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0:06And I got the idea because I was inspired by basically just the difference between the photography studios that are able to get people on the phone and the ones that aren't and a lot of times they're all equally talented but it's my controversial opinion that we as photographers are completely ghosting our clients and not the other way around.
0:29Okay so by the end of this you guys are gonna find out exactly I'm gonna show you the back end I'm going to show you some pages I'm going to show you the text messages that go out I'm going to show you the results that you guys can go implement yourself you don't need any fancy software to do it you might need some extra time if you don't have software but this is going to greatly increase the amount of consults and people you actually get on the phone and you're going to get a lot more people to reply okay so we're gonna I'm gonna give you the exact text message that you can send at first I'm going to tell you when to send it and what to attach to it the other thing I'm going to do is I'm going to tell you one actually it's going to be like two things you need to add to your thank you page when people take action that is going to greatly increase the amount of people that respond to you okay and it's just gonna it's gonna help improve conversions because at the end of this this is all about bookings right but there's steps to this.
1:23The other thing we're going to do is I'm going to show you an email that we send about seven minutes after people inquire this email is one of the most responded to and it gets people to take action and you're gonna see why you're gonna be like oh no kidding that's why and then there's one Golden Rule you guys are gonna have to follow that if you don't follow this I mean you're basically going to just water down all your results and you're just kind of giving money away by not booking people okay.
1:52So again this is I'm seeing right now that about 80 percent of the people watching this are full-time photographers another 15 are pro and then very few hobbyists and it's okay regardless of where you are but I'm confident that if you guys follow this you're full-time photography studios are going to get busier you're going to have more bookings and then if you're part-time it's going to help you kind of bridge the gap and transition okay.
2:16So let's get into it I'm Humberto Garcia and if you guys don't know me I am a special operations Marine deployed multiple times to Afghanistan and Iraq I joined when I was 18 got out when I was 28 a couple years ago and in the last seven years is it seven years now yeah seven years since I got out I started my marketing agency photography to profits I connected with Jen Bruno Smith through prospecting and I partnered with her to basically launch the high rollers club as it is now and if you guys know this is our Flagship coaching program for photographers and Jen teaches all the studio stuff I teach all of the digital marketing because that's what I do and then I also co-founded meet Nikki with Jen and this is our all-in-one tool that we use for photography studios to follow up so when it comes to what to implement I have basically the numbers and I have data from the almost 1000 students we have in our masterminds from the hundreds of students in Meet Nikki or clients and then the hundreds of clients I've had through photography to profit so everything I'm teaching you is a lot of what we are doing right now so nothing is old nothing I'm not hiding anything from you guys but I want you guys to implement this because I do want you guys to increase your leads and that book.
3:37So throughout everything I do I'm focused on like three main parts of the business right I'm focused on attracting more clients right that's Google ads Facebook ads all the good stuff right getting people to inquire with you and scanning eyeballs I'm also interested in conversions which is what this training is going to be about I want you guys to not only get a lot of leads but I want you to convert those and then with Jen we are focused on client sales right so you get 10 bookings it's great if they're a thousand dollars a piece but would it be a lot greater if you were like 4500 a piece right you're making 4.5 times as much money for basically the same amount of work but in order to get those sales you have to convert clients and that's really what we're going to focus on here okay.
4:23So in the past I have talked to a lot of photographers and I still work with a lot of photographers and one of the biggest things people say is that they just don't know what to send and that is basically the biggest problem people have is I just don't know what to send even though that when we talk in circles or when we talk in groups we know what to send right we're supposed to send stories we're supposed to send social proof information on how the sessions work answer frequently asked questions but when it comes time to type them out in some sort of sequence we just freeze and we don't do anything and I'm gonna help you streamline that and just kind of give you a bullet point checklist I'm gonna even give you what to write for some of your emails okay.
5:07And what we really need to have when we're working on this is we need to have a conversion mindset and that means that we're not just focused on the lead generation but we know as much focus and effort we put into our photography a lot of you guys are badass photographers if you guys can by the way can you guys share your websites in the chat what let me I want to see some of your work after this and I mean I know some of you guys want to network and you guys will see where people are but yeah some of you guys are badass photographers and put so much work into the photography line but very little work into following up right so we get all these leads we do all this networking we do all this SEO work and then we barely follow up okay and that's what we're gonna fix with our conversion mindset okay so follow-up is going to be a priority and when we do this leads are actually going to respond or a bigger fraction of them your stress is going to drop because you're going to have more bookings things are going to become more predictable right because you're not going to go weeks without booking people especially if you already have leads your revenue is going to increase and then follow-up becomes fun because you start getting into the mindset that you need to get nos from people you need to get answers from people I'd rather have if you get a hundred inquiries in a two-month span three months whatever the month span is I rather have 80 of those tell you no and 20 of them tell you yes then having like five yeses and like 95 maybes you need to get people to tell you no because when you do that you're gonna get the other 15 extra bookings to tell you yes and that's what we're going to focus on so we are going to focus on number one the conversion experience right because a lot of times in our mind we have it that like when leads inquire they are supposed to answer all our phone calls and respond to our emails and just be these like perfect little robots that go through our funnel and that's not the case we're gonna focus on automated email and text but just keep in mind even if you don't have an automation tool you can absolutely use free things like your Gmail you can use Zapier you can use text message you can do this on a budget and just take more time from you or you might need an assistant and then the other thing we're going to focus on is calling leads and getting them on the phone because ultimately unless you're selling things on like a 99 sale 50 sale you're not going to get a lot of you're not most of us aren't dealing with checkouts like an e-commerce store we're actually having to talk to people at least at some point even if they do do like that you're gonna have to get them at some point okay.
7:43So most photographers wing it okay so I have literally seen Studios that have told me hey when a lead comes in they basically just whenever they get a chance they email them this template in their Gmail okay they might call them once maybe most Studios that have not worked at the high rollers club you guys have I mean some of you are guilty of this even before joining the hyrulest club Mass any of our masterminds people don't call and there's good reason for it because if you're getting a bunch of nos or people aren't answering then it's kind of like demoralizing right and the reason one of the biggest reasons people are getting nos is because there's so much time between the moment that they inquire to the moment that you call them or email them back and there's just so much time and the iron's not hot anymore and you're not striking when it's hot so that really is lowering our conversion rate okay we're afraid to leave voicemails I'm going to tell you what you can leave in voicemails as well and we basically label all of these leads as being poor quality okay.
8:55I'm seeing here that about 45 percent of people that just answered the last question they say that almost everything's manual 47 percent say that barely but they try so it's not very automated but they try that's better than nothing and then at 36 percent say yes it is all automated okay so pretty good mixture of there but most people are on the not at all or barely and when that happens we basically get four results and confusion right because we don't know what to troubleshoot like is it our ads is it the lead is it the market is it the stock market is it the jobs market is it Biden we don't know because we're not following up with people and because we're not and the lead qualities basically segregating it's just becoming lower quality over time right from your contact points we start troubleshooting everything so you might have a campaign that was working and then you just start stop believing in it and it's really hard to troubleshoot when your follow-up and your basically your phone consults are not good okay so we're gonna fix that okay and how do we fix that and for me I'm a big advocate of like I always look at who's doing the best who's winning at this okay and I might look at other markets now I have so much data with photographers I work with so many photographers that I kind of see a lot of the similarities between the super successful and at the beginning basically they plan every step okay we focus on the experience they use a lot of video they automate as much as they can and they make sure that leads know exactly what the next step is so what does that mean right when someone's coming from the journey of even having the idea of having a session with us there's a lot going on right they might come in for newborn maternity Boudoir they might come in for like Bridal Boudoir you have to focus on okay when this person's coming in what are the biggest issues that they're having what are the biggest objections fears do they know what the next steps are on my website do they know exactly how to book with me right so we need to focus on that conversion experience basically every single transaction every single form submission that you have is a one-on-one communication between you and them a lot of times we set things up and we think that we set up our website and it's meant to broadcast to 800 people over the month that's not true because every single person that picks up their phone every single person that goes onto your website it's one person logging in independently reading through your copy reading through your site reading through your calls to actions and making the decision okay so on your website you need to have multiple calls to action you need to make it very clear and obvious what it is that is going to happen what the next steps are to work with you what the process is going to look like right so they're not just guessing and I actually brought up two examples I actually messaged Amy and I asked her I said can I show your website because she has an exit pop-up this is one of the newest landing page builds not only does she have absolutely beautiful work she has video she stands out she fully highlights and embraces what separates her from others right like how does she stand out well one thing is she solves a problem of having just this unlimited endless closet of corsets Wings props lingerie sets and they handle everything for them right so one of the biggest reasons people don't book They're answering in the forefront they're doing it through their ads they're showing that through their website they're showing that on the phone consults all their follow-up okay they're using a lot of social proof if you guys see a lot of our students in The Mastermind a lot of the clients I have that we do bills for I mean we show a lot of social proof people want what other people have and if you can solve other people's problems like-minded people they'll see the same one thing I absolutely love that we're starting to add is a retouching before and after drop a one if you guys think this is amazing Amy is one of the first people to let us do this but drop a one if you think that's awesome depending on what platform you're on I recommend maybe adding something like this before and after transformations and absolute must and showing like what you want to sell right A lot of times I get photographers that tell me I get all these low quality leads they had no idea they had to buy prints they had no idea I do wallar and my question is do you show that at all or are all your images digital are you showing that in your testimonials are you showing that in your mock-ups on your website on your follow-up on your ads and they just have so much social proof you can imagine like they are gonna get a lot of inquiries okay.
13:58So really good example it's very clear to see exactly the buttons stand out they have multiple calls to action all over their site they're just a really good example and even if you don't want to do that they have their phone number they have you know they have a chat bot they're getting inquiries every which way possible okay so make it very easy to understand what the next steps are what makes you special and what to do tell people what's going to happen let's see put conversion options on every page of your site that's one mistake a lot of people make is they don't put forms on every page of their site and if I go through some of our clients I can see that people are inquiring from every single page the FAQ page the about page the blogs they're inquiring basically from anywhere so you want to make sure that you're not wasting page clicks because a lot of people won't visit a lot of pages you want people to inquire so you need to make it very obvious you kind of like that slide okay so now they've inquired okay they have inquired and I'm actually gonna ask you guys a question for this one is how many inquiries do you guys get for per week right because this process is going to be very different depending on like where you are in business right because if you get very few inquiries right I'm seeing a lot of zeros a lot of one through five if you're getting a lot of or very few inquiries every single inquiry becomes that much more powerful so everything I'm saying to you becomes more magnified right when I'm working with a studio okay it's three to eight inquiries a day and their stuff isn't perfect they don't want thank you videos they don't you know they can get away with it right because basically they just have sheer numbers so even if a smaller percentage of people get on the phone they can get away with it of course I would love for them to call instantly like follow all the principles I'm teaching but if you only get one to five inquiries a week and half of them ghost you or you ghost half of them like I'm suggesting you are then you I mean you're gonna suffer the consequences way more than the studio getting 20 plus there's a couple people getting 20 plus 10 to 20 but the majority are getting zero to five so what happens next and again this is extremely important from those people zero to one to five and obviously even more important for the people getting more because that's just more profit represented.
16:33All right this is the reality the reality is that your clients are 100 percent real people they're busy and for the most part they really do not prioritize you and for good reason right like I'm a dad I have work to do I have my daughter to take care of I tutor my daughter you know I have my parents show up at my house I go hang out with friends there are so many things that I'm doing that once I inquire if you do not contact me immediately or you don't continuously contact me you are not going to get a sale and this is true for basically everyone and you guys tell me what is your life situation a lot of you guys are business owners some of you guys that are part-time have other businesses and are at work half the day so this is happening the same with all the inquiries you guys have they're laying in bed they're multitasking on their way to work they're sitting in traffic inquiring with you we reach out one time and then we think they're bad but in reality they're just normal people okay so the most important time to follow up is within the first five minutes because the moment they inquire that's when their interest level was super super high that was when they had the highest amount of interest in whatever you're selling right but you are any genre and you guys tell me do you guys have part-time jobs are you guys busy with work can you see how this would be the case for you not just your Boudoir clients or your newborn maternity okay and I'm going to share those results that I just got for that last poll so somebody inquired they're real life people they're busy why would you stand out right and most of them a lot of them especially if maybe they came from Google they might have inquired with several different people so why would you stand out why would you think that of all these websites they didn't bookmark that they went and hit the submit button hopefully they hate your submit button along with you know maybe one or two other why would you stand out and you guys saw like with Amy right we use video she has impeccable branding right Chris is another good example I mean this is a current redesign we did a couple weeks ago I mean does this stand out to you right is it easy to understand what's happening with the reviews stand out to you right you know obviously you can meet the photographer does it do you remember Chris is it more likely that you're going to remember him because of his before and afters and then the same thing with Amy right and the video testimonials a lot of these going through a rough breakup someone who else who is unbelievably nervous right so all those same concepts but on top of that on top of Just The Branding the feel what makes the studio special like do you have industry-leading work are you solving people's problems do you have an X Factor that you can highlight kind of like Amy's closets and you need to highlight that through all your follow-up through your phone consults through your text messages and you can also do that with your reviews and testimonials okay but you need to be quick because remember they're probably you know inquiring with a lot of other people and even even if you're super talented there's a lot of other talented people and it's my position that if you are not the first person to contact them the first expert the first person to have a consult and really listen to them somebody else is going to do it and even if that person is not as good as you they're not gonna like you or know you or trust you as much as the other person that's ultimately what people are picking on okay so you need to stand out so it's not enough once they inquire you need to contact them as quickly as possible and hopefully when they got on the phone with you you had all of these elements in your branding on your landing pages through your experience to make sure that you got the inquiry and I'm even going to show you so the example and the person that like kind of inspired this I think they told me they had they've had nine book sessions newborn and maternity she was actually one of our first newborn maternity Mastermind students and she actually volunteered to be the demo so she's actually our demo student and one thing that's really increased everything is just adding a simple thank you video that explains exactly what's going to happen they get a text messages a text message within a couple seconds they get an email and she's just outlining very simply who she is what's about to happen and that's it nothing super complicated don't need to have it's only a 20 second video and then she tells them hey the next thing you can do you can either schedule right here or I'll be calling you and you'd be surprised let me actually pull this up these are the leads starting today and going back I can click on almost every single one of these and almost every single person has replied scheduled a consult replied scheduled a consult replied schedule a consult one person canceled replied I mean since putting that video up and since making the couple tweaks I'm showing you and by the way she just moved over to meet Nikki all of this is on meet Nikki which again you can do this all manually yourself you can see that all these leads she's getting a tremendous amount of leads because she's super talented she's running paid advertising like we teach in the in our masterminds this is the only lead who hasn't responded or scheduled their own console in the last couple days out of like the Dozen I've just shown you okay.
21:46Console complete replied and console complete okay so this is not by accident right every single step of this was looked at and the money really is in the follow-up because a lot of people what reporting tool was that but that is meet Nikki by the way guys I'll give you guys a link at the end of this you know if you guys want a 30-day trial I have all the templates so I'm going to give you what to send I'm going to show you what's in the templates but if you just want me to import this into your accounts like I'll let you do it that's for you Kelly Kelly just asked okay the money is in the follow-up because the money is not sitting on the dashboard right like you have to talk to all these people so the money is in the follow-up.
22:57Okay so we got those answers okay so how are you going to follow up my suggestion is that you number one be super consistent and you prioritize email and email is great because it's very inexpensive you can do this through almost any program there's a million we use meet Nikki because it's super powerful and we can do texting at the same time it's usually pretty inoffensive so you know it's not that crazy you know compared to text message you can basically email people like almost every day the first week when they inquire you can't text them every single day right so it's usually pretty inoffensive compared to other things super high leverage you write one thing and you spend a little bit of time you know writing a story sharing some reviews sharing some FAQs and you write that one time and from now on forever every single person that inquires with you gets it so for the amount of time and the output that you get super powerful and again you can use flow desks makes beautiful things MailChimp is super easy Gmail plus Zapier you can do Gmail you can set up a zap that when somebody submits a form on your table dipsato whatever you're using you can set a zap that'll send an email from your Gmail so super easy you know if you do nothing else I suggest at least doing that okay of course I'd refer you to use something a little bit more powerful but you definitely want to email I'm gonna show you guys what to email as well texting super high open rates almost all the replies I just showed you guys almost all of them are from texting okay it's very personal you get into their phone very high response rate okay paid versions of this there's probably so many of them the ones that I'm most
24:47familiar with are Meet Nikki. I like it because it integrates with text. But in the past, up until I started using Nikki, I used to use ActiveCampaign and Haymarket. Active Campaign for emails and I used Haymarket for text. The only bad thing was those tools are super powerful and I absolutely love them for what they do. They didn't work super well together. So when somebody booked on Haymarket, it just wouldn't cross over to each other. That was the only downside. You get super powerful tools but they're not all in one. But there's also a drawback to all-in-one. All in one might not be able to compete on every single one of those aspects, but it can get close and all your leads are stacked on top of each other. So if you're communicating with them through one, you're communicating through both.
25:39And then you can obviously use free iMessage and Android Message, but you just have to be super fast. Have a dedicated person with an Excel spreadsheet if you're doing this manually. But even if you had to pay somebody 10 bucks an hour to do this, 15 bucks an hour, which is probably not a 2023 wage, you're gonna get such a huge return on investment.
26:01Jennifer says that looks exactly like GoHighLevel. It actually is. It's our branded version of it. It actually is probably less expensive than you going to get your own accounts and having to pay for text messages and emails. So you basically get the benefit of our support. You get the benefit of all our templates and you basically get almost the exact same cost. It's just more powerful because it's on our templates and you basically get every advanced feature for almost the exact same price.
26:35So social media platforms. I will say this is one thing that I was about to delete from this presentation because most people don't think of it like this. But I know a lot of you guys have Facebook groups. By the way, drop. Let me know in the comments if you guys have Facebook groups. If you guys use Facebook groups. Does anyone use Facebook groups? I'll also be answering Q&A at the end, so if you guys want, you can drop your questions and answers in there.
27:00One thing I say about Facebook groups is some of you guys are so good at Facebook groups. And to me, the biggest way to monetize them is through Direct Message. So Direct Message is almost identical to text messaging. And for some people, they're more on social media more than they are on their regular SMS. And you can see a picture. You can kind of see their profile. So I actually think it's almost more powerful than text message. It's free and I suggest some of you guys do so well on Facebook groups. If you guys treated your TikTok, your Instagram, your reels like all that the way you guys do your Facebook groups, you guys would make so much more money.
27:40What do I mean? That means when you guys get Facebook group members, you should have three questions leading up to your group. You should be able to take those questions, get emails, get phone numbers and put them into your CRM. I have some. I mean, I love doing that because most people don't think of those leads as real leads. But in reality, if someone goes to your website and submits your lead form and you value that and you follow up with them super quickly, why wouldn't you do the same thing if somebody came to your dedicated Boudoir or newborn group, put their email in, told you a little bit about themselves and then joined your group? They've shown interest. So I suggest, and it's the same thing for Instagram and TikTok. If people are following you, if they're commenting on you, why wouldn't you reach out and have conversations with them? You're able to link your pages. You can get emails from people. You can do link in bio. You can link people to your scheduler. It's a super good way to basically communicate with people almost as you would with text. So I highly suggest some of you guys have groups connected to your thank you pages. Connect with all those people as if you were texting them. It's almost like a better texting mechanism just because your profile is attached to it. With text messages, you're kind of just looking at a phone number.
29:03Lastly, we need to pick up the phone. One of the biggest misconceptions that people have is they'll basically say something like, well, if they don't call me or respond to me, then they're not interested. They're not my ideal client. And that is not true at all. A couple years ago, I bought one of my dream cars, which was a Mercedes Roadster. It's a beautiful white car convertible. I live in Miami. I just had to have it. And I was looking for cars all over the country. I inquired with a bunch of different places. I'm on CarGurus just looking. And of course, I'm working seven to seven, right? Seven A.M. to 7 P.M. I'm working out before 7 A.M. I'm picking up my daughter halfway through the day. I'm cooking dinner. I was single at the time. And there was one dealership in New York City that kept calling me every single day. They would call me and it was, I'm not gonna lie, it was a little bit annoying. He would call, text message me, leave me a voicemail, call, text message, leave a voicemail.
30:08One day I was walking to pick up my daughter. So I'm walking to pick her up. So I'm not with her yet. He called me at the exact right time. It's like 3:15 or something like that. And I pick up. And of course, he starts telling me about the car. He asked me, you know, when I'm in the market for, if I want to fly up and see it. I bought the car and flew and picked it up like over the weekend. And I wouldn't have done that if he wouldn't have called me the other six times, because I expressed interest. I had never replied to him. And some of you guys, I mean, tell me the truth in the comments. You guys think that's overkill? Do you think it's overkill that he called me that many times?
30:48I'm waiting for some answers. No. Caitlyn says no. Yes. Yes. Yes. And I'll tell you why. I don't think it's overkill because I showed interest and I said yes, I want this thing, because when you fill out those forms on those things, you have to say, here's my phone number, contact me, I want information on pricing. If I would have responded to him even once, because he texted me a bunch of times, emailed me and called me and left me voicemails, and I would have told him, nope, I don't want it, he never would have called me again. He would have said, thank you so much for your response, we're around, keep us in mind. He would have never contacted me again. And I could have gotten him off my back. And in all reality, I kind of had an open door because I never said no to him. It wasn't until that one time it was so perfect. It was a perfect time for me that I answered the phone. And then, of course, since I have expressed interest and we aligned on pricing, we aligned on the color and everything, then I said yes.
31:44So same thing with you and your clients. You guys are looking for nos from your inquiries. I'd rather you guys have a hundred people inquire, get 80 nos and 20 yeses, than to have 100 inquiries, zero nos, just a bunch of maybes, because you never really followed up with anybody. And then five yeses. You're gonna get three times the bookings, four times the bookings when you actually focus on getting the nos and crossing people off, labeling them. Hey, this person's a no. I can move on. And now I can focus on the people that are not nos yet or are my clients.
32:18So 5x7 rule. We need a follow-up. Money's in the follow-up, but it's especially in the calls. So what we need to do, the 5x7 rule is super simple. You're going to call them back in five minutes. There's no exceptions to this. I don't care if you have 20 kids. I don't care if you have 20 jobs. If you don't do this, you're just reducing the chances of people booking you and it's not a big deal. I don't do it all the time, but I just know that when studios do, you're going to get more bookings.
32:48The next thing you're going to do is you're going to call people back five times in the first seven days. And here's how I suggest you guys call. This is the cadence for the calling. You're going to call, leave a voicemail, then you're going to send a text message. You can just make a template. In Meet Nikki, you can just go in there, write a template and fill it in with their username and everything. It'll say something like, hey, it's blank from here. I just called. This is my number. I'm going to call you back, or you can respond to this text.
33:19A lot of people will just say, hey, I'm busy. Call me back later. And then perfect. At least you got another touch point. You can call them back later. But a lot of people when you call them back that second time, they're gonna say, hey, I didn't know who it was the first time. Thanks for calling me back. Because remember, they took action. You're not just calling people from the Yellow Pages who have no idea what you do. So I even suggest if you want to, you can even send that text message first. If you know that you're going to text them, you can just send that text message real quick, wait 20 seconds and then call them. But it's up to you. You can test it and play around with it.
34:00You're also going to call leads every seven days in the first month. So after the first week, no, they haven't answered. You're just going to call once every seven days so you get a no or yes. And then after that, you're going to call them back once a month. This is like picture perfect. Like the studio that's like rocking on all cylinders. Like imagine the photographer that's like the master of light and it's flawless. This is that, but for follow-up. Obviously, there's levels to this. So the most impactful one I think you can do, if you don't do any of the others, is call back in five minutes. After that, it's calling back multiple times in that first week and then doing that call pattern I just showed you guys.
34:40Do you guys think you guys can do that call pattern? Is that too much, or do you think you can do it? Yeah, let me know if you think you can do it. Okay, I'm getting some yeses. And again, if for some studios, a lot of you guys put that you guys are only getting one to five leads, so it should be manageable. Obviously, if you get five to ten leads over extended periods a week, like your list is going to be huge. It'd be really hard for this photographer to follow up with every single person. So that's why a lot of this doesn't have to be automated once you get to a certain level. But you probably wouldn't mind it if you had a $4,000 average sale. Right now, each one is worth that to you. You're going to put a lot more effort into it.
35:26So we talked about it. You're going to leave voicemails. You're going to call leads. And the biggest thing is I'm going to ask you to refer to the last action they did. So if they filled out a form, and a lot of times we put something where they can write something, like why do you want to do this? Tell us a little bit about yourself. I'll call back and I'll suggest you call back. You can do it one of two ways. The first way is you'll just call and you'll say something like, hey, Janet, you're talking to her like she's just your friend. It's almost like a friend's calling. Hey, Janet. Yes, this is Janet. Hey, Janet. I'm calling because you just inquired on my website. I saw here that you're expecting twins in August. Are you free to talk right now? This is Bob Sacramento, or whoever. And they'll say yes or no. But at least they're gonna number one, acknowledge who they are at first. And they're gonna know, 100%, undeniably, that you are somebody that they can trust, because you're basically giving them back information that you had.
36:29So you can work on that. Hey, Janet, kind of that intuition. Almost like you're expecting them to answer. Yes, this is Janet. Hey, Janet. I'm calling you back because I saw you were about to get. You just got engaged and wanted to do a bridal session for your husband, Trevor. Is now a good time to talk? You know, continue. So call back and refer to the action they took and make sure that they know who you are.
37:00So let's get into it. And the other way I would say is you can just jump into it. Hey, Janet, I'm calling because you did this and you kind of skipped that. Hey, Janet part. Play around with it. I do think that if someone just said, I would never ask if they have five minutes to talk or if now is a good time, play around with it. I'll tell you that if they don't, I would just immediately say, hey, I'll call you tomorrow at. Basically set the next touch point or text them. If they don't answer, I told you guys, text them, tell them I'm going to call and then dial back in 20 seconds.
37:37So remember, people book photographers that they like, know and trust and most importantly, the person that made the most recent contact when it's time to book. I think a couple years ago, it was like 2020. One of my best friends was a mortgage lender. I had gone to dinner with him eight months before. He's not one of my best friends, but he's like one of my best friend's best friends. And we always talk on Instagram. He replies to everything. And I was buying a house and I posted on Instagram when I was closing on a deal or something like that. And he basically said something like, hey, why the heck didn't you use me? And I basically said, dude, I completely forgot. I know we talk about this all the time, but I completely forgot. I went with somebody else nearby. They were referred. And he was like, dude, what the hell? And I told him, I was like, dude, how am I supposed to remember? I have so much going on. I don't mean to offend you, but I just hadn't heard from you in a long time. I hadn't seen you post anything. I just wasn't reminded. And when it came to it, I just completely forgot.
38:43And this probably happens to a lot of people. And it happens for a lot of you guys. You guys are friends with people on Facebook and you think they should come to you, but if you're not contacting them, if you're not the last person that contacted them with the recency, you probably not going to have a lot of luck.
38:58By the way, we have a special guest, Kristen. Are you? Is your mic on? Can you talk? I am. Can you hear me? Yeah.
39:06So I asked Kristen. She is the student demo. And I asked her to come on for a couple minutes because she just recently switched over to Meet Nikki and completely changed up her marketing strategy. She agreed to make all these crazy website changes that a lot of people might not agree to. But yeah, if you guys have any questions, you guys can drop them. We have her for five to ten minutes. She's super busy. But Kristen, tell me, what's it like the last two weeks just having all the inquiries? And like, what kind of hurdles did you have when they first started coming in?
39:38The hurdles that I had were just getting my automations down. But you helped a lot with that and we had our automations in progress. So once we had all that, getting to the leads if they started to trickle in. And now they're really coming in strong. And so I will go into Meet Nikki. I probably go in there like three times a day: morning, noon and then later. Because you really have to stay on top of them in order to get people rolling. Because once they inquire, they're hot. So you have to reach out to them right away. So that's what I do.
40:13What I loved most is that on my website, we installed a quiz form and the quiz form, they had the opportunity to complete the quiz, get a hundred dollars off the session and then schedule an appointment. And a lot of people just do schedule the appointment. So then what I do is I reach out and I say, hey, I saw you scheduled an appointment. That's awesome. I want to make sure I have availability for your due date. When are you due? And then they respond back. And I'll be like, oh great. If I have an opening, I'll say, oh I have one opening. Can you chat today? These go within 24 to 48 hours. That's been working pretty well. And then I get on the phone with them right away. And I mean, of course, there's some people. There's a lot of nos, but there's a lot of yeses. And the people that are nos, it's like they're not meant for me. That's fine, goodbye. And I pay attention to the yeses.
41:07Yeah, so I mean, just before when I asked you to jump on last minute, you told me you booked nine of nine within the first 11 days, which to me is a huge amount for a newborn maternity. That is huge. I know at the beginning it was a little bit to get the ball rolling. But what tweaks did you make? Because a lot of this is like making tweaks. It's not just like doing one thing and then it works forever. It's like, yeah, no. I go by two things. I go by timing and being available to these people immediately when they reach out. And then I also kind of followed their lead and go by instincts. Like if they're ready to talk, I'm ready to talk. If they want to wait a few hours, I'll wait a few hours. I'm really accommodating with them.
41:54And you know, I think it's just now tweaking the script, making sure I here's one thing. The discovery part has been huge. My whole script has changed in this sense. We talked about this two weeks ago. I spend the first five to eight minutes just listening, asking and listening, questions, asking questions and listening to them. And I used to not do that as much anymore at all. So I do that. And then they're doing all the talking. And then I'm like, oh, okay, well, this sounds like you'd be a good fit. So can I tell you how I can tell you about the process and how to reserve the session? So then we start talking about that. So it's just been a process of getting people while they're hot, getting back to them right away, tweaking your script if something's not working, try something else. And really, really listening to them and paying attention to what they need and assuring them you will give it to them.
42:49Somebody said, what kind of questions do you ask when you talk to them? I ask them. I start with permission first. And then I say, what makes you want to have a newborn session? Have you always wanted to have a newborn session? And then I ask, what's most important to you for the outcome? And then I ask, how do you envision? Oh, everyone wants digital images. We all have digital images. How do you envision using them? Do you envision having a fine art luxury linen album? Or do you imagine having some portraits, beautiful portraits or canvas or metals on your home that you've been looking at that's blank that you want to fill up? And that triggers them to start thinking about that. And then once they say, oh yeah, that sounds great, then I say, most clients come to us for that. And then I ask them, was there anything in particular about my work that stood out to you? And now it tells you if they're familiar with you, if they're familiar with your studio, or if it's like a blind lead. And it also tells you how warm they are on a scale from one to ten.
43:55Yeah, it's really awesome. Yeah. Okay. So I know a lot of people are just like, this could probably be impossible for them. Just describe what it was like. I don't know the last two months because you kind of had a lot of this. Maybe you weren't as hyper focused on the follow-up. Yeah, just walk us through that. Like the routine before. Before I started Meet Nikki and this program, I was doing really well. I raised my prices and bookings were coming in and I had a great 2022. I doubled in 2022 what I did in 2021. So I was confident that I could make those changes and do it. You need to really be able to hustle. You have to really like, you can't. You can't think. You just do. No thinking, just doing. If you get an idea or someone gives you a piece of advice and it works for them, just do it. And that's what I did. So I got more and more advice from you guys and I just don't think, just do, just do. And it just works. Plus, it's also a numbers game. I don't know right now, like five times more leads than I had with the previous person I was working with. Her mom. So that's just news for these two or three weeks. So it's a numbers game.
45:12So I think that covers it. Yeah, and I will say, almost for those asking, almost all the leads are from Google. Newborn and maternity tends to be very heavy on people searching for it. And you kind of fulfilling the demand. So I do think that you know it is a little bit different beast than Boudoir where it might not have as much search intent. The other thing is you almost put no. Do you have another minute, or no? I have about four more minutes. Four minutes. All right. You didn't put much effort into SEO. I know when we started, like your search rankings were a lot lower. And we kind of talked about that. You were like 50 in maternity and I think like 30 in newborn. Wow. And you probably haven't looked, but I've been like kind of telling you every day. So yeah, have you done any SEO work since we started? You personally? No.
46:07So I did want to show just a little bit. Last thing I want to show was some of the things I've advised on the call. Like improving the website experience, right? For me and you, we've gone through, we've added a lot of product mockups. I think that's video testimonials to add. We showed the thank you video that you had. But even without doing any crazy page SEO, I think you're ranking from newborn went up like 30 to 7 just by doing those small changes. And then for maternity, you went from like 50 to 20. So I know you had mentioned that, but I say that to tell people, like one of the biggest factors for Google is what the experience is on your website. They want people to have a good experience. So when you focus on what this whole call is about, the user experience, making it easier for people to take action on your website, you're gonna skyrocket. Which, you know, 30 points up, 30 positions up on Google. And I think 23 on newborn in a couple weeks. It's really, really good.
47:14Yeah. So what's next for you? Within the next month or the next 24 hours, I'm finishing my fifth shoot in five days. So I am headed off to Oak Park for a shoot. But what's next is, I mean, if the leads keep coming, the leads are keeping coming in. If it's gonna keep booking, I just keep doing what I'm doing. And then I'm gonna need help soon. So I'm gonna need some help because the busier you are, you just need someone there to follow up. I can't be on my computer all the time or on my phone. So and then just keep going.
47:50Yeah, and I would say just one last thing on the. Damn it. So I was reading a comment and now I forgot. Oh, I was just saying us, what was next for me? And I just said, just keep doing what I'm doing. Leads, following up with leads, timing, getting help. Yeah. Yep. Completely escaped me. No, I was gonna say I think one thing that would help is, and this would be basically like me and Kristen having like a one-on-one client talk. I think we need more, like maybe one new professional studio video. Maybe get some B-roll, maybe an interview with you. I'll send you an example. And then we can break that up, put it in different places and just improve some of the assets. Because I think right now, the cost per lead is really low. I know before you're at like over 100 and now you're like 20 dollars per lead.
48:36So I think improving the front end and just maybe adding some video would definitely help. So yeah, that's something that I'm gonna ask from you. Okay, that sounds good. Oh, and the next step is yeah, after my wedding, which is in a month, it's a studio. I'm in my home right now and I'm ready. I'm outgrowing it. And I want a studio commercial space. So that's the next step and just keep growing. So thank you, awesome.
49:08Thank you so much for jumping on, okay cool, bye. All right guys, I have five more minutes but I'm going to get through this because I know you we've been on here for an hour.
49:23By the way, Kristen, I love that about people, love working with people that are like hey I need to just take action, I'm going to do it and just do it and get feedback and then change it if it doesn't work, but we try things.
49:39So why does all this work? It's because a lot of people are not going to book with you immediately, okay? So we have what are cheetahs, hares, and tortoises, okay? So we have three kind of buckets for our leads.
49:51And right off the bat, 25 percent of people will never book with you, like they never will. They inquired and they're just not going to. I think there was a huge study on people going to trade shows for fridges and it was something like, over 60 percent of people bought over two years but not everyone bought the first day, not everyone bought the first month, and not everyone bought in general, okay?
50:17So your cheetahs, those are the fast, hot action, they're going to book zero to three days, and depending on your genre, right? You get some people to inquire about boudoir, they're just thinking about it, but they're just not going to take action, but some people are, they're just ready, it's been on their mind, they're go-getters and they just take action, or they take risks.
50:36Your hares, those are people that are going to book in like three to 90 days, so they're not going to book immediately. They might not book on the first consult, but they're going to book sometime in the next couple months, and it might not even be with you, because we're talking about you gotta be the most recent contact when it's time, and then your tortoises, they're going to book after three months.
50:57And how do we get those people to book? And what do we send them? Okay, a lot of us, what we do is our clients email us and our group is basically like imagine it's a cash register, it's like a piggy bank, and we make a lot of withdrawals. That means we send emails every month that say we're running a sale, join our contest, opt into my list, go follow me on Instagram, we're just asking them for a bunch of stuff, and people get pretty tired of that.
51:28Because you're just removing money from the vault and you're not depositing anything. So how do you deposit? How do you build that goodwill? How do you get them to like, know and trust you?
51:40Got to make deposits. Number one, you can start on social media, it's completely free. My cadence, we actually do social media management for a couple clients now. We do daily posts, we do reels, and we do five to ten stories a day. We start 40 conversations on Instagram and Facebook or more, but we start conversations. This is really where the bookings are going to come from. They're not going to just come from people passively looking at your content. You need to have conversations with them. We like, comment, share, reply, and basically send videos and video call the people that follow us or the people on our lists weekly.
52:21What you can do is you can also email sessions, you can email stories, you can send out tips, FAQs, you can send behind the scenes monthly. You can maybe write a blog. You can write a blog on a huge topic. You can write a blog on a client's story quarterly. You can make spark pages, you can do theme sessions, you can do how-tos, you can send out guides, PDFs, and even if you don't want to do some of these big quarterly and yearly things, just do the weekly things over and over and over again. That's going to be enough.
52:52Quarterly, you can stand up video recordings of you. You can just send a video, questions and answers to questions from your group. Obviously, people do Facebook lives as well. You can do an interview with one of your clients. You can be interviewed by one of your employees. Quarterly, you can send an article. You can even forward articles. You can even forward just recent news that's related and just maybe share your thoughts on it.
53:17Suggest once or twice a year you actually do some sort of get together, so you either get together with your past clients, tell them to bring a friend, you host some sort of event in your studio, and you get some sponsors in there, but try to do something in person at least once a year.
53:34Okay, and then annually, you can have a new video, you can put together a magazine, you can put together something a little bit more chunky, but again, even if I'd rather you do the weekly things, if you're going to do any of this, do the weekly things.
53:46And you guys can write in the comments which ones do you guys think you guys would do? Would you guys be more likely to do the weekly or more drawn towards the quarterly, annually things?
53:58To me, I suggest, I know it seems daunting, but to me what's even harder is doing the annual things, because it takes a lot of work to do and the weekly things are just smaller bite-size. Because you guys have a lot of content, especially if you guys are shooting. That's why, even if you're not shooting, I suggest doing model calls and just sharing the stories of people that you're photographing. That's all you have to do is just document what you do, and you'll realize that you're not doing anything special, you're just documenting what you're doing, so it's not much work.
54:29And then you can ask for your business. You can do a sale one to three times a year, maybe Mother's Day, Black Friday, Valentine's Day, you can pick a couple of them, but the more value you send, then the more content you can do.
54:51Someone asked, you to live video per day? I don't know, you absolutely can. Some people do, or at least once a month, okay?
54:58After the consult, if you get on a consult and someone doesn't book, what you want to do is you want to send some sort of follow-up and you want to set a date for when you're going to follow up. So if you ask them, hey, can I tell you a little bit more about how you can book your session? You go through your spiel, you present it, and you say I can take payment with any major credit card. How would you like to pay? And they say, hey, I have to think about it. You get through all the objections at the end, you say, perfect, I completely understand, I'd have to talk to my husband too.
55:30So I'm going to call you tomorrow at 12 p.m., does that work? Or the same time, but you have to set something in stone. Put in a calendar, update their little session they just had with you, and send reminders to them, okay?
55:40And you can basically keep sending, you can send a tailored email, you can send automations that just trigger when you do this, but you know, you can manually write this or you can kind of send an automation. Send video testimonials, send FAQs, and then, you know, you're going to get ghosted by some people. They're going to tell you yeah, I'm going to pay and then they're going to say no, don't take it personally. People have things going on in their lives. Somebody yesterday told me that their house was flooded with sewage. You just never know. Don't take it personally. Just call them back once or once every month or every two months, okay?
56:22And then you're going to invite them to an in-person consult. So if you have a studio, one thing I like to do and suggest that you do is maybe a week after, just call them and say, hey Barbara, I was just calling to see, I'm in this area, I wanted to see if you can meet up or if you're in this area, you can come into the studio. I'd love to chat with you, okay?
56:43So another good way, in-person consults are not dead. I prefer you do phone because they're obviously a lot faster, but you can kind of use that as a backup. Hey, I know you're completely on the fence. You know, coming to the studio, bring your husband in, especially if it's newborn and maternity, okay? That'll probably help.
57:00Who gets the clients? The person who contacts most recently after purchase intent, and the person who contacts most frequently in a persuasive way. That's why I've given you guys that list: stories, testimonials, case studies, valuable information, answer all the FAQs, answer all the objections that people might have, okay?
57:21And how do you? I suggest you have 70 touch points per year. So when somebody knows about you, I want them to basically hear back from you at least 70 times per year, but I'm going to show you how to do it 400 times. And you might be thinking, what the hell, I only reach back out once a year, and I'm going to show you how to fix that, okay?
57:40So you can send hopefully at least one email weekly or at least once a month. That puts you between 12 to 52. You can text three to twelve times. That puts you anywhere from 15 to 64 touches. We talked about the calls, now that puts you at 21 to 81 touches. And then posting and being consistent on social media. They'll see your stories, they'll see your posts. That could add another couple dozen touch points where they just kind of see you passively. Retargeting ads, super powerful on Facebook, especially some of the genres, especially maternity and boudoir. Can't really do retargeting on Google ads. You probably can, but it'll very quickly get taken away in most cases for sexualized or personal health issues, but retargeting ads absolutely for basically every other genre on Google ads, but definitely Facebook ads at least.
58:36You can always mail people, especially your past clients, and then your in-person events. To me, doing an in-person event, that's the equivalent of like 10 emails right all at once because now they see you, they see all the social proof of other people meeting you. Just a good thing to do.
58:57Okay, and then the end result of this is that hundreds of people know you, respect you, and trust you. And when the time comes, somebody might inquire with you about a newborn session or boudoir session today, but they might not do it. You might stay on your email list and you're just kind of always in the back of their mind. When that topic comes up, they might refer you, or three years later when they have the next child or when there's another life event and they want to do a boudoir session, you're the person that they think of, okay?
59:22If you're just relying on booking all of the most recent leads, hey, you're five leads from this week. That's not as much as the person that gets the same amount of leads and books from that pool but also books from all their past people that have inquired, okay? So that's why it's so important those leads are not dead just because they didn't book. You have cheetahs, tortoises, and hares, okay?
59:43And the trick, you have to be interesting, helpful, consistent, and organized, okay? You need to use stories to convey your message, and you need to answer the real objections people have, okay?
59:57Just think to yourself, when somebody's sitting at home and they're about to go to sleep and they're thinking about boudoir or a newborn session, what real issues are they thinking about? What would hold them back from booking? Is it their size? Is it that they don't know how to pose? Is it that they usually hate photos of themselves? How can you help answer those things? To me, the best way, I'm not the best copywriter in the world. I can't just make up a scenario and convince people. I just tell stories.
60:24If you guys are on my email list or the high rollers or even our posts, you'll see I share a lot of stories. And that's why I shared Kristen's story because it's really easy for me to just say, hey, you should do this, this will happen, but the truth is, it's easier for me to tell it through a story.
60:43Okay, so the old way, leads come in, email them once, and maybe we call them if we're not scared, compared to the new way, and we've talked about how to transition your business. And again, you can do this all manually as well, okay?
60:58But I want you to be certain when you call people. I want you to be certain in your follow-up. They have raised their hands and said I want to work with you. I want you to be warm. That person on the other side, your prospective client, they're usually always right, even if they're not. And don't take anything personally, okay? Be easy to work with. Kristen said she accommodates people. Just be understanding. Everyone's going through different things. Some people are going to be nasty, but you don't have to be. Don't take it personally. If they're nasty with you, what do you think their family's going through? You don't have to deal with them every day. Just chalk it up to that's just how they are. That doesn't impact you personally.
61:38And you need to have lighthouse consistency, okay? Lighthouses, they go up, somebody mans them 24/7, and they're always there no matter if a ship's coming in or not. So you need to do the same. Whether people are booking or not, whether you have one lead or 20 leads, you need to constantly reach out to new potential clients. You need to consistently stay in touch, okay?
62:01So we talked about the thank you pages, three areas of focus, the withdrawals and deposits. If you guys, I might, I don't know, would you guys want the deck for this? I might also do a Q&A for this, but do you guys want the deck for this? That way you guys have the list of things. And yeah, hopefully I'll post the deck for you guys, okay?
62:25Question and answers, I don't know if I can do that Q&A. Let me see. Let's do Q&A. I don't know why it's not loading. All right, let's do a quick question and answer. I'm going to go through some of these, and if you guys signed up for this, I'll email you guys the replay.
62:47I don't know what's going on with this. My internet's still working. Can you guys still hear me? Maybe I don't know my page is not working. Okay, so let's go through some of the questions.
63:00Okay, my boudoir giveaway ads had great results until I get them on the phone and they tell me they can't afford the experience. Seems like doing a giveaway is attracting free people, okay? For this question, yes, there are certain degrees of quality of leads. If you offer people, I mean you can imagine, you're sitting by your phone and you're offering some sort of service. Let's say headshots, and you have a Google ad, SEO, and people come and inquire on your website because they typed it into Google. Absolutely, people are going to be a little bit more interested than if you go into a school and do a free headshot giveaway. You're going to get a lot more leads from the second one, but they're going to be lower quality.
63:50So there are some things you can do. You can adjust your pages, maybe put minimum purchases on it, maybe use more videos, show more of your products so people kind of see the elevated, expensive experience so you just kind of subliminally message that. So I do think that is something you can do to improve that, but you're just going to get lower quality. It's more volume, but you just gotta live with that. Get them on the phone, figure it out quickly, and then get them on or off the phone if they're not.
64:21Does this work in Europe? I mean, why not? There are so many people that, there's exceptions for different countries, but I haven't seen that. I've seen this work in Great Britain, Germany, Australia, Canada. I can't say much about South America, South Africa, or Asia. For some reason, we just don't get that many people in the group, but I haven't had many clients from there. But anywhere else, I'd say yes.
64:50Okay, do you think Facebook ads are better or Google ads? Do you suggest emailing with video to each inquiry? I mean, if you have the time, you definitely can do personal videos. There are ways to automate it nowadays where with AI, it'll change the name that you say, but you can have one video and then change the first sentence of it.
65:15Okay, Facebook or Google ads. Depends. If someone told me, hey, you are going to have 10 consults, and they said you can pick, they're from a Facebook ad or they're from Google ads, depending on the genre, I might usually say Google, because those people have search intent first. You can absolutely generate interest with Facebook ads, especially in something like boudoir. So it just depends. I don't think it matters, but they're both going to get you leads. One might get you more but lower quality, one might get you less but higher quality and they cost a lot more. So it's really a mixed bag.
65:56Okay, Craig says, I need this meeting. I'm already asked. Do you recommend calling your leads on the phone? Yes, the whole training is about calling your leads, okay?
66:10What is the best ad offer for Facebook ads for school goods? For Google ads, I mean, I do suggest having some sort of offer somewhere on your page, especially with a pop-up, maybe a site extension, maybe something off of the session fee to get them to inquire. I'm not so focused on what your session fee is or what you're making from it. I'd rather you guys have sales sessions afterwards. And best ad, I mean, we do both a lot. The studios we work with do 50/50 budgets. Newborn and maternity, they might do more like 95 percent budget on Google and 5 percent, or it's more like 98 percent budget on Google and 2 percent, unless they're doing some sort of maternity model call. Then we'll do way more budget on Facebook ads.
66:58Okay, what would you say is a good budget to have for Google ads? A good budget is anywhere from a thousand to two thousand. But this is what I always tell people. If you have two hundred dollars to spend and you've set it for the month and you're spending two hundred dollars and you book one session, your average is four thousand dollars. You book one session on the fifth day, so you've spent about 30 bucks to get that booking. Why would you not increase your ad spend? Because if for that one month you get three or four sessions from that 200, or even if you got 200 sessions, you're paying 100 per session. Wouldn't you pay a thousand dollars for 10 sessions? Wouldn't you pay two thousand dollars for 15 sessions? Because those 15 sessions, if you have a high sales average, could be worth 45 thousand to 60 thousand dollars for you.
67:47That's why, I know it's unbelievable, but almost all the studios we work with are in that range. They're definitely making over 20 thousand. They're usually 40, 50, 60. We have some making a hundred thousand dollars a month, and it's because of that. They know the value. They're spending two thousand dollars on ads and some might gasp at them like, oh my God, two thousand dollars. I'm like, yeah, but they're making 100 grand a month. So it just all scales.
68:26When does it start to diminish? Okay, that's personally up to you, but I suggest you need to be getting a return. And I always test things. I try to do things as best as possible. I focus on page experience, focus on social proof, I focus on copywriting, I focus on images. You guys saw, like Amy's ads.
68:54Let me see if I can. By the way, I told you guys I don't have anything to sell to you guys. I don't have a link, I don't have any slides. You guys want me to tell you something, I will, but I don't really have anything to sell right now.
69:11Let me pull this up. Amy, let's see what other questions we have. Q&A, I answered almost all the Q&A, I think. So I showed you guys for Amy, like we're about to start Google ads. But we had to work through, set the site up properly, get all calls to action, we drastically revamped this.
69:41And I wish I could have Amy on, but super busy, but at least she let me use her site. I messaged her before that. But you know, for her, we might set it to 500 to 800 for Google ads and then scale it. If it's working, if we talk to them and they're like, hey, this is spending so, to determine your budget, it really comes down to what's your return? If someone, I've seen a lot of times, people don't have their messaging down. They don't have good work. They don't have good copy. They don't have anything that differentiates them. They just spend all this on ads and now they blew through 600 bucks and they've made zero, and then they just say Facebook and Google doesn't work. But you guys could see just the quality difference between Kristen's site, Chris Connolly, I showed you guys Amy. It's a world of difference. And then they're focused on the follow-up.
70:31So you need to have your ducks in a row. Even if you guys join any of your masterminds, you guys will see like focus on tracking, focusing on setting up all our systems, and then we run ads. There are some campaigns that you can get away with, like body love project model calls and stuff, that you can get away with not doing all that work, but yeah.
70:51Kristen's website, Kristin Milito Photography. She's at, this is for Dara, she's in Chicago.
70:59Okay, are there any posts that would be, oh, I forgot about that. I'm supposed to show you guys that. All right, let me actually. You cannot minimize Zoom when you are recording, okay? I'm going to show you guys some of those text messages.
71:12Okay, Umberto, I think it's been great. I gotta go. Awesome, thanks. Bruce, Mary says, I use Pixie Set for my website. Don't love Pixie Set. Would you submit? I don't know. I hate some of these beginner, all-in kind of photography-focused ones. Me personally, I like Showit, I like Squarespace, I like WordPress. I'm even going to try Webflow. I'm not in love with Pixie Set and Pixify and some of these other like, I just kind of put them in the pool of super beginner, not much control over mobile.
71:51Even Photo Biz, I used to hate, but now has actually gotten pretty good. So Photo Biz is like the lowest beginner thing, and all of Kristen's website's done on Photo Biz. I've actually had quite a few clients on Photo Biz, so I would recommend Photo Biz.
72:05Let's see, oh, I'm supposed to show you guys the text messages. Okay, so let me show you guys that. What that would look like, and again, you guys can, you know, do this as you guys want. Let me post this. Okay, so let me show you new inquiries and where is this? Quick follow-up.
72:29Okay, so I love this text message. So I like sending an image first, so straight up just sending an image like from Canva that kind of has your brand name and maybe your location and tagline. If you're using Messenger, you upload your image and then delete the text that way it goes out without any text, and then 10 seconds later we send a text and all it says is, hey Barbara, this is Karen from Karen Photography. I received an inquiry. Is this the right number? A lot of people respond to that. If they don't book, then we go and we send more text messages.
73:07More text messages, I try not to send links in the first couple of text messages because they can get blocked, so just keep that in mind, okay?
73:19When you guys are doing that. Okay, had one client book on a consult. She said she thought it was free and hung up on me. I mean, whatever, she hung up. Angelina, I just ditched that. This is what was great. Gotta go, okay? Gotta go. All right, what should yours, what about Zenfolio? Yeah, I'm putting Zenfolio definitely on the Pixie Set list, but yeah, just, I mean, honestly, you guys don't have to use this. I recommend just texting them as if you're messaging one person manually. So just imagine someone inquired. What would you text them? But you guys can screenshot those. You guys, I'll send you guys the replay.
74:00you guys are on this you guys are definitely getting the replays I'm not gonna sit here and copy and paste all these
74:05you don't have if you don't have a VIP group just get rid of that one
74:09this one usually works really well you can even send it hey first name is everything okay
74:16and just leave it at that I actually kind of like that better without this
74:19hey is everything okay Brandon no whatever the name is so pretty easy
74:26I think this one's mainly for boudoir bucket list
74:31and this one gets a lot of replies
74:34a lot of you if people aren't replying to the other ones just getting something that says hey are you okay
74:40it's going to work really well you don't even need to put your name in there just gonna get them to reply
74:45okay but yeah someone said are you interested are you still interested works I would say that that's kind of in line with that
74:53okay so Dara hopefully that helps by the way I am going to provide for you guys
75:00I have this list of a hundred email subject lines
75:05oh let me see if I can find it 100 email subject lines
75:10that you guys can have okay and I'm even gonna show you guys that one of them I mean it got so many bookings
75:17I think one of these emails if you guys know me you guys have probably seen this
75:22I shared this last week but you guys are here now so I'm going to share with you guys so here's a hundred subject lines you guys can copy this whatever
75:31okay
75:33but this line right here are you busy April 15th I mean this one by itself booked over 10 sessions for one photographer and it got like 60 replies
75:43so we just sent an email that said subject line are you busy April I think it was April 22nd are you busy April 22nd and then the details were
75:53hey I'm doing this special session with this style picture
75:57if you're interested I have five spots reply to my email with your phone number and I'll tell you how you can book you've sent this on a Friday got like 63 replies
76:05we got so many replies that the person couldn't answer she said just send them a PayPal link we set up a PayPal link for 99 bucks sent it to everybody with a sentence snippet and said
76:17hey pay this and then we'll talk we got over 10 bookings and completely filled up her little mini sessions so it's a good example of an ask
76:24the reason these are so good is because these are meant to tell stories so you can see did you see this put your story in there what do you think ask for an opinion Bethany just said this review what do I wear FAQ kind of question hair makeup details about that
76:40five star reviews share that Jessica just said this are you free guess what happened today tell a story all of these are meant to tell a story or provide value why Kelly cried today
76:52who's not going to open these so you're gonna get really high open rates with these
76:56so inspiring story the perfect accessory these are just prompts so I don't even need it I mean
77:03I can't tell you guys what to write in every email because every single studio is different you guys have different personalities but the thing you guys can share that's unique to you guys that's pretty easy is just use the stories from your clients and stuff okay
77:17and it's pretty easy because you'll get this template from me if you guys do use meet Nikki will help you on board we'll help you get set up we'll give you a phone number this also records your calls
77:30still here