Episode 265 – After 15 Years: Sandy’s Path from $700 to $4,900 Average Sales

Sandy Helfrich Headshot

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Photography Business Institute
Photography Business Institute

What if the real reason your clients aren't spending more… is the words coming out of your mouth?

Friend, I know how hard it can feel when clients seem hesitant, or you're walking away from a session knowing they could have invested more. But here's the thing most photographers miss - your words carry energy. And if you're using language like “push,” “convince,” or “upsell,” you're accidentally reinforcing fear, not confidence.

In this episode, I’m helping you swap out those heavy, salesy words for something better—so you can finally sell from a place of joy and service, not guilt.

So if you want to attract clients who trust you, love what you offer, and are happy to invest, hit play and enjoy the episode!

Let’s Talk About the Power of Your Words

1. Words Create Feelings For You and Your Clients
 When you tell yourself, “I don’t want to push anyone,” what you’re really saying is, “I don’t believe in what I’m offering.” That one word “push” can spiral into guilt, hesitation, and second-guessing. I want better for you.

2. Why “Upsell” Isn’t What You Think It Is
 I’ve had photographers tell me, “I just upsell them after the session.” But boutique selling doesn’t work that way. It’s not about sneaking in extras. It’s about adding value and serving well. Framing isn’t a sales trick, it’s the icing on the cake that makes their artwork shine.

3. Your Subconscious Is Listening
 The words you use out loud shape the thoughts you have silently. If you keep saying selling feels icky, your brain will believe you. Instead, fill your mind with the truth: you’re helping families celebrate their love, their stories, and their legacies.

Try These Boutique Vocabulary Swaps

  • Instead of “push,” say: offer, guide, or support.
  • Instead of “convince,” say: serve, educate, or excite.
  • Instead of “upsell,” say: add value, present options, or enhance.

I even encourage you to write them in your journal or notes app. Read them before your next client call. Words are your sales fuel so make sure they’re high octane.

Final Thoughts: Let’s Flip the Script

Imagine how differently you’ll show up when you say, “I’m here to serve,” instead of, “I have to convince.” That’s when your energy changes, your confidence grows, and your clients say yes with their whole hearts.

This shift isn’t just for them, it’s for you. Because you deserve to feel great about the work you do and the way you offer it.

If this episode gave you a little clarity or confidence, take a screenshot and send it to a photographer friend who needs it too. And make sure you hit that subscribe button so you never miss a Tuesday joy boost.

RESOURCES:

Talk to you next week, my friend. Keep serving. Keep growing. Keep speaking life into your business.