The easy answer is: talk to your current and future clients, find out what they want… and deliver it… better than your competition. While that sounds so simple, the real secret is to dig into your customers’ pain points and find the “unmet want”. Let me explain:
The answers you get will tell you if you’re a good fit for them, and also what their real “hot buttons” are. It will also give you the opportunity to point out the strengths you have that match the concerns they have, which helps build trust.
While I admit we’ve had some good ideas over time, our best ideas come from our clients. They’re the people we’re servicing…so who could possibly know better than them what THEY want!
It’s the same with your clients – the photographer that really understands what the bride is going through and what’s important to her has a tremendous advantage.
Keep asking questions, keep digging for pain points, and keep altering your way of servicing clients, and you’ll be in business for 20 years or for generations!