How do you win over your portrait photography clients?

Strategies to establish yourself as a reliable professional.

As photographers, we often assume that our clients know much about our craft. However, when we start a project, we realize our assumptions are untrue. Clients may not fully grasp the intricacies of our craft, leading to common misconceptions about costs and time commitments. This article will discuss strategies to establish yourself as a reliable professional.

With the landscape evolving, we’re witnessing a surge in photography enthusiasts and semi-professionals setting their standards. However, it’s important to note that professional photography may not be apparent to some.

As a professional portrait photographer, it’s crucial to establish yourself as a reliable professional. You can achieve this by having a well-organized workflow and communicating clear expectations. Clear communication is vital in managing client expectations, avoiding misunderstandings, and building trust.

It’s possible to encounter some clients who seem difficult to handle. However, it’s essential to understand that they are not trying to ruin your day. They are probably acting out of fear of the unknown. Understanding their concerns and worries can help you build empathy and establish a more understanding relationship.

The role of a photographer goes beyond producing high-quality photographs. It is equally essential to establish a rapport with your clients and build a relationship based on trust, which can help them feel at ease during the shoot. This step is not just a formality. It’s a crucial part of your work that can significantly impact the outcome of your project. Skipping this critical step could lead to failure even before you take the first picture.

Laying the foundation

Here's how to lay the proper foundation for a good working relationship:

Adjust your approach

A photographer’s job is to understand their client’s needs and preferences, even when unsure of what they want. Doing so involves adapting one’s behavior to suit each client’s personality while staying true to one’s brand.

When working with portrait clients, it is vital to consider their demeanor and adjust your approach accordingly. For instance, if you are working with a client with a laid-back attitude, avoiding formal attire and not using complex technical jargon is recommended, as it may not resonate well with them. Conversely, a corporate headshot client may perceive you as unprofessional if you do not dress in formal business attire. Thus, it is essential to understand the client’s expectations and tailor your approach to suit their needs. Doing so can establish a professional rapport with the client and create a conducive environment for a successful shoot. Finding a balance that makes your client feel comfortable while staying true to your style is essential.

Distinguishing yourself from the rest

Every client you encounter is likely to know someone who takes good pictures. A family member or friend with a fancy camera and a passion for photography may be one of them. However, they have contacted you because they want a professional photographer, which encompasses much more than just having a good camera. You will need business tools to set yourself apart from the amateurs they know.

Resources that answer frequently asked questions (FAQs)

Expecting your clients to remember everything from long email threads is unreasonable. Therefore, having a dedicated document for each step of your interaction is helpful. This way, clients can easily refer to related information at their leisure.

A well-structured proposal is essential if you are trying to convert a lead into a client. It shows that you have carefully considered their project and helps build trust.

Providing an itemized quote is always a good idea, even if you have already received verbal confirmation from your client.

Once you have agreed to the terms, a welcome packet can help communicate your process concisely to the client. This packet can include information about pricing, timeline, and the number of images the client can expect. You can include this in your response to an inquiry so your client feels comfortable immediately without asking any questions.

Customer Relationship Management (CRM)

A clear and organized workflow is essential to tracking all your ongoing projects. A Customer Relationship Management (CRM) system can be beneficial. With a CRM, you can create a pipeline that helps you convert leads into clients and manage their projects efficiently. A good CRM should include features such as contact management, which allows you to keep track of client information, and automation, which can help you automate tasks like sending out templated emails, digitally signing contracts, and viewing galleries.

Social presence

Your client’s initial impression of you will likely be based on your online presence, such as your social media profiles and website. Therefore, investing time and effort into presenting yourself online is crucial. Consistently update and manage your portfolio, post relevant and engaging content, and ensure that all the information on your website is up to date. Additionally, it is crucial to maintain a cohesive and consistent design between your website and other documentation.

Clear communication

It is essential to understand that clients who are indecisive or find it challenging to decide often fear the unknown. If you do not provide a clear picture of what it will be like to work with you, you might leave the door open for the unknown and allow your clients to walk through it. Therefore, it is advisable to provide your clients with a roadmap so that they can clearly understand what to expect. Knowing your process and being ready to describe it in the early stages of the working relationship is essential. You should explain your timeline, the order of events, what you need from them at each stage, and how they will pay (and when) to avoid confusion.

Explain technical jargon

It’s essential to explain photography jargon to clients who may have little experience in the field. They may need help understanding the RAW file format or knowing why you prefer not to give it to them. They may also get confused by terms like “dodge & burn” or “frequency separation.” The more you can help them understand, the more comfortable they’ll feel. Consider including a glossary of standard photography terms in your welcome packet as an added service.

Pricing

At some point, clients might resist your pricing. Clients who don’t know your work’s intricacies may not appreciate your time’s value or expertise as much as you do. It is, therefore, your responsibility to educate them. Ensure you understand your pricing and communicate it effectively to your clients. You could use various approaches to do this.

Educating potential customers about your photography process is essential to attract more clients and stand out. You can explain the process, discuss the equipment and software costs, and highlight why you are better than the photographers who charge less.

You can leverage social media to educate your clients by creating behind-the-scenes stories that walk them through your photography process.

You can also write guides and tutorials on your blog to establish yourself as an authority in the industry.

Providing excellent customer service is crucial in making clients feel you offer more value than your competitors. So, always go the extra mile to ensure your clients are happy and satisfied with your services.

Staying engaged

Many photographers often make the error of putting all their efforts into landing a new client and then neglecting them as they chase the next one. However, to maintain a good reputation and prevent clients from losing interest, it’s crucial to keep the momentum going and continuously provide excellent service.

Pre-shoot consultation

It is crucial to have a pre-shoot consultation with your client, where you can discuss the details of the project and move towards its vision. For instance, having a real-time conversation with your client is ideal to understand their reactions to the mood board better. You can use a conferencing platform such as Microsoft Teams to screen share and present ideas from your computer as you discuss them with your client. After this meeting, if they leave feeling confident in your abilities, they won’t feel the need to micromanage everything.

Photo proofing

Keeping your clients informed of your progress during a photoshoot is crucial. They have likely made a significant investment and would like to feel assured that they have made a wise decision. To provide them with peace of mind and the opportunity to offer feedback, it’s always a good idea to send them a sneak peek (photo-proofing) before dedicating hours to a particular look.

Professional commitment

“It’s not over until it’s over.” Unfortunately, it is possible for a client to be excited at the start of a project and be involved throughout the planning phase but ultimately be dissatisfied with the outcome. However, the best approach is to prepare, execute the work as planned, and strive to end every project positively.

It’s essential to ensure no room for debate regarding your job performance. To achieve this, ensure you arrive on time, meet all your deadlines, and respond promptly to all communication. If you happen to run into any issues, inform your client immediately. Although they may not be happy, keeping them updated increases your chances of finding a solution.

Sharing gallery

When presenting your images to clients, creating a unique experience is essential. Rather than simply exchanging images, walk your clients through their photos on a nice screen and make it a presentation. To avoid overwhelming your client, curate your work to a manageable number of images. Position yourself as a consultant by suggesting why certain images work best for a specific purpose. Help your clients put together a collection that they will genuinely appreciate.

Contract

While a contract may enhance the perception of your business’s credibility and legitimacy, it is, at best, a contingency measure rather than a definitive solution. It is not uncommon to encounter clients who express dissatisfaction with the services. In addition, many clients may possess a limited understanding of the intricacies of photography. In either instance, the possession of a contract is advantageous, as it permits the provider to refer the client politely and professionally to the specific terms of the agreement. By doing so, the provider can effectively communicate to the client that the service delivered conforms to what was initially agreed upon.

Due diligence

It is imperative to have a plan in place if you encounter a problematic situation. Established photographers may view this as an inconvenience, whereas those still attempting to develop their reputations risk severe consequences. You’ll need to do thorough due diligence throughout your collaboration with the client to ensure you have done your tasks to the best of your ability, regardless of whether your client has expressed appreciation. It is essential to remain focused on your high work standards while striving to meet your client’s expectations. Such a diligent approach not only ensures the quality of your work but also enhances your professional reputation.

Conclusion

Winning over portrait photography clients involves a combination of marketing strategies and client-focused approaches. Continuously refine your approach, stay authentic, and prioritize client satisfaction while maintaining your unique style. It’s all about demonstrating professionalism and convincing your clients that you care about their projects as much as they do. Now that you know concrete ways to inspire their confidence, it’s time to go after them!