534: Mary Beth Wood – Setting expectations leads to big portrait photography sales

PhotoBizX The Ultimate Wedding and Portrait Photography Business Podcast

Premium Members, click here to access this interview in the premium area.

Mary Beth Wood of www.capturect.com is today's guest, and I first heard about her in a roundabout way. I was contacted by Melissa Rich of Virtually Done Systems — who offers done-for-you CRM setups for overwhelmed

We were chatting about a possible interview, and I asked about photographer clients she has helped. Melissa mentioned Mary Beth, who photographs Badass Women, Modern Couples, & Crazy Families. Yes, that's what she says in her marketing, and I love it!

Mary Beth is a boudoir photographer from Connecticut who's been in business for 17 years.

She had never written any of her workflow down and was doing everything manually. She now has her workflow 90% fully automated and will be able to enjoy her maternity leave, which is fast approaching.

I took more of a look around and loved what I was seeing! From fantastic photography, a great website and plenty of active marketing campaigns.

I immediately contacted Mary Beth and am rapt to say she agreed to be featured. In this interview, she shares that setting expectations leads to big portrait photography sales.

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

• Business preparations to consider before going into maternity leave
• The benefits of having a CRM for your business
• A quick background on Mary Beth's photography business
• How Mary Beth started as a boudoir photographer
• Why Mary Beth chose boudoir photography as her niche
• Earning more from doing boudoir sessions than weddings
• Mary Beth's revenue and average spend
• Why it's important to hire a business coach
  to grow your business
• What do boudoir photography clients usually buy — I was totally surprised by this
• Mary Beth's boudoir studio space
• How to choose the best CRM to use for your photography business
• What sets Dubsado apart from other CRMs
• How Mary Beth responds to email inquiries sent via Dubsado
• How long does it take to set up a CRM for your business
• How to run a campaign in Dubsado
• Ad campaigns that generate leads
• How to determine who could be a great fit as your potential client
• Why Mary Beth doesn't use the words complimentary, free, model, model call in her ad campaigns
• Is it okay to post boudoir photos for your ad campaigns on Facebook
• Which photos are appropriate to post on Facebook
• What landing page questions should you ask to qualify potential clients
• The success rate when qualifying leads
• How to get potential clients talking on the phone
• How Mary Beth sends her follow-up notifications before each client calls
• How to manage call handling times when calling clients for pre-booking consultations
• Recording client calls instead of taking down notes
• How Mary Beth mentions pricing during client calls
• How to shift your mindset to ensure you make more money
• Why are clients willing to spend $7k on their wall art and photography
• How Mary Beth brings out the badass woman in her clients
• How to ensure financial decision-makers are present during the sales sessions
• Mary Beth's strategy when selling albums and wall art
• Mary Beth's payment plans
• What do clients take home from a $7000 sale
• The advantage of using inclusive language on your website

What’s on Offer for Premium Members

If you’re on the fence about becoming a premium member, join with the $1 trial today and get access to the FULL interviews each week, a fantastic back catalogue of interviews, and have ALL future interviews delivered automatically to your phone or tablet.

Plus, special member-only interviews.

I slowly let those weddings drop off, which is scary because that was the main income. But now, my average for boudoir is probably twice as much as it was per weddings. – Mary Beth Wood

You'll also receive access to the members-only Secret Facebook Group, where you can connect with other Premium Members and interview guests to help, support and motivate you to take ideas you hear in each episode and put them into action. The group also has FB live video tutorials, role-play, and special live interviews. You will not find more friendly, motivated, caring and sharing photographers online.

Seriously, that's not all.

In addition to everything above, you'll get access and instructions on forming or joining a MasterMind Group with other premium members. These groups are super motivating, make you accountable and build friendships with other pro photographers with similar motives to you – to build a more successful photography business.

What is your big takeaway?

Following this interview, I’d love to know if you're taking anything from what Mary Beth shared. Is there something you heard that excited or motivated you to the point where you thought, yeah, I'm going to do that! If so, leave your thoughts in the comments below; let me know your takeaways and what you plan to implement in your business due to what you heard in today's episode.

It's a common misconception that we're doing this to create a little black book. There's nothing little about it. There is only big, loud, wonderful displays of women for them to see everyday. – Mary Beth Wood

If you have any questions I missed, a specific question you’d like to ask Mary Beth or if you want to say thanks for coming on the show, feel free to add them in the comments area below.

iTunes Reviews and Shout-outs

I check for any new iTunes or Google reviews each week, and it's always a buzz to receive these… for several reasons.

Firstly, it's confirmation that I'm on the right track with the interviews and that they are helping you improve your photography business. That's awesome!

Secondly, iTunes and Google are the biggest search engines for podcasts, and your reviews and ratings help other photographers find PhotoBizX. More listeners mean more interviews and, ultimately, a better show.

Why would we put something so important, so valuable away? Why would we tuck it away? Why would we put it in something? It should be out, about, and celebrated. – Mary Beth Wood

If you have left a review in the past, thank you! If you haven't and you'd like to, head to https://photobizx.com/itunes or https://photobizx.com/google, and you can leave some honest feedback and a rating which will help both me and the show, and I'll be sure to thank you on the show and add a link to your website or blog if you let me know the URL of your website and your name.

Alternatively, if you've left a review for PhotoBizX and are looking for more backlinks to help your SEO, leave a review for the new Photography Xperiment Podcast. Email me your keywords or phrases and where you'd like me to link them.

Another great way to get a backlink to your site is to send a video testimonial. It doesn't need to be fancy, and your phone will be perfect. Click record and tell me how PhotoBizX has impacted you and your photography business.​

Links to people, places and things mentioned in this episode:

Capture Photography Website

Capture Couples V.I.P. Boudoir Facebook Group

Capture Photography on Facebook

Capture Photography on Instagram

Virtually Done Systems

Dubsado

SimpleTexting

TapeACall

You Are a Badass at Making Money: Master the Mindset of Wealth by Jen Sincero

Episode 348: Steve Saporito – How to excite and delight your portrait clients to better sales

Episode 448: Megan DiPiero – Go high end with your photography business or get ready to fail

Thank you!

Thanks again for listening, and thanks to Mary Beth for coming on and sharing everything she does to generate fantastic bookings with her detailed qualification process and create an exceptional client experience, that leads to large sales in her boudoir photography business.

I think for me, a huge block in my business was my own mindset about money and what money was, what it meant, what it brought with it. – Mary Beth Wood

That’s it for me this week; I hope everything is going well for you in life and business!

Thanks, and speak soon
Andrew

The post 534: Mary Beth Wood – Setting expectations leads to big portrait photography sales appeared first on Photography Business Xposed - Photography Podcast - how to build and market your portrait and wedding photography business.