568: Sarah Perez – Diversifying your income and relocating your photography business successfully

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Kim Buccheri and Bud Thorpe of www.kimberlysarahphotography.com say on their website... We are artists who specialise in pet photography.

Scroll down their home page to see images of beautiful wall art in people's homes.

The whole process is laid out a little further: design consult, studio portrait session, ordering session and artwork delivery.

A little more scrolling and you learn their Gallery is Open to the Public and looks stunning.

This interview came about through an email exchange, during which I learned that their studio has low volume and high sales. They only see a small number of clients per month. And they are strictly pet photographers.

The sales average is $8,500 with multiple $15K or more sales.

And yes, they get plenty of “I’m not interested, or, you’re just too expensive.” comments when talking with potential clients.

In this interview, learn how to unlock the secrets to high sales in your photography business.

Here's some more of what we covered in the interview:

• Kim and Bud focus on quality over quantity, achieving an average sale of $8,500 with multiple sales exceeding $15,000.
• They maintain strong sales averages by effectively addressing and overcoming pricing objections despite being strictly pet photographers.
• Delivering high-quality service and an exceptional client experience is their top priority.
• Their reputation attracts clients from local and distant areas, some of whom travel up to three hours to reach them.
• Since 2016, they have maintained high pricing, with a minimum commission of $1,500, excluding the session fee.
• Confidence in their skills, client interactions, and periodic price increases have fuelled their business growth.
• Their gallery is a powerful marketing tool, attracting clients who know their pricing and quality standards.
• Hosting events in their gallery space, partnering with organisations, and running campaigns help them attract potential clients.
• Positive word-of-mouth referrals lead to repeat customers and increased spending from existing clients.
• Guiding clients through a three-step process, they focus on rapport building and understanding client needs without disclosing pricing upfront.
• Clients feel fully involved and valued, resulting in high average spending per client.
• Pricing pushback or client rejections are seen as learning opportunities, with calls recorded and analysed to improve their approach.
• Maintaining a calm and engaging phone persona helps build client trust and rapport.
• They are selective about clients, ensuring alignment with their business model and values.
• Constantly seeking ways to improve processes and client interactions, they use recorded calls for learning and refinement.
• Utilising CRM for thorough notes and personalised follow-up emails and texts, they showcase value and stories.
• Clients meet both photographers during sessions, ensuring comfort for pets and a cohesive experience.
• Tailored portraits are discussed during design consultations with a focus on personal connection.
• Their dual-purpose gallery/studio transitions seamlessly between functions.
• During sales sessions, meetings are conducted in a cosy, well-equipped environment with specialised beverages and snacks.
• ProSelect software showcases images in clients' homes for better visualisation.
• They offer single-piece, custom-sized wall art to clients.
• Clients can view rough edits for better visualisation.
• A diverse collection of props is utilised to create personalised scenes.
• Both photographers are present during sales sessions, providing comprehensive support.
• They prioritise selling larger pieces first, creating a pathway for clients to access smaller items.
• Prices are discussed during the design consultation to avoid surprises.
• They provide time and space for clients to discuss purchases privately if needed, minimising buyer's remorse.
• Despite running a successful business, Kim and Bud prioritise time for travel, family, and personal interests.

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