Steve Saporito Education

Okay? So the concept of client of the month, you have to reach a level where you believe you are giving clients that transformational experience that they deserve. And you need to know that you're doing this consistently. You can't begin to attempt to do this until you've got it right. The thing about this promotion is that it will generate more of what you've already achieved. So if you're not at that point where you're getting great clients and you are happy with that service and the c...

Next topic we're going to cover is Client of the Month, which is a promotion that I haven't taught publicly before. I've been waiting for certain people to get to certain levels before we can go into Client of the Month. So the focus of Client of the Month, I want to go through through the concept of what it's all about and how we use our Raving fans to then bring us more clients. So, again, this is focused on that middle segment that we talked about, of getting our clients to use you mo...

So the next topic is considering the value of your gift certificates and how to calculate that. So I like to assign a value to the session. It is a real value that we actually give to our clients. It's probably the most value because we are creating a transformational experience for people. So having that as part of the value is really important. I think, um, what I found is that some photographers are really boosting that value to be up in that 600 $800 mark and it's having an adverse e...

So now we're going to talk imagery on the gift certificates and future sales. Raheel's given me a couple of his gift certificates and this was the first one that he designed and did, and he sent it to me a few days ago and I said to him, I don't like that one and I don't like the middle one. I don't like this one. He goes, but you approved it. I said, but back then, Raheel, we had nothing to work with. You weren't shooting for emotion, you weren't shooting we didn't have anything to work...

So what are the fundamental components of a gift certificate? So the value needs to be clear and prominent. We've got an example of a gift certificate that you can see in our membership. And I've tried placing the value in different quadrants on a gift certificate. When we put it in the top right hand corner, we tend to get the best conversion rates and the best sales averages. So my recommendation is for it to be up in the top right hand corner and for it to be clear and prominent. ...

We're trying to get our clients to use us more often. We're in that center circle of getting our clients to use us more often because we're going to leverage off all the education we've already done. So if they have something tangible that they can give to somebody, there's a reflection of what they could possibly hope for and has a value, then it's much easier for them to refer you. When somebody receives something more tangible in their hand, they're more likely to take action than if ...

So the next thing we're going to talk about are gift certificates, which really are the core of your marketing, physical, tangible marketing. So remember we talked about, yes, you might be doing some marketing online, but really we want to cover off all of this before we even go online because our alliances and all of the birthday mail, what we talked about yesterday with the weddings, you've already built a relationship with people. We're trying to get our clients to use us more often. ...

The one thing in my mind with repeating clients and happiness, then what? So when you get them to come back and they want to come back. So they feel like they've filled up their walls when somebody really wants something, a fine space. I've had so many clients who have said, we don't have any wall space, we don't have any wall space. The reality is they don't believe you're going to give them anything valuable enough to display. And often when we go to their homes, there's all these mass...

Final Episode:-So when I did my BNI training, I created an avatar. And then I went up and explained how I did it, and the whole group went, oh, my gosh, this is yeah, we've never heard it explain that way. And so every Thursday morning, I just create a new avatar, and kind of in BNI format, but very specific. And this trained for that. So every week, we're required essentially to create a new avatar, which then goes into our company folder. It great. And what's important is that it does ...

So when we did our Glamour campaign, you encouraged us to have the husbands involved and make the call. Goes against everything I wanted to do. Well, goes against what the industry is telling us to do. Absolutely. And when we were doing Glamour Portraiture Beauty, it was about the woman. And you encouraged us to photograph the in. And we had a couple come into our studio and I did the calls. I was nervous about it, but we did it. We had them. And then come to find out during their s...