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1:08:41 Duration

Sales Contact #2 — The Consultation

Sales Contact #2: The Consultation. The consultation is probably the most important point of contact with your clients. If you find yourself running into challenges with your clients later on during the shoot, or reveal, almost always the problem started here in the consultation step.

So much of how we connect in this day is phone and email. We don’t always get to connect here face to face. I believe whole heartedly this is the most important selling point where the best selling and the future connection is done. We educate and get excitement, commitment and establish stage one of relationship building and trust. This can happen over the phone or in person, but it is crucial to connect and educate your client in preparation for their shoot and future reveal.

There are five crucial points of contact with your clients that you need to master for selling portraits in your business:

#1 — Networking
#2 — The Consultation
#3 — Day of Shoot
#4 — The Reveal
#5 — Ask for Referral

In this special five-part series of Sue Bryce LIVE, it’s time to dig in and purposefully strengthen every point of contact we have with clients.


  1. Sue do you send the whole pricing menu as part of the information PDF? I’m a bit confused now as to when to give the package pricing. But fabulous tutorials. Learning so much.

    1. I have the same question. Should we lead with just our starting prices at the consultation and introduce our full price list at the shoot?

  2. This video serie is my favorite. I just love it! It’s sont empowering! I will rewatch and rewatch it. Can’t wait to put those tips in action! Thank you Sue!

  3. I just wanted to post this really quick. I didn’t use to work on weekends, BUT since having children (3 of them now) those are the only days I can accommodate a longer shoot, so I do work those days now. I hope to someday go back down to weeks only, but the fact is that if this is what you want to do for a living, you make it work!

  4. Needing a quick one-liner.
    Situation: I explain (in so many words) that my session fee really only covers my makeup artist and that I make/earn money from the prints. The client (trying to save money) asks, okay so if it’s just for a makeup artist, can we go without? Would that make the session free?
    <— What do I say to that? Most importantly, how do I describe just how important the makeup artist is and that we shouldn't leave that bit out?

    Cheers! x

    1. You say, “Unfortunately no. I am a portrait photographer who specializes in contemporary portraiture. Part of the experience I provide includes a makeover by a professional hair and makeup artist. This ensures the best results and partially defines my brand. In times past, I didn’t require it, but what I found was that clients who opted out of hair and makeup did not like their portraits as much as the ones who did have it done. I want to provide not only an excellent experience, but an excellent product and in order to arrive there, hair and makeup is part of it.”

    2. Hi Charlotte, when I have clients saying this, I tell them that the styling makeover is a vital part of the whole experience, It prepare the client for the shoot both their looks and their mental preparation. When they feel beautiful, is reflects in the images.

    3. Some good responses here. I agree that a photographer cannot ever water down their brand to accommodate someone’s budget. In commercial photographer if a client has a small budget, you can still give them quality images, but just less of them. Same with portraits.

  5. Need clarification: First part you talk about tell the price–my sitting fee is $190 and don’t ask questions–just give them the price.. Around 19:00 on the video you then talk about asking questions such as how many people, etc., So can I assume we have to ask them how many people before we price them? Also, how do we base a sitting fee once the number of people increases. I am assuming you need no less that $125 per person for hair and makeup?

    1. I would assume what she means is that if you are going to ask questions, those are the only questions you should be asking. For example, I charge a higher sitting fee in order to cover hair and makeup for two people, so I don’t need to ask how many people they’ll be bringing to the shoot to quote them, but if you do go based on number of people, then it’s ok to ask that question. Her point is to avoid questions that don’t directly answer the “how much” question.