Upselling Video Without Burnout, with Shayna Lloyd

There’s a trend happening right now where photographers are finally giving themselves permission to learn video.

Love that for us.

But what I see way less of is photographers learning how to sell video in a way that feels natural, doesn’t add a million hours of work, and doesn’t turn your workflow into a chaotic Frankenstein situation.

Enter: Shayna Lloyd.

Shayna is a Montana based traveling photographer and videographer who works with adventurous, laid back humans. Her signature video style is basically “vlogs meet indie films,” and her photo work has that same story driven, experience first energy.

We talked about how to upsell video without burning out, and she came in with a simple five step framework that honestly made me want to open my camera and toggle to video immediately.

Shayna’s origin story (and why it matters)

Shayna’s backstory is not the usual “I picked up a camera and fell in love” situation.

She started as a “failed YouTube influencer” in college, making vlogs and Montana travel diaries. And the thing that changed everything wasn’t viral fame. It was SEO.

Her videos showed up in search results for Montana locations, which brought in local outdoor brands (think fly fishing outfitters, lodges, clothing companies). Eventually couples started reaching out too, and she built a hybrid business from there.

Translation: she learned early that you don’t need to be internet famous to be fully booked. You need to be findable by the right people.

How Shayna found her niche (and ditched the big traditional wedding thing)

Shayna’s early exposure to weddings was very Midwest: big guest counts, barn weddings, invite the whole town.

Then she planned her own wedding and hated the whole process. The expectations. The research. The pressure to do things just because you’re “supposed to.”

So she and her husband did a 30 person wedding in a backyard with a Costco brunch and swimming in a lake two hours later. No professional photographer. Just a day that felt like them.

Fast forward to 2020, and that became the foundation of her rebrand: speaking directly to people who want something aligned, artsy, meaningful, and personality driven. Less production, more experience.

The actual reason photographers burn out trying to add video

This was one of my favorite parts of the conversation, because it was equal parts loving and mildly insulting (in the best way).

A lot of photographers say they can’t add video because they’re so focused on photos and the client experience.

Shayna’s response was basically:

Are you sure you’re not overshooting?

If you’re taking 30 to 60 frames of the exact same moment (silent shutter life), you already have time to grab five seconds of video. Video is literally frames per second. The shift isn’t “add more work.” It’s “swap a little of what you’re already doing.”

That’s the whole game.

Shayna’s five keys to upselling video without burnout

Here’s the framework she laid out, with the simplest version of each step.

1. Pick a medium

Choose one video medium to commit to, practice, and get excited about.

Options she gave:

• Digital video with the camera you already use for photos (handheld, simple)

• iPhone video

• Camcorder video for a vintage vibe (without the processing time of Super 8)

• Super 8 if you want to go all in and that’s your thing

The point is not picking the “best” medium. It’s picking one you’ll actually use.

2. Integrate video into sessions you’re already shooting

Not because clients are begging for it right now, but because you need a library of video to show people.

You can’t sell what you don’t show.

Her simple challenge:

• Next time you’re taking five seconds worth of nearly identical photos, toggle to video and take five seconds of footage instead.

Then she made it even easier by giving a mini shot list you can use in any scene.

Five shot types that create a full story:

• Wide shot (sets the scene)

• Long shot (shows how the subject moves in the space)

• Close up (brings us into emotion and expression)

• Detail (hands, small moments, texture)

• B roll (what the subject would notice, what rounds out the story)

If you grab those five types of clips, you can stitch together something that feels complete without overthinking it.

3. Add video to your pricing guide

Yes, even if you’re still building your portfolio.

The ethical line is simple: deliver something that matches what you showed them when they booked. If your portfolio is “practice phase but solid,” then that’s the standard you’re selling and delivering.

It also signals that video is a real part of your offer suite, not a random side hustle you mention once a year.

4. Use a two phase marketing plan (long form + short form)

Shayna is a big believer in being searchable.

Long form:

• Think YouTube, blogs, and website pages that match what people are literally typing into search.

• Example: “Glacier National Park photographer and videographer”

• Embed YouTube on your site. Let Google do what Google does.

Short form:

• Treat Instagram, TikTok, and Shorts like search platforms too (because they are).

• Use clear location and service language, and make the call to action obvious.

She also made a point I loved: a post can get seven views and still be a massive win if one of those views books you.

Virality is not the goal for local service providers. Conversion is.

5. Integrate upsells into your touch points

This is the step that a lot of people skip because it feels like “selling.”

But what Shayna described is more like showing clients what’s possible before they realize they want it.

If you have a pre session email rhythm (one month out, one week out, whatever), include video examples in a way that paints a vision.

Not:

• “Do you want to add video for $X?”

More like:

• “I was thinking about your session and I can already picture how this would feel as a film too. Imagine hearing their voices in the background and seeing the movement. If you want to add it on, here’s what that looks like.”

You’re not pushing. You’re expanding the picture in their head.

A quick note for family photographers (because yes, it’s a tougher sell)

Shayna acknowledged this, and I agree.

For brands, video is a no brainer because it’s utility: content library, marketing assets, constant reuse.

For families, video is more emotional. It’s the way your kid moves. The sound of their voice. The energy of the season you’re in.

If you’re going to sell it well, you have to speak to the buyer mindset (usually mom) with emotion and legacy first, then utility second.

Also, Shayna’s funniest truth bomb was that Facebook still matters for moms, and if you want a quick shortcut to “ohhhh I need this,” remind them they’ll be able to share it.

One more idea I’m stealing immediately

When I told Shayna I mention video once in my onboarding and then it kind of fizzles out, she basically handed me a better approach in two seconds:

Don’t ask if they want video.

Paint the future.

She gave an example like: imagine having these clips years from now, showing how your family moved through this season. That’s the kind of framing that makes it feel like an obvious yes, not an add on.

Final takeaway

If you want to add video without burning out, the answer is not buying more gear, watching 47 YouTube tutorials, and trying to become a full blown filmmaker overnight.

It’s picking one medium, practicing inside sessions you already shoot, getting a simple shot checklist, and then talking about it consistently like it’s normal.

Because once it’s normal to you, it becomes normal to your clients.

And that’s when people start upgrading.

To hear more about how to upsell video without burnout, check out this episode of the podcast with Shayna Lloyd.

Listen here.