This podcast is the final episode in a four part series featuring graduates of the ReWork’s Art of Selling Art business course. These students have spent the last six months ReWorking their businesses and applying the concepts they’ve learned in the course. As a part of each interview in the series, I ask each Art of Selling Art Graduate three questions:  1) How did principles in the Art of Selling Art course change your business or mindset?  2) If a Genie appeared, what is something you wish you could fix in your business?  3) And what advice or encouragement do you have for struggling photographers? Their answers will enlighten you and inspire you to ask tough questions of yourself about your own portrait business.  Today I talk with Julie Collins. After 10 years doing portrait photography in Wisconsin, Julie found her sales averages were stuck, never quite getting past $2-$3K. Yet she knew they could be higher. With her kids quickly growing up and involved in team sports, she also wanted more flexibility to be there for her family.  By applying what she learned in the Art of Selling Art, a business course for photographers, Julie was able to simplify her messaging, rework her words, overcome her mental barriers, and raise her prices in order to double her sales averages and for the first time, break the six-figure income barrier for her studio.  As her business continues to grow, Julie shares the importance of simplifying EVERYTHING in order to maximize her time and talents for their best and highest use.    Here’s a glance at this episode… [01:47] An introduction to today’s guest, Julie Collins.  [03:04] The photography niches that Julie focuses on, and the business anniversary that is coming up for her.  [04:33] How Julie’s average sale has increased over the past few months.  [05:21] One of the most important lessons Julie learned during the Art of Selling Art course.  [07:57] The danger of comparing yourself to others.  [09:53] What drove Julie to increase her average sale, and the elements of her business that she wants to work on this year.   [12:12] Value that lies in client communication, and how Julie has changed her approach since attending the Art of Selling Art course.  [18:15] Fear that prevents people from making changes in their businesses, and how Julie overcame that fear.  [20:19] People that Julie would like to add to her team this year, and why. [22:51] Challenges that Julie faces in terms of scheduling, and my advice on how to deal with them. [28:51] Advice from Julie for any photographers who are struggling with the business side of photography.    Links and Resources:Download a Transcript Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn Julie CollinsWebsite | Instagram | Facebook BooksSubtract | Do Less | Essentialism | Get Different 

This podcast episode is the first in a four part series featuring graduates of the ReWork’s Art of Selling Art Business course. These students have spent the last six months ReWorking their businesses and applying the concepts they’ve learned in the course. As a part of each interview in the series, I ask each Art of Selling Art Graduate three questions:  1) How did principles in the Art of Selling Art course change your business or mindset?  2)If a Genie appeared, what is something you wish you could fix in your business?  3) And what advice or encouragement do you have for struggling photographers? Their answers will enlighten you and inspire you to ask tough questions of yourself about your own portrait business.  Today’s guest, Diane Dultmeier, tried her hand at a variety of photography niches before she realized that portraits were her perfect match. She’s been in the industry for 20 years, and in the 6 months since she attended the Art of Selling Art course, she has increased her income by 30% and drastically decreased her client numbers, allowing her to live a healthy, balanced life! Like everything in life, building your dream business won’t happen overnight; it is a continuous learning process involving a lot of rethinking, reworking, and redoing. This episode with Diane will equip you with some extremely valuable knowledge which you can use on your own journey in the industry!    Here’s a glance at this episode… [01:43] Introducing today’s guest, Diane Dultmeier. [02:52] Types of photography that Diane has done throughout her career, and why portrait photography is the best fit for her.   [04:36] Some of the ups and downs Diane has experienced over the past 20 years she has spent as a portrait photographer.  [06:29] Why Diane only did a shoot-and-burn session once in her life.  [07:38] Life-changing realizations that Diane has had over the past few months.  [10:24] Implications of being a location photographer, and the best way to get your clients to respect and value your work.  [13:09] Support that Diane has felt from fellow attendees in the Art of Selling Art course.  [14:29] What the photography industry was like when Diane first started working in it, and how it has changed since. [16:42] Why Diane has started asking clients to send her photographs of walls in their houses before they come in for their shoot. [20:35] A business-related fear that Diane is still in the process of overcoming, and how she gathers the confidence to face it. [22:47] How Diane’s sales have increased since she implemented the lessons she learned during the Art of Selling Art course.   [26:43] The height of Diane’s monthly client numbers (before she changed her business model) in comparison to the number of clients she shot over the past year. [30:54] Changes that Diane still wants to make in her business.  [34:18] Advice for how to respond when clients request something different than you expected.  [36:31] A major difference between the Art of Selling Art course and other courses in the photography realm.  [38:38] The importance of establishing and maintaining connections with other people in the photography industry. [39:55] A book that had a profound impact on Diane’s life.  [42:36] Qualities that I really appreciate in Diane.    Links and Resources:Download a Transcript Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn Diane DultmeierWebsite | Facebook | LinkedIn Essentialism by Greg McKeownBook  

This podcast episode is the second in a four part series featuring graduates of the ReWork’s Art of Selling Art Business course. These students have spent the last six months ReWorking their businesses and applying the concepts they’ve learned in the course. As a part of each interview in the series, I ask each Art of Selling Art Graduate three questions: 1) How did principles in the Art of Selling Art course change your business or mindset?  2)If a genie appeared, what is something you wish you could fix in your business?  3) And what advice or encouragement do you have for struggling photographers? Their answers will enlighten you and inspire you to ask tough questions of your own.  Next up is Lara Blair, another long-time photographer who literally wrote the book on pet photography, had a successful portrait studio on both the east and west coasts BUT after a few years of not charging enough and working so much that she wasn’t there for her kids, she burned out and quit the industry entirely.  Fast forward to today and Lara’s business is thriving, she’s shooting projects that she absolutely loves and has some sage advice for photographers thinking about throwing in the towel. It’s all about protecting your artist’s heart. In today’s episode Lara shares the important lessons she learned, and some valuable advice about finding your ideal clients, letting go of projects that don’t thrill you, and bringing in people to help you!  Here’s a glance at this episode… [01:51] Why photographers are so susceptible to burn-out. [03:50] Where Lara’s photography journey began, and what the next 13 years looked like.  [05:07] The driving forces behind Lara’s choice to leave the photography industry, and what she did for a few years instead.  [06:22] What Lara’s re-entry into the photography industry looked like.  [08:28] The realization Lara had which now forms the foundation of her business. [11:16] Types of sessions that Lara loves doing, and why she is no longer afraid to charge what she thinks they are worth.  [16:11] A recap of how Lara has progressed as a photographer over the past 18 months.  [17:37] Advice from Lara for how to determine who your ideal clients are, and what to do once you’ve figured that out.  [22:26] What an ideal month for Lara would look like in terms of work. [25:11] Changes Lara has made in her business to turn it into a luxury brand. [29:37] Two of the biggest lessons that Lara learned during the Art of Selling Art course.  [32:18] A mistake that Lara made in the past, and what it taught her.  [36:42] How Lara ensures that her clients get their money’s worth when they hire her. [37:43] The importance of protecting your “artist heart,” and examples of how to do so. [42:12] Questions you need to ask yourself if you are struggling to build a photography business that you really love.   Links and Resources: Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn Lara BlairWebsite | Facebook | Instagram | Book

This podcast episode is the first in a four part series featuring graduates of the ReWork’s Art of Selling Art Business course. These students have spent the last six months ReWorking their businesses and applying the concepts they’ve learned in the course. As a part of each interview in the series, I ask each Art of Selling Art Graduate three questions: 1) How did principes in the Art of Selling Art course change your business or mindset? 2)If a genie appeared, what is something you wish you could fix in your business? 3) And what advice or encouragement do you have for struggling photographers? Their answers will enlighten you and and inspire you to ask tough questions of your own.  First up is Jaime Seymour-Newton, a long-time photographer who was finally forced to ask herself “Why am I still doing photography?”  This process led to some significant changes in her business that more than doubled her income and created space in her life for a dream opportunity. This is an episode that will have you taking a hard look at your business and reconnecting to your very individual WHY behind it all.    Timestamps: [03:20] Get to know Jaime, her passions, and what her photography career has looked like.  [04:45] How Jaime was feeling before she attended the Art of Selling Art class in comparison to how she is feeling now. [06:10] Jaime explains how her approach to customer relations has changed since taking the class. [08:36] The difference that Jaime has seen in her sales averages.  [09:41] Two of the biggest lessons that Jaime learned through the Art of Selling Art.   [10:39] Responses that Jaime received from potential clients when she expanded her offerings.  [11:33] Elements of Jaime’s business that she is still struggling with.  [14:11] Jaime’s inner dialogue when the topic of pricing comes up with clients, and how she combats it.  [17:38] The worst reaction that Jaime has ever received from a client, and my advice to her on how to deal with those kinds of situations.  [19:25] Changes that need to be made alongside a price increase.  [20:53] The exciting new opportunity that has come up for Jaime.   [22:13] How I see Jaime’s life playing out.  [23:30] The Masterclass that I am currently offering, and where you can sign up.  [26:30] My advice to Jaime about how to approach the social media element of her business.  [27:52] Differences between the amount Jaime makes in the various facets of her business.  [30:32] Why Jaime is struggling to let go of her school photography contract, and a plan to help her break away.  [36:34] The moment I decided I would never photograph another wedding, and how my career changed after that.  [39:40] Value in looking backwards to see how far you have really come.  [41:38] Advice from Jaime for any photographers who are in need of a little push!  [43:47] The “why” that inspires Jaime to do what she does.    Links and Resources: Do The ReWorkWebsite | Instagram  Allison Tyler JonesWebsite | Instagram | LinkedIn Jaime Seymour-NewtonWebsite | Instagram

As artists, we are experts at composition and lighting. We plan and prepare for our shoots with precision and intention. We know what we are looking to accomplish and we use our vast technical knowledge to create something truly beautiful.  Windy skies? No problem. Crying toddler? We’ve got this.  A client complaint? Well…now we get uncomfortable. Part of owning and running our own business means that we HAVE to be just as intentional with our words as we are with our lighting. Just as careful selecting the correct mode of communication as we would be choosing a location for our shoot.  In today’s podcast, I talk with Kathryn Langsford about clarifying client communication, developing higher-end language, and tips to maximize your messaging.    Timestamps: [01:01] The very distracting world that we live in, and what you can expect from today’s episode.  [02:48] How Kathryn and I help each other refine our communication with clients.  [03:30] Examples of breakdowns in communication.  [04:57] How the type of business you are running should dictate the way you communicate.  [06:43] Why Kathryn chose to create email templates to be used for client communication.  [08:37] What the format of your email templates should look like, and the kind of information that they should be providing your clients with.  [10:12] The responsibility that sits with us as professionals in the photography realm. [13:03] Stories we make up about why our clients aren’t responsive, and what the real explanation usually is.  [14:31] Examples of the words that Kathryn chooses to use when she communicates with clients.  [17:11] Why it is so important to take communication into consideration when dealing with clients.  [18:41] “A lot of little;” what this concept looks like in action, and how we respond when we are confronted with it.  [24:27] The importance of clarifying with your clients what you think they are saying. [25:13] How Kathryn decides which communication channel to use with each client.  [27:37] Our approaches to reaching out to clients who haven’t responded to a previous communication.  [31:31] Differences between client communication and casual communication.  [35:30] An overview of the key factors that result in effective client communication.    Links and Resources: Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn Kathryn LangsfordWebsite | Instagram

Forward progress in business, as in life, often finds us standing at a crossroads or, scarier still, looking over a ledge into the unknown. What’s the next best step? Will the new session idea/marketing scheme/business process really work and what if it doesn’t? Today’s guest, Kimberly Wylie is no stranger to ledges. She’s thrown herself off a few in her time and joins me to talk about ledges, business and making decisions literally from the heart. Kimberly made sweeping changes to her business during a time when most onlookers would have thought her CRAZY for doing so. She had all the markers of “success”. A big, beautiful studio. Lots of employees. Lots of clients. She was working non-stop. But something felt wrong. She was missing time with her family, time to even eat (time to even go to the bathroom some days!). Sound familiar? Coming from a background in finance, Kimberly had always believed that more, more, more was the ultimate goal. But it wasn’t sustainable. She was forced to challenge her assumptions about the business of photography. To ask the question,  “Is it possible to actually do less and make the same, or even more money?”  In order to stay true to who she was and the business she really wanted to run, Kimberly jumped off the ledge- cutting her sessions from 400 a year to 125 and transforming her business into a low-volume, luxury portrait studio.  In today’s episode, we discuss it all. The fear, the doing-it-anyway, the results and what we’ve learned along the way.    Timestamps: [01:27] What it takes to be a successful entrepreneur.  [03:55] Kim’s professional background, and where her photography journey began.  [06:44] Feelings that Kim struggled with when she started her photography business. [08:26] How you should and shouldn’t go about determining your prices.  [12:03] The ledges that Kim had to jump off in order to build the business and the life that she really wanted.  [14:43] Two key benchmarks that you should be looking at when pricing your work.  [15:51] What Kim’s life looked like for the first few years after she started her photography business.  [17:13] The moment that Kim realized she had to make some serious changes. [20:17] Kim explains the process that she went through to recreate her business so that it aligns with what matters to her.  [22:24] The value of letting the little things go.  [28:37] Factors that motivated Kim to overcome her fears and transform her business from volume-based to luxury-based.  [31:28] How Kim and her partner cut costs when she made the decision to change her business model. [37:23] The strategy Kim utilized in order to decide how many sessions she was going to do per year, and the life-changing success that came as a result.  [41:32] Important realizations that Kim had about profitable versus non-profitable clients.  [46:09] Changes that Kim made to her session and design fees.  [48:02] How Kim defines her style of work, and the similarities and differences between our styles.   [52:57] Advice from Kim for figuring out who you are as an artist.  [56:55] How Kim categorizes her clients, and how these lists changed when she changed her business.  [1:00:01] Benefits of implementing a compulsory upfront cost. [1:01:40] The importance of communicating changes to your clients.  [1:03:12] How Kim knew she had made the right decision to make the changes that she did.  [1:04:23] One of the biggest mistakes that human beings make.  [1:06:52] How Kim’s average sale price increased when she changed her business model.   [1:07:38] Words of encouragement from Kim and I for anyone who needs a push off their ledge!    Links and Resources: Do The ReWork Do The ReWork on Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn Kimberly Wylie Website | Instagram | Facebook | Twitter | LinkedIn

So many of us fall head over heels in love with the art of photography. We are motivated to develop our talents and, before we know it, our family and friends notice and ask us to create images for them. Fast forward a bit of time and, somehow, we find ourselves in the portrait business. Sound familiar?  Maybe you entered the portrait industry in a different way but I believe we all start out with the love of the craft first and business a distant second. Maybe you’re done pursuing photography as a side-hustle, and are ready to make portraits your livelihood. Maybe you’ve established a portrait business but you feel held back by not reaching the best clients or not having a process by which you can educate and spoil your clientele.  If any of the above apply, this episode is for you!  We’ve witnessed so many photographers struggle to build a business because of their lack of knowledge around things like pricing, self-promotion, and the art of booking your ideal clients, which forces even extremely talented photographers out of the industry (as Jessica knows from personal experience). And that is exactly what we are hoping to prevent. Join me and Jessica Mackey for a candid discussion around what you can do, starting TODAY, to create a portrait business that fulfills your creativity and your income goals.    Timestamps: [01:01] What Jessica and I have learned about photographers through the time we have spent developing this podcast and the Art of Selling Art course.  [02:54] Some of the bold moves that we made in our studio in 2021.  [03:40] Jessica’s experience starting her own photography business, and her thoughts on why it didn’t work out.  [06:25] The biggest challenges that Jessica faced while working as a photographer. [09:11] Results from studies conducted by the PPA about the success rate of photographers.  [11:30] Jessica’s thoughts on how a mentor might have helped when she was setting up her photography business.  [14:47] One of the best pieces of advice I received when I entered the photography industry.  [16:43] Vital questions that you should ask yourself when starting or revamping your business. [18:27] An important element that Jessica neglected when she was running her photography business. [21:33] The importance of having processes in place as a business owner.  [24:33] One of the biggest mistakes that I have seen photographers make.  [25:20] The full complement of services that I offer to my clients.  [27:45] The importance of identifying who your ideal clients are.  [31:33] Misinformation that photographers are often exposed to.  [32:25] Societal misconceptions about the portrait photography industry.  [35:10] The approach I took when building my photography business.   [36:58] Why many photographers struggle with the business side of things. [38:06] The iterative learning process that you should expect when you start a business.  [40:04] What I learned about knowing my numbers from my scrapbooking business.  [42:51] Valuable advice for any struggling photographers out there.  [45:05] The mindset that has helped me get through difficult times in my businesses and allowed me to succeed.   Links and Resources: Do The ReWork Do The ReWork on Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

If you feel like you have to be “busy” in order to be able to call yourself successful, you’re not alone. If you feel like you can’t delegate work to other people because you need to be the one doing everything……we’ve been there. If you feel like you’re not able to spend enough time with your family because you’ve overbooked yourself—yep, been there, done that. Today I’m joined by my friend and portrait photographer, Kathryn Langsford, for a discussion about success and how the way we define it has changed drastically over our years in the photography industry.  We’re big believers in building businesses that support your lifestyle and provide you with the freedom you deserve, rather than ones which keep you in the studio 7 days a week. This episode will provide you with the inspiration to make the changes that allow you to show up as your best self for your clients, your families, and yourself.   Timestamps: [01:08] An introduction to today’s topic, with Kathryn Langsford. [02:51] How each of our definitions of success has changed over many years in the photography industry.  [06:31] The overly-busy working life that Kathryn endured for a few years, and what motivated her to change.  [10:26] How the COVID pandemic altered Kathryn’s perspective.  [12:26] Questions you should be asking yourself to determine whether or not your business is working for you.  [14:48] New measures of success that Kathryn now uses.  [16:20] What the voices in our heads tell us when we slow down, and how we’ve learned to handle them.  [18:38] Benefits of reducing the number of clients that we work with each year.   [20:18] Why early in the year is a great time for some self-reflection.  [22:09] Steps that we have taken over the years to create more of a balance between our work and home lives.   [26:03] How our approach to scheduling clients has changed since we first started our businesses.  [31:04] The importance of learning how to delegate some elements of your work.  [34:57] What Kathryn does with the space she deliberately leaves open in her calendar.  [38:08] Lessons we can learn from high profile people about time scheduling, and a tip for attracting their attention.  [41:38] The value in understanding that you don’t have to be available to everyone at all times.  [46:18] A recap of what redefining success means for us.    Links and Resources: Do The ReWork Do The ReWork on Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn Kathryn LangsfordWebsite | Instagram TaveWebsite Netflix Documentary: Inside Bill’s BrainWebsite

Today’s guest is the powerfully resilient, flexible and confident Cynthia Moore, fellow portrait photographer who I have had the privilege of mentoring over the past few years. With the beginning of 2022 upon us (most likely after a crazy festive season for all the photographers out there listening!), now is the perfect time to do some reevaluations and reflections on 2021, and make some decisions about the direction you want to be taking your business. This episode will get you thinking about all the important questions you should be asking yourself in order to feel more fulfilled by your work and to serve your clients better.  We’re talking pricing, web-galleries, client consultations, and coming to terms with the fact that YOU are the expert, and with that comes a responsibility to yourself as much as your clients!    Timestamps: [03:05] Four key questions that I ask myself at the end of every year.  [04:52] The story of how Cynthia and I met.  [05:50] Cynthia shares a brief rundown of her photography journey, including what the past two years have looked like for her business.  [09:24] The new-found appreciation that people have for portrait photography since the pandemic began.  [11:39] What my first conversation with Cynthia consisted of.  [14:00] Cynthia’s approach to dealing with the craziness of the festive season.  [15:05] A recap of the reflections that I do each year, and how these compare to Cythnia’s yearly goals.  [18:59] Why Cynthia chooses to send web galleries to clients prior to view-and-order sessions. [21:57] My reasoning for only allowing clients to see their photographs for the first time during the view-and-order session.  [26:34] How my sister reacted when I sent her a web gallery.  [29:22] Why web galleries do not benefit your clients. [34:12] The importance of clear communication during client consultation sessions.  [37:55] What your clients are really hiring you for.  [39:34] A metaphor which highlights the major downside of web galleries.  [44:10] Why we stopped booking sessions from October for the rest of 2021.  [46:23] How Cynthia thinks her clients will respond if she decides to stop sending web galleries. [49:19] Cynthia’s main goals for 2022.  [51:42] Why confidence is a key to success, and how Cynthia has developed hers over many years.  [57:06] The importance of doing regular reevaluations on your business.  [1:00:04] A valuable lesson about deciding how to price your work.  Links and Resources: Do The ReWork Do The ReWork on Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn Cynthia MooreWebsite | Instagram | Facebook | LinkedIn

As a portrait photographer, our heart sings at the thought of lighting and photographing and all the creative things that we would like to dream up for our clients, but have we considered that what our clients might REALLY want, what they might really NEED, is a Trusted Advisor to help them make sense of the portrait process and decide which images will look best in their homes?  Someone who’s opinion they can trust.  A guide for every step of the process. In today’s podcast with Jed Taufer, we talk with two seasoned photographers, Kathryn Langsford and Lara Blair, about how they made the transformation from camera-for-hire to positioning themselves as an expert to serve their client in more complete and better ways.  As we discuss the evolutions of their businesses, you will hear about the pitfalls and mistakes they have made on the road to finding the value that comes from being the expert and Trusted Advisor that your clients need; mistakes that you can learn from and avoid in your own business.  Join us for this final (and my favorite) segment of our Pixels to Product series with Jed Taufer - where we dive into PROfiles of making change.   Timestamps: [02:21] The issue with selling a product for digital files in photography. [03:43] - What other options are out there for photography. [06:01] - Photography is a business that can be restructured again and again. [07:52] - A preview offer can lead to problems for you. [11:13] - How you can address client concerns without hindering sales. [14:15] - The best time to manage session expectations. [18:37] - What to do to create a better experience for client meetings. [21:30] - The most effective way to switch previous clients to new business procedures. [25:08] - Clients are looking for a confident photographer. [28:18] - Why you should lead conversations with clients. [32:29] - How you can perform better in your business operations.  [33:39] - Why it’s okay for photographers to pivot. [36:58] - What tasks you can reevaluate and delegate in your business. [40:23] - The best indicator of an appropriate price range. [42:31] - The balance of business and play. [45:00] - The balance of business and family. [48:43] - How you should talk about photography as an investment. [52:11] - Value is in the art itself. [55:43] - Presenting your art without fear.   Links and Resources: Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn Jed TauferThis Conversation [Website] | This Conversation [Instagram] | Instagram Kathryn LangsfordWebsite | Instagram Lara BlairWebsite | Instagram

Portrait photography is an art. The ability to capture something beautiful with your camera is truly something to be treasured and shared and enjoyed by others. However, for most of us, portrait photography is also a business. The way we put food on the table and support our families.  Blending photography and business can be its own kind of art. And being able to sell our art without turning into a Salesy Jerk is truly a beautiful thing. The transition from awkward salesperson to a true artist of the Sales Room comes as you ReWork your thinking. As you start to realize that the portrait sale isn’t about you but about meeting the needs of the client, you can more confidently approach your sales appointments.  Thanks to a well done consultation, you can enter into the sales appointment prepared and excited to be the expert they need to guide them through the portrait buying process.  In this podcast, we talk with Jed Taufer for the 3rd segment in our Pixels to Product series. A discussion all about strengthening our portraits sales.   Timestamps: [02:40] The value of learning from other people’s mistakes.  [03:55] Why I no longer do ‘sneak peeks’ for my clients. [07:28] When the process of in-person sales begins.  [08:14] What a client consultation consists of at ATJ Photography, and why we won’t do a shoot without one.  [11:47] The most common answers I get when I ask clients what they want to do with their family photographs, and how I respond.  [16:09] One of the characteristics that makes the photography industry unique.  [17:25] Why you need to discuss your prices early-on in the consultation process.   [19:47] Sales approaches that clients don’t respond well to (from my personal experience).  [21:40] My approach to handling objections that clients have about my prices.  [24:06] Every photographer’s biggest fear.  [25:02] The magic bullet response to clients who have major complaints.  [29:48] Where you can access the client consultation form that will do wonders for your business.  [31:27] Problems with offering “a lot of little.” [32:55] Questions I ask myself before deciding on the products that I am going to offer to my clients.  [33:17] The range of iterations of the two types of products that I offer.  [35:45] What I want my clients to feel everytime they look at my photographs in their home.  [38:02] Why you need to showcase your work at the size you want to sell it.  [40:02] How you should present yourself when you are interacting with clients.  [43:17] Your ‘street-cred’ in the photography world.  [48:08] A quality that separates the most successful people from the rest.    Links and Resources: Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn Jed TauferThis Conversation [Website] | This Conversation [Instagram] | Instagram

Pricing is one of those hot topics that makes most photographers squirm. For most photographers, you KNOW you aren’t charging enough, but you can’t quite wrap your brain around how to charge more. What if you lose all of your clients? What if other photographers think you’re crazy? What if…? There are a million fears swimming around in our minds when it comes to raising prices. I know. I have had them too! But all of the growth in my business has come from shifting how I think about pricing- by moving from competition-based pricing (what everyone else is charging) to value-based pricing.  Rather than worrying about whether or not someone is going to pay what you charge, think about how you can offer your clients a service and a product worth the price tag!  Jed and I both know the feeling of fear that comes with raising prices, but we also know how it feels to be paid for the value we give. So join us today for a VALUABLE lesson that could completely change the way you think about pricing!    Timestamps: [01:14] Why pricing is one of my and Jed’s favorite topics of discussion. [02:38] Negative feelings and misconceptions that many photographers have around pricing.  [06:01] The three main pricing strategies available to portrait photographers.  [08:07] Jed explains the journey that he has gone through in his business with regard to pricing.  [12:01] A key to pricing right; valuing yourself! [15:45] Problems that I have with education in the photography realm.   [16:48] Why you should stop comparing yourself to other photographers.  [19:16] Various factors that I took into consideration in order to determine my pricing structure.  [24:02] How not pricing your photographs correctly will negatively impact your relationships with your clients.   [27:44] The reaction I received from the first client I had after I doubled my prices.   [31:39] I run through the process that I went through when increasing the prices of my products.  [33:31] What clients care about far more than the price of your products.  [37:00] The questions that you should be asking yourself when determining your pricing.  [41:24] Why you are doing yourself a disservice if you don’t increase your prices yearly. [43:06] How the demand for Jed’s work changed when he began increasing his prices.  [47:45] The problem with the way many photographers communicate their price increases with their clients.   [52:56] Examples of better ways to explain why your prices are going up.   [56:48] How the value that you assign to your work affects the way your clients experience it.  [58:21] Jed shares a story of an artist who charges $10 000 to position his artworks in his customers’ homes.  [1:00:45] What I want my clients to tell other people about my work.  [1:02:35] An overview of the conversation I recently had on Clubhouse about pricing.    Links and Resources: Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn Jed TauferThis Conversation [Website] | This Conversation [Instagram] | Instagram

To sell or not to sell? When it comes to developing a successful photography business, that is always the question. While industry experts have long since shown that there is more money in selling product, many photographers continue to prefer to shoot and burn. Why? Because making the transition to selling product feels beyond overwhelming.  But you don’t have to do it alone.  In this four part podcast series with Jed Taufer (which originally aired on his podcast, This Conversation sponsored by White House Custom Color), we will explore the process of taking an image from Pixels to Product. Whether you are just starting out or have been selling product for years, this series will be one you won’t want to miss.    Timestamps: [01:08] What you can expect from the next four episodes of The Rework.   [03:26] The focus of this segment of the Pixels to Product series. [03:49] Step number one in my process of developing a product.  [06:18] Experiences that encouraged me to start printing my photographs for my clients, although I was hesitant at first.  [08:18] Pros and cons of the huge amount of information available on the internet.  [08:56] Our go-to trusted websites for educational materials.  [11:06] What the full process of developing an ATJ product entails.  [12:22] How to determine what your first printed product offering is going to be when you are just starting out.   [15:52] Why focusing on wall art is a good place to start. [17:50] The two types of products that I offer to my clients.  [22:03] Old school oversell versus new school undersell, and why I don’t use either of these strategies.   [25:06] My favorite type of prints for my wall photographs and my albums.  [27:43] Where you can find the (free) client consultation form that will solve all your consultation woes!   [29:25] The importance of getting printed samples of your work before you dive in.  [32:25] Why creating finished products for your clients will help your business thrive.  [36:12] Encouragement to attribute to your work the value that it deserves.  [39:31] Why I don’t ask my clients what they want their photographs to be printed on.  [40:00] Evolutions that I have seen occurring amongst my client base.  [43:06] The importance of having an open mind while maintaining your position as the boss.   [44:44] An overview of what it takes to develop a product line or refresh an old one.  [46:14] Pricing; our next topic of conversation.    Links and Resources: Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn Jed TauferThis Conversation [Website] | This Conversation [Instagram] | Instagram White House Custom ColorWebsite Professional Photographers of AmericaWebsite

Being a good photographer isn’t only determined by your lighting, or the composition of an image. In fact, the most overlooked ability of a photographer might be their ability to successfully direct a portrait session. There are as many different styles of directing as there are photographers. Some directing styles will lead to standard, boring photographs, and others will cause even the most disinterested clients to appear natural and having a great time and, subsequently, walk out of the session with their kids asking when they can come back!  In today’s episode I’m on my own in the hot seat, and I’m going to share with you some of the most valuable tips and tricks that I have learned through sixteen years in the trenches of portrait photography, all in an effort to help you get those expressions that you’re looking for. If you’re tired of using the same ideas and can’t stand the thought of doing another portrait session, this episode will be just the creative inspiration you need to make your upcoming shoots smooth and full of fun for everyone involved.     Timestamps: [01:42] Why you need to be a good director on top of being a good photographer.  [04:17] Descriptions of some of the numerous director profiles (from the “techno weenie” to the “queen of calm.”)  of the “techno-weenie” director profile.   [09:38] How my assistant and I balance each other out during sessions.  [11:30] What you need to do to prepare before your clients arrive for a shoot.  [12:57] My number one goal at the beginning of every photography session I do.  [15:27] Why my camera is the only camera allowed in the room during a shoot.  [16:31] The “time out” strategy that results in some of the best expressions.  [18:04] Circumstances under which I will ask a parent to leave the session.  [18:33] One of my very favorite parts of being a portrait photographer.  [20:07] Ways that you can get rid of the cheesy smile that so many kids develop at a young age.  [25:23] Why I always work with an assistant, and an example of a game we play to get the kids laughing.  [27:33] The “fake laugh” strategy.  [29:06] More tips and tricks to get the expressions that you are looking for.  [30:35] How I use music to get my clients moving. [32:05] The importance of taking into consideration how you say things, not only what you are saying.  [35:14] How you can ensure that your clients walk away from their session feeling glad that they chose you.    Links and Resources: Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

Mistakes are inevitable. It doesn’t matter how long you’ve been in business or how meticulous you think you are, even the best of us are bound to say the wrong thing or order the wrong print or completely forget part of an order. And that’s okay. Because it’s how we deal with those mistakes that can transform them from our biggest regret into our greatest marketing tool.  In this episode we share some of the most memorable mistakes we’ve made at ATJ Photography, and what we’ve learned about using our mistakes to build trust in the brand and retain clients. It’s not about assigning fault, it’s about accepting responsibility and ensuring solutions. It’s about providing the kind of service they can’t find anywhere else. It’s about having the courage to allow our mistakes to become our strongest form of marketing.    Timestamps: [00:59] An introduction to today’s topic.  [02:10] How you should be thinking about your mistakes.   [03:20] Examples of the “end of the world” and “no big deal” strategies, and how clients will respond to each.   [05:52] Jessica shares a mistake that she made, and how she responded when the clients pointed it out.  [07:57] Major issues that we had with a generational shoot, and how we kept our clients happy.  [11:10] Our approach to resolving the issue of the bubbly canvases. [14:57] How we helped a client get a family photo back on the wall after it was taken down through no fault of our own. [18:12] The importance of making sure you can deliver on something before you promise it to a client.  [19:12] Benefits of using mistakes as marketing.  [20:41] Why you will not be able to use mistakes as marketing if you are not priced appropriately. [22:13] An experience that Jessica had which epitomizes how not to deal with clients.  [24:36] Always take responsibility, even if it’s not your fault.    Links and Resources: Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

If the idea of calling yourself a luxury photographer makes you recoil, you might be thinking about it in the wrong way. No matter your field of expertise or your preferred medium, if you are charging for your photographs, you’re in the luxury business!  Today I’m joined by the no-nonsense and hilarious Mary Fisk-Taylor PPA’s current president, and a photography studio owner who knows what it’s like to be doing 300 sessions a year and not having any time to do anything else, and how it feels when you change your mindset from “take everything you can get” to “less is more.”  When Mary got to the point where her studio was bringing in 7 figures annually but she couldn’t get out of bed in the morning, she knew something had to change. So she rid herself of other people's expectations, figured out who her ideal client was, and began assigning value to her portraits and communicating that value to her clients. This episode is inspirational from start to finish, and may be just the motivation you need to make the changes to your business that you deserve!     Timestamps: [02:41] The shift that occurs the day you decide to charge for your photographs.  [03:30] Mary shares the history of her studio and the mentor who helped her get to where she is today.  [04:46] A profound moment in Mary’s life that drove her to shift her mindset and change her business model.  [08:15] The philosophy in the photography world causes many photographers to burn out.  [10:07] How Mary identified her ideal client and then refined her services to suit them.  [14:42] Mary’s innovative approach to business during the COVID-19 lockdown, when in-person consultations were prohibited.   [19:22] Why Mary and I advocate for the “less is more” approach rather than the “take everything you can get” one.  [21:42] Some of the requirements for Mary’s Zoom consultations.  [23:38] How Mary’s clients responded to the changes she made to her business during the pandemic.  [26:35] What Mary’s schedule looks like since she changed her messaging and her business model.  [28:01] The shifts that I made within ATJ Photography a few years ago, and how my clients reacted.   [29:44] How to handle negativity from clients and other photographers.  [33:56] What Mary realized after she reached her rock bottom.  [37:40] Why all photographers should embrace the concept of luxury.   [38:12] Books that you need to read.  [42:02] An inspirational message from Mary to all photographers out there.  [45:43] How Mary’s upbringing impacted her approach to work.    Links and Resources: Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn Hayes and Fisk PhotographyWebsite StoryBrandWebsite Business Made SimpleWebsite Brene BrownWebsite Seth GodinWebsite Carol Dweck Mindset: The New Psychology of SuccessMindset  Mike Michalowicz The Pumpkin Plan and Profit FirstWebsite Phil M. Jones Exactly What to SayWebsite Jim CollinsWebsite Greg McKeown, Essentialism and EffortlessWebsite James Clear Atomic HabitsWebsite Tiny HabitsWebsite J.N Kapferer and V. BastienThe Luxury Strategy  

The goal of any portrait photographer is to produce beautiful artwork for their clients. But what happens when that beautiful piece of art - that portrait that you retouched into the early hours of the morning - ends up in some cheap, tacky frame your client picked up for 50% off at their local craft store?  Running a full-service portrait studio means worrying about more than just the portraits we take and retouch. It means worrying about how those portraits are presented and displayed. That’s why developing a partnership with a custom framer you can trust is so important.  Today on the podcast I am joined by Rob Brinton, owner of Matage Custom Framing, and the OCD, master-of-custom-framing to whom I have entrusted my artwork for the last 16 years.  In this episode Rob and I get into the nitty gritty of all things framing (conservation glass or museum?) and give you a rundown of what it takes to form and sustain a successful business partnership with a custom framer in your area.   Timestamps: [02:18] An introduction to Rob Brinton, and the special working partnership we have.  [03:14] Why custom framers are often sceptical of forming partnerships with photographers, and why Rob’s mindset is different.  [04:26] I share what drove me to seek out a partnership with Rob. [06:04] The move we both made in 2009.  [08:01] A question that all photographers should be asking framers before they start working with them.  [08:36] Some of the keys to a successful business partnership.   [11:11] How to decide whether you want to work with a particular framer.  [13:52] Different types of offerings that framers provide to their clients.  [15:53] A story which epitomizes the value that Rob provides to my business.  [17:53] Common mistakes that Rob sees interior designers make.  [19:24] Different types of glass available for use in frames.     [22:32] Circumstances under which you cannot use glass in your frames.  [24:55] The importance of having up front conversations with your framer about what you are looking for.  [27:01] Rob weighs in on matting.  [29:09] The biggest mistakes people make when hanging frames on a wall, and how to avoid them. [32:17] Why framers and photographers should always have insurance.  [34:36] Benefits of a framer-photographer relationship to both parties.  [37:01] Rob explains the different types of mats that can be used.  [40:51] How to ensure that the framer-photographer relationship is a win-win.  [41:46] Where Rob looks for inspiration for his work.    Links and Resources: Do The ReWork Website | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn Matage Custom FramingWebsite

Almost every photographer finds something about in-person sales to be intimidating. It can be overwhelming to try to strike that fine balance between persuading the client or rolling over and just giving everything away.  Done right, a successful portrait sales session can be a work of art all its own.  Today’s guest is a sales master. Having tried a myriad of sales techniques through the years, Tim Walden and his wife Bev, stumbled upon pure genius - selling with suggestions. This technique, used by their landscaper of all people, has been a game changer in their portrait studio.  In today’s episode with Tim, we don’t just talk about applying this concept, we actually go full role-play mode to SHOW you how it’s done.    Timestamps: [00:59] Why photographers are fearful of conversations about selling.  [02:30] The importance of the environment that you create in your sales and selection room.   [03:44] Tim shares the lesson he learned from the landscaper of his home.  [05:10] How Tim uses suggestions as his sales strategy.   [06:24] A gamechanger in the photography industry.  [07:39] Why suggestions work so well as a sales approach.   [09:31] What Tim’s editing process looks like.   [10:26] The purpose that Tim aims to achieve in his consultations with clients.  [11:38] Tim and I role play a consultation session.  [14:51] How to engage the mind of your clients and authentically tell their story.  [17:11] Factors that you should be focusing on when you photograph your clients.  [19:28] What Tim means when he says, “Every portrait is a self-portrait.”   [22:54] The type of photography that Tim was raised on, and why he chose to move away from it.   [26:37] Tim explains where he thinks the value of posing lies.   [28:50] What makes a great brand.    Links and Resources: Do The ReWork Do The ReWork on Instagram Tim WaldenPhotography Website | Coaching Website | LinkedIn

Change is inevitable. Especially in our industry. Whether you are adjusting pricing due to vendor increases or moving away from selling digitals, change can feel scary. Especially when we have to communicate that change to our clients. What if they push back? What if they walk away? Fear of losing or upsetting clients can prevent us from making important changes to our business. The solution? Get comfortable being uncomfortable.  In today’s episode, Kathryn Langsford and I discuss tips for having uncomfortable conversations with clients and the importance of clarity- starting with understanding our own rationale and then turning that into clear messaging for our clients. Using real examples of our own client conversations and messaging, we will help you find the words you need to tackle your own uncomfortable client conversations.    Timestamps: [0:01:00] Why today’s topic is such an important one.   [0:02:42] The first step in the process of making changes to your business; getting clear on your vision!   [0:03:43] How Kathryn’s approach to dealing with clients has changed over time.  [0:06:35] Rules that Kathryn and I have put in place with regard to the products that we sell, and why we have done this.   [0:09:22] Having a clear vision about the product you are selling is key.   [0:10:34] Reactions that you should expect when you change your offerings.   [0:12:17] How Kathryn broaches the topic of changes she has made to her business model with existing clients.  [0:13:00] Clients who Kathryn has found to be the most averse to change.  [0:14:08] Kathryn runs us through her experience of explaining her business model changes to a particularly difficult client (“Client A”). [0:16:16] What I love about the way Kathryn approaches the topic of changes she has made to her business.  [0:18:50] Pushback that Kathryn received from “Client A,” and what the outcome of this interaction was. [0:21:41] How the majority of Kathryn’s clients have responded to changes she has made to her business model.  [0:23:06] Another experience Kathryn had with clients who pushed back, which had a different final outcome to “Client A.” [0:25:03] Applying the threshold principle that we use to other industries. [0:27:01] When to let clients go.  [0:28:48] Evolution in small businesses is normal, and clients should be understanding of that.  [0:29:29] The first two clients I had (who have just recently returned for another shoot), how my business has changed since then, and how they felt about the changes.   [0:31:33] A recap of the main points we have discussed in this episode.  [0:33:59] How we fulfill our role of helping our clients get clear on what it is they want.   [0:37:09] Decisions that should be made before the shoot.   [0:39:06] Benefits that you and your clients experience when you stay true to your vision. [0:41:52] Appreciation that clients feel when Kathryn shares her process with them. [0:43:23] What “amnesia” looks like in Kathryn’s world (in reference to Grant Cardone’s book, Sell or Be Sold).  [0:44:46] How Kathryn and I deal with clients who get cold feet in the sales room.  [0:45:06] Recommended reading resources.    Links and Resources: Do The ReWork Do The ReWork on Instagram Kathryn LangsfordWebsite | Instagram Sell or Be Sold by Grant Cardone Sell or Be Sold by Grant Cardone [Audible version]  The Closer’s Survival Guide by Grant Cardone The Pumpkin Plan by Mike Michalowicz

I used to think that confidence was either something you had or you didn’t. And for a lot of years, I didn’t feel confident. Starting my own photography business didn’t help. I knew that I needed to create a sustainable business to support my family, but I didn’t resonate with the old-school oversell or the new-school undersell sales approaches in the industry. I was constantly second guessing if I was good enough or smart enough or talented enough to pull this off...and to do it MY way! So began my journey of Creating Bullet Proof Confidence. This 15+ year journey has confirmed what all of the experts have been saying- confidence isn’t something you have, it’s something you develop. And so today I am sharing with you the realizations that have enhanced my confidence and helped me turn my business into the success it is today.  This is a short, potent shot to send you into the crazy season with the knowledge that there is nobody like you out there, and the more you lean into YOUR vision, the better you and your client are going to feel about your work!    Timestamps: [0:01:36] What I have achieved through my portrait photography business, and what my goal is for The ReWork podcast.  [0:02:16] A key ingredient to my success.  [0:03:24] Examples of old-school photography sales techniques which didn’t resonate with me.  [0:05:42] The business model which developed when digital photography took off (around the time I entered the industry), and why I chose not to go down this route.  [0:08:08] “Grumpy Guys” of the photography world.  [0:10:01] Realization number one that I had when I was starting my business: It’s not about you.  [0:12:21] The realization I had which made me stop comparing myself to others, and how this gave me confidence.  [0:14:43] Why it’s so important to have a clear vision, and to be confident in that.    [0:16:06] A recap of the three major realizations which helped me build a successful photography business.  [0:17:18] Best of luck for the crazy season!    Links and Resources: Do The ReWork Do The ReWork on Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

Can you believe that the holidays are just around the corner!? Often, after a long summer, getting back into the real swing of things at work can be difficult and draining, and those are the last things you want to be experiencing during your busiest time of the year.  In today’s episode, Jessica and I will share our best tips to avoid creative burn-out, inspire new ideas to ensure that this holiday season is your best yet. We’ll be discussing the physical elements of your studio that you should focus on before the holiday season starts, how to make your clients feel extra special, ways to refresh your inspiration (which will benefit you as the artist, as well as your clients), and more!  If you’re ready to kick things into gear in your business this season, and really “WOW” your clients, this is the episode for you! And because we want to support you all we can, we’ve created a downloadable PDF The 5 Key Steps to Getting Ready for Your Busy Season full of tips and ideas to get your own creative wheels turning.   Timestamps: [0:01:02] The holidays are coming, and this episode is going to make this holiday season your best yet!  [0:02:04] Where you can find the downloadable PDF that corresponds with today’s episode. [0:03:59] The most common struggles experienced during the crazy busy season.  [0:04:38] A strategy that we use to ensure that our calendar is filled with clients we love most.  [0:07:24] Steps we take to refresh our studio space to ready it for the holiday season.  [0:09:35] Jessica’s infamous popcorn faux pas, and a reminder to be thoughtful of the scent in your studio. [0:11:24] Examples of the ways that we keep our studio fresh and refreshed.  [0:13:03] Factors that I take into consideration when I have clients in my salesroom.  [0:14:08] The time when we make any adjustments to the business, and examples of what those adjustments might be. [0:17:38] Reworking your inspiration; our third tip for the fall season. [0:19:07] What I do to fuel my inspiration.   [0:21:23] How I make each experience with returning clients new and exciting.   [0:24:38] Why I love this creative restriction of working in studio.   [0:25:30] How we keep our holiday cards concepts creative and custom.  [0:28:01] The value of challenging yourself in every portrait session.  [0:30:47] Ideas for making our clients feel special.  [0:34:29] Overcoming the challenges that parents experience when bringing their children for a session.  [0:37:11] A recap of the 5 key steps that we discussed today.     Links and Resources: The 5 Key Steps to Getting Ready for Your Busy Season  Download PDF here Do The ReWork on InstagramDo The ReWork Allison Tyler Jones PhotographyWebsite

Despite photography not being a major part of her life growing up, and studying a finance and accounting degree (which was a big surprise to me too!), Rhea Whitney has always had a love for imagery, and after a lot of experimentation, many bold moves, and a crazy amount of discipline, she found her true calling in wedding and portrait photography AND photography business coaching. Now, this absolute ray of sunshine is the owner of multiple 6 figure businesses, and even after 10 years in the photography industry, her passion for her work is as strong as ever. When it comes to understanding their businesses, Rhea helps her clients remove their blinders, but in other ways, Rhea wants us to put our blinders on; everyone is on a different journey, focus on YOURS, and nobody else’s! As a creative entrepreneur, you’re always going to be met with resistance along your journey of starting something new. Everyone has fears and doubts, including Rhea and I, but Rhea has some fantastic advice for how to work through these negative emotions, learn to love yourself and your work, and get you on track to living your best life!   Timestamps: [0:01:00] An introduction to today’s guest, Rhea Whitney, and why I wanted to have her on the show today. [0:02:25] What Rhea’s professional life consists of, and the passion she has for her work. [0:03:48] Rhea’s educational background (which is unusual for a photographer) and how it has helped her in her career.   [0:04:47] The first big photography event Rhea went to, and her experience of presenting at that same event recently.  [0:07:37] Dangers of social media, and the mistakes Rhea sees people making as a result.  [0:09:00] How Rhea’s photography business started, and the way it progressed.  [0:10:12] Rhea explains how she found her niche.  [0:12:08] The rebrand that Rhea’s business underwent in 2015.  [0:14:30] How Rhea changed the way she attracted her ideal client after her rebrand.  [0:16:11] Rhea’s plans for the future of her businesses.  [0:17:43] Barriers to success that Rhea sees amongst her coaching clients.  [0:19:25] What entrepreneurs need to expect when they are starting something new. [0:20:21] A lesson my daughter in law taught me about not worrying about what other people think.  [0:21:27] Fears that Rhea still has around putting herself out there, and how she works through them.    [0:24:24] A bold move that Rhea made to move cities.  [0:26:12] The importance of celebrate the small wins and getting out of your comfort zone.    [0:28:06] Factors that Rhea believes have been key to her success.  [0:32:07] Learn to love your work and your business! [0:33:57] Rhea shares some of the exciting programs she is going to be running and where you can get in touch with her.    Links and Resources: Do The ReWork on InstagramDo The ReWork Rhea WhitneyWebsite | Instagram | Facebook  PhotoBomb AcademyWebsite WPPI Website Munaluchi BrideWebsite 

Quick tips and tricks might be useful in your business in the short term but I find that focusing on core principles and refining my business around those principles contributes to a greater understanding of my client and how they experience our business. Would you believe me if I told you there was a single, simple element that you can ReWork in your business that would change the way you sell, the way clients experience your service, and that will lead to greater overall success?  Well, there is. That single, simple element is your client consultation. It might sound too easy but I can tell you that EVERY. SINGLE. TIME. I have experienced objections or confusion in a sales appointment, it can all be traced back to something I did/didn’t do correctly in my client consultation.  Maybe I got too chatty and forgot to quote pricing. Perhaps I talked too much about HOW I was going to shoot the session rather than what we were actually shooting FOR. I’ve learned that critiquing myself and refining my client consultation results in sales appointments that are FUN! Sales appointments where we are enjoying the images together and simply populating what was ALREADY DECIDED on in the consultation. No sticker shock. No awkward silences. No “I need to go home and measure” type objections.  In today’s show I’m going to share with you my Three Step Plan to ReWorking Your Client Consultations. You’re going to get the inside scoop into how the client consultation process at Allison Tyler Jones Photography works, and you will leave this episode with practical tools that you can use to improve this fundamental part of your business.  Whether you are brand new to the industry, or looking to revamp your existing system, there’s always room for growth and learning, and my goal is to help you do just that. We’re talking mindset, creating memorable experiences, and what you need to cover in that all-important first meeting. Don’t miss it.    Timestamps: [0:01:40] Where you can access the Client Consultation form that we are going to go through today. [0:02:24] I share my dad’s business story, which is a big part of the reason why I am doing the work that I am. [0:04:52] Changes I have made in my business over the years in order to be able to fulfil my dream of helping other photographers. [0:06:27] Why I think client consultation is a core principle which plays a big role in the success of a business.   [0:07:16] Strategy Number One of the Three Step Plan to Client Consultation; mindset!  [0:07:50] Problems that I have experienced with my client consultations.  [0:10:06] How I want my clients to feel when they come for a consultation.  [0:11:33] Why it’s better to get the price talk out of the way early on. [0:14:02] Strategy Number Two; focus on the experience that your client is going to have during the consultation.  [0:15:19] A rundown of Strategy Number Three; the consultation before the consultation.  [0:15:25] Why I don’t believe in emailing price lists to prospective clients.  [0:16:32] The importance of responding to prospective client emails as soon as possible.  [0:18:51] How we begin our first phone conversations with prospective clients.    [0:20:05] Why we always ask prospective clients how they heard about our company during the initial call.    [0:21:26] Reasons that I want to know if prospective clients have been photographed professionally before, and if so, what they have done with those photos. [0:23:07] Information about the family that we find out during the first phone call, and information that we leave to be discovered during the in-person consultation.   [0:26:00] How we respond when someone asks for a studio fee over the phone. [0:27:56] A breakdown of how we conclude our initial conversation if the client decides they want to book a session with us.    [0:30:07] Why my clients don’t miss their consultation appointment.   [0:30:54] Our approach to refunds for session fees.   [0:33:00] One way that the COVID-19 pandemic has impacted consultation sessions.  [0:34:42] Questions that I always ask during consultation sessions.    [0:38:39] How I would approach client consultations as a location photographer.   [0:40:53] Advice for dealing with client consultations for charity auctions.  [0:43:01] What I like to find out about my clients’ houses.  [0:44:50] How I emphasize concept and meaning in my work.  [0:47:02] My feelings about online consultations, which have become common since the pandemic.  [0:49:03] How I feel about canvas.  [0:51:19] ReWork homework for you to do!    Links and Resources: Do The ReWork Do The ReWork on Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

If you want to send nice portrait photographers into a tailspin, start talking about pricing their work. We’ll chat all day about lighting and technique but when it comes to putting an actual value on what we do, ah, get ready for some serious pushback. “I could never charge that!” “I’ll lose all my clients!”  And on it goes.   If any of that sounds uncomfortably familiar join me for today’s episode where I’m joined by the Director of Education for the Professional Photographers of America (PPA), Angela Kurkian, a wedding and portrait photographer herself, who has worked with thousands of photographers through PPA to up-level their businesses.  Unfortunately, pricing is more often than not an awkward topic of conversation in our profession, and even more unfortunately, many portrait photographers hugely undervalue themselves.  But how to effect change?  Angela has an interesting take on recognizing the value of what we, as photographers,really  do for our clients  From understanding what you want, to creating unique customer journeys and being clear about your offerings, to taking the emotional element out of pricing, Angela has a wealth of knowledge to share, in her characteristic encouraging, kind, and honest way.  We’ll discuss pricing from the inside out. From assigning value to your work to getting out of your head and getting into a profitable, sustainable business. This episode might just change the way you think about pricing your work.    Timestamps: [0:00:59] How to get portrait photographers excited, and how to scare them away. [0:01:18] An introduction to today’s guest, Angela, and what we are going to be talking about today. [0:04:48] One of the main reasons that portrait photographers often don’t charge what they should. [0:06:55] A mistake that Angela sees portrait photographers make with regard to pricing.   [0:07:28] The important realization that Angela after six years in business.  [0:08:14] What it means to really know what you want.   [0:10:55] Trends that Angela and I have noticed in the way some photographers price their portraits, and some reasons why. [0:13:53] The shift that occurs as soon as you start charging for your work.  [0:14:43] Angela explains what a Salesman Session Projection is, and the value of engaging in this process. [0:17:52] A meme I saw the other day which accurately captures the pricing element of portrait photography.  [0:18:22] The two camps that have formed in the realm of photography pricing.  [0:19:34] Steps that follow the Salesman Session Projection in the Business Challenge that Angela runs.  [0:20:06] PPA’s highest cost of sales recommendation.  [0:21:24] A mental exercise which drives home the importance of pricing correctly. [0:24:09] Creating customer journeys; this is what you should focus on after you have had your pricing ‘aha’ moment.  [0:26:02] What I have noticed about the photographers in the recent class I have run.  [0:26:49] A word on subjectivity and the danger of comparison.  [0:28:23] The surprising prices that people will pay for impersonal items.   [0:29:35] Don’t sell from your own pocket.   [0:30:32] Why your marketing strategy should not focus on price. [0:33:13] A new way to think about money. [0:36:33] Angela’s personal experiences which highlight why you need to be very clear about what you do.  [0:39:54] Continuous evolvement is essential to the journey of a portrait photographer. [0:41:37] How to handle your emotions and the emotions of your clients.  [0:44:31] An example of how I sell my value to my clients.  [0:45:45] Portrait photography is about the experience as much as it is about the final product on the canvas.  [0:47:55] Traits that Angela believes auger well for success.  [0:49:05] A TV and book series that Angela highly recommends.  [0:50:52] Why Angela advises photographers learn from outside the world of photography.   Links and Resources: Do The ReWork Do The ReWork on Instagram Angela KurkianWebsite | Professional Photographers of America | Instagram | LinkedIn

It’s easy to get caught up in the hype of quick marketing fixes, but there are better, more sustainable and more soul-satisfying ways to attract clients. In today’s episode I am joined by studio photographer, coach, and master of marketing, Tim Walden, who is here to share his wisdom on this fundamental element of running a business. So many photographers aren’t clear on what their niche is, or the unique value they offer to their clients. According to Tim, this kind of clarity is what forms the foundation of a successful marketing strategy. Using his own work as an example, Tim explains why the meaning that is captured in photographs, and the connection that you as a photographer form with your clients, is far more important than your technical skills, and how those values can translate into a more profitable business.  We also discuss the biggest enemy of photography, the difference between confidence and arrogance (and why you need to exude the former), and what permission marketing is. Tim is not only one of the smartest people I know, but also one of the nicest, so be sure to tune in today!    Timestamps: [0:01:22] An introduction to today’s guest, Tim Walden, the master of marketing. [0:04:05] How we should reframe the way we think about marketing.   [0:06:22] Dangers of following in the marketing footsteps of big companies.  [0:07:45] The change of marketing strategy that caused Tim’s business to experience huge growth.  [0:10:10] Mistakes that small business owners commonly make with regard to their marketing. [0:11:05] Why clarity is the foundational element of marketing.   [0:12:45] Lack of clarity that is pervasive amongst photographers. [0:15:45] Tim’s definition of a great brand.  [0:17:43] Ways that Tim forms and fulfils expectations in his business.  [0:19:24] The difference between confidence and arrogance, and the importance of the former. [0:22:02] How to stand out as a service provider of any kind.   [0:23:55] The collaborative process that Tim engages his clients in.  [0:27:53] Portraits are investments and their value increases over time. [0:29:16] Hear about the tradition that my mother started. [0:30:29] Elements that Tim considers to be part of his job as a photographer, outside of the actual taking of photographs. [0:31:14] What permission marketing is and why Tim thinks it is the best kind of marketing. [0:31:53] The biggest enemy of photography, according to Tim.  [0:35:09] A document that Tim has created for the purpose of “seed marketing.”  [0:37:00] Tim and I briefly revisit the main themes discussed in this episode.   Links and Resources: Do The ReWork Do The ReWork on Instagram Tim WaldenPhotography Website | Coaching Website | LinkedIn

Do you ever worry about your pricing? Is it too high, too low? Nothing can make a nice portrait photographer doubt themselves like figuring out their pricing. For today’s show, I’ve brought Kathryn Langsford back, and we are going to discuss the ways to build the value of what you do in your own mind first and then communicate that value to your clients. Timestamps: [0:01:04] A reintroduction to one of my greatest fortunes in life, and the topic that she and I are going to be discussing today. [0:03:08] The value in comparing prices of goods and services across different sectors. [0:05:55] Your price tag should make you happy and align with the other elements that your clients choose to surround themselves with.  [0:08:40] Kathryn’s process of making sure she is providing her clients with high-quality pieces of art.  [0:11:28] A conversation I recently had with a client which made me rethink my prices. [0:12:42] How conversations with high-end clients about prices usually play out. [0:15:38] The segment of our client base who spend more on portraits than they do on anything else.  [0:18:06] Elements of our service that are worked into the cost of our portraits.  [0:18:35] Mindset shifts that we need to have around the costs we assign to our work.  [0:20:31] The important lesson of not answering questions that weren’t asked.  [0:21:37] Advantages and disadvantages of being a woman in the portrait photography industry.  [0:22:49] Why Kathryn and I don’t feel guilty about the prices we charge.  [0:24:01] When I will tell prospective clients that my work isn’t what they’re looking for. [0:25:25] Examples of the minimizing language that clients often use.  [0:27:59] Difficulty Kathryn had with pricing her albums.   [0:31:15] Different types of clients you’ll have along your journey as a photographer and the importance of treating them all the same.    Links and Resources: Do The ReWork Do The ReWork on Instagram Kathryn LangsfordWebsite | Instagram

Before we can communicate the value of what we do to our customers, we first need to learn to value ourselves, our time, and our work. Today’s episode is all about value, and who better to discuss this with than  Jed Taufer, host of the This Conversation podcast, and someone who has had a positive impact on my own career. There are a number of factors which value is built upon, some of which are objective, and some of which are subjective. Jed, through his years of experience on both the studio ownership and photo lab sides of the photography industry, has created a list of game changing factors relating to value, a few of which he shares with us today.  Among other topics, we discuss mentors, minimalism, and the “hire slow, fire fast” approach Jed and his business partner and wife Vicki have adopted.   Timestamps: [0:01:02] An introduction to today’s guest, Jed Taufer, host of the This Conversation podcast, and what we are going to discuss in this episode.  [0:03:16] Where a sense of value originates from.   [0:05:45] The experience I had with my husband when he joined my business.   [0:07:40] The money-saving breakthrough by using a Wacom Tablet. [0:09:10] Jed’s list of Game-Changers relating to Value.  [0:11:43] What Value is based on: Reality and Perception.  [0:12:55] Why Peter Lik can charge the high prices that he does.  [0:13:52] Different camps that photographers fall into.  [0:14:45] An example of a brand that has married reality and perception.  [0:19:07] A lot of things signal cheaper prices and less things signal higher prices [0:20:27] What you should and shouldn’t let your photo lab do.  [0:21:30] Advice from Jed about defining roles within a business. [0:22:38] Hiring well. The “hire slow, fire fast” approach that Jed and his partner use.  [0:24:57] Why delegation is a key piece of the value puzzle.  [0:29:01] The importance of asking ourselves, “What else could be true?”  [0:30:09] Jed’s thoughts about the importance of mentors.   Links and Resources: Do The ReWork Do The ReWork on Instagram Jed Taufer Instagram | Facebook | LinkedIn  This ConversationWebsite | Instagram

The relationship between portrait photographers and interior designers has historically been tense; interior designers feel frustrated when portraits don’t cohere with the style of the house, and photographers feel hard done by when their portraits end up in the basement. In today’s episode, my sister, Caroline DeCesare, and I are going to explain how professionals in our respective lines of work can actually make each other’s work better by collaborating.    Timestamps: [0:01:44] An introduction to today’s guest, an interior designer who is not only my sister but also one of my favorite people in the world!    [0:02:32] Tension that often exists in the relationship between interior designers and portrait photographers.   [0:04:02] Why Caroline makes sure to incorporate family’s portraits in her interior designs.  [0:04:36] Frustrations that Caroline has with the work of some portrait photographers.  [0:07:17] The importance of curation in both portrait photography and interior design.   [0:09:46] How portrait photographers and interior designers can work together to fulfil their client’s vision.  [0:12:11] Caroline’s approach to her first meeting with a client. [0:13:55] Why Caroline always likes to visit the current home of the client whose future house she is designing.  [0:17:10] What portrait photographers can learn from visiting their clients’ homes.    [0:18:12] Tray’s that Caroline uses to help her clients figure out what they want. [0:21:03] Learnings that Caroline has had about attachment.    [0:23:43] How I make my clients feel comfortable enough to tell me if they don’t like the photographs that I’ve taken of them.  [0:25:22] Caroline explains how she makes sure her designs will stand the test of time. [0:27:16] The timeless portraits that our mother had taken of us.   [0:30:11] Popular and unpopular time periods in the family life cycle for portraits.  [0:31:31] Fears that Caroline has around being photographed.  [0:33:48] Advice from Caroline about how portrait photographers and interior designers should work together.   [0:35:54] The positive engagement that I recently had with an interior designer.  [0:38:00] A mindset shift that portrait photographers and interior designers need to have when entering into a project.    Links and Resources: Do The ReWork Do The ReWork on Instagram DeCesare Design GroupWebsite | Instagram 

While there are a million ways that we can spoil our clients, it took years of experience, and testing a variety of different approaches before Kathryn Langsford figured out what “spoiling strategies” made the most impact, and we’ve brought her onto the show today to get the goods. In this episode Kathryn shares how she shifted her mindset about gifting clients at the end of a job. Instead of giving away branded merchandise, small photographic items, or even bottles of champagne, Kathryn focuses instead on creating layer upon layer of unparalleled service, and focusing on Every. Little. Thing.    Timestamps: [0:02:35] Ways that photographers can spoil their clients, and the approach that Kathryn has found to have the greatest impact.    [0:05:30] Examples of how Kathryn goes the extra mile for her clients in terms of her service offering.   [0:07:05] Rules that have been put in place in Kathryn’s studio, and the atmosphere that is created as a result.  [0:09:44] The importance of the initial consultation with a client.  [0:10:44] Vetting of other professionals that Kathryn does so that her clients don’t have to.  [0:13:57] Examples of assumptions that Kathryn’s clients often used to make. [0:15:48] Kathryn shares how she handles situations where the husband isn’t committed to the family photography session.  [0:19:38] How Kathryn uses humor in her sessions to ease the mood.  [0:21:10] Examples of jokes that I use in my sessions, and the value that I see in doing this.   [0:23:33] Extra special touches that Tim Walden adds to his portraits.  [0:24:12] A 6-month job Kathryn did for a client, and the moment which blew the client’s mind.  [0:28:05] Gifts that Kathryn has given her clients in the past, and why she stopped this practice.      Links and Resources:   Do The ReWork Do The ReWork on Instagram   Kathryn Langsford Website | Instagram |    The Pumpkin Plan by Mike Michalowicz Book

It may not seem like building homes has much to do with portrait photography, but the strategies used by luxury custom home builder Brad Leavitt, can certainly be transferred to the photography industry, and will likely have lots of benefits, which is why we’ve brought him onto the show today. Building a house can be a very daunting process, but through his emphasis on education, transparency and communication, Brad builds the trust of his prospective clients before he even meets them. He does this through utilizing the full power of social media, as you will hear in today’s episode.  We also discuss the importance of managing clients’ expectations, why you need to be clear about who your ideal client is and what value you can offer them, and the responsibility that lies with you as a professional, no matter what industry you work in.     Timestamps: [0:01:04] How building luxury custom homes relates to the business of portrait photography.   [0:02:13] Brad Levitt, today’s guest, shares the upsides and downsides he is experiencing in his business right now.  [0:03:45] The value of social media that so many people fail to see.   [0:04:55] Lack of progress in the construction industry.  [0:07:44] Ways that Brad’s social media account has helped other contractors. [0:08:30] How Brad builds trust with his prospective clients through social media before he meets them. [0:10:59] The important lesson that Brad was taught by one of his first clients. [0:13:48] Translating building industry pain points into the portrait photography world. [0:14:22] Why managing expectations is a key to success.   [0:16:18] Information that Brad acquires from his clients before he starts building. [0:17:03] What Brad ensures his clients are aware of before the project begins.  [0:19:52] The importance of having a deep understanding of your business, and who your ideal client is. [0:23:34] Characteristics of Brad’s ideal clients.  [0:25:31] How Brad’s ideal clients compare to my ideal clients.  [0:28:07] Value that Brad offers to his clients.   [0:30:30] The educational role that professionals need to hold with their clients.  [0:32:54] Mistakes that Brad made which encouraged him develop a system.  [0:34:00] How Brad trying to change the perception of the construction industry. [0:34:46] A recent mistake made by a member of Brad’s team, and how he dealt with it. [0:35:31] Responsibility that we should all feel towards our clients, and how to act on this.  [0:38:00] Where you can get in touch with Brad, and the social media firm that he uses.    Links and Resources: Do The ReWork Do The ReWork on Instagram Brad Leavitt LinkedIn AFT Construction Website | Instagram | Facebook LinkedIn | Podcast Elevate Website

Nobody likes to be said no to, particularly paying clients. That’s why I don’t ever say it. Don’t believe me? Listen to this episode to hear examples of all the things I will say to clients instead of saying no. I’m in the hot seat today, with Jessica Mackey, our client coordinator, asking the questions. We’re having this discussion to share with you how we deal with clients who make requests for things outside of the scope of work that we do, in the hope that this information will be helpful for you the next time you get requests of a similar nature.  Just because I never say no, doesn’t mean I always say yes. It is our responsibility as photographers to give clients the best experience possible, and that sometimes means guiding them in a new direction.    Timestamps: [0:01:31] An introduction to today’s guest, Jessica Mackey, and the topic of today’s discussion.  [0:02:07] My opinion on saying no to clients.  [0:03:31] The answer I would give to a client who asks for the digitals, instead of saying no.  [0:04:16] How I would respond to a client who asks for a Saturday shoot.  [0:06:23] An example of what I would say to a client who asks me to travel to a remote location for a shoot.   [0:09:21] The responsibility that you have to your clients to provide them with the best service, and guide them in the right direction in terms of the types of photographs they want. [0:12:49] When someone asks for a special type of shoot, it’s so important to ensure you know what they are really asking for.    [0:15:40] An example of a time when I turned away a client asking for holidays cards.  [0:18:20] How I make my shoots a special, memorable experience.   [0:20:49] A rundown of how to approach a conversation with a potential client asking for something outside of your usual scope of work.  [0:23:34] The physical reaction that Allison has to an unusual request.  [0:25:55] How Allison deals with clients who say they want time to think about which photos they want to buy.  [0:28:30] Building relationships with clients is a long game.   Links and Resources: Do The ReWork Do The ReWork on Instagram Allison Tyler Jones Website | Facebook | Twitter | Instagram | LinkedIn  

We all know the feeling of being unable to make changes in our lives because we are scared of what the outcome will be. That fear of change exists because we have given too much control to our ego and have fallen into the trappings of a fixed mindset. Julia Woods joins me on The Rework today to share the inspirational story of how she rid herself of her limiting beliefs and replaced them with a growth mindset (which you will learn more about today). In doing so she transformed her photography business from a $350 sale average to a $5000 sale average and began to live her life the way she truly wanted to. We discuss the reasons that Julia undercharged for her services for so long, the life changing moment when she realized her worth, and the ways that she altered her business model accordingly. A few years ago, Julia sold her incredibly successful photography business, and now works as a coach, helping others to reach their full potential and find their own version of success. Julia’s philosophy is based on a “believing is seeing” approach, which involves finding the courage to take small steps in the pursuit of your goals and remaining authentic in all your endeavours.   Timestamps: [0:00:59] What you can expect to learn in this episode from today’s inspirational guest, Julia Woods. [0:03:16] Julia explains how she and her husband became wedding photographers. [0:04:37] Growth that Julia’s business experienced, while they remained poor. [0:05:31] Reasons that Julia and her husband believed were responsible for the minimal rewards they were receiving for their hard work. [0:06:29] How Julia came to realize what she needed to do to get her business on the right track.  [0:09:00] The ultimatum that Julia set for herself. [0:10:55] Julia’s first step in changing her beliefs about herself, after always believing she was not worthy. [0:12:45] Ways that our ego prevents us from changing our beliefs. [0:15:18] How Julia’s commitment to authenticity completely changed the trajectory of her business. [0:16:52] The three pricing tiers that made up Julia’s business. [0:18:31] Julia’s decision to add projection to her services. [0:21:04] Relationship building that Julia did with her clients, and the difference this made to her business. [0:24:08] How a natural disaster highlighted the immense value that clients attribute to Julia’s photographs. [0:26:24] When Julia changed her business model, her clients became her top marketers. [0:29:33] Julia explains why a fixed mindset is the biggest hindrance to us reaching our full potential. [0:31:51] How a growth mindset helps us continually move forward. [0:33:40] The “fraud message” that often arises in Julia’s sessions as a transformational coach, and advice she gives her clients to help them through this. [0:36:41] A question to ask yourself when feel afraid of stepping out of your comfort zone. [0:37:45] Seeing is believing versus believing is seeing. [0:41:08] The belief that Julia had in me, before I believed in myself. [0:44:01] How I approached my clients after my coaching session with Julia. [0:47:36] Where you can connect with Julia.   Links and Resources: Do The ReWork Do The ReWork on Instagram Allison Tyler Jones Website | Facebook | Twitter | Instagram | LinkedIn   Julia Woods Instagram

Wouldn’t it be amazing to have a business that fully aligns with what you love and services clients in a way that THEY love? Today I chat with photography business coach Steve Saporito from Melbourne, Australia who believes that these goals are not only possible but how it should be done.  Steve believes that it’s easy to blame the economy and other external variables when experiencing lack of success in your portrait studio but it all comes back to what we believe.  “There’s a belief in our industry that you could never sell your business.” He argues that if you build your portrait studio from the ground up AS a business, it becomes a revenue producing asset that can eventually be sold.   We explore many topics relating to money, mindset and creating value. Topics like:  Paying yourself first Making sure your business can support itself AND you Pricing for the value you are providing your clients How to discover what is most important to your client Building in the value from the very first phone call He busts a few photo industry myths along the way.  Myths like: You can’t sell a photography studio business. It’s impossible to make a good living as a portrait photographer. COVID has ruined the photo industry. Timestamps:   [03:00] Why professional photographers believe they can’t make a great living from portrait photography. [06:34] Why you must build your business to pay yourself first. [10:53] The importance of building value for your client and pricing accordingly. [12:47] Building and celebrating relationships with your clients. [14:40] How to guide clients through the purchasing process. [18:21] Photography and the images for your clients is about more than the photo. [21:16] Why the Lead-up to your photography session is essential to the images and the sale. [26:32] Building long-term relationships with your clients. [34:43] Celebrating your current clients and their value in your business. [41:14] Spending money on the family, not just another piece of wall art. [48:18] Coming out of COVID and why many portrait photographers are having their best year ever.  Links and Resources:   Do The ReWork Do The ReWork on Instagram @do.the.rework Check out my FREE Masterclass on Building a Business with Better Clients Visit Steve Saporito on the web Allison Tyler Jones on Social Media Website | Facebook | Twitter | Instagram | LinkedIn    

Have you ever wondered if you can create a business out of portrait photography? You may want to increase your income, and your first thoughts are to find more clients. However, instead of having more clients, consider getting better clients. Or do you need a better way of doing business that attracts great clients who love what you do and see the value in it? Today I’m with my client coordinator Jessica, and we will chat about client contact and find your best clients! When she first started, Jessica was terrified of calling new clients. “I did everything I could to put off making that phone call.” Of course, there were certain types of questions that were scarier to the field than others. “When anybody talked about investment, the cost and expense. That’s something that has to be addressed early on and depending on how the conversation goes, it sets the tone for the rest of the phone call.” She soon found that focusing on connection creates a sense of value for new leads who called about service inquiries. Jessica also realized the value in relating to potential clients from a parent’s perspective, adding more connection points. “You’re looking for ways to validate and make it clear that you want to know more. Setting a feeling of caring about the person on the other line gives them a phenomenal first experience, setting the expectations for future points of contact and service. Jessica’s experience has shown that focusing on clients and not focusing on yourself is the most effective way to achieve new client buy-in. “Everything you say to the client has to circle back to them.” This is about them, not you, so make sure you always refer back to the person you are talking to. Listen in to find out why you need to be mindful of client contact calls, how multitasking affects potential client calls, and how to answer the most difficult questions a potential customer can ask you. Learn how to ask more questions and dig deeper into the initial consultation and the importance of transparency in your business.   Timestamps: [0:03:40] Jessica’s first experience with new client calls. [0:06:08] What she was trying to avoid when she was postponing calling new clients. [0:07:52] Scariest questions to field when Jessica was taking calls. [0:12:51] Leading the conversation asking details to make a connection. [0:15:58] Relating to clients from a parent’s perspective. [0:19:03] Using the initial consult to reconnect with clients when they are planning their shoot. [0:22:42] Why you should assume that everyone is your client. [0:24:00] How to answer the most difficult questions clients will ask you. [0:29:12] The client’s contact sequence of events and how to set up appointments. [0:32:06] Little nuances in your conversation make the biggest difference. [0:38:09] Other than price, what is the second most difficult conversation to have with a potential client.   Links and Resources: Do The ReWork Do The ReWork on Instagram Check out my FREE Masterclass on Building a Business with Better Clients Allison Tyler Jones on Social MediaWebsite | Facebook | Twitter | Instagram | LinkedIn