Today is going to be awesome because I'm welcoming back the one and only… Kristen Kalp and she is teaching how to get the best portrait photography sales in your business.
Since chatting in Episode 92, I've been steadily working through her ebook – Go Your Own Way which has been a real eye opener for me.
Kristen has been super busy in her business and has a fresh new website, you're going to love it if you haven't seen it. She also has a brand new podcast!
And if you want to make more money in your business, I just found out she has a course that will do exactly that… Make you more money!
This is a jam packed episode with plenty of realistic and usable sales strategies plus a little self help therapy for all of us.
Here’s some of what we cover:
What’s on Offer for Premium Members
If you’re a premium member, you should have received an email with links to something extra special for you his week in regards to Kristen's sales course – Sales Without Shame.
If you're on the fence about becoming a premium member, join with the $1 trial today and get access to the FULL interview with Kristen Kalp, get access to an amazing back catalogue of interviews and ALL future interviews delivered automatically to your phone or tablet.
Joining this week is particularly exciting if you're interested in improving your portrait sales. I can't say more than that here.
What is your big takeaway?
Following this interview, I’d love to know what your biggest takeaway is – what is the one thing that you’d like to implement or learnt from what was shared? Let me know by leaving your thoughts in the comments below.
The fewer choices your clients make, the more profitable you are going to be – Kristen Kalp
If you have any questions that I missed, a specific question you’d like to ask Kristen or if you just want to say thanks for coming on the show, feel free to add them below.
If you’d like an easy way to show Kristen your thanks and support for the show at the same time, click the link to create a tweet and automatically show you’re listening: https://photobizx.com/tweet
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 means 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 your website URL just like I have with Amanda and David.
AMAZING AMAZING
By Amanda Maglione from the USA on June 26, 2015
WHERE IS THE 6 STARS, WHERE IS THE 6 STARS??
5 is just not enough. This is the best podcast on the business of wedding and portrait photography.
It came to me just as I quit my staff photographer job in NYC as a photojournalist and celebrity photographer and I moved to Charlottesville, Virginia to start my own wedding and portrait photography business. I listened to at least a podcast a day, sometimes more, for months, and now that I have caught up to “real time”…it is sooooo hard to wait a whole week till the next podcast comes out.
I have learned so much from all of the successful photographers/business owners he has on the show, and Andrew just always seems to ask exactly the questions to which I want the answers!
If they veer off on a tangent at all, he gets right back to “brass tacks” as they say: “Yes but HOW did you get all of those clients in the first place?!”
Andrew, you are the best.
Forever indebted, Amanda in Charlottesville
BEST AROUND
By David Seymour Photography in the UK on June 25, 2015
I think the title sums it up.
I'm a full time wedding photographer with the inspiration and expertise from this guys interviews and YouTube + 20 years with a canon T70 up mountains. That's it!!
You just gotta remember to do the stuff rather than just listen!!
Andrew… Thank you!!
$1 Trial for the PhotoBizX PremiumMembership
If you're a regular listener to the free podcast, you definitely know you're missing out on a ton of good content that could be the difference in you speeding up your success in this business or working things out yourself… slowly.
If you've wondered what you get for $20 per month with the membership, will it be good value for you?
Listen to what's being said and what's not being said – Kristen Kalp
Now you can trial the Premium Membership for a measly $1 for the first month! Here's the link to go check it out and stop missing info that will impact your photography, your business, your life: https://photobizx.com/try
Any questions or hassles, email me or leave a comment below – hope to see you in the membership area shortly.
Book More Portraits than You Ever Thought Possible
After first talking about the ebook for portrait photographers almost a year ago, it's finally done and you should have a copy (or how to download a version of it) in your email by now. It's free and I'm hoping will help you generate a stack of portrait sessions if you follow the instructions.
The email I'm referring to went to all Premium Members and anyone on my email list. If you haven't received a copy and would like one, head to http://bookmoreportraits.com/, add your details and you'll have it in minutes.
Links to people, places and things mentioned in this episode:
Go Your Own Way: free yourself from business as usual
Time Trade – Online appointment scheduling software
Star Now – the site to find and book talent for shoots
Thank you!
Thank you again for listening to the show and thanks to Kristen for being a fantastic and thought provoking guest!
The fewer images you show, the more images you're going to sell – Kristen Kalp
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
Andrew
I really liked the idea of printing out a set of proofs for the sales session and giving them that set if they spend over a certain amount. Does Kristen mount the proofs in matte board or are they just loose prints?
I don’t know for sure Eric but my assumption is these are loose prints to minimise costs and to keep things simple – remember we’re talking about 30-40 prints which would get expensive if matting each of them.
We’ve talked about this in my studio this week and plan to test this approach with plain prints, plain prints with plain white borders and prints on textured art paper.
My feeling is it won’t make a big difference and the success of this approach is reliant on having the “incentive” to walk away with more so than the style of print or the finish.
I’d love to hear how you go if you give this a try in your business.
Andrew! Man this interview with Kristen was great! I attempted in person sales last year and pretty much gave it up. I was showing images on an iPad and even using software to show my clients what the prints would look like on their wall, still it was not getting the job done. They loved the images but I think being able to actually hold them will might give them a stronger connection and more incentive to buy right away. I plan on investing in nice branded photoboxes to present the images in and offer as an incentive like Kristen suggested.
Kristen is great, her energy is infectious. I have downloaded her Go Your Own Way book and already binge-listened to 8 of her “That’s What She Said” podcasts. My goal this year is to inject more of my personality into my brand, I need to find “my people”!
Now when is that crazy McArthur lady coming back?!
Yay, Tom! Yup, holding things in your hands makes a tremendous difference when it comes to buying decisions…I think that will work for you. 🙂
Hugs!
K
Thanks Tom!Love that you got as much from this interview as I did.
I feel the same way about Kristen and am enjoying her podcasts too.
Haha, yep, have to get Nikki back for sure!
KRISTEN DID IT AGAIN! Holy shit! I will be be doing in person selling from now on. Ive heard everyone say that it’s a game changer but when I asked how to do it, no one had any answers. Kristen, THANNNNK YOU for your suggestions! But I have a question, I dont sell out of my house since my 2 year old keeps it messier than I want my clients to see. Usually I meet clients in public places like coffee houses or breweries. Would that hinder my sells or do I need to a quiet comfortable home to sell in?
Andrew, I’m so glad Im not the only one who hates them selfs after a wedding session. After I import them onto the computer I don’t even look at the photos for 3-4 days but every time I surprise myself grow to love the photos! haha.
Didn’t she ever Ray… she is SO good!
Glad I’m not the only one with those feelings post shoot 🙂
I can’t believe I got a shout out! That was really a trip hearing Andrew say my name while I was driving listening to his podcast…all the way from Australia! Seriously crazy! Thanks for that, Andrew!
Ray is so right, it is so nice to know that I am not alone when I obsess over the one shot I missed or thinking of one thing I should have done but didn’t. And that’s also true that I am always pleasantly surprised when I sit down to edit. Waiting a few days is a good idea!
Kristen is very inspiring. I love the proofs offer. Great idea. Also, “That’s What She Said” must be the most brilliant name for a podcast ever. I’m going to start listening!
Haha, absolute my pleasure Amanda! And thanks again for the fantastic iTunes review, it means a lot.
It’s funny to share something personal, like my feelings post shoot, thinking it’s just me, only to realise so many of us feel the same things, go through the same emotions and have similar struggles. Not sure if that’s comforting (feeling more normal) or it says something about photographers.
Yep, definitely looking forward to putting the printed proofs idea into practice and yes, check out Kristen’s podcast, you’ll love it!
Ray — TOTALLY okay to hit up the local coffee shop or bar to proof — or to go to the client’s home. You don’t need a studio to sell portraits, PERIOD. 😉
Amanda — enjoy the podcast!
This was such a great show! I’ve just purchased Kristen’s full course and am busy devouring it. I just love the way it’s written, it really resonates with the way my brain works 🙂
I would also recommend kristen’s podcast which I’ve also started to enjoy.
Thanks guys!
So glad you enjoyed this one Ross – Kristen is definitely a favourite of mine and someone I always listen to and take notice of.
You gotta report back on how you go with Kristen’s course and we can compare notes.
Hi Andrew and Kristen
Great episode, as usual!
I’m slowly catching up on some past episodes and am excited to try the 6×4 proofs for the sales session. I have always presented a slideshow (on the tv) of the images to the client and then we go through each image (just in LR), with a “yes, no, maybe” approach to build their collection.
I’m thinking I will continue to begin the appointment with a slideshow to set the mood and then use the printed proofs to yes, no, maybe.
Do you have any thoughts as to if this would be a benefit or perhaps I should just use the prints?
Cheers, Kirstie
one of your best Andrew.
Cheers Clarke! She’s one of a kind isn’t she.