With backgrounds in psychology and ministry, the Scotts understand people.Â Whether building relationships with potential clients or developing their incrediblyÂ successful baby plan, David and Whitney have found that what theyÊ¼ve learned fromÂ their past has a profound influence on their business now. Here are the top five reasonsÂ they believe â€œYear Oneâ€, their plan for babyÊ¼s first year, has been so successful.
1. We thought about what we wanted people to say about us.
Knowing how you want to be perceived will determine the type of client you wantÂ to attract. We decided that we wanted people to know and talk about these fourÂ aspects of our business:
1. We are award-winning photographers.
2. We travel frequently.
3. WeÊ¼re nice people.
4. We are expensive (but worth it).
Because we know people perceive these things about us in the community (inpart because we â€œcontrolâ€ what they know…or in turn they will control what is knownÂ about us), we are now attracting clients who appreciate our work as art, perceive thatÂ we are in demand, like us personally and are willing to pay our prices.
2. We limit the number of sessions in our baby plan.
â€œYear Oneâ€ only includes three sessions: newborn, 6 months and one year. ThisÂ prevents us from overwhelming people and makes each session feel more special.Â Consequently, we are making MORE from our plan with three sessions than we wereÂ previously with six!
3. Each of our sessions is unique.
We knew that if all our sessions were similar, parents were going to lump themÂ into one category in their head (i.e. â€œbabyÊ¼s first year pictures). If the sessions andÂ products seem very different, they are not as likely to add the totals together mentally,Â and your order averages will be higher.
4. We donÊ¼t offer all our products, all the time.
Just as each session is unique, our product offerings for each session areÂ unique. Moms used to come in for the newborn session, bust their budget andÂ purchase all their favorite products. The next time they arrived they felt like theyÊ¼dÂ already seen it all, and sales suffered. Now each time they come in they receive aÂ pricing card specific to that particular session with unique products available only at thatÂ time. It keeps them excited and creates an urgency about purchasing.
5. We treat our clients as friends!
This past year, the first year we offered our new and improved baby plan, ourÂ clients spent an average of $2300 on the newborn session alone! Obviously those areÂ relationships we want to nurture. WeÊ¼ve discovered that clients with whom we have aÂ friendship are fiercely loyal. We always make a point of friending them on Facebook soÂ we can keep up with and comment on their lives. We often throw a little extraÂ something in with their order (a print they were considering, but didnÊ¼t order, a set ofÂ Black RiverÊ¼s double-sided wallets, etc.). In the end, itÊ¼s the big things that make ourÂ business good, but it is the little things that make it great.
Interested in purchasing the ScottÊ¼s complete baby plan for your studio? Send David and Whitney an email at email@example.com