PPBN.TV #2 – Same Day IPS: Save Time & Make More Money with Tanha Basile

Mark Rossetto: Hey guys, Mark here and welcome to Walt the Talk webinar series. I have the amazing Tanha, um, from Winnie and Minnie for Todd Vis on the Gold Coast. And everybody gets Tanha’s name wrong because they read it Tenaya and all these other different things. It’s easy, it’s Hannah with a tea. It took me months to learn that, didn’t I? Hannah <laugh>

Mark Rossetto: Hannah with a tea people. It’s so much easier. Alright, um, she’s going to be talking to us about, um, shooting and selling on the same day. The systems that she has is absolutely phenomenal. Um, I’m actually going to head down and spend a day with, uh, Tanha shooting, um, in a couple of weeks, which is going to be really super cool. I can’t wait. Um, so what we’re going to do, we’re going to dive straight in. I’ll let Tanha present for 20 minutes, half an hour or so. Then we’ll have a q and a for this recording. There’s no q and a on the recording. You have to be live to get the q and a. All right. So what I’m going to do, I’m going to highlight Tanha now. Spotlight video Tanha, it’s all, hi. Go for it.

Tanha Basile: Awesome. Alright guys, so I’m so excited to actually share this information with you guys because it’s life changing like in another way. You can’t even, once you hear this information, you’re going to freak out. So, um, I’m going to, I’ve got a little keynote here that I’ve got which I can share with you hopefully.

Mark Rossetto: Perfect. You guys see that? Yep.

Tanha Basile: Sweet. Can you only see this keynote?

Mark Rossetto: Well, I can see some faces as well, but I don’t know what everyone else can see, but we can see the keynote and that’s fine.

Tanha Basile: Beautiful. Alright. Okey dokey. So basically the reason why I started doing, um, the same day in-person sales thing was because I found that, um, you know, I was sitting at the computer for so long after a session, um, and going through photos thinking, God, how am I going to choose between photo one and photo two and photo three? They all look so different. Um, and then I thought, geez, why don’t I just get the clients to like, choose it? And then I’d spend so much time going back and forth, sending photos, saying like, what do you think about this? What do you think of that? Um, and you know, in the end it was just much easier to just do it while they were in front of me. So the next thing, um, you know, I’ve got my client sitting in front of my computer, uh, straight after their session and it just kind of snowballed into this same day sales thing.

Tanha Basile: Like, um, this was back in the day before I actually knew that you were supposed to do like an either an online gallery or a sales session on another day. I didn’t know this was like when I first started out kind of thing. Um, and I would do like all inclusive and just choose their photos for them. This is like the first few weeks when I decided I was going to be a photographer. So, um, that’s why, that’s why I like it because the clients get to actually choose what they are going to purchase. Um, and it’s quite surprising what they choose, which is cool. All right. Who this business model model suits parents with children, obviously because it’s a time saving thing. Um, and those that have tried other methods of selling their images or ordering things that maybe you’re just not feeling it, you haven’t had good success, um, you just want to change, you know, if you do something like a reveal wall or you know, just other methods and you’re just not loving it, I think if you tried this business model, you would like it.

Tanha Basile: The reason why, like, because I’ve got two little kids and I started doing photography when I had my little girl who was, she’s six now. So, um, this has been going on for quite a long time. I’ve been doing this exact same business sales model thing for that long. Um, so, you know, when I had her, I didn’t have time to get people to come back to order. I, it just, it wasn’t an option. It all had to happen really quickly. Um, because I had a newborn and then I had another newborn, you know, two years later. Exactly. So it just, it just wasn’t an option to do anything else pretty much. So if this is, if this is something that you want to try, um, you know, if you, if you already have a, a model where you do like i p s on a different day or you, um, do a reveal wall and you’re making thousands, like don’t change what you already do if it’s successful. I mean, but if you want to try something else, this is also very successful. Um, but I just, I don’t want to, I want to point out don’t change what’s working.

Mark Rossetto: <laugh> and I think that’s really important. If it isn’t broken, don’t fix it and don’t just go ahead and go, ah, because Tanha said this or Mark said this or I saw someone said this. And then you change your entire kind of, uh, system, test it pilot, make sure it works 2, 3, 4 times, um, before you start rocking the boat completely.

Tanha Basile: Yeah, definitely. I actually saw that happen to myself, uh, a good few months back where I tried a different business model and basically I went from selling like $3,000 sales every time to like zero and I had a couple of sessions where I’d sold nothing and that was just devastating for me and pretty much I could see everything was going to fall apart and so immediately went back to how I was doing it and back to 3000 plus dollar sales consistently. So,

Mark Rossetto: And please don’t, that was not me. So don’t say the names <laugh>. No,

Tanha Basile: It was just me trying to test different methods anyway. Yeah, so the main benefits of doing it on the same day, obviously you’re saving a lot of time. Um, you know, if you’re going to have to call through images, let’s say you typically would show a client maybe like 50 photos or something, you still have to cull through all those photos that you took. So by having the client do it with you in front of you, um, and letting them do it, it’s the same amount of time anyway as far as that point. Like you still have to cull through photos. Um, and then obviously like you don’t have to edit all those photos, you just edit what they pay for at the end. So you save time with editing, you know, if they just buy a middle package, you only have to edit 20 photos instead of like 50 or however many you’re showing in a gallery. Um, and then obviously you’re saving time by not getting the clients back to order their images in an ordering day kind of thing because they’ve already done that.

Mark Rossetto: Can I just jump in with that? Showing on like, but also too, when you show unedited photos don’t have the mentality of doing the shoot and fits it later, I’ll remove the light stand later. I’ll remove the wall later. I’ll remove my toe later because you shoot above and your toes in the corner. I’ll remove this kind of later. When you shoot, if you shoot really cleanly and crop it in camera how you want to present it, how much faster would that make your time, Tanha?

Tanha Basile: Oh, easy. I could edit 30 images in about half an hour.

Mark Rossetto: Yeah, easily. Yeah. And Lauren just, just dropped her <laugh>. Lauren just passed out. Everyone <laugh>.

Tanha Basile: Yeah.

Mark Rossetto: And I think that is one of the main key things why Tanha has so much success from this is that the, that straight out of camera is so clean and so refined that there’s not much to fix. There’s no fixing it, don’t fix it. Just spend that extra time to yeah. Crop out or lift up the blanket or move around or make the adjustment. Don’t fix it later.

Tanha Basile: Yep. And obviously like you still, I still do composites, foggy poses with, with doing it safely with multiple images and then composing together. I basically in that instance, because I get this question a lot, like how do I do composites and I basically would show the parents, um, I would skip through past all the images where they’re holding the top of the head and I would skip through until I find the one where, um, they’re holding, uh, no, sorry, I would skip through the ones where they’re holding the baby’s wrists and I would go all the way through until they’re holding baby by the top of the head and just say, this is what your baby will look like, but with no hand. Then so, and they’re like, oh that’s so cute. Cause the thing is like parents don’t see all the technical part and the fan at the other end. You could have the most basic picture up on your wall or up on your screen and they still will love that photo, like it’s their baby. So if there’s a hand holding the baby’s head in that frogie pose, they’re like, oh my god, it’s the cutest photo. I would have it even with the hand there. So

Mark Rossetto: <laugh> and the other part too, Tanha, because in the editing part in your displays on the wall, it’ll be just like, well that’s with the hand and, and, and, and that one’s without the hand. That’s what

Tanha Basile: Exactly and you can even do, um, you know, if you did like digital backdrops or something, you know, where you have, you know, floral reefs or something and you want to compensate the baby into that, it’s easy. You just say, here’s the digital background that I have and that photo of your baby will be in there. And that’s all they really care about. They don’t care. They don’t, they don’t need to see it. Like, it’s actually amazing that they’re like, my baby looks amazing and I love that backdrop, so I’m sure you’ll do something amazing. So, um, yeah, they have that trust, which is good. Um, alright, where am I? No need to get anyone back. That’s, yeah. Okay, so you edit the cho the Cho, oh, you edit the chosen photos with a different frame of mind. So when you are editing normally for images that haven’t been purchased, you’re like, oh geez, I hope they love this photo.

Tanha Basile: Like, it’s so cute, baby looks this way. Oh, he did this thing, you know, and you are editing with hope that they buy that photo. When you edit a photo that’s already been paid for, it’s like so different. It’s just like you’re editing this with pure love. Like they love this photo so much. All they have to do is just like polish, shut up a little bit, remove some skin flakes, dere him a little, a little bit or whatever, but like they love it already. So just to have that different frame of mind while editing is amazing, like I love that part of it. Um, and then obviously you’re saving money because you’re not having to, if you do a print, like a reveal wall, you obviously don’t have to print anything. You’re saving money there, um, and time because you don’t have to wait for prints to come back or whatever.

Tanha Basile: Um, extremely fast turnaround time equals happy clients. Like, I can’t even tell you how happy. So if I do, well I do a session, let’s say they order wall, um, on the day they pay for it that afternoon, I’ll edit the images that are required for that wall and order it and usually it, it, I receive it back in like maybe three days. If you order from like billion brilliant prints, it’s a couple of days and you’ve got it. So someone’s just spent three and a half grand on a wall with you and you are taking it to their house in like three or four days. It’s, it’s amazing.

Mark Rossetto: Pretty phenomenal. Yeah. Can I just jump in two seconds? Very quick story. I’ve actually got a very good, some friends of ours, well I need to make sure this photographer’s not on this call <laugh>. Um, no. Okay, cool. Um, very good friends of ours have a, did a newborn shoot with the baby. They are still waiting for their newborn photos. The baby is three months old and they are pissed. They pay that.

Tanha Basile: I just can’t,

Mark Rossetto: Oh, I’m like, they’re like, what should I do? I’m like, I, I’m like, do you want me to call her <laugh>? I’m like, do you want me to intervene? And they’re like, no, don’t intervene, it’s fine. But it’s like three months later it’s ridiculous. And they paid 1500, 2000. It wasn’t cheap. And the excuse of I’m busy, I’ve had so much on I moved house, I Yeah. Drives me nuts. Yeah.

Tanha Basile: And cause when you, you’re spending like a couple of grand on something, you want a return for your investment, like pretty quick, right? So

Mark Rossetto: Yeah, so that, so

Tanha Basile: For you to show up on their door like only a handful of days later and present this to them in their house is amazing, you know, so.

Mark Rossetto: Totally. Um,

Tanha Basile: I really love that. And also I love because let’s say they order a, a nine up print or something. Um, I like that. Now I don’t have to, I mean obviously I would document what images they require in their thing, but it’s like, just edit those images, it’s done, it’s outta my mind. I’ve paid for the product. It’s gone like next. Yeah, like next <laugh>. Yeah. But like obviously with that amazing customer service, I’m not, it’s not about like churning people in and out, in and out, like mass in masses kind of thing. You know, we, the customer service is amazing. So, um, don’t think that this is like a in and out kind of business model, not, um, upgrades are easy and client led. Extra, I can’t even tell you. Like, all I really do in, in my sales thing is just tell them like, this, this and this wall art is X amount and you know, my album that comes in the top package, there’s an add-on with the grandparent album.

bUm, and they basically tell me, they’re like, yep, we definitely need that album, the grandparent album, and we’ll take one of those wall. Um, and then as far as like images, let’s say, um, I show them from a newborn session, 120 photos thereabouts. Um, that’s every photo that I took, like every photo, even the underexposed ones, all the, like all of them. So the mentality when you are selling images in that amount, and I learned this back when I was hairdressing and it’s a really good sort of analogy. If you put in front of a client, let’s just say shampoo and conditioner, they’ll always just buy conditioner. But if you put shampoo, conditioner, serum, hairspray, fricking, let’s just say eight products from a range, they’ll end up buying like four of them. So if you go and put 30 photos in front of somebody and say, if you would like to buy 30 or, or under, they’re going to buy up to 30. Whereas if you show them 120, they colour down to like 40 or actually our first initial curl down gets to 60. And then from there it’s really hard to get down any further. Like really hard.

Mark Rossetto: Can I jump in there? What I generally say to people, what I recommend, however many you show, you will generally get to half of their favourites. So if you show 60, you’ll generally get to 30 or 35 and then get stuck. If you show 30, you’ll generally get to 15 and then get stuck because a lot of people will go, do I prefer this one or this one? Oh that one, this one or this one or this one? Oh, that one. So if you are shooting too similar, you’re going to cut it down by half instantly. But if you’re shooting with diversity and a some volume, you’re going to end up with a lot which they, they have to buy. Yeah.

Tanha Basile: Like I never, nothing in my sales things is salesy at all. It’s just like, here’s the photos I took, which ones do you love? Like they call down to 60 in that first initial like run through and from there it’s so hard. We get, we cu down like sometimes to 40 and they’re like, I can’t, I just have to have them all. And I don’t even have a package that’s 40, my top package is 30, so I just add on an extra 10 at a different, um, file price like I just added on. So it’s very easy, very easy. And then if they do want to curl down, you know, it’s heartbreaking, but you know, some of them have to, but at least you get two 30 and those 30 images are just the best things they’ve ever seen in their whole life. So, you know, it’s very hard for them to go down to the next package.

Tanha Basile: Very hard. Um, where am I predictable? Uh, predictability or it’s predictable. Yeah, you basically know what’s going to happen. Every time. I could tell you if I know my client has a bit of money behind them, I can tell you they’re going to buy top package. They’re going to add on a grandparent album. I already know I can, I already know every time. So, and obviously the prices are set so that my minimum package is not bad at all either. So I’m going to actually share my pricing with you guys, um, at some stage through this talk as well. Um, and then my favourite, you get paid instantly. Yeah. Yay,

Mark Rossetto: Yay,

Tanha Basile: Yay. Money <laugh>. So at the end of the session when they’ve cold down and you know, you, the top package is $2,395. That’s 30 images with an album. Um, let’s say they threw on a grandparent album and maybe 10 extra images, their bill comes to like three grand or something like that. Um, my average sale consistently, uh, from January to now is $3,000. So that is an actual average. So I’ve had sales that were $10,000. I’ve had sales that were 11,000. I’ve had a few that bought minimum, but my average is three. So that’s pretty cool. Okay. Um,

Mark Rossetto: 10 minutes to go.

Tanha Basile: Awesome. Hey, elements for smooth same day client education. Um, obviously when I’m sending them all the prep info through Studio Ninja, I am telling them what happens on the day, just so that they know what’s required, um, how they’re going to pay, um, what they need to bring, you know, if they’ve got little kids, maybe some extra entertainment and like Mark said before, clicking with purpose. So every time I’m clicking I’m like, is this a photo that they’re going to love? So not taking five bajillion photos of the same thing. You want to get baby in the setup or you’re subject into the setup and go 1, 2, 3, 4, 5. Get your, get your standard things happening, any macro shots next, like move on to the next setup straight away. Sometimes I can do one setup in like 10 minutes and it’s done. Um, another good thing is you don’t have to have this, but it’s good to have a bunch of presets that you can click to and your images look pretty good straight up. Um, and then, you know, once your images have loaded, the baby’s being dressed, you’re quickly doing a couple of little adjustments and they’re pretty much like, oh my god, these look edited. Um, list digital and print. So I know Mark, you like your fancy price list with your fancy little, um, cover and everything. And you said you’re like, don’t have a piece of paper <laugh>.

Tanha Basile: I have a piece of paper.

Mark Rossetto: Oh, these are my paper

Tanha Basile: <laugh>.

Mark Rossetto: We used to put it in like an, like an uh, like an office where those plastic office where it stands. Yeah.

Tanha Basile: Yeah.

Mark Rossetto: That’s all I used to have.

Tanha Basile: Okay. So when my clients sit, I’ll show you quickly. My clients sit here. I’ve got my studio light on just so you guys can see me better. So that’s where my clients sit. If you can see those two bottles of water, where am I see the two bottles of water in front is an album. That’s the top package album. And then this piece of paper here sits on top of that so they can actually see without having to open something, the prices are in front of their eyeballs

Mark Rossetto: Open, honest,

Tanha Basile: The dad sits down and he sees three, three prices straight up.

Mark Rossetto: Yeah. And also to in my,

Tanha Basile: In my, um, sorry Mark, in my client questionnaire, there is a questionnaire that says, have you had a conversation with your partner about prices just to alleviate any awkward moments? And they have to tick Yes. Go Mark <laugh>.

Mark Rossetto: I was going to say your client education prior on your website and your booklets and brochures are so fantastic that when they do get into the room, they’re ready to buy. They are, they are prep, there’s no grey area. So, um, what I do want to, I’m going to jump in with what we said y uh, yesterday for the people on this call and watching this later, please do not go onto Tanha’s website and download her price list. Do not, do not do not the reason why you will mess with her list and mess with her marketing systems and it will really piss her off and me off if you did it. And we will know because your name is going to be on the form. So what Tanha’s going to share at the q and a part, Tanha share the q and a part. She will share her price list. Do not go to her website and download it. I cannot be clear enough. Okay. Yeah,

Tanha Basile: I’m open with my pricing. Like I don’t, I don’t have it displayed on my website because I want to collect emails. That’s another marketing thing for another day. But um, like I’m happy to share my pricing with everyone and in fact, I want the whole world to have the same pricing so that we are all equal. Um, anyway, we’re making

Mark Rossetto: A shit ton of money. <laugh>. Yeah.

Tanha Basile: Yay. Anyway, where are we? Studio samples. Um, I’ve got a good bunch of studio samples around the place. Um, and nothing that is too confusing. Like you don’t want to have too many as well. You just want to have a handful of different things. Um, so I only have like one real metal collection, two options with the nine up frames, one canvas that’s got a wooden frame and then this big massive white one behind me. So, um, yeah, don’t overwhelm them. That’s a big thing. No, don’t, you don’t want to overwhelm people because there’s so many decisions that you need to condense it. Um, yeah, so that’s my next thing. Minimize decisions. I only have the three package options because I don’t want to be like so overwhelming. It’s got to be obvious that they’re going to get that top or middle package. Um, and then, then the next thing you need is a decent screen and obviously the bigger the better.

Tanha Basile: But I did this off my computer screen, which is a 27 inch O Mac. I did that for many years when I was in the old studio and it worked exactly the same. So lucky now I have a big cinema screen, which is obviously much more fancier. You can still get the same killer results by having just a good computer, um, session timing. So people think like, oh my God, it’s going to take so long. I always take so long in my sessions already. My clients arrive at 10, I take photos for two and a half to three hours at one o’clock. We’re already looking at their photos and it takes about half an hour and then they leave. So it’s very smooth. It’s very, I know exactly to the minute what we’re supposed to be doing. Um, and then those images that they’ve, you know, the ones that are used for prints, I’m ordering the afternoon, the complete images are edited and sent to the client through like, um, if you use like a fancy Dropbox, I use, uh, pixie set, which is just a pretty file sharing thing with a password. Um, they get that within three hours to three days or sometimes three weeks if it’s school holidays, <laugh> <laugh>. But yeah, I, on average I could get clients images back to them all finished within three days. Um,

Mark Rossetto: Pretty awesome.

Tanha Basile: If you’ve got kids that are in school five days a week, then you know, send it to ’em straight away as soon as you can do it. I’ve still got a little boy at home most days, so mine, mine’s usually about three days. So, um, yeah, you don’t want to do it too, too quick, like where you’re sending it straight away. But I could if I wanted to. I’ve had days where I’ve edited everything and it’s just sitting there waiting to click send <laugh>.

Mark Rossetto: Yeah, you, you want to, you want to make it seem a little bit harder than what you just did a little bit. And it’s funny, there was a, um, there’s a Facebook post the other day and it says, um, you’re not paying for the 30 minutes of the consult, you’re paying for the 10 years of experience to make it only 30 minutes. <laugh>.

Tanha Basile: Yeah.

Mark Rossetto: So you’re not paying for the, the four hours of your shooting and editing. It’s the 10 years that you’ve spent to be able to do it within four hours.

Tanha Basile: Yeah, yeah.

Mark Rossetto: So yeah, I like that. Definitely.

Tanha Basile: Um, alright, that’s the end of my keynote there for those parts. We’ve got a little bit of a promo.

Mark Rossetto: Oh yeah, cool. Forgot about this.

Tanha Basile: So for the next 24 hours only, I’ve got an actual, it’s a two hour video of a two hour course, um, on my same day sales, which is usually $200, but for the next 24 hours it’s $50 off. Um, and in there also. So I pretty much run through how I do everything. Like everything, everything, how the room is set up, why I play certain things, why I do certain things. It’s just all the tips. Um, then in there also is a couple of bonus footage of actual real clients that have ordered their images and bought top package. So you’ll see exactly the words I say to them, or you’ll hear the words I say to them when I show them things. You’ll hear all of that. So yeah.

Mark Rossetto: Cool. I’ve also just, um, got that link directly into the Zoom group chat as well. All right. So for those people looking for it, it is there as well, which is cool. All right. Now up to you. We’re just on 10 o’clock. Do you want to press stop on the recording and then show ’em your price list? Or just show ’em the price list now?

Tanha Basile: No, let’s show the price list.

Mark Rossetto: Okay, go for it.

Tanha Basile: Okay. Okay. This is my, actually, how will I do that? Stop,

Mark Rossetto: Grab your pdf. That’ll be the easiest from your screen.

Tanha Basile: You guys can’t see that, can you?

Mark Rossetto: No, we can’t see anything. We can just see the, um, the promo still.

Tanha Basile: All right, hang in.

Mark Rossetto: Cool.

Tanha Basile: Yeah, here we go. Chair. Can you see that?

Mark Rossetto: Not yet. Oh, there it is. Oh, there it is. Yep.

Tanha Basile: Okay.

Mark Rossetto: Can you zoom in on, on the numbers part, not the, the logo part? Can you sit at the very top as a zoom? That’s,

Tanha Basile: Um, I zoom.

Mark Rossetto: Yeah, that’s it. That’s it.

Tanha Basile: So is that better? Perfect.

Mark Rossetto: Thank you.

Tanha Basile: $200 for the session and then you select a package below. 1, 2, 3, screenshot that if you like people, <laugh>, if you want just, just change the logo at the top and put your own there. <laugh>. Yeah.

Mark Rossetto: Very cool. Very cool.

Tanha Basile: Cool. The reason why I say that though is because I think the world needs to be on an equal playing field because people have this thing in their mind where, oh, I’m not good enough. Like my photos aren’t as nice as that person, so I shouldn’t be charging that much. But like, the value is in the eye of the person that’s charging it, you know? So pricing is, pricing is a whole nother freaking thing I could go on about and I’m very passionate about. Yeah, because, you know, I’ve got a lot of good photographers in my area and some of ’em are charging a quarter is what I do. And I, I’ve lost clients to people charging hardly anything and they don’t value what they’re doing. And I know that those clients that have gone to them would’ve spent three grand easily.

Mark Rossetto: Oh, totally. So totally

Tanha Basile: Easy, very. So don’t be afraid.

Mark Rossetto: Awesome. Awesome. Cool. Cool. All right. Do you want to stop sharing your screen Tanha for a sec? Yeah. Awesome. I’m going to get you a face. Uh, I’m going to, I’m going to spotlight, I don’t know. Okay. Go back to here. Awesome. Thank you Tanha, so much for that, that is a world of information. For the people that are still on this call, please put your questions into the, the Zoom group chat questions. We’re going to run through them now, unfortunately. I’m going to stop the recording. So there’s people that are watching later. You’re going to miss out on that part. But there’s some doozies in here as well. There’s, there’s actually fair few. Um, Tanha, thank you so much for everything. That is super cool. And for everyone else, we’ll see you at the next webinar. Don’t go anywhere, people, I’m just pressing pause. That’s all I’m doing. See ya.