Happy Halloween! It was the flip of a coin whether pricing or sales instilled more fear into photographers. I went with pricing since the cold hard facts of photography pricing speak for themselves when you run the numbers.
Just last week I was chatting with one of my interns about this very subject. I could tell by the look on her face that she was a little concerned when I said it’s virtually impossible to make any kind of a living if you’re only making £150 ($200) per portrait session. Her face told me I needed to prove it.
I whipped out my smartphone and brought up the calculator. There are about 233 working days a year (based on 2 days off per week, 8 public holidays and 20 days annual leave).
The philosophy behind all my marketing and selling is to think about how I can help other people. In the last month alone this philosophy has resulted in a high end bridal store and a wedding planner giving out one of my promotional vouchers, two charities agreeing to auction off my family portrait sessions plus a shopping centre agreeing to display my photos free of charge.
I didn’t know any of these people when I first contacted them. Some of them were a little sceptical at first. The bridal store Continue reading
I’ve only ever had two complaints about my photography and they were both from wedding clients who, when I first met them, said they “weren’t bothered about their wedding photography.”
On the face of it, it seems like the pressure is off when a couple says they’re not bothered. When I was a novice it sounded like music to my ears because I wasn’t confident in my abilities. If I screw up, it doesn’t matter, right!?
It’s a trap!
My second complaint was quite recent, actually. At first I was confused. Why do I never have problems with people who want something really special. Surely they would be the picky, troublesome clients, right?
I remember asking my wife about it.
As usual, she came up with the answer (or a big part of it, anyway). Roughly translated, this Continue reading
Family portraits can be one of the most profitable areas there is in the whole of the photography industry, or it can earn you a pittance. You can earn thousands for one portrait session, or you can struggle to make $100.
Without wanting to oversimplify the myriad of reasons why one family portrait photographer can bring in between 10-100 times more than another, a lot of it has to do with how you present your images and yourself.
Have a look at these websites and consider how valuable the images look.
This is the kind of family portraiture that earns the big bucks. Look at how Continue reading
I’ve been getting a lot of feedback from my new clients recently that they’ve been extremely disappointed with the level of customer service they’ve had from other photographers.
Time and again they talk about poor behaviour, such as: unanswered emails, a lack of enthusiasm, unprofessional language, arrogance, rudeness, being let down, going through the motions, overly defensive… etc. etc.
Poor customer service is everywhere, not just in photography; especially here in the UK.
We bought a washing machine for my mother yesterday and the sales assistant did many things right. He was knowledgeable, he provided Continue reading
Before I kick off, let me clarify something here. I didn’t book 13 enquiries in a row. Some people send me an email and never respond to me – even though I have a highly effective email response system.
What I did achieve was I booked 13 weddings in a row when I was given the opportunity to meet with the bride and groom. Just so you know, about half of my enquiries agree to meet me. Don’t forget, I have no prices on mywebsite and I don’t email price lists for reasons I’ve explained here and here.
Don’t dwell on price
Instead, I get the prospect away from thinking about price and onto thinking about their wedding. I ask lots of questions that are designed to help them think more emotionally about their wedding and to understand how important their wedding photography is.
When they’re asking about price on the phone I explain I’d like to ask them a Continue reading
Nope, this video is not about giving away free or discounted sessions to friends – that’s for another day – this is all about growing your photography business by utilising your existing network of friends, family, colleagues and associates.
On average people know about 250 people. If you’re a Facebook junkie then you may have thousands of ‘friends’.
Even if you’re a bit of a hermit I’ll bet you know someone who could be very helpful to your photography business. Don’t worry, you won’t have to do any begging – it’s a win-win situation.
Take a look at the video and leave me your thoughts in the comments section below.
For most people it’s even harder to learn how to get more photography customers than it ever was trying to wrap your brain around F stops, ISO, exposure bracketing and the law of reciprocity. Yep, this is the million dollar question.
You love photography and after years of infuriating trial and error / error / error / error you’re finally able to create beautiful images… …yet no-one’s ringing. It’s like Bridget Jones waiting for her man to call.
There are so many photographer’s per square inch that it’s easy to feel like the desperate, clingy ex girlfriend / boyfriend when it comes to getting more photography customers.
So, let me see if I can turn you from Bridget Jones into Catherine Zeta-Jones (or Indiana Jones if you’re a guy!)
Today I’m going to explain how a simple 7 step marketing process from www.ducttapemarketing.com can apply to your photography business. By the way, Duct Tape Marketing have a bunch of useful free ebooks on marketing you can download here.
A family portrait is never more valuable than when someone in the photograph has passed away. My father in law has just had a heart attack. He’s back home now, but it’s still quite serious. Within 96 hours of finding out about his situation my wife and I had travelled from the UK to Malaysia to go see him. Nothing is more important than family.
When chatting with my final client before our trip I mentioned our family crisis so he would be able to understand why his family portraits wouldn’t be ready to view as quickly as they normally would.
As I explained things to him his 13 year old daughter was listening and she became a little emotional and gave her big ol’ dad a hug. In that instant the whole family seemed to become closer. As they hugged I said “I guess ultimately that’s what portraits like these are all about, bringing the family together and creating treasured memories”.
It reminded me that stories like this are the best way of helping people FEEL the importance of portrait and wedding photography. My own father passed away in 2004 (before I knew anything about photography) and I have no digital photos of him and no decent prints either. I’d pay a fortune to acquire just one lovely portrait of my whole family together, but it can never happen.
I’ve said before that your biggest competitor is in your head. We all silently talk to ourselves (even out loud if we think we’re alone, or are a little bonkers!). We’ll think things like:
“I could never do that.”
“I’m not good enough.”
“I’m not confident enough.”
“I don’t have time”
“That’ll never work.”
“What if someone complains about the price.”
“Oh god, what if they don’t like the photos.”
“I need to reduce my prices to get more clients.”
“The photography industry is dying.”
“People don’t have money anymore and everyone just cares about price.”