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Kelli Wilke of www.kelliwilke.com wrote inside the PhotoBizX Members Group two years ago saying…
After completely rethinking my business after 25 years as a full-time commercial and then wedding photographer, I've been busy putting a new direction in my work and business.
I have consistently brought home about the same amount every year. I'm thankful for my success over the years, but my sales total has exceeded my best year ever in the past three months!
My $100k goals for a year are now quarterly or even monthly goals. Total life-changing! Thank you!
Then, six weeks ago, she posted this in the group…
Thank you for leading me to my career game-changer; I am forever grateful after 26 + yrs in the biz.
Kelli has a projected revenue for 2022 of over $900k!
In this interview, Kelli shares a ton about her incredible business, The Portrait Club by Kelli Wilke.
Currently based in Wilmington, Delaware, with a second studio opening in Atlanta, Georgia!
Her annual revenue for 2021 was $490k sales, $413k Gross profit with an average sale (including no sales) of $1800.
Kelli's projections for 2022 are $900k+ with two studios (opening in Atlanta this month).
In this interview, Kelli shares her success secrets that have led to a $900k plus portrait photography business.
Here's some more of what we covered in the interview:- The need to go out and find your photography clients
- A look back at Kelli's photography career over the past 25 years
- How Kelli became a commercial photographer
- Why photographers shift to different photography niches
- How digital photography changed the industry
- The impact of the 2008 Financial crisis on Kelli's commercial photography business
- A snapshot of Kelli's photography business today
- Managing two photography studios
- Why people in the US are not interested to work
- What makes Kelli's business model unique and successful
- Hiring a business coach during the pandemic
- How Kelli generated a $10k sales on her first month of shifting photography niches despite being in a pandemic
- Why you don't need a big studio in order to have a successful portrait photography business
- Having success with in person sales via Zoom
- Kelli's photography price structure
- How Kelli brought in her first portrait clients
- Kelli's target clients today
- How to prepare clients before any photo sessions
- How to tell clients about what other clients spend on average
- The percentage of leads that are not a good fit for Kelli's business
- It's better for leads not to come in if they can't spend
- Preferring to take the loss from a loss leader ad
- The benefits of outsourcing your sales team
- How to find the ideal clients for your portrait photography business
- What demographics should you target to sell your products
- System for split payments
- How to handle payment plan issues
- When is the right time to offer payment plan options and is it necessary to mention it all
- Kelli's role in her business
- Kelli's Zoom sales call process
- When is the best time for clients to see, touch and hold the product
- The size and dimensions of Kelli's best-selling wall art products
- Kelli's most popular product
- Why do clients spend so much on photography
- The importance of getting interactions between family members
- Using shot lists for associate photographers to reference
- Using Facebook Ads to find leads
- What was the biggest game changer in Kelli's photography business today
If you’re a premium member, you should have received an email with links to your version of this interview – the full length and more revealing version where you hear the absolute best tips and advice from every guest.
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, get access to an amazing back catalogue of interviews and ALL future interviews delivered automatically to your phone or tablet.
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I used to wait for people to come to me. I was very shy. I thought if I just put it out there, people would come. What I've learned is it's not if you build it they will come, it's you better go get them and make them come. – Kelli Wilke
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. There are also FB live video tutorials, role-play interviews and special live interviews happening in the group. You will not find more friendly, more 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 away from what Kelli 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, let me know by leaving your thoughts in the comments below, let me know what your takeaways were, and what you plan to implement in your business as a result of what you heard in today's episode.
You just get used to it. If you do enough of them and people buy them and you go “Oh, maybe they are worth this.” And then you believe it. It's just about believing it yourself and understanding that your work is or what you're doing is that valuable to them. – Kelli Wilke
If you have any questions that I missed, a specific question you’d like to ask Kelli or if you just want to say thanks for coming on the show, feel free to add them in the comments area below.
iTunes Reviews and Shout-outsEach week I check for any new iTunes or Google reviews and it's always a buzz to receive these… for a couple of reasons.
Firstly, it's confirmation that I'm on the right track with the interviews and that they really are helping you improve your photography business. That's awesome!
Secondly, iTunes and Google are the biggest search engine when it comes to podcasts and it's your reviews and ratings that help other photographers find PhotoBizX. More listeners mean more interviews and ultimately a better show.
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.
You can't just pick the expensive neighbourhoods because my clients who spend a lot of money aren't necessarily the wealthy people or super wealthy. As a matter of fact, some of my super, super wealthy friends don't spend anything. – Kelli Wilke
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 and email me your keywords or keyword phrase and where you'd like me to link to.
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 made a difference to you and your photography business.
Here is the latest review…
★★★★★ Must-listen for every photographerVia Apple Podcasts from Brighton and Hove family photographer, Anja Poehlman from the UK on May 29th 2022.
I‘ve been listening to Andrew‘s podcast for years and absolutely love the variety of guests and topics.
Andrew asks questions nobody else dares to and isn‘t afraid to get uncomfortable himself.
There's so much to learn from not just the guests but Andrew‘s approach to business himself and his openness to explore new concepts and ideas.
Absolutely love it!
Links to people, places and things mentioned in this episode:Portrait Club by Kelli Wilke on Facebook
Portrait Club by Kelli Wilke on Instagram
Portrait Club Delaware Website
Episode 136: Bernie Griffiths – A Challenge for You to Book More Portrait Photography Sessions
Episode 363: Bernie Griffiths – Business growth for wedding and portrait photographers
Thank you!Thanks again for listening and thanks to Kelli for sharing her thoughts, ideas and experiences on creating a super successful portrait studio after transitioning from commercial photography.
You don't have to have a big studio. You don't have to have a dog and pony show. – Kelli Wilke
If you have any suggestions, comments or questions about this episode, please be sure to leave them below in the comment section of this post, and if you liked the episode, please share it using the social media buttons you see at the bottom of the post!
That’s it for me this week, hope everything is going well for you in life and business!
Thanks and speak soon
Andrew
The post 468: Kelli Wilke – Success secrets that led to a $900k plus portrait photography business appeared first on Photography Business Xposed - Photography Podcast - how to build and market your portrait and wedding photography business.
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