Subject: Winning a Client for Life

Special Contributer Article by Sarah Linden!

WINNING CLIENTS FOR LIFE

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Hi there Friend,

You may think that getting a client is where all the work is involved with a business, but I'm here to tell you that there's so much more that needs to happen after booking that shoot. Because getting a new client is great, but what's even better is KEEPING a client!

It's all about relationships, and one of the best ways to nurture a relationship is to approach it from a place of service. Yes, your clients want to hire you because they love your artistic eye and expertise. But they're hiring you to use that expertise to perform a service for their business. Once they feel like they got incredible service, you'll be one step closer to a solid, trusting client relationship!


If you're not sure what you should be doing to provide that top-notch service, take a look at our latest contributor Field Note, "How to Win Clients for Life". Sarah Linden, interior photographer out of Dallas, Texas, is a great example of how focusing on service can yield very happy long-term clients! In the Field Note, she breaks down what you can do to make sure that you're focusing on service at every step of the project.

PRO TIP:

Have you ever been asked by a client if you could do or provide something that you aren't thrilled about? Maybe they've asked you to include extra photos at the last minute of a session. Or maybe they've asked if they can get those photos delivered, like, immediately when you normally have a 2-week turnaround. Whatever they ask, I've learned that there's always a way to say “Yes” while still maintaining boundaries.

Next time you get asked to provide something above and beyond, remember that you can always say “Yes, but...”.

For example, you're on a shoot and your client springs the need for immediate turnaround on these photos. You normally take two weeks to deliver! If you do have the time to be able to do it, you can say “Yes, I'd love to! I do have a rush fee of $xxx for that, and if you want to verbally okay that today I can take care of them for you within 24 hours.” You've said yes, but kept a boundary by having an additional fee.


If you're being asked to do something that is just not a service you provide, you can also use the option to refer them to someone who can. For example, you only shoot stills but are asked to do video. Rather than just saying no, you can say “Would love that! I don't personally do video, but I'm happy to bring in a colleague to take care of it for you or refer you directly to someone who can be hired.” This way you're still not saying no, and now you're also becoming a great resource for your client!


The idea is to steer clear of the word “No”. You'll be seen as a person with solutions, rather than a person with limitations.

Give it a go and let me know how it works for you!



That's it for this week!  
As always, stay safe and be kind,
xo

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