Turning a New Client into a Regular Client

Peggy Farren 2012-12-12

As portrait photographers, especially in the first few years of business, we get on a bit of a high this time of year. Oh my goodness, we are all making so much money and our telephones are ringing off the hook with new business! Families are all together for the holidays so it's the perfect time for a family portrait. Portraits make great gifts so we are all editing around the clock to get the pictures to our clients by Christmas.

But then reality sinks in as the phone stops ringing so much once the season ends.

Turn all those new clients into regular clients. Of course, give them a great experience and a great product. That's not enough! Follow up doesn't have to be super time consuming.

Here are a few ideas:

  • Send a gift certificate for $25 - $50 toward her next session as a thank you gift.
  • Put out an email newsletter once a month or even quarterly. It can be short and sweet. You don't have to have a special. You can highlight a client or talk about a personal or business milestone. Maybe talk about what you learned at the local professional photographers meeting. Yes, a newsletter is work, but you can send ONE newsletter out to ALL your clients.
  • "Friend" your clients on Facebook. Everything you post is positive; right? Being FB friends with your client is a great way for you to get to know each other and keep in their minds.
  • Mini-sessions (DONE CORRECTLY) are a good way to keep regular clients coming back and a good way to bring in a nice infusion of cash. Do not give digital files with mini-sessions!
  • A popular pricing strategy for family photographers is to sell a series of photoshoots at a substantial discount, with a beautiful album or wall collection as the final "goal". One photographer I studied has an great system. If the client purchases $2000 or more on their first session, she registers them for her family program for free, a $595 value. It includes three sessions over 18 months including one beautiful 8x8 portrait from each session. She has created great clients for life with her family program!Canvas grouping

We talk about these ideas and much, much more in "The Business of Portraits; Stop Spinning your Wheels and Bring in $10K or more a month!" This is the condensed version of the workshop I taught through the Professional Photographers of America in October. We keep the price very reasonable so that everyone can attend! January 4.

More info here: http://www.meetup.com/UnderstandPhotography/events/91236912/

~Peggy Farren

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Peggy Farren is an award winning, professional photographer, instructor, writer and speaker.

With over 17 years as a full-time professional photographer, Peggy offers photography training through her training center, “Understand Photography”.

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