Increase Your Profits and Stand Out from Your Competition by having “Pre-Portrait” Interviews! 

One of the keys to having a successful photography business is being able to make your portraits look superior and create a demand for your work so you can grow your business and have the lifestyle you desire. In order for you do this, you need to incorporate systems into your business process.

One of these systems is the “Pre-Portrait” Interview. The “Pre-Portrait” Interview or “Design” Consultation is an opportunity for your potential client to come into your studio and meet with you before any photography is even scheduled. There is no obligation or cost for this interview – it is simply a part of your special service to your clients.

What is the purpose of the “Pre-Portrait” Interview?

1. It allows you to sell yourself and your studio as well as educate your client.
2. It gives you the opportunity to explain how you do business and to discuss your policies and prices.
3. Thru this conversation, you will be able to find out what the client wants and help them to achieve their goal.
4. Plan the session
5. Discuss clothing options as well as get an understanding where the portrait will be displayed in the home or office.
6. It allows you to meet the people you are going to photograph ahead of time and observe how they are when they are in a relaxed state of mind.

We will look at these six items in more detail. If your volume is such that you can’t have a “pre-portrait” interview for everyone, then just do it for your major product lines – such as your families, mature couples, etc. Incorporating this one business system into your studio will produce some major results to your bottom line

Sell Yourself and Your Studio and Educate Your Client

Before anyone will buy anything from you, they must know, like and trust you. By having them come into your studio just to talk photography, you create an opportunity to show them your work and exhibit WHY you should be their photographer. This is especially important for those of you who want to charge a premium price for your work. It helps your client really see your work and become familiar with you, and understand that you are WORTH IT!

Also, your potential clients will be so impressed that you are willing to spend this time with them, that it will greatly increase your image, and your professionalism.

Inform Them of Your Policies and Prices

This is very important! By having the client visit the studio beforehand, you can inform them of your policies before any photography has been done. This way, you will limit any problems with a client who was not aware of a particular policy before the photography is actually done. If for some reason a potential client does not agree with one of your policies, she can gracefully bow out of the situation before it is too late.

Point to Portraits not Numbers!

When the client is in your studio, you can point to the sizes of the portraits on the wall and give them an idea what the price will be. This is a great way to educate the client and it makes more sense for them to see the “actual” size versus seeing 20x24 in a price book and trying to determine how BIG that size is.  Seeing large wall portraits on the wall gives them a sense of feeling and warmth and it plants a seed of the value the portrait can bring to a home. Having a client in the studio makes it easier to better present your prices!

Find Out What They Want So You Can Help Them Get It!

Taking the time to find out what a client wants is KEY to being able to create a portrait that really warms their heart. Bypassing this step will make it more difficult for you to create a SUPERIOR portrait on a consistent basis. Spending time with them before the photography is essential to achieving this objective and allows you to really search out what their major buying motive is.

Plan the Session

Once you have found out what the client wants, you can begin to plan the session to be sure you are in the best position possible to achieve what they want. By involving the client in the planning of the session, you also create “buy-in” and become a partner in making their vision come true. It also helps you determine where the portrait will hang in their home, so that you can create portraits that will look perfect in that location. You can coordinate the colors so they look right in the room that it will be displayed in and it will help you determine ahead of time whether a horizontal or vertical composition would look best. Hopefully you are seeing the value of having these “pre-portrait” interviews!

Meet the People You Are Going To Photograph

As a portrait photographer, you are in the PEOPLE business, but more importantly you are in the RELATIONSHIP business. Getting to know your client beforehand and seeming them relaxed and comfortable goes a long way in establishing the rapport you need to begin this relationship. Do not underestimate the power of this! Meet your clients before you photograph them, and your photographs will be much more expressive!

I would love to hear your thoughts on this subject. If you have not incorporated “pre-portrait” interviews into your studio, I highly encourage you to start. Let me know how your session and sales went after establishing this relationship ahead of time. I bet you will see your bottom line grow so it will be time worth spent!

Need help on a project? Would you like someone to partner with and hold you accountable?

I can help you break through the barriers that are keeping you from achieving the success that you want. Whether you need help on a particular project - like pricing, how to handle client objections, sales tips, studio design ideas etc. or want help becoming a better business person, I can assist you!

Send me an email at dougmattice@o2ecoaching.com or call me (703) 505-6766 and I will be happy to give you a proposal. Think about the question below and get in touch with me!

What is it costing you by NOT doing what needs to be done?