Premium Members, click here to access this interview in the premium area
Heike Delmore of www.heikedelmore.com is a personal-branding photographer and photography-business mentor based in Canada.
She reached out saying she had some fresh, practical ideas photographers could implement immediately — not theory, but what’s actually working in her business right now.
And how identity-driven branding — for both photographers and their clients — can help you stand out, charge more, and build a premium business.
I asked a few follow-up questions…
And what I learned made this an easy yes.
Heike is in the trenches — actively shooting.
Photography makes up around 85% of her income.
The coaching and education she offers aren’t separate from her business… they’re a direct result of what’s happening inside her studio.
Her average sale is around $5,000 per session.
And she’s consistently shooting around five branding clients per month.
That was more than enough for me.
Let’s record!
In this interview, Heike shares how to turn a “just a headshot” enquiry into a multi-image branding sale… why most photographers leave money on the table before the shoot even begins… and the subtle shifts that completely change how clients see — and value — your work.
Here's some more of what we covered in the interview:
- Heike’s move from weddings to personal branding—and how reclaiming your time can reshape your business
- How her advertising background gives her a strategic advantage most photographers miss
- Why curiosity-led conversations lead naturally to higher-value clients
- The moment a simple headshot revealed the real profit in personal branding
- Why positioning headshots as part of a bigger “branding” need increases client spend
- How creating a full image library makes you indispensable to your clients’ marketing
- Why your base package should feel like a starting point—not the finish line
- How charity events and networking quietly become your best source of ideal clients
- Why promoting your clients is one of the most effective marketing strategies you have
- How to turn giveaways and auctions into high-quality leads (not freebie seekers)
- Why the image reveal process is where most of the sale actually happens
- How showing more variety helps clients justify buying more images
- Why removing pricing ceilings changes how much clients are willing to spend
- And how Heike is thinking about AI—and where photographers still fit moving forward
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.
You’re not convincing anyone to buy more photos — you’re reminding them what they told you they needed. – Heike Delmore
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.
If you promote your clients properly, your marketing takes care of itself. – Heike Delmore
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, hold you accountable, and help you build friendships with other pro photographers who share your goals—to build a more successful photography business.
Following this interview, I’d love to know if you're taking anything from what Heike 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 today's episode.
The problem isn’t your pricing… it’s that your client doesn’t yet see all the ways they can use the photos. – Heike Delmore
If you have any questions I missed, a specific question you’d like to ask Heike, or a way to thank her for coming on the show, feel free to add them in the comments area below.
I’m not selling images — I’m helping them build a library they can use for all their marketing. – Heike Delmore
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.
Silence is uncomfortable for us as photographers… but it’s where the client actually makes the decision. – Heike Delmore
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 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.
I don’t show images during the shoot because I want them to see everything for the first time at the reveal — that’s where the value is built. – Heike Delmore
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.
Links to people, places and things mentioned in this episode:
Heike Delmore Photography Website
Heike Delmore Photography on Facebook
When you remove the ceiling from your pricing, clients stop trying to fit into a box… and start buying what they actually want. – Heike Delmore
Huge thanks to Heike for coming on and sharing so openly.
What stood out for me… this isn’t really about selling more photos. It’s about helping clients see what those photos are actually for.
Because when a client only sees “a headshot” — price becomes the problem.
But when they start seeing how those images can be used across their business…
Everything changes.
You’re no longer selling a photo.
You’re building something valuable for them.
And that’s when the conversation shifts.
I’d love to know what stood out for you in this one… and whether it’s made you rethink how you’re positioning your own shoots.
If someone comes in with five outfits, they’re not buying one image… they’re buying something from each outfit. – Heike Delmore
That’s it for me this week; I hope everything is going well for you in life and business!
Thanks for listening—speak soon,
Andrew
The post 664: Heike Delmore – Turning “Just a Headshot” into $5K Branding Photography Sales appeared first on Photography Business Xposed - Photography Podcast - how to build and market your portrait and wedding photography business.
POWERED BY BLUBRRY
