599: Carolyne & Alasdair – Sell First, Shoot Later: A winning photography sales strategy

PhotoBizX The Ultimate Wedding and Portrait Photography Business Podcast

Premium Members, click here to access this interview in the premium area

Carolyne and Alisdair of www.carriesoutherton.co.uk first appeared on the podcast for episode 312, and the title was “How to build a hugely successful dog photography business.”

At the time, she was running Scotland's ONLY dedicated dog Photography Studio with SEVEN Acres of Studio Grounds, which incorporated a massive indoor studio and large showroom.

This was also home to the fantastic CATCHATHON events and images that capture those fun images of dogs you've undoubtedly seen, where they are catching a piece of cheese or food.

Since recording that interview, she and her husband Alisdair built an incredible exhibition stand and mobile studio on a large trailer. Throughout the year, they attend many dog shows and dog events with the setup to attract and book clients to their home-based outdoor acreage studio.

In this interview, Carolyne and Alisdair share all the details of their incredible workflow, shooting and sales strategy, which is unique and incredibly successful. I was shocked and delighted to hear they sell first and shoot later, which is a winning photography sales strategy that any photographer could emulate.

And yes, I'm saying they sell wall art and albums to their dog owner clients before taking a single photo!

Here's some more of what we covered in the interview:

• A Game-Changing Mobile Studio: Carolyne transformed an old army recruitment trailer into a fully equipped mobile studio—complete with hydraulic rams and eye-catching branding.
• Smart Promotions During COVID: She used the mobile studio at garden centres and retail parks to keep bookings rolling when times were tough.
• Turning Heads at Events: By adding marquees and display walls to her setup, she created an immersive experience that draws clients in at events.
• Building Trust, One Conversation at a Time: Genuine, meaningful interactions with potential clients — the secret to bookings
• The Art of the Sale: Alasdair focuses on building rapport, understanding client needs, and showcasing their beautiful work in a fine art book.
• Personalised Booking Process: With a £150 fee, every consultation is tailored to each client, ensuring a bespoke experience from start to finish.
• Showcasing Value Upfront: Alasdair pre-sells the experience by highlighting their property, service, and the value clients can expect.
• Overcoming Price Objections: Carolyne confidently explains pricing to help clients understand the value of their investment.
• Creating Emotional Connections: Personal experiences inspire Carolyne’s editing style, helping her connect with clients more deeply.
• Rising to Challenges: Their resilience and adaptability have strengthened the business from personal struggles to external hurdles.
• Power of Referrals: Carolyne and Alasdair show gratitude to clients with thoughtful thank-you gifts that keep referrals coming.
• Follow-Up That Seals the Deal: Alasdair ensures every inquiry gets a quick, professional response—turning leads into loyal clients.
• Teamwork Makes the Sales Work: Together, they make the sales process seamless, boosting conversions with their complementary skills.
• Always Improving: Carolyne reflects on their journey, celebrating wins, analysing what’s working, and refining for the future.
• Excited for What’s Ahead: With big plans for their website and continued client support, they’re looking forward to another fantastic year.

What’s on Offer for Premium Members

If you’re on the fence about becoming a premium member, join with the $1 trial today and get access to the FULL interviews each week, a fantastic back catalogue of interviews, and have ALL future interviews delivered automatically to your phone or tablet.

Plus, special member-only interviews.

We've never been ones to sit on our back end, open the doors and expect people just to come in, because that never works. You've got to get out there, see the whites of their eyes, and talk to them. — Carolyne

You'll also receive access to the members-only Secret Facebook Group, where you can connect with other Premium Members and interview guests to help, support and motivate you to take ideas you hear in each episode and put them into action. The group also has FB live video tutorials, role-play, and special live interviews. You will not find more friendly, motivated, caring and sharing photographers online.

Seriously, that's not all.

You always look at your process. If you get the sale, figure out why. If you don’t get the sale, figure out what you could have done differently. Analyse every time. — Carolyne

In addition to everything above, you'll get access to instructions on forming or joining a MasterMind Group with other premium members. These groups are super motivating, make you accountable, and build friendships with other pro photographers with motives similar to yours – to build a more successful photography business.

What is your big takeaway?

Following this interview, I’d love to know if you're taking anything from what Carolyne & Alasdair shared. Is there something you heard that excited or motivated you to the point where you thought, yeah, I'm going to do that! If so, leave your thoughts in the comments below; let me know your takeaways and what you plan to implement in your business based on what you heard in today's episode.

The way we work financially is that clients pay 50% on the day before the photo shoot. We do the photo shoot, and then they pay the balance, so 50% when they come back to view the final images to put onto their products. — Carolyne

If you have any questions I missed, a specific question you’d like to ask Carolyne & Alasdair or want to say thank you for coming on the show, feel free to add them in the comments area below.

iTunes Reviews and Shout-outs

I check for any new iTunes or Google reviews each week, and it's always a buzz to receive these… for several reasons.

Firstly, it's confirmation that I'm on the right track with the interviews and that they are helping you improve your photography business. That's awesome!

Secondly, iTunes and Google are the most significant podcast search engines, and your reviews and ratings help other photographers find PhotoBizX. More listeners mean more interviews and, ultimately, a better show.

If you give too much choice to the client, you'll lose them because they get confused. Break it down to the bare minimum. Keep it simple. — Carolyne

If you have left a review in the past, thank you! If you haven't and you'd like to, head to https://photobizx.com/itunes or https://photobizx.com/google. You can leave some honest feedback and a rating, which will help both me and the show. I'll be sure to thank you on the show and add a link to your website or blog if you let me know the URL of your website and your name.

Alternatively, if you've left a review for PhotoBizX and are looking for more backlinks to help your SEO, leave a review for the new Photography Xperiment Podcast. Email me your keywords or phrases and where you'd like me to link them.

When people come up here, they come up for the experience. So when they first arrive, I mean, the place is looking immaculate. I make sure of that. So when they come up, they go, ‘Wow, this is nice here.' So they're already impressed just with what they're looking at. — Alasdair

Another great way to get a backlink to your site is to send a video testimonial. It doesn't need to be fancy, and your phone will be perfect. Click record and tell me how PhotoBizX has impacted you and your photography business.​

Here is the latest review, not for the podcast, but for the recent course by Richard Grenfell…

★★★★★ The best course you have offered!!

Via an email from Adelaide pet photographer Tanya Simmonds, in Australia on January 10th, 2025.

Thank you so much for sending the recent course with Richard – How To Advertise Like A MoFo!!

I just wanted to let you know I have only now finished watching/listening to it, and I have to say it is probably the best course you have offered!!

I can completely relate to Richard and his style. Some true gems in this course that I am implementing this minute!!

— Tanya Simmonds

★★★★★ The best photography business podcast.

Via a google review from Greenslopes Brisbane family portrait photographer Stewart Ross, in Australia on January 4th, 2025.

Thanks for your hard work and interviews over the years, Andrew.

You have created a great community and easily the best photography business podcast.

— Stewart Ross

Links to people, places and things mentioned in this episode:

Carrie Southerton Dog Photography Website

Carrie Southerton Dog Photography on Facebook

Episode 312: Carolyne Cowan – How to build a hugely successful dog photography business

I look at the client journey as going down a corridor with a load of open doors. You're closing one door at a time until there's only one open, and that’s the one where they sign on the dotted line. — Carolyne

Thank you!

Thanks so much for tuning in, and a massive shoutout to Carolyne and Alasdair for sharing their unique strategies and insights for running a super successful dog photography business. Their approach to pre-selling wall art, building trust with clients, and balancing creativity with smart business practices is inspiring. If you’ve been looking for ways to refine your sales process, connect with clients on a deeper level, and grow your business without losing your passion, this episode is for you. I can’t wait to hear what you think!

People buy from people like themselves, but if you're just doing it on the internet, they don’t get to know you personally, and you can’t show your knowledge of the subject you’re working with. — Carolyne

That’s it for me this week; I hope everything is going well for you in life and business!

Thanks, and speak soon
Andrew

The post 599: Carolyne & Alasdair – Sell First, Shoot Later: A winning photography sales strategy appeared first on Photography Business Xposed - Photography Podcast - how to build and market your portrait and wedding photography business.