Never Worry About Client Objections Again!
Updated: Jul 13, 2020
Overcoming client objections to personal brand photography can be tedious, daunting, and confusing. I mean, you're not a lawyer! You obviously understand the importance of personal brand photography, but the way in which it's communicated to your potential clients is KEY.
Here are some common objections I hear and some ways you can effectively speak to the benefits:
1. "I can't afford this."
Personal brand photography isn't just a photo shoot like one you'd take of your family. It involves strategy based on current trends in digital marketing and really gives your brand its ideal identity. So not only are you paying for professional photography, you're also paying for brand identity strategy, a general content plan, and a consistent style and look for your brand that echos what the big brands have. Sometimes you're also paying for multiple shoot locations and outfits.
Personal brand photography includes in the price a brand strategy consultation, so we can effectively plan out your goals, brand identity, and style. So what do you get? BRANDED images for every day of the week (no worrying about social media ever again!), consistency, trust from your customers, a better reputation, higher quarterly sales, quarterly goal assessments, and even better SEO (Google Search Results).
The business benefits far outweigh the cost of a quarterly brand shoot.
2. "I don't understand why I need to do this now. / I need to call you back after I speak with X."
In addition to all of the answers in #1, it's important for you as a brand to understand that your digital footprint (all of your websites, social media accounts and content, and any ads) is more important than it ever was before. MediaMax states that digital marketing is getting more personalized and effective in reaching ideal customers, it gets higher quality engagement than print because the content is not a generic ad, and it gives you a chance to emotionally connect with your customers on a more effective basis.
Ensuring consistency in your online style gives your customers trust in you. Trust that you know who you are and what you provide. Trust in your product. Trust in your reputation. Trust in your value. If you don't know who you are (or can't show it), then your customers won't trust you. Personal brand photography is a key metric to scaling customer loyalty.
3. Photographers! You're guilty, too! "I've heard about personal brand photography, but I'm not sure it's for me. It seems to complicated."
As I've stated in my Definitive Guide, personal branding is here to stay. It provides photographers with steady income because clients usually reshoot every quarter, the income is higher than family photography because business strategy is involved, and demand is increasing every year as more and more folks ditch their 9-5, add a side hustle, or market themselves as a brand for job applications (yes, your LinkedIn profile is your online resume!). Get on the boat before the market becomes saturated. The first 1 or two professionals in a niche for each geographical region usually maintain the majority of the market share. GET IN THIS.
It's not confusing anymore. Marketing resources are out there with free trainings (I love HubSpot myself for this), and there are some successful brand photographers out there just waiting to help you, too.
If you didn't know, I'm one of them. Not only am I brand anthropologist, but I'm a trained technical photographer (Field Museum) and I also have a certification in Content Marketing. I have over 15 years' experience in small business and corporate training, too!
My key take away: don't let the 'marketing' of personal brand photography scare you. Marketing is common sense when you dig into it. If you've successfully survived a 2 year old puking on you or a bridezilla screaming at your shoot, then you can easily do this.
4. "Why do I need so many images for social media?"
Social media allows you to target your ideal customers, showcase your brand stories, connect emotionally (and gain loyalty), and engage with current customers. A recent study shows that social media is important to over 90% of small businesses.
In addition, a personal branding shoot with a social media goal is significantly less expensive than Google Ads, Facebook Ads, billboards, singing telegrams, taxi banners...you name it. You provide the content, and the ad vehicle is FREE with social media. In addition, millennials are demanding social media engagement in exchange for their money and loyalty. This is a huge deal.
I know it seems like a lot of images, but if you can provide consistently branded and styled images for every day of the week, your brand reputation and trust from your followers will grow. Your engagement will grow because you'll be seen as a real and reputable, professional company with a professional marketing team behind you.
The sooner you can jump into social media with a branded strategy in mind, the sooner your reputation and sales will fly.
What are some common objections that you hear? Did I miss any? Let me know in the comments!
Are client objections a common issue for you? Check out my Objection Prevention Template in the bonus section of my Consultation Key!