569: Kim Buccheri and Bud Thorpe – Unlocking the secrets to high sales in your photography business

PhotoBizX The Ultimate Wedding and Portrait Photography Business Podcast

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

Kim Buccheri and Bud Thorpe of www.kimberlysarahphotography.com say on their website… We are artists who specialise in pet photography.

Scroll down their home page to see images of beautiful wall art in people's homes.

The whole process is laid out a little further: design consult, studio portrait session, ordering session and artwork delivery.

A little more scrolling and you learn their Gallery is Open to the Public and looks stunning.

This interview came about through an email exchange, during which I learned that their studio has low volume and high sales. They only see a small number of clients per month. And they are strictly pet photographers.

The sales average is $8,500 with multiple $15K or more sales.

And yes, they get plenty of “I’m not interested, or, you’re just too expensive.” comments when talking with potential clients.

In this interview, learn how to unlock the secrets to high sales in your photography business.

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

• Kim and Bud focus on quality over quantity, achieving an average sale of $8,500 with multiple sales exceeding $15,000.
• They maintain strong sales averages by effectively addressing and overcoming pricing objections despite being strictly pet photographers.
• Delivering high-quality service and an exceptional client experience is their top priority.
• Their reputation attracts clients from local and distant areas, some of whom travel up to three hours to reach them.
• Since 2016, they have maintained high pricing, with a minimum commission of $1,500, excluding the session fee.
• Confidence in their skills, client interactions, and periodic price increases have fuelled their business growth.
• Their gallery is a powerful marketing tool, attracting clients who know their pricing and quality standards.
• Hosting events in their gallery space, partnering with organisations, and running campaigns help them attract potential clients.
• Positive word-of-mouth referrals lead to repeat customers and increased spending from existing clients.
• Guiding clients through a three-step process, they focus on rapport building and understanding client needs without disclosing pricing upfront.
• Clients feel fully involved and valued, resulting in high average spending per client.
• Pricing pushback or client rejections are seen as learning opportunities, with calls recorded and analysed to improve their approach.
• Maintaining a calm and engaging phone persona helps build client trust and rapport.
• They are selective about clients, ensuring alignment with their business model and values.
• Constantly seeking ways to improve processes and client interactions, they use recorded calls for learning and refinement.
• Utilising CRM for thorough notes and personalised follow-up emails and texts, they showcase value and stories.
• Clients meet both photographers during sessions, ensuring comfort for pets and a cohesive experience.
• Tailored portraits are discussed during design consultations with a focus on personal connection.
• Their dual-purpose gallery/studio transitions seamlessly between functions.
• During sales sessions, meetings are conducted in a cosy, well-equipped environment with specialised beverages and snacks.
• ProSelect software showcases images in clients' homes for better visualisation.
• They offer single-piece, custom-sized wall art to clients.
• Clients can view rough edits for better visualisation.
• A diverse collection of props is utilised to create personalised scenes.
• Both photographers are present during sales sessions, providing comprehensive support.
• They prioritise selling larger pieces first, creating a pathway for clients to access smaller items.
• Prices are discussed during the design consultation to avoid surprises.
• They provide time and space for clients to discuss purchases privately if needed, minimising buyer's remorse.
• Despite running a successful business, Kim and Bud prioritise time for travel, family, and personal interests.

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.

Interestingly, you cannot correlate client income or their pretty house or car. It absolutely, positively does not correlate with photography sales. People love what they love. – Bud Thorpe

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.

You have to have something that people can spend their money on. Pricing is key to all of this, because it allows the client to spend. – Kimberly Buccheri

Seriously, that's not all.

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.

What is your big takeaway?

Following this interview, I’d love to know if you're taking anything from what Kim and Bud 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.

When do you want to hear ‘no'? You want to hear ‘no' early, so that you're not wasting their time and yes, yours. – Bud Thorpe

If you have any questions I missed or a specific question, you’d like to ask Kim and Bud, 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 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.

If it sounds like it's a miracle, it's not. It's hard work. And there's only so many hours in a day. And bear in mind how many times Kim has to hear no, on that initial phone call to get a yes. You have to be willing to take the hit to your artistic ego every time someone says no, because they're going to hear that a lot. – Bud Thorpe

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:

Kimberley Sarah Photography Website

Kimberley Sarah Photography on Instagram

Kimberley Sarah Photography on Facebook

Kimberly Sarah Photography on YouTube

The Dog Art Gallery Website

Hey Winston Website

Bud Thorpe Website

The Master Lighting Course

Thank you!

Thanks again for listening and for Kim and Bud for coming on and sharing so many incredible details about their successful business and how they put in the work to find and create the amazing clients they have who are willing and happy to invest as much as they do in photography and wall art.

We want them to be happy with the purchase that they did make. I don't ever want to take money away from someone that isn't willing to give it to me. – Kimberly Buccheri

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 569: Kim Buccheri and Bud Thorpe – Unlocking the secrets to high sales in your photography business appeared first on Photography Business Xposed - Photography Podcast - how to build and market your portrait and wedding photography business.