If they’ve arrived at your site, no matter which source it’s from, whether it’s Facebook, Twitter, Google, your business card, or even LinkedIn, they have some level of interest in your photography services… otherwise they simply wouldn’t have clicked your link!
So you’ve got this person, browsing around your site, looking at your work, reading your ‘about me’ page. Most photographers simply let it happen and then allow that person to click away to the next photographers site. They simply hope that the person will get motivated enough that they’ll pick up the phone and call to ask for more information, or book an appointment…
But the majority of the time, these prospects aren’t ready to book in. They’re window shopping, and just want to see what’s out there. OR, maybe they are in a ‘buying’ mood, but it’s 11PM and they can’t call you because it’s too late. These people are prime prospects, but end up leaving the site and 99% of the time, they’ll forget the URL as well as your name, so you’ll never hear from them again.
Get Their Details!
You need to have some system in place where you get the details of as many of these prospects as possible. Enabling you to follow up via email or phone as many times as you like… because chances are they eventually will be in ‘buying mode’ and you’ll be the photographer they’ll choose if you keep in contact with them.
What Details Should You Collect?
You really only need their name and email, but you can also grab their phone number if you really like to follow up via phone.
Keep in mind, that the more information you ask for, the less people will actually subscribe. People hate giving out their details online, because they’re afraid some crazy salesperson is going to start harassing them every day for the next decade. So only ask for what you really need.
What Service Should You Use?
There are a bunch of ’em out there. I personally use Aweber, and it’s probably the most popular. It costs around $200 per year, and has a lot of functionality, while still being pretty simple to use.
You can have a look at the features and benefits of each before making a choice, but this is something that you shouldn’t put off for too long. It may seem expensive when you’re starting out, but without the ability to collect names and emails, you’re potentially losing a lot of money each month from people who were interested, but not interested enough at the specific time they visited your site.
Have An Offer
You can’t simply put up a form on your site asking for the name and email of visitors.
You need to offer them something in exchange for that information.
Something simple like “enter your email and I’ll let you know when I have specials, as well as send you a monthly newsletter that’ll show you some of the weddings I shot during the month” – You can insert whatever type of photography you do there (babies, pets, families, etc).
If you’ve read my marketing course you’ll recall the chapter on creating a consumer awareness guide, which you offer for free to explain what to look for, and what to watch out for when hiring a photographer.
So Take Action On This
Don’t wait too long to sign up for a mailing list service. Some have free, or cheap trials to help you decide.
A lot of photographers I speak to, regret not signing up sooner when they think about how many extra contacts they could have had!
If you’ve got any questions about capturing photography prospects, leave your comments below and I’ll help guide you on your way!