Claire Marchand is a Connecticut-based photographer who specializes in portrait, head shot, branding, and boudoir photo shoots. She also offers clients professional wardrobe styling, hair and makeup, and more. In fact, she has been collaborating with wardrobe stylist Keely Lozier for several years, which has helped both their businesses grow and also provides an excellent client experience. Here, Marchand talks about her biggest business breakthroughs and how building trust and confidence with her clients has helped her brand thrive.

Claire Marchand’s Business Breakthroughs

What is your average sale currently?  

My current average sale across my portrait, branding, and boudoir business is $3.5k. 

A lot of that you attribute to the relationships you build with your clients. How do you make lasting connections with them?  

This comes down to one thing: trust. I am confident in my work, and my clients feel that from the moment they meet me. I am open, honest, and reassuring, and so is my team—we are their rock during the experience. Once we know that we’ve earned their trust, we can push them out of their comfort zones, and they will love the experience and their photographs even more for it. I am also known to jump up and down and make unintelligible sounds when I’m excited about what we’re creating which, according to my clients, is very endearing. 

[Read: How Collaborating with a Wardrobe Stylist Can Level Up Your Portrait Business]

What advice do you have for someone starting out on their photography journey ?

What you think is your biggest weakness might be your secret weapon. I used to feel incredibly insecure that the feel of my work varied so much from client to client, but in the last few years I’ve realized that my ability to translate what each unique client envisions into photographs is a valuable skill in itself. Also, it’s never about the money. It’s all about the trust you build with each person you meet. Those who love and value what you create will find a way to pay for it.  

How did you push past fear when building your business?  

I try to use fear as fuel because it usually means I’m doing something new and interesting that will lead to great opportunities. That being said, I always consider whether or not what I’m feeling is irrational anxiety, or gut instinct that I need to make an adjustment (or scrap an idea entirely.) Once I met Keely, this became discussing whatever we’re trying to do over coffee and making sure every aspect makes sense. Say I’m adjusting what’s included in a collection, or creating a campaign—does the price make sense from all angles? Can I answer any questions that come my way confidently? I’m the kind of person who prefers to know as many possible scenarios, best case and pitfalls, as I can before I run into them. 

[Read: Roberto Valenzuela’s Biggest Business Breakthroughs]

Where do you see your business in the next five years?  

I’d like to shift into the education space. When I’m around other photographers, I lose my voice answering questions about how Keely and I work together and many other aspects of our work. I want to build that into something more than just casual conversation. I know there is immense value in what Keely has taught me and what we’ve learned together because I’ve experienced it firsthand! Of course, we’ll still be serving our clients. What I’m most excited about is that I have no idea what the work will look like in five years. Every session, we top ourselves, and it’s such an incredible feeling. 

Read more about Claire Marchand’s Business Breakthroughs here.