Building Client Trust and Pricing Confidence in Photography For those who may have missed day one, it was pretty amazing. We're gonna go into day two today. I'm gonna share my screen and get this going today. Super excited about this as we go into the challenge. But before we do, I wanna ask everyone a question. Whether you're here live or seeing the recording of this, I'd like to ask you, are you sitting back and waiting to be chosen? It's okay if that happens because I know a lot of people are. We are all like, um, kind of just waiting for someone to see our work and say, "I choose you." And that does happen sometimes. I'm not gonna say it doesn't, because it does. However, it's not how you run a business. Running a business is challenging. This is a client conversion challenge, and I chose to use the word challenge because business is not easy. Whether this is your full-time business or it's just a hobby, wherever you are, this is not an easy business. It can be challenging for many photographers. Uh, if you're just getting started, you may not know that. If you've been doing this for a while, you definitely know photography today can be challenging. So this is a client conversion challenge. Converting clients can be a challenge. No, it is a challenge. But it doesn't have to be, and that's why we're here today, to go through the steps to get you to understand that it's not about you. It's not your fault if you're not getting work. It's just that we've been taught the wrong way. And I think a lot of that has come because today a lot of the time people are, are really... Actually, the companies are really consumed with doing one thing, having more business, selling more gear. But today is about going beyond gear. It's about the work. So day one you discovered something very important in photography. You don't have a client conversion challenge yet, but we're here to fix that. Today, we begin building that system and dive into pricing. A lot of photographers are not charging enough for the effort, for the work, for the time that they put in, and they know it. They feel it, but they're scared if they raise their prices, clients will disappear. We'll go beyond that. We're gonna dive into that today. Today is stage two, day two of the client conversion challenge, and we're gonna dive into a framework because a framework is gonna help you see things differently. So what is that? What's the biggest part of the framework? It's trust. If clients don't trust you, they are not going to hire you. So it happens in stages. Stage one, it has to be more than just them seeing your work. It needs to be an emotional connection, emotional attraction to your work, to your messaging. If that's not there, they may not be coming the way they should. Stage two, trust conversion. Right before we started today, I got a message from a client talking about a challenge that she is having, and after today I'm gonna contact her and get on and talk about how we together can work to build client trust more and convert more. It's very hard when you're doing everything by yourself, and today in photography, a lot of photographers are. We're by ourself in our own head going through all of our struggles, our challenges alone. But I'm glad you're here because this is where we go beyond that. Let's talk about stage three. Stage three is the experience being amplified. That's exactly what I want to talk to my client about, amplifying the experience, and a lot of us don't think about that. When you amplify the experience, that becomes an attraction mechanism to bring clients to you as well. And then number four, we talked about this in day one a little bit, that referral engine. You have to have that momentum of referrals or business stops. I want business to be easier for you, so today I'm gonna help you go through things that will help you to make it easier. We'll talk about pricing also. We talked about pricing a little bit on day one. We're going deeper into pricing today. So thank you for being here. Day one was not about fixing everything. That's impossible in one day, as you already know. Today is about seeing clearly why things haven't been working out. Today, we connect that clarity to pricing. To trust, which you must have, and your income. Let's get going today. Also, today will not be as long as day one. I won't keep you as long. Day three is a full packed day, and the most important day out of all these three days. But right now, let's dive into pricing. Your pricing. Most clients can sense your value. They sense it when they see your work. They just hope you don't know it. They see your value. They're attracted to what you have. They may ask for a discount, hoping that you don't know your value. I want to make sure you do. Most photographers think that pricing, going up on your prices, is about courage. It is not. Pricing, your price that you charge, is about trust, and trust is built with a system. Without that, you don't have that. You have to have trust for a client to pay your rate. They know what you're worth. They're hoping you don't see it. Let's talk about the reality of all of that. When there is no system in place, things get a little shaky. It becomes reactive pricing. You may change your pricing in the moment. Even though you may have a price list, somebody ask for a discount, and right away you give that discount. That's reactive pricing. That's also a fear based decision because you may be thinking, "Okay, I haven't worked in the last two months. I need this job." They can sense that, and you lower your price. That's a fear based decision, and it's a losing battle because that client knows, "Okay, this person doesn't believe in themselves." They sense that. They see your value. They know it's valuable, but they want that discount, and that client will keep asking for more and more and more, and you feel worse and worse. That's not a business. Let's get to that dream island, away from that old reality to a new reality where you have predictable income. That takes having a system that you work each and every time. You're not rehashing something new each and every time. You're working that same system. It's a repeatable system. It's value based pricing, and clients understand and see value. We all know that. We all know the discount stores. We all know the high priced value stores. We know the discount cars What they look like. We know the valuable, expensive, beautiful cars. We know what they look like and what they should cost. Your clients know also. And when you present this in a calm way, clients will make a calm decision. So we all know this. Now we have to use this to our advantage. I had you pull out your workbook in day one. You were supposed to download that. You can also download it even now. The download is in each and every one of your emails for the workbook. I'd like for you to pull that workbook out now. And this is where you write. There is really power in writing pen to paper. So with your workbook, it's great when you can print it out. It's a PDF, you can print it out. I'd like for you to keep this workbook long after this three-day challenge is over, and I'd like for you to look at it every single month, let's say the beginning of every month, to look at that workbook and ask yourself, are you growing as a photographer, as a business? You're not staying the same. Either you're either getting worse or you're getting better. Nothing stays the same. This workbook shows you where you are and how to grow. So I asked you on day one a very scary question. I asked you to make a goal to double your numbers. I asked you to write down two different numbers and to double them. And I know that part may feel scary, right? It doesn't have to. When I ask you to double what you made over the last twelve months and to look at that number, that's a number that can be a goal. Now, how do you get there? With a system. The system helps you get there. This, this doubling your number, this new income goal of what you made last year or in the last twelve months, it may feel impossible, but with a client conversion system in place where you're not guessing, you're not making last minute decisions, you're just working your plan, it becomes easy and predictable. But you've got to have this system in place and not make fear-based decisions. I know that it's hard to do at first. It takes practice, but you can do this. I want you to imagine this. What would it look like to run your photography business, be it a hobby, business, on the side, wherever it is for you right now. What would it look like? Imagine this with a clear, straightforward System instead of struggling to survive. What would that look like? Better yet, what would that feel like every month to know that you had clients coming in, every month to know that you're not worried about income? That would be a good feeling. I want you to take that in because that's what a system can give to you. Now, where is the system breaking down? Ask yourself this honestly. This is not for me. I want you to ask yourself these questions and think about each of them. Are clients asking your price, then going quiet? Ghosting. They ask for your price, you give your price because you want to honor what they asked, and then they disappear. There's a way around that, and that is called having a system in place to do those things I talked about in the beginning. Connect emotionally. Giving a price doesn't have an emotion. Maybe fear, but not the right emotion. The system I teach teaches you how to change all of that so they don't disappear and they don't ghost you. If those inquiries are disappearing, it's because they're only looking at numbers and only thinking with one part of the brain, and it's not the emotional side. Are clients booking you one time and never referring you to another client? Or even worse, are they ref- never coming back after that first time?
