Episode 278 – 3 SIMPLE Words To Get Clients And Referrals – Works Every Time

Sarah Smiling with camera

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Photography Business Institute
Photography Business Institute

What if just three words could effortlessly turn your $800 sale into $2,500—or even more? No sleazy pitches. No awkward selling. Just one casual phrase that helps your clients feel seen, supported, and excited to invest more.

So if you want to serve better, sell more, and create raving clients with one simple shift, hit play and enjoy the episode!

The Magic of “By the Way…”

These three words are game-changing: by the way.

They create a natural, pressure-free opening to offer thoughtful additions after the main order is made. It’s the easiest way to:

  • Add $500–$1,500+ to orders
  • Solve more of your client’s problems
  • Strengthen your client relationships
  • Increase referrals like crazy

“By the way, I created a card layout I think you’ll love.”

“By the way, would a second album make a good gift for Grandma?”

“By the way, I had an idea for Father’s Day…”

Why It Works So Well (Psychologically Speaking)

Here’s the truth: after your client makes their first big buying decision, their brain relaxes. That’s when they’re most open to a helpful, low-pressure suggestion.

  • No overwhelm – They already committed to the main order.
  • No sales resistance – You’re serving, not pushing.
  • No decision fatigue – Just one thoughtful idea.

And when you suggest the right thing, clients often respond with:

“Oh my gosh, I love that. I wouldn’t have thought of it!”

Real-World Results

Sarah’s student Heather turned what was just going to be three business headshots into a $5,760 order… with one well-timed “by the way.”

Sarah herself has averaged over $5,000 per client for 10+ years—without living in a wealthy area—thanks in part to this technique and her five-part client process.

Just imagine:

  • $1,000 average x 50 clients = $50,000
  • Add $500 via “by the way” = $75,000
  • With a $2,000 average and add-ons? You’re hitting $100K+

How to Use It (Step-by-Step)

  1. Wait until the first decision is made.
    • Don’t pitch anything until they’ve committed to their wall art or album.
  2. Celebrate their decision.
    • Make them feel amazing about what they just chose.
  3. Offer one thoughtful addition.
    • Keep it relevant, personal, and tied to their life.
  4. Keep it casual.
    • “By the way, I had an idea for you…”
    • If they say no, that’s okay. You planted a seed.

The goal isn’t more sales. It’s better service.

Final Thoughts

The beauty of this technique is that it transforms how you serve without changing your heart. You’re still showing up with love, you’re just inviting your clients to experience even more of the joy your photography brings.

And the ripple effect? Higher orders. More referrals. Clients who can’t stop raving about how easy you made it.

So try it. Just once. Say “by the way” and offer one meaningful, helpful next step. Your confidence will grow with every yes.

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