As a wedding photographer, one of the best ways for you to get the word out about your business is through client referrals. We have spent some time sharing with you how to create a loyal following of Advocates and Evangelists, both who will happily recommend you and your wedding photography business to friends, family, and colleagues. So how do you move clients to becoming True Believers, the third and highest tier of customer referrals? True Believers refer you to others because of YOU rather than what you do – they believe in you as a person. You want to make it a goal of yours to create a band of True Believers who will spread the word about you and your business!
Know Your Message
To convert clients into True Believers, you must develop a clearly defined message and live by it. Having a strong message is essential because True Believers want more than just a quality product and a sharable experience – they need a message that they can stand behind and share with their friends and family as they refer you! Taking the time to know who you are and what you and your brand stands for is the only way to develop a genuine message. Remember to make your message as specific as possible!
“State clearly your objectives or desires, and people will respect you for your leadership and ideas” – Ric Phillips, business communications coach
It is essential for you to be relatable to create a following of True Believers, since they talk about you because of who you are over what do you for your business. One of the great things about True Believers is that they don’t even need to have been clients of yours to talk about you! Just like you may tell others about who you use for image hosting or wedding photo editing, people can go out and tell their friends and family about you! Because your message is so strong and is emulated in everything you do, people want to talk about you and refer you. For True Believers, they will use any opportunity they have to share about you and will want to introduce you to their friends and family. This group of people want to see you succeed, and they will do anything they can to help with this.
Related: 4 Tips for Better Body Language
Use your Website to Display your Message
Because True Believers are not always clients but will be telling people about you and your photography business, it’s important to make sure that your website and images are properly reflecting you and your message! Remember, A True Believer tells people: “I know someone you will love meeting… oh, he/she happens to be a photographer.” When they do this, they need a place to direct people to, which is most likely your website. Having a website that has a concise and clear message is a necessity for the referral process! Your website will give the True Believer’s testimony life and will help secure new clients.
Once you have developed a strong message to stand for, allow True Believers to send your messages to others. Remember, True Believers believe in YOU, and they want to help your business succeed by sending your message to others. Allow them to be your own personal salespeople because they will attract like-minded peers to your business.
Finding success with client referrals happens with True Believers, who are at the top of the tier. Constantly moving people up the ladder will help grow your business. Learn additional tips and tricks to reaching more clients in our Guide to Marketing for Wedding Photographers!