Lucy Dumas of www.lucidumas.com was interviewed for episode 253 of the podcast and in her introduction then, I mentioned that she'd made a full time living as a photographer for the last 35 years. She specializes in family portrait photography and has maintained a 6-figure turnover since 1983!
Her family portrait photography sales are usually between $2500 and $8000 and she's had some $12,000 during the year. Luci is also a photography business coach and is active inside the PhotoBizX members FB Group.
In this episode, Luci shares her strategies on how to make larger wall portrait sales in your photography business.
Here’s some more of what we cover in the interview:
- Changes for Luci's portrait photography business
- Things to look forward on Luci's upcoming podcast
- Why the change to focus more on helping other photographers succeed
- Why Luci doesn't give digital files to photography clients
- The importance of quality and how people perceive what you do
- Why giving digital files is not economically conducive to a successful photography business
- How to raise the topic of pricing with your clients
- The benefits of not displaying a price range on your website
- Why Luci always conducts a consultation prior to a portrait photography session
- The secret sauce to making big sales as a portrait photographer
- The portrait pre-consultation process step by step
- An effective way to discuss pricing and product sizing with your clients in a sales session
- Customizing a bundle and allowing (encouraging) customers to buy larger wall prints
- How Luci is able to sell so many large wall portraits to her clients
- Sales sessions in details and why they take 2 to 3 hours
- Luci's discounting and up-selling techniques for portrait photography clients
- When to ask for payment and how
- Luci's payment plan and how it works
What’s on Offer for Premium Members
If you’re a premium member, you should have received an email with links to your version of this interview – the full length and more revealing version where you hear the absolute best tips and advice from every guest.
If you’re on the fence about becoming a premium member, join with the $1 trial today and get access to the FULL interviews each week, get access to an amazing back catalogue of interviews and ALL future interviews delivered automatically to your phone or tablet.
My whole system involves planting seeds and building a relationship. And also, handling objections before they happen. – Luci Dumas
Plus special member-only interviews.
You'll also receive access to the members-only Secret Facebook Group where you can connect with other Premium Members and interview guests to help, support and motivate you to take ideas you hear in each episode and put them into action. There are also FB live video tutorials, role-play interviews and special live interviews happening in the group.
You will not find more friendly, more motivated, caring and sharing photographers online.
Joining a Mastermind Group (encouraged by Andrew) has been incredibly valuable and fun, I look forward to connecting with my group members every week. Jina Zheng, Premium Member and Melbourne Children photographer.
And that's not all… you get a set of steak knives… I'm kidding!
Seriously though, that's not all. In addition to everything above, you'll get access to and instructions on forming or joining a MasterMind Group with other premium members. These groups are super motivating, make you accountable and build friendships with other pro photographers with similar motives to you – to build a more successful photography business.
What is your big takeaway?
Following this interview, I’d love to know if you're taking anything away from what Luci shared. Is there something you heard that excited or motivated you to the point where you thought, yeah, I'm going to do that! If so, let me know by leaving your thoughts in the comments below, let me know what your takeaways were, what you plan to implement in your business as a result of what you heard in today's episode.
The heart of all of this is my passion for beautiful big art pieces I get to enjoy briefly and then know that they are in client's homes. – Luci Dumas
If you have any questions that I missed, a specific question you’d like to ask Luci or if you just want to say thanks for coming on the show, feel free to add them in the comments area below.
iTunes Reviews and Shout-outs
Each week I check for any new iTunes reviews and it's always a buzz to receive these… for a couple of reasons.
Firstly, it's confirmation that I'm on the right track with the interviews and that they really are helping you improve your photography business. That's awesome!
Secondly, iTunes is the biggest search engine when it comes to podcasts and it's your reviews and ratings that help other photographers find PhotoBizX. More listeners mean more interviews and ultimately a better show.
If you have left a review in the past, thank you!
If you haven't and you'd like to, head to https://photobizx.com/itunes and you can leave some honest feedback and a rating which will help both me and the show and I'll be sure to thank you on the show and add a link to your website or blog if you let me know the URL of your website and your name.
Alternatively, if you've left a review for PhotoBizX and are looking for more backlinks to help your SEO, leave a review for the new Photography Xperiment Podcast and email me your keywords or keyword phrase and where you'd like me to link to.
Another great way to get a backlink to your site is to send a video testimonial. It doesn't need to be fancy and your phone will be perfect. Click record and tell me how PhotoBizX has made a difference to you and your photography business.
Here are the latest reviews:
Most Helpful Photography Podcast Out There!
★★★★★ In Stitcher by Ariel Cannon who shoots Los Angeles Newborn Photography in the USA on May 23, 2019
I've listened to a lot of photography/business podcasts and this is the most useful one I've found by far!
Over the past year, I've implemented quite a few new business practices that I learned from Andrew's guests and they are resulting in real bookings for me.
Not only does Andrew get great guests, but he always manages to extract helpful and actionable information from them.
I'm so thankful that PBX exists!
Evergreen Facebook Ad Funnels Course (Version 2) – starts TOMORROW
If you've only been using Facebook ads to give away free shoots or offer big discounts to attract photography clients – you're missing out on the real power of social media advertising!
In this course, which will be presented live, I'll show you how to set up an evergreen lead generation funnel utilizing Facebook Ads and email. Use this strategy to build authority and likability while establishing you and your brand as the go-to photographer in your area. There's no need to give away free shoots or discounted sessions with this strategy – unless you want to.
The second round of live training on how to create an evergreen Facebook Ad funnel for your photography business kicks off tomorrow and each of the four sessions will be recorded and made available to all course members, shortly after the live class.
Dates: May 28th, June 6th, June 12th and June 19th at 8am (Australian Eastern Time).
I'll cover FB ads as a strategy, not just a tactic and bringing it all together with your email marketing, branding and retargeting.
Also – I'll share a couple of more advanced strategies on audience building. One is a little ‘Gray' in its approach and not something I'll share on an open forum.
Cost is USD$137 for the 4 weeks – including access to the member's FB Group for course participants.
Recordings will be available but the classes will be delivered live.
Q&A for participants every step of the way with examples and full tutorials on setting up audiences and making all this work in your business.
Registrations are now open here: https://photobizx.com/funnel
I really can’t recommend this course enough. I am in marketing and thought I might get one or two things out of this course, but I was blown away. One lesson in particular is worth the cost of the entire course! If you want to advertise on social media, I think the process you set up in this course is an ABSOLUTE fundamental! – Aleisha Hey
If you've attended the 1st course, yes, you will have access to this course too. PLUS, course members will have FREE access to any future iterations of the Fb Ad Funnels Course.
Links to people, places and things mentioned in this episode:
Luci Dumas Coaching Website with link to “10 Big Ideas for Marketing High Dollar Portrait and Wedding Photography in the Real World”
Thanks again for listening and big thanks to Luci for sharing her thoughts on attracting and connecting with our perfect photography clients and going on to make large wall portrait sales by utilising pre-shoot consultations and strategic sales tactics to allow her clients to go big and spend more on their wall portraits.
I really believe it is great to re-invent our lives and be open to new things and stay fresh. – Luci Dumas
If you have any suggestions, comments or questions about this episode, please be sure to leave them below in the comment section of this post, and if you liked the episode, please share it using the social media buttons you see at the bottom of the post!
That’s it for me this week, hope everything is going well for you in life and business!
Thanks and speak soon