZZ and who should be in that display, packaging it all up and how to deliver it for maximum exposure. I also share tips for after the event..how to handle the winning bidder, how to continue the relationship with the organization so you become their preferred donor, how to actually get your display BACK from the venue, and finally…what to do if the winning bidder balks at your print prices (but don’t worry, if you have followed all of my steps, this will rarely happen!)

MODULE 6: TURNING EMAIL & PHONE INQUIRIES INTO BOOKINGS

In this module, we are tackling the process of turning those initial inquiries into paying clients! We are going to go over a typical email inquiry and show exactly how I respond in order to move them over to the phone call phase. Then, you are going to watch me on the phone and hear both sides of the conversation so that you can hear what I ask and when, how I discuss pricing (and how much actual info I give them regarding the pricing), how I build rapport, identify pain points and address them by showing the benefits.

I’ll teach you how to use the principles of “features tell, benefits sell” to show you how to build excitement around what we offer and show how we are the right solution to the client’s needs. And then you will hear how I move them over to an in-person consultation.

Not ALL phone inquiries are a good match for us RIGHT NOW, so you’ll also listen in on the call that is NOT a good match and learn how I handle those types of calls to make sure I am still keeping that inquiry in my “back pocket” for a future opportunity. This module also contains a downloadable Flow Chart and Question Guide to keep you on track when you are making your own calls!

MODULE 7: THE IN-PERSON CONSULTATION

What should an in-person consultation look like? How should it unfold? What do you say and in what order? I cover all of that in this module, complete with a filming of a consultation from start to finish. I’ll start by sharing tips on how to best prepare for the consult, whether it is going to be at your home, studio, or in a coffee shop.

Then, you’ll watch and listen to a consultation here with me in my studio. See how I guide that appointment to collect information, build rapport, and discover pain points, and witness how I go about designing the session with the client and how we collaborate to get her as involved and committed as possible to the experience. You’ll see how I easily close the appointment and collect the payment. This module also includes a downloadable Flow Chart to help you in your own consultation appointments!

MODULE 8: PREPARED CLIENTS ARE GOOD CLIENTS

One struggle we all have from time to time is how to make sure that our clients always know what to expect so they come to us fully prepared and happy to follow our lead. When a client is not full prepared, we run into objections and stalls. This module focuses on the exact steps that I take with each client prior to the shoot itself and prior to the IPS to make sure they always know what to expect. I will show you what I do in between the consultation and the actual photo shoot to insure the client and I are on the same page, and then I will show you what I do after the shoot to prepare the client for the IPS.

MODULE 9: IN-PERSON SALES (IPS) FOR FAMILY PORTRAITS

It all comes down to this…if you can’t get the artwork into the client’s hands, you have no business.

In this module, I am going to walk you through EXACTLY how I come up with my game plan for each client’s order, how I cull the images according to that plan (and some great tips on how to actually SHOOT the right images for that game plan before you even get to this stage!) I’ll walk you through my set-up for this appointment and give you alternative ideas for IPS appointments done in the client’s home, a coffee shop, or via Skype. Then, we will launch into the ACTUAL IPS!

You will be a fly on the wall, watching the screen that the client is watching during the IPS and listening to the conversations that take place so you will see what the client is looking at as I am guiding them through the process. You’ll see how this appointment just flows perfectly, with the client feeling confident in their decisions because they had my guidance. I am teaching you how to LEAD this appointment, not how to just be an order taker. Anyone can sit in a room and take an order, I am teaching you how to be the trusted expert here.

Clients need guidance, they have no experience putting together an artful display of their images! Most photographers who struggle with sales are missing this key component…you have to LEAD. I’ll teach you how to handle this appointment in a way that leaves the client feeling well served, happy, and with no regrets to their purchase. My clients always compliment me on how enjoyable and easy this appointment was. I’ll show you how to duplicate exactly what I do!

MODULE 10: IN-PERSON SALES (HIGH SCHOOL SENIOR)

 Now we’ll go through that IPS process all over again, but this time with a high school senior and her dad. This scenario presents a great opportunity for learning how to structure your offers to help families who have multiple sets of households. In this scenario, we have a dad who is divorced but needs to order images for the mother as well. You’ll hear once again how I use the same basic process and strategy to run the appointment smoothly and get the client committed to a certain number of images very easily.

You’ll also see how I have PRE-PLANNED how to work around the “mom needs photos too and she lives out of town and can’t be here” problem so that it is a win-win for all of us (and no, this does NOT involve an online gallery!) Again, it’s all about crafting that game plan. Between the two IPS appointments I am bringing to you in this course, you will have a very clear idea of how to structure your own IPS appointments to mimic my easy-to-follow process that leaves clients feeling satisfied and well served, while you leave happy that you have been paid handsomely for your services and did not leave any money on the table.

MODULE 11: HOW TO USE IPS WITH MODEL CALLS

 We all utilize model calls in some capacity at different times in our business. But how do you structure those model calls to not only help you with whatever project you are working on, but to also create an opportunity to get paid at the same time? I never do anything in my business that doesn’t have at least 2 distinctly different benefits to me because, hey, time is precious and I’m a busy lady! Let me share with you how I handle these projects so that I get the biggest bang for my buck and how I make sure that the model client is fully prepared for what they will be receiving vs. what they will have the option of purchasing later. Again, it comes back to communication and strategy!

MODULE 12: 5 DAYS OF MARKETING ACTIVITIES

Now that you know how to define your ideal client and how to serve them well once you have them in your pipeline, I want to load you up with some creative, outside-the-box strategies (mostly free) that you can start using right now to help you go out there and GET CLIENTS! I have set this up to be a daily challenge, meaning video is labeled as “day 1, day 2, etc” to help give you separate tasks to work on, one at a time.

We will be covering marketing tactics using the power of events in your community to generate buzz. We will explore how to harness the enormous opportunities within networking groups to generate immediate head shot work. We’ll go in-depth with displays to teach you not only how to get other business owners on board with you setting up displays in their businesses, but also how to actually create displays that will get noticed and send clients to you! It’s not as simple as just walking into a shop and asking for a wall to display some work. In order for any display to be effective and actually drive clients into your business, you have to have a well-defined strategy and we will cover that! And lastly, I will share with you how I tap into my past clients to become the “hero” that they continue to patronize.

We aren’t talking Facebook ads and mini-shoots here, these are very specific strategies that can be done in many capacities after you learn the basic premise of WHY they work. Now let’s start getting that calendar filled up!  

MODULE 13: BONUS MATERIALS

 In addition to the 12+ hours of video content and supporting PDF worksheets and guides, there are a few other bonuses that I have included here:

My Networking Guide e-book that will teach you how to find networking opportunities in your area, how to handle those meetings to make the best use out of your time, and how to identify POWER PARTNERS and build a POWER POD of other professionals who you can benefit your business.

Access to our exclusive MEMBERS ONLY private Facebook community where I continue to give support to my students and where you can build relationships with other like-minded photographers.

why wait another day?

 


Your very next sale could be your highest dollar amount ever by merely implementing a few of the countless strategies I teach in this program. I receive emails from past students every week telling me about how their sales have soared & their stress levels have gone down after following my techniques. You could be one of them! We don’t need a perfect business in order to get paid, but with each of my strategies that you implement, your business will evolve & get better & more profitable. The sooner you get started, the faster you will reach your goals.

Are you ready to take control of your business & future?

You can get started with your business revamp TODAY!

ENROLLMENT IN COMPLETE PROGRAM $647

Let me in the program!

Hello! I’m Gretchen Adams, the voice behind The Boutique Bootcamp.

Having run a very profitable, highly sought-after, award winning boutique portrait studio in the San Francisco Bay Area since 1999, I know a thing or two about what it takes to really succeed in this industry. Much like many of you, I had no formal training in photography and just came in with a passion to create and a desire to build a career that could be molded around my family. A background in selling high-end real estate (another industry with fierce competition, requiring finely-tuned customer service skills & creative marketing strategies) as well as an education in psychology, sociology and child development helped prepare me for this crazy world of selling my art to make a living.

But how did I come from that, into what I do now? Well, as the economy was plummeting in 2008, local photographers started to take notice that I was still working away, not seeming to be effected much by what was going on all around us. Requests started coming in from my peers reaching out for help and advice. I began to take on consulting projects to help other studios improve their bottom line & restructure their businesses to reflect how our industry was changing.  I started to realized how much teaching & coaching really fueled my passion for my own business.

The fact is, I am truly a business owner first, and a photographer second. While I certainly am passionate about photography (as we all have to be to do this for a living) what really fuels my fire is my passion for BUSINESS. I find nothing to be more creative than hatching up a business concept and then going to work implementing it. I have found that marrying these two aspects of my life have really created the perfect career for me. Creating portraits paired with revamping businesses is my sweet spot.

 Dedicated to offering the best that I could to my consulting clients, I entered into a Life & Business Coaching program in order to become a better training & motivator. Balancing private coaching and my portrait business allowed me to lead a very rewarding and fulfilling life.

In recent years, I decided to package up all that I had been offering to my coaching clients into an easy-to-emulate “business in a box” online program.

In 2014, I released my very popular “In-Person Sales Appointments” course (which enrolled over 450 students just last year alone) followed by my “Partnering with School Auctions” course. My students raved about the course and were eager for more guidance in other areas pertaining to the boutique business model. I decided to combine those two courses into a much more elaborate and detailed program, which is now The Boutique Bootcamp.

In this program, I share everything I have been teaching to my private clients over the last several years. This is truly a coaching program in a box for any photographer who wants to build a high-end Boutique Business Model. The Bootcamp details  exactly how I handle all elements of my business as a product based IPS portrait photographer with 17 years of full time experience, and I am very proud to now offer this as my signature program.

 botb_and_pp

Hear what others have to say about my previous courses...

 

Chaya Braun

Chaya Braun

Chaya Braun Photography

“Gretchen Adams’ IPS course proved to be the turning point in my business. Her teachings covered all aspects of running a profitable business in a detailed and entertaining manner. The recordings of actual sessions were an excellent tool that gave me a bird’s eye view into the running of a successful photography business.”

Angela Brown

Angela Brown

Angela Brown Photography, LLC.

“I’m starting my seventh year in business and still had trouble completing the client sale at the ordering appointment. No matter how much I felt I had prepared, I could never seem to get them committed. I signed up for Gretchen Adams’ In Person Sales course and it was amazing how much her style and philosophy resonated with me. Somehow Gretchen can take a complicated theory and simplify it enough to make my light bulb go off. She is a true professional!

After taking the course I’ve made the decision to streamline my product offerings and follow Gretchen’s process in the sale appointment. It’s funny how just a new outlook can make a significant difference in one’s business.

I’m an education junkie but Gretchen’s course is one of the best investments I’ve made in my business. Thanks, Gretchen!”

Eva Reyerson

Eva Reyerson

Eva Reyerson Photography

“I have purchased Gretchen’s course and it’s a life saver as I am switching from shoot and burn to a full service photography studio. Great tips and insights from someone who’s been doing this for years and refined her technique of no-pressure sales. She does not just explain to us the techniques and the psychology behind her IPS appointments, but we actually get to watch her “in action”. This course gave me the confidence I needed to start implementing the necessary changes. It has been invaluable. Thank you!”

"But I just don't know what to say when I'm talking to clients!"

I get it. The thought of not knowing what to say when they present an objection or not knowing when or how to bring up the subject of pricing (gasp!) is such an anxiety-provoking thought that many photographers would just rather stick with online galleries or handing over digital files to avoid the situation all together. But don’t worry. I’ve built this program to teach you how to handle all of those things with ease. You’ll be sounding like a pro in no time. Not only are you going to be a fly on the wall during several client exchanges, but I’m going to prep you BEFORE the client meeting by showing you my game plan ahead of time, letting you listen to how it all unfolds, hear the objections and how I overcome them, and really walk away KNOWING how to handle many different scenarios. After each client appointment, there’s a recap video where I point out what has happened to make sure you REALLY caught all of the subtle nuances.

and let's talk about that IPS specifically for a sec...

Anyone can sit in a room with a client and keep their mouth shut and be an order taker. That’s NOT what I teach. I teach you how to plan for the sale, how to cull your images according to what products are in your game plan, then I teach you how to LEAD that appointment with ease, not just to sit back and be an order taker.

You will be watching the same screen that the clients are watching so you will see exactly how I am orchestrating the entire appointment, see how I transition from image to image as you hear what I say and how the clients respond so you can really experience it from the client’s point of view and see how the appointment unfolds for THEM.

I’m going to take what seems like a mysterious and daunting appointment and break it down into an easy to follow, easy to emulate system. And just to show you how easy my IPS process is to repeat, I show it to you all over again, and this time with a different client scenario. And rest assured, you will be learning from someone who walks the walk…I conduct these IPS appointments week after week, year after year. I could do these things at 5am without a cup of coffee (not that I’d want to!) but that’s how comfortable I am in the sales room and you’ll get there also!

Watching how these appointments unfold and how clients respond to the experience will illustrate just how valuable this service is and put you on the path to becoming THE studio in your community that is known for top-notch service. There is nothing “salesy” about this process when done right.

"But Gretchen, I hate sales! I don't want to be pushy. I just want my clients to decide what they want and then let me know."

Let me put your mind as ease…I am NOT going to train you to be a pushy salesperson. If you could interview any one of my clients and ask them about my sales style, I guarantee you none of them would describe me as pushy. And the fact that I have a very high percentage of repeat clients, some clients who have been to me over 20 times already, is just a testament to how thrilled my clients are with the service I provide. Do you think that if they thought I had “sold” them, they would be so eager to come back over and over again?

This is actually what your clients WANT. They want to have your expert guidance to help them design a great collection or display. They have never done this before, this is not their forte. They came to a full service photographer because they want and need full service. By not LEADING that appointment, you are doing your clients a disservice.

This is a mindset shift that YOU have to make involving how you view sales. Sales is merely helping move a person from one position to another. We are providing the expert assistance that our clients NEED in order to help them get what they truly want. To quote one of my dear clients…

“If I am going to hire an artist to create these portraits for us, then I need your eye to help me decide what to do with them.”

 

Client communication and sales are the nucleus of this course

 

but there’s so much more as well! let me add one more teeny tiny thing to that huge list of benefits…

You get my support. You’ll be invited to join my private Facebook group just for members of The Boutique Bootcamp. Anyone who is in the private groups for my other courses can tell you that I am SUPER active and supportive within my private communities. I take my role as mentor seriously and I’ll do everything I can to help you succeed. Like Vidal Sassoon use to say…if you don’t look good, we don’t look good.

Can you think of another program that walks you through EXACTLY how to run client appointments, from what to say on the first phone call to how to structure an in-person consultation from welcoming them in the door to taking their deposit check and hugging them goodbye?

Here’s what you can expect to get out of this Bootcamp…

7

roadmap to setting up a high-end studio

This bootcamp will walk you through all of the elements that make up a high-end studio. You will learn:

 

  • How to take those elements and work them into your own business
  • Why these elements are so key in establishing yourself as THE portrait studio in your area
  • How to positioning yourself within your market to attract those ideal clients
7

client communication strategies

The how, what, when and why of all client communications! You’ll learn:

 

  • Exactly how each appointment should flow from start to finish
  • How to take the lead in each of those appointments and keep the flow moving
  • How to overcome common objections before they even arise

No more worrying about what to say to clients.You will be an old pro at this in no time and your clients will feel relaxed knowing that they are in capable hands.

7

effective marketing strategies

And now that you know HOW to set up a full-service, high-end brand, and HOW to service those clients, I’ll teach you strategies that are effective at pulling in the RIGHT clients. You will have access to:

 

  • My complete training on how to utilize school auctions to bring in your ideal clients (which previously has been an entire course by itself)
  • My marketing challenge video series that gives you specific actionable strategies
  • Tons of other marketing ideas sprinkled through-out the program

 

Frequently Asked Questions

Does the course expire?

Nope! You will have life time access to the course, all materials within the course, and any upgrades that happen to this course. You can review it anytime by simply logging into your dashboard on the course platform and clicking through the modules.

Will I have access to all of the material right away?

Yes! I am not a fan of “drip content” courses. Some people have more time than others and some are incredibly overloaded as it is. We all work at our own pace and therefore I feel the material should be available for each person to dive in at their own speed. I have designed the program to build upon itself as you move through it, so as long as you take it a module at a time and avoid skipping around, you will finish the course well prepared to implement the strategies. Whether that takes you one week or 3 months, that is entirely up to you!

What is your refund policy?

If you are not happy with this program within 30 days, you will receive a full refund. Simply send me an email and let me know why you did not find the program helpful and I will refund your purchase right away. Our goal has always been to create a happy, thriving community of professionals. If you are not thrilled with the program, then I have no interest in forcing you to stay an unhappy member.

Are you available for private coaching?

I do take on several private coaching clients every year, so availability does depend on my schedule. However, I only accept coaching clients who have already worked through the Boutique Bootcamp program because it cuts through a lot of areas that we would normally spend months working on. If you have gone through this program, we can get right down to business with personal one-on-one coaching and I can help you implement everything that you have learned in this program. It’s truly the most effective and efficient way to make major changes in a relatively short amount of time.

Hear what others have to say about my previous courses...

 

Nicole Ferris

Nicole Ferris

Nicole Ferris Photography

“I want to say thank you for making this amazing course! I love getting a peek inside the workflow of your studio and how you present your images to clients. I have started using your advice and methods in my newborn studio and I really love how it has increased the flow of my sales appointments. My sales meetings are now averaging only an hour or less and rarely go longer than that. My clients really love how easy and smooth the process of choosing their final collection is. I enjoyed listening and watching each video and can’t wait to watch them a second time! I feel like this course has helped me improve the level of service I provide my clients, which I am always working to do. Thank you again for creating this amazing course and I hope you continue to create new courses.”

 

Dena Howard

Dena Howard

Dena Howard Portrait Design

“I have been in business for 8+ years and have always done In-person sales. I’ve never been a digital-only photographer so I didn’t really see a need for additional training on something I’ve been doing and that has been working. After seeing all of the posts from members about how much her course had helped them, I decided, why not? I’ll go ahead and get it…I might learn something I didn’t know. Wow! She gave me a whole new way to look at IPS!! After watching her course (all in one evening, I might add) my very next sale was $400 higher than my average of $1,000. My averages since buying the course have increased by about $500 and I would highly recommend this course to anyone either wanting to start IPS or who is already implementing IPS and would like to increase their sales averages.”

 

Laura Bower

Laura Bower

Fleur Foto Photography

“I highly recommend Gretchen Adams’ online course “Selling your portaits via In-Person-Preview Appointments”. I purchased this course having already held a couple of in person sales sessions of varying success. I love Gretchen’s approach and her delivery is clear and easy to follow. Having the course broken up into modules is great for the busy professional who does not have large chunks of time to dedicate to learning. I love that when I get a spare 30 minutes, I can go online and view the next module, or jump around to a module that is most fitting to my needs.

Gretchen really reveals her methodology in a self-less way, encouraging and ensuring you have all the tools needed to make your own business a success. A lovely touch is the private Facebook group that she set up for her students where she is very responsive and open to any and all business questions. It’s great to have this personal, one-on-one, touch!”

 

Are you ready to take control of your business & future?

You can get started with your business revamp TODAY!

ENROLLMENT IN COMPLETE PROGRAM $647

Let me in the program!

Want to see those modules again? Here you go…

MODULE 1: INTRODUCTION

Welcome to the program! In this module, I’ll share with you my evolution as a photographer and business owner for the past 17 years; how my background in education, psychology, sociology, and child development as well as my previous career path as a real estate agent have all prepared me to do what I do today.

MODULE 2: ELEMENTS OF A BOUTIQUE BUSINESS MODEL

In module 2, we are diving deep to uncover what elements contribute to a higher perceived value and attract those high-end clients. We are covering all of the following topics in detail:

Explaining the 4 most popular business models

Mindset Shift: Where it begins and why it’s crucial to your success

Tour of my own studio and what I offer to my clients

What things are NOT needed for in-person sales

How to transition from shoot and burn or online galleries into in-person sales (IPS)

The Welcome Kit: Your silent salesperson

MODULE 3: PRICING & PRODUCTS

In this module, we are going to cover:

Pricing for a boutique studio: How the prices we set play a big role in the image our clients have of our studio

Why we do NOT discount in a boutique studio and what you can offer instead to really “sweeten the pot”

Deciding on products (bonus…comprehensive vendor list download)

Packages vs. A La Carte: The things a lot of professional photographers don’t think about when making this decision

How to still offer digital files (if you wish!) without hurting your sale

MODULE 4: MARKETING CONCEPTS FOR HIGH-END BRANDS

The success of any studio lies with serving the RIGHT clients. In this module, I’m going to share with you the real reasons why those wrong clients do more harm than just not placing large orders and why we have to work hard to avoid these clients. But where do we find the awesome clients that will help us grow our business and appreciate all that we do?

In this module, we will DEFINE your ideal target client and I’ll share with you why this is a crucial step before you can start any marketing efforts. (hint…if you haven’t defined your client avatar yet and your previous marketing efforts have flopped, this is why.) And lastly, I’ll teach you how to deal with the friends who want you to “take a few pics” and I’ll share with you why it costs us so much more than just a “free shoot.”

MODULE 5: PARTNERING WITH CHARITABLE AUCTIONS

Auctions have been one of my main-stays in my marketing plan since my first year in business in 1999. I have found the “sweet spot” of working with these organization to create a win-win-win for everyone, and I share all of that with you in detail in this module. The contents of this module were originally my entire “Working With School Auctions” course. I have revised it, added more elements and details, and am revealing it all here.

By the end of this module, you will know…what exactly an auction IS, how to find them, how to determine if the event is a good match for your studio, what questions to ask the committee, how to prepare the info that the committee will want from you (including the all-important Auction Description, Terms & Conditions), and why WHAT you donate matters and plays a huge role in the type of bidder you attract (hint: less is more!)

You will also learn how to plan your display to create a BUZZ and who should be in that display, packaging it all up and how to deliver it for maximum exposure. I also share tips for after the event..how to handle the winning bidder, how to continue the relationship with the organization so you become their preferred donor, how to actually get your display BACK from the venue, and finally…what to do if the winning bidder balks at your print prices (but don’t worry, if you have followed all of my steps, this will rarely happen!)

MODULE 6: TURNING EMAIL & PHONE INQUIRIES INTO BOOKINGS

In this module, we are tackling the process of turning those initial inquiries into paying clients! We are going to go over a typical email inquiry and show exactly how I respond in order to move them over to the phone call phase. Then, you are going to watch me on the phone and hear both sides of the conversation so that you can hear what I ask and when, how I discuss pricing (and how much actual info I give them regarding the pricing), how I build rapport, identify pain points and address them by showing the benefits.

I’ll teach you how to use the principles of “features tell, benefits sell” to show you how to build excitement around what we offer and show how we are the right solution to the client’s needs. And then you will hear how I move them over to an in-person consultation.

Not ALL phone inquiries are a good match for us RIGHT NOW, so you’ll also listen in on the call that is NOT a good match and learn how I handle those types of calls to make sure I am still keeping that inquiry in my “back pocket” for a future opportunity. This module also contains a downloadable Flow Chart and Question Guide to keep you on track when you are making your own calls!

MODULE 7: THE IN-PERSON CONSULTATION

What should an in-person consultation look like? How should it unfold? What do you say and in what order? I cover all of that in this module, complete with a filming of a consultation from start to finish. I’ll start by sharing tips on how to best prepare for the consult, whether it is going to be at your home, studio, or in a coffee shop.

Then, you’ll watch and listen to a consultation here with me in my studio. See how I guide that appointment to collect information, build rapport, and discover pain points, and witness how I go about designing the session with the client and how we collaborate to get her as involved and committed as possible to the experience. You’ll see how I easily close the appointment and collect the payment. This module also includes a downloadable Flow Chart to help you in your own consultation appointments!

MODULE 8: PREPARED CLIENTS ARE GOOD CLIENTS

One struggle we all have from time to time is how to make sure that our clients always know what to expect so they come to us fully prepared and happy to follow our lead. When a client is not full prepared, we run into objections and stalls. This module focuses on the exact steps that I take with each client prior to the shoot itself and prior to the IPS to make sure they always know what to expect. I will show you what I do in between the consultation and the actual photo shoot to insure the client and I are on the same page, and then I will show you what I do after the shoot to prepare the client for the IPS.

MODULE 9: IN-PERSON SALES (IPS) FOR FAMILY PORTRAITS

It all comes down to this…if you can’t get the artwork into the client’s hands, you have no business.

In this module, I am going to walk you through EXACTLY how I come up with my game plan for each client’s order, how I cull the images according to that plan (and some great tips on how to actually SHOOT the right images for that game plan before you even get to this stage!) I’ll walk you through my set-up for this appointment and give you alternative ideas for IPS appointments done in the client’s home, a coffee shop, or via Skype. Then, we will launch into the ACTUAL IPS!

You will be a fly on the wall, watching the screen that the client is watching during the IPS and listening to the conversations that take place so you will see what the client is looking at as I am guiding them through the process. You’ll see how this appointment just flows perfectly, with the client feeling confident in their decisions because they had my guidance. I am teaching you how to LEAD this appointment, not how to just be an order taker. Anyone can sit in a room and take an order, I am teaching you how to be the trusted expert here.

Clients need guidance, they have no experience putting together an artful display of their images! Most photographers who struggle with sales are missing this key component…you have to LEAD. I’ll teach you how to handle this appointment in a way that leaves the client feeling well served, happy, and with no regrets to their purchase. My clients always compliment me on how enjoyable and easy this appointment was. I’ll show you how to duplicate exactly what I do!

MODULE 10: IN-PERSON SALES (HIGH SCHOOL SENIOR)

 Now we’ll go through that IPS process all over again, but this time with a high school senior and her dad. This scenario presents a great opportunity for learning how to structure your offers to help families who have multiple sets of households. In this scenario, we have a dad who is divorced but needs to order images for the mother as well. You’ll hear once again how I use the same basic process and strategy to run the appointment smoothly and get the client committed to a certain number of images very easily.

You’ll also see how I have PRE-PLANNED how to work around the “mom needs photos too and she lives out of town and can’t be here” problem so that it is a win-win for all of us (and no, this does NOT involve an online gallery!) Again, it’s all about crafting that game plan. Between the two IPS appointments I am bringing to you in this course, you will have a very clear idea of how to structure your own IPS appointments to mimic my easy-to-follow process that leaves clients feeling satisfied and well served, while you leave happy that you have been paid handsomely for your services and did not leave any money on the table.

MODULE 11: HOW TO USE IPS WITH MODEL CALLS

 We all utilize model calls in some capacity at different times in our business. But how do you structure those model calls to not only help you with whatever project you are working on, but to also create an opportunity to get paid at the same time? I never do anything in my business that doesn’t have at least 2 distinctly different benefits to me because, hey, time is precious and I’m a busy lady! Let me share with you how I handle these projects so that I get the biggest bang for my buck and how I make sure that the model client is fully prepared for what they will be receiving vs. what they will have the option of purchasing later. Again, it comes back to communication and strategy!

MODULE 12: 5 DAYS OF MARKETING ACTIVITIES

Now that you know how to define your ideal client and how to serve them well once you have them in your pipeline, I want to load you up with some creative, outside-the-box strategies (mostly free) that you can start using right now to help you go out there and GET CLIENTS! I have set this up to be a daily challenge, meaning video is labeled as “day 1, day 2, etc” to help give you separate tasks to work on, one at a time.

We will be covering marketing tactics using the power of events in your community to generate buzz. We will explore how to harness the enormous opportunities within networking groups to generate immediate head shot work. We’ll go in-depth with displays to teach you not only how to get other business owners on board with you setting up displays in their businesses, but also how to actually create displays that will get noticed and send clients to you! It’s not as simple as just walking into a shop and asking for a wall to display some work. In order for any display to be effective and actually drive clients into your business, you have to have a well-defined strategy and we will cover that! And lastly, I will share with you how I tap into my past clients to become the “hero” that they continue to patronize.

We aren’t talking Facebook ads and mini-shoots here, these are very specific strategies that can be done in many capacities after you learn the basic premise of WHY they work. Now let’s start getting that calendar filled up!  

MODULE 13: BONUS MATERIALS

 In addition to the 12+ hours of video content and supporting PDF worksheets and guides, there are a few other bonuses that I have included here:

My Networking Guide e-book that will teach you how to find networking opportunities in your area, how to handle those meetings to make the best use out of your time, and how to identify POWER PARTNERS and build a POWER POD of other professionals who you can benefit your business.

Access to our exclusive MEMBERS ONLY private Facebook community where I continue to give support to my students and where you can build relationships with other like-minded photographers.

Are you ready to take control of your business & future?

You can get started with your business revamp TODAY!

ENROLLMENT IN COMPLETE PROGRAM $647

Let me in the program!