EPISODE #132
ReWork Vault Series: A Successful Initial Client Call
With Allison Tyler Jones
Owner | ATJ Photo & The ReWork
Gilbert, Arizona
atjphoto.com
dotherework.com
DATE: October 24, 2024
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We are cracking open the ReWork Vault and re-releasing some of our most popular episodes in time to get you inspired and motivated to survive the busy season.
Today’s episode has ranked as one of the top 3 episodes every season since the ReWork Podcast began!
It’s all about the First Client Phone Call, where the tone is set for everything to follow.
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 trying to attract MORE clients, consider attracting BETTER clients.
Maybe you need a better way of doing business altogether; one that attracts great clients who love what you do and see the value in it?
This episode was recorded with our former client coordinator, Jessica Mackey, and we chatted about all things client contact and how to find and attract your best clients!
When she first started with ATJ Photo, 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 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:
- How multitasking affects your convo.
- 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.
PLUS
- The importance of transparency in your business from the get-go.
Your First Phone Calls may never be the same!
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.
PRETTY PLEASE: Rate, Review, & Follow Us on Apple Podcasts
“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com – OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
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