Where are you leaving money on the table in your Wedding Business :- Episode 4
Episode 4:-Referrals
Okay, so in this section, what I'd like, you asked me about the fact that you've built this huge asset over the years, which has been all of your weddings for the past how many years? Seven. Seven years.
There are three ways to build a business, okay? The first one is to get more clients, which is what you're doing. You're always looking for more clients. It happens to be the most expensive way to grow a business, because you have to market for them.
You have to find new people. It takes a lot of energy to educate them and bring them in. And you've got to think about, well, how many emails do I need to answer before I get one? How many interviews do I do before I convert one?
It's the most expensive way to grow a business. Unfortunately, it seems to be the only way. Photographers the only thing photographers tend to focus on, the next one is getting your clients to use you more often, which is a much cheaper way and a less stress free way, a less stress free, stressful way of doing it.
Okay? So what needs to happen is that the clients need to be educated, that you do family portraits or that you're going to offer it. So there needs to be somewhere in your meeting area that you meet them, a representation of that.
So you've got to think about, okay, I've got a couple coming in, and they're getting married. What is the next life cycle that they will be going through? So having something with a newborn, okay? And my advice to people is to get a half decent looking guy holding a baby, because nothing makes a woman melt more than seeing a guy with a baby.
Okay? So. But what I see a lot of photographers do is they find these hot mums holding a baby. So a woman looking at a really hot mum and I made this mistake at an expo once. This is why I know this.
We had this rock star looking mum with a perfect body. She was slender with this beautiful belly. And we had this awesome display and I'm like, why is nobody stopping? And then I walked away from my stand and went to stands up and I was listening to the people as I were looking and they were like as they're going by bitch.
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