PhotoBizX The Ultimate Wedding and Portrait Photography Business Podcast

574: Katie Phillips – Photography exhibitions as a lead generator and sales machine for photographers

Jul 14, 2024

01:00:34

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

Katie Phillips of www.katiephillipsphotography.com.au was first interviewed only last year for episode 514. At that time, she shared what I thought was a killer marketing idea for family portrait photographers and how successful it had been for her – in the last two years.

She booked a year of sessions the first time she did this and earned $75,000. The following year, it was bigger and better again.

Then, we were chatting last month, and I learned she's booked months in advance again and is having some incredible sales, too.

This is done through her Mummahood Project, which is based on a local photography exhibition featuring real families from her community.

This is an absolute no-brainer idea as it has everything a working photographer could want: bookings from local families, the freedom to shoot in your style, terrific sales, acclaim in your community, and a real photography exhibition.

Why every photographer isn't doing this is beyond me.

In this interview, Katie shares how to use photography exhibitions as a lead generator and sales machine for photographers.

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

Katie Phillips' motherhood project booked a full year of sessions and earned over $75,000 in two years.
The project received an amazing community response, making Katie a local celebrity.
Business strategies include a free print offer and community-focused exhibitions.
Katie uses questionnaires to gather insights on clients' motherhood experiences and photography values.
Clients can get a free print and $200 credit for additional photos.
Exhibition prints are available for display.
Planning exhibitions involve community engagement and promotion.
Katie plans to move the exhibition from International Women's Day to Mother's Day for inclusivity.
Katie enjoys connecting people through exhibitions, supported by local politicians and media.
Exhibition planning includes a 12-month lead time and advance space booking.
Creative spaces can be used for shoots but require planning.
Marketing targets mums, focusing on clarity and self-selection.
Katie uses questionnaires to filter genuinely interested clients.
She aims to exhibit 50 prints, one per family.
Katie prefers phone calls for business, finding them easier despite her dyslexia and ADHD.
Katie lets clients go if they can't afford services or aren't a good fit.
Pricing and options are discussed after building rapport.
Printing options start at $400, with average spending around $1,900.
Portrait sessions are customized based on client preferences.
The main draw for mums is family photography, not the exhibition.
Involving partners in sessions can boost sales.
Multi-generational images are prioritized in sessions.
Katie creates a book with mums' stories and photos, sold at exhibitions for charity.
Exhibition photos are displayed simply, allowing personal interpretation.
Collaboration with families is key, allowing them to choose exhibition photos.
Katie uses Shoot Proof to manage payment plans.
Elevate training helped streamline business and increase confidence in pricing.
Asana helps reduce overwhelm and improve mental health.
The Elevate course encouraged self-awareness and confidence.
Elevate participants made business changes with pride and confidence.
Setting boundaries and prioritizing personal needs led to business adjustments.
Katie found the confidence to say no to clients, balancing business and family.
Future plans include a festival-like event with workshops and community activities.
The event aims to showcase local businesses and artists and generate leads.
Katie uses sign-up sheets at exhibitions for lead capture.
Katie plans to expand the “motherhood” theme, focusing on mums first but open to celebrating dads.

Katie Phillips Photography, Photography for Jemma Grisbrook – Mummahood Portrait Photography 2023 with Katie Phillips, captured at Cooma, 2022 and by Katie Phillips Photography

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 think it's really important to have that connection because I'm a mum, I'm talking to mums, we form a bond over those moments that we're on the phone. And I usually leave about 15 minutes for the phone call. But I'm going to have to revise that because the last two phone calls that I took was 45 minutes long, which is not great for efficiency, but you just start getting talking about kids. And, you know, I think I had my two year old roaring around in the background and profusely apologizing. And my client was laughing her head off, because she had her two year old roaring around in the background. So it was kind of like a really lovely moment where we could just be real with each other. And I think that really builds rapport and trust. – Katie Phillips

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.

I find it really difficult to keep track of text messages and messengers. And I just found it a lot easier if I talk to somebody. I can get the information straight away. We can have a conversation, then it's done. I'm not having to go backwards and forwards on Messenger. – Katie Phillips

In addition to everything above, you'll get access to 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 motives similar to yours – to build a more successful photography business.

Katie Phillips Photography, Photography for Cody Burton Family Portrait Photography 2023 with Katie Phillips, captured at Jindabyne, 2022 and by Katie Phillips Photography

What is your big takeaway?

Following this interview, I’d love to know if you're taking anything from what Katie 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 based on what you heard in today's episode.

If I don't put those policies in place and those professional boundaries in place, I'm not only doing them a disservice, because that's, thinking poorly of them as well that they're not able to handle me saying ‘no', but it's also doing my family a disservice to because I'm not able to be there for them and for me. I deserve some time off too. – Katie Phillips

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

Katie Phillips Photography, Photography for Annie Jeffries-Mithchell, Family Portrait Photography 2023 with Katie Phillips, captured at Cooma, 2022 and by Katie Phillips Photography

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 most significant podcast search engines, and your reviews and ratings help other photographers find PhotoBizX. More listeners mean more interviews and, ultimately, a better show.

I really try and work with them to make sure that the wall art is right for their home, but also right for their budget as well. And if it's not, well, then we work together to find a way through. – Katie Phillips

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. You can leave some honest feedback and a rating, which will help both me and the show. 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.

I'm really about community as well. So bringing people together is something that's really important to me and enabling those connections. So, yeah, it was a beautiful thing to do. – Katie Phillips

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.

Family Portrait Photography, Photography for Kirri Willliams 2023 with Katie Phillips, captured at Cooma, 2022 and by Katie Phillips Photography

Thank you!

Thanks again for listening, and thanks to Katie for coming back and sharing her thoughts, ideas, and experience in creating a long-term and successful marketing campaign based around creating a local photography exhibition.

I'm absolutely and definitely scared of something falling through the cracks in my business. I'm very much a people pleaser. I don't want to ever disappoint somebody. So, Asana has helped me to streamline that and make sure that I can keep everything on track, and not lose what's going on and get completely overwhelmed. And it's also really good for my mental health too, because I don't have that fear sitting on my shoulders anymore. And I don't have that overwhelm anymore. So even with just that it was revolutionary. – Katie Phillips

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 574: Katie Phillips – Photography exhibitions as a lead generator and sales machine for photographers appeared first on Photography Business Xposed - Photography Podcast - how to build and market your portrait and wedding photography business.