strategy. “It gives me a huge advantage for
suggesting products they’re going to get the
most use out of,” she says. “I can presell the
whole time I’m there.”
Ellis gets a feel for the family’s décor style,
color schemes, and the art and portraits
already on their walls. She can snap refer-
ence photos for later. Do they like large wall
art? Do they even have wall space? Are there
portraits of older children in the home?
She brings a bag of product samples and
leaves behind a hard copy of her magazine
for clients.
Another benefi t of the in-home consulta-
tion is the opportunity to look at the senior’s
wardrobe and help with outfi t suggestions.
While they’re putting outfi ts together, they
can talk about locations so the pairing of
clothing and setting are complementary. All
the while, Ellis gets a better sense of each
senior’s personality and how they’ll react in
front of the camera. She can see if they’re
quiet or outgoing, so she knows whether she
can jump right in on the session day or if she
needs to start out slow.
Breaking the ice early makes everything
smoother when the camera fi nally comes
out. The information Ellis gleans from home
visits helps her to be more strategic when
she’s making photographs.
“If I already know they like the album, I
can suggest something during the shoot like
a close-up of shoes for a spread,” she says.
“I can tailor some of the shots and make
suggestions along the way. When I show
up for the order appointment, I usually al-
ready know what they’ll want.”TIP: RINSE AND REPEAT.
Ellis can’t emphasize enough how important
client education has been in simplifying her
business. She has her photo technique nailed,
her pricing model on lock, and her branding
fl awlessly consistent from web to social to
product, but client education is what makes
it all fl ow.
“The biggest thing I stress is client educa-
tion,” says Ellis. “It makes it so much easier
for you throughout the process.” •jaimyellisphotog.comStephanie Boozer is a writer in
Charleston, South Carolina.MORE OF WHAT YOU LOVE
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