As photographers, we tend to be selfish people. We are the artist, we create, we have a vision, we edit our photos, and we own the copyright. The good photographers send out a pre-session get to know you form but rarely do we send out (myself included) a quality control follow-up Q&A. We simply assume they had a great experience with us and once a thank you card is in the mail we just go about the business of business which is keeping them in the loop via a newsletter, blog or Facebook post and sales promotions. Sending them the occasional holiday card and some might even go as far as sending a birthday card to their VIP clients but how do you know they are VIP’s? Did they purchase your largest collection? Did they refer more new clients to your studio this past year than any other clients? Have they been faithful to you by returning year after year?
Do you even track these numbers?
Today as part of getting to know your client day, I want to encourage you to do all of this.
- Know your client better than they know themselves. I don’t ask my clients if they WANT a makeup artist for their sessions it’s automatically included. I know makeup makes people look better and it makes you feel like a Princess to be dolled up so conversation over. Once you GIVE someone a great experience the next few steps CAN be easy.
- Start to ask for referrals from your current client base, if you want to offer an incentive do so fine, but the key is to ask.
- Keep a spreadsheet so when clients book ask them ” how did you hear about me? “
- Add to the above spreadsheet the amount each client spends with your studio. Not only will this serve as a good income tracker but you will also be able to see which sessions are high yielding and which aren’t so you can develop a better marketing plan.
So your turn! Share with me how you get to know your clients, how will you start to cultivate a better relationship with them and do you even think this is important?
