Warren and I met in Atlanta, got to sit for some drinks after my bootcamp on wedding photography and we immediately connected. Warren is an amazing photographer, but he needed a little boost on the business side of things… we have spent some hours rebooting his business and results have been tremendous for him!
~Congrats my man! Sal
Here is his story…
“After reading about Sal’s approach to business, I decided to write and contact him. I was looking for help, especially during these shifting economic times and figured I needed inspiration, guidance, and a different way of looking at things. One of the first things that impressed me was how helpful Sal was in response to my initial email. I dialed into a few web seminars and heard tidbits of his approach. Finally I thought, I just need to go listen to him and attended his evening workshop: 2011 Wedding Business Bootcamp. Listening to his approach, I realized these are things I’m not doing and have never done. It felt extremely different, which is exactly why it made sense to head in a new direction. Big changes in my business needed to be made in order for it to be a long term success.
I approached Sal at the end of the workshop and said I feel that the one-on-one coaching is something I definitely need. Before we got started on a session, Sal had mentioned that success is best achieved if I follow exactly what he explains. I did exactly that, letting go of any emotional ties to my business and for the first time seeing it for what it really is: a career, a job and a need to make money doing what I love.
During the first meeting, I explained I had a bridal show 2 weeks away and was unsure if I should do it. Having only booked 1 wedding from each of the previous 3 bridal shows during the year I was extremely apprehensive. Sal not only turned my thoughts around on bridal shows, but he completely revised my pricing, the presentation of the packages and the way to visually sell the business at the show. We also discussed the soft sell approach, with guidance on how to deal with those odd questions that can come up. After the first session, Sal had aligned various vendor connections to get things going. In terms of albums, frames and flyers. It was really quite amazing and truly what I needed at that time.
We did the bridal show, setting up meetings for the following weekend. The first weekend I had 4 meetings scheduled and booked all 4. After 2 weeks from the bridal show I booked a total of 7 weddings. Going from 1 booking average that year to a total of 7! What a transformation.
Sal and I have had several sessions since. Covering senior portraits and art of print sales. Based on his guidance, I have arranged several print sales meetings with seniors and wedding clients. Averaging a middle to top print package sale. I’m speechless… rather than slowing down during the winter, I’m run off my feet handling print orders and my clients couldn’t be happier. How awesome is that!!
I feel so positive and excited about my business now. Looking at next year with sheer energy rather than trend and fear of what it might be. What a radical change from 3 months ago.
Give Sal a chance to help you. Let go of your tight grip around your business and follow his proven techniques. You will not regret it.”
I met Brenda over drinks and dinner with some mutual friends one night in Las Vegas at WPPI. One thing led to another and of course we started talking business. What else would I talk about, right? She attended one of my all day workshops and then a few hours of consulting where we revamped her packages and pricing and like almost everyone else… they are scared, doubtful, uncertain, etc. All things considered, big changes are never easy, but as you will see, in Brenda’s very first time out, she saw positive results.
Congrats Brenda, keep up the good work!
Here is her story…
Sal, I am so excited to share with you my first experience with a client when I handed them my new pricing guide. I mentored with you two weeks ago. A couple came into my studio they where not married and only been dating six months. The session was amazing and lots of fun. They didn’t know my prices before they came in. I was excited to hand them my collection prices but really inside I was nervous. I acted positive and told them I would love to publish their photo on my studio wall some day I love it that much. They walked away paying me over 500 dollars I was shocked. Thanks sal for encouraging me to mentour with you and teaching me to sale my heart out. Awesome first experience.
Steffen Harris Photography
I met Steffen at the WPPI Chicago Roadshow last year. Our message really resonated with Steffen, because as he puts it, “I like that you are a no BS kind of guy.” Well he is right about that. My goal is to help raise the bar of our industry and what it means to be a professional, so who has time for beating around the bush, lets get down to business!!
Steffen took advantage of consulting program and we quickly got to work revamping his wedding pricing and package model. As you will see from his results, he implemented these changes immediately and has already seen results. Steffen’s struggles had little to do with photography, like most photographers, they get the creative process, but they need a little coaching to get the business side of things going in the right direction. Once that happens, the sky is the limit for you and your business!
Congrats Steffen! Look forward to working with you in the future.
Here is his story…
As a member of the Behind the Shutter, I would watch every new video the day they were released. I would take notes like crazy, and incorporate what I had learned into my own business practices. And they were working out great, from the way I ran my senior ambassadors, to bridal expos, to even just email and phone calls with clients. Everything made sense, and it was working. However, I was struggling in one area and that was my pricing. After seeing Sal at the WPPI Road Trip in Chicago, I knew the basics as far as how many packages, giving value to my services and products, and selling packages rather than a la carte, etc. I had come up with something that I felt worked, but the problem was, I was still using my old packaging practices with the new ones that I had learned from Sal at WPPI.
When I saw on Behind the Shutter that Sal was offering consultation to photographers to discuss my packaging and the business side of photography, I KNEW that I had to take this opportunity, and in just a couples weeks I have made made that money back and more, so the investment the consultation was definitely worth it. The thing that attracted me to Behind the Shutter and the consultation was I knew Sal was a no BS kind of guy. Knowing that my packaging and pricing was in need of some revamping I knew Sal would give it to me straight. I immediately made the changes. I got back to my studio that day, I threw away my old pricing materials, and created new pieces that were more attractive and that just made sense.
Two days after my consultation with Sal, I received a phone call from a soon-to-be bride. Unfortunately she was unable to meet so we discussed packages and pricing over the phone. In the past this would be extremely hard for me to do, because I just never felt 100% confident about my pricing. After the consultation, I felt more than confident so I had no problem discussing my pricing over the phone. By putting value to all my services and product, the bride understood fully where I was coming from and appreciated the fact that I could help guide her to a package that best suited her and in the end I will profit over double what I did just a month ago on!
Next came my presentation just last night (April 15, 2011). Last year my average engagement sale through online proofing was around $70-$100. My in-studio presentation last night: $925!! Over $800 more than my average last year. Because of the understand I now have in pricing, selling and business that I gained from my consult with Sal, my confidence levels have soared. Had I not met with Sal, I do not believe this sale would have been possible, nor the booking as I explained above.
Forget any other place that offers consultations and information. Behind the Shutter is the only place you will find straight forward information that really works. Do NOT hesitate to sign up for Behind the Shutter, I didn’t and it was one of the best decisions I have made to help grow my business. I can now look at this upcoming year and see tremendous growth in just a short amount of time.
Cheryl Bigman Photography
I met Cheryl at this year’s WPPI and she is an absolute sweetheart with a beautiful eye. However, like so many artists, bringing the business side of things together can be a daunting task.
We worked with Cheryl and rearranged her pricing and packages and fine-tuned her sales process to make more sense and be more profitable. I think “scared” was an understatement. While we were adjusting things, I saw the look on her face and I asked, “you ok?” She smiled and said, “I am ok, I think. Are you sure this is going to work?” I asked for her trust me and told her to trust the process and it will work. I am so happy that she is seeing success so quickly! Congrats to you and here is to a bright and profitable future!! We are just getting started.
Here is her story…
Before meeting Sal, I was really struggling to get my business off the ground. I came from being a product manager in marketing with a major corporation, got my MBA, and always thought I had a good head for business. I was so excited to start my photography business, but soon felt overwhelmed and unsure of how to make a living at it. The photography business presents unique challenges, especially when you’re a one-woman show trying to do it all and still have a life. Add to that being a single mom who needs to be financially independent within 2 years, and it’s make or break time baby!
The first time I ever heard the name Sal Cincotta was last year at a PPA affiliate meeting. At WPPI this year, the one class I really wanted to take was Sal’s. I also signed up for a workshop he was offering shooting models in the desert. Sal’s approach is no-nonsense, no fluff, just the facts man. He knows what works and he’s genuinely excited to help others reap the benefits of his experience.
After my first private consultation with Sal to tweak pricing and talk strategy, I met with a potential client, booked their event, and sold my top package which is now $1000 more than it was before working with Sal! I also have the opportunity for add-on sales after the event. I can finally see the unlimited potential in my business and I’m so excited to hear what Sal has in store for me next! For the first time, I feel confident that I can be successful and financially secure doing what I love, and for that I am forever grateful.
There are A LOT of photographers out there selling classes, workshops, consulting, actions, templates, etc… It’s so easy to drop big bucks on these things, and then go home, do nothing, and get frustrated. For someone like me who wants to get right down to business and needs results fast, Sal is the BEST and worth every penny!
Natalie Sinisgalli Photography
I met Sal at WPPI in Las Vegas this March. His class was on the last day of the convention, and by that point we had sat through some really terrible classes on how to make money as a photographer. By that point, it seemed that sketchy business practices were the only way to be profitable in this industry. Within the first five minutes of the class, I could immediately tell that Sal was different. His energy and enthusiasm was immediately apparent. I could barely write fast enough throughout the entire class; not only did he fill every minute, but he went half an hour over, and stood outside in the hall for another hour talking to his students. I literally felt like a bag was pulled off of my head. I finally understood why I wasn’t making any money. I signed up for consulting with Sal that day.
We made changes within our business based on what we learned in the class immediately. Before we even started our consulting sessions, we saw an increase in sales that paid for the consulting. Once we started doing video chats, we saw dramatic increases!
Of course it was difficult to make the changes at first – we basically overhauled everything – products, pricing, sales, even the way we shot. Sal looked at our margins and products, and put together an al a carte pricing scheme and then taught us how to make individualized packages depending on the clients’ interests. I was absolutely terrified when I sent the new pricing sheet for the first time. My sales average for that type of photography was previously $200. The clients ended up choosing a $1000 package, and couldn’t have been happier about it! Needless to say, we couldn’t have been happier either. He’s just about tripled my sales averages, in some cases more.
Sal is such a caring and generous person, I can’t tell you how much we love working with him. He frequently checks up on me to see how things are going, and he and Taylor are genuinely interested in helping us be successful. They are just as excited as we are when we make a big sale!
A lot of people will tell you to just raise your prices to make money. Sal will tell you to create shots clients can’t live without, products they will absolutely love, and fit them into a package that is an irresistible value. The best part about it is that the packages literally sell themselves – no convincing involved. This is absolutely perfect for me, since I’m not a “sales-y” type of person.
I highly recommend Sal for anyone who is ready to take a big step in their business. Don’t waste your time or money if you don’t want to make some real changes. But I promise you, if you stick with Sal, it will pay off.
I am so glad I went to Sal’s workshop. He was so easy going and his information was clear. I learned so much at the workshop. I especially like that he shared how he did his packaging and pricing. I’ve been to a lot of different workshops that withhold that information.
The workshop has refreshed my enthusiasm. I have all these great ideas in my head. He was very inspirational. I think the workshop was well worth the investment.
Sal is amazing, energetic and most importantly BS FREE!!! This is as real as it gets! He gives you tips that are actually going to work and he does not hold back! THANK YOU Sal, you are just AWESOME!!!
Greatly enjoyed Sal and his candid, matter of fact way of presenting. Probably one of the most informative sessions that I have sat in on in quite some time, but I didn’t ever feel lost in the amount of info being shared.
I would highly recommend this workshop to someone else!
Sal was filled with very significant business information to help me with my senior business. I have been struggling to capture their business and after this event with Sal, I feel more confident with packaging, pricing, branding to make that step to bring in that business i need so much. Thanks Sal, great energy!!
Sal never ceases to amaze me! I love going to his seminars. Taylor is amazing as well. She is very kind and knowledgable with many aspects of the business. Every time I have been to one of Sal’s seminars I leave with more knowledge and I am motivated to get back to what I love! I enjoy the experience that Sal’s creates not only for his clients but also for each of us who choose to be a part of his seminars! Love it!! Looking forward to another opportunity to learn more from Sal and his whole crew! Would love the opportunity to follow him on a shoot sometime! Very inspiring!
A lot of good information. Sal is down to earth..real people person..
Teaching us without looking down on us..Doesn’t think he is better than any one of us.. Very Refreshing.. Very Informative..I always enjoy one of Sal’s seminars.
That Personal Touch Photography
I go to my fair share of seminars about everything photographic… I leave most of them “feeling good” I left Sal’s seminal with a plan.
I thought Sal was extremely relatable and a fantastic speaker! He answered several questions and was even patient when people in the audience asked the same question several times (sometimes that can be VERY frustrating). I would have liked to have a chance to purchase some of the things the vendors brought and I’d also like to see more there for the vendor material. Overall it was a fantastic experience and I will be signing up for his workshop in the Fall as well.
Sal was an amazing speaker!!! Never a dull moment….learned a lot from the seminar too. Looking forward to seeing him again in the future.
Workshop was AWESOME! I love the “straight to the point” style. Sal tells you what is on his mind and how he feels about certain subjects. FANTASTIC
Your business is like a Formula one race team, car, engine, mechanics and driver; with the money, talent and marketing to make the whole thing sing. I bought out an existing business 3yrs ago… It’s basically a good chassis and a bunch of spare parts in comparison.
The workshop was fantastic. Thank you for putting so many concepts into real life context. PPA and the likes have all the great ideas in the world how to improve your business, but often it is so abstract it dosnt even help. What you were able to do in 5 yrs is downright impressive.
I’m sure you hear this all the time, I now feel like I have all the puzzle pieces I need to make our senior thing grow to the next level. Half the class has no clue what you are talking about, and of the half that does only about 10% have what it takes to takes. Thank you so much for not watering things down. Thank you for being honest with your numbers and straight about why we are doing this. There is a price you can pay me to hang out with 16yr olds all summer, and don’t get me wrong, I love shooting seniors, but there is no way in hell I am doing it “for the love of the art” “photographers are so passionate” bull shit.
Sorry, long winded and more about me then you. You killed it! Fun, exciting, very informative and extreamly inspirational. Not sure if I’ll do another workshop, this was my first, but a could see myself coming back to freshen up and share our success story
Thank you so much,
This is my second time seeing Sal speak and I was blown away both times. I love his no BS way of doing business and I already started to put together my senior packages today based on his input. Thanks for being honest and sharing your wisdom – not all of us are business people so it was great to hear about what works and how to make it work. I’ll definitely be back in the fall for the wedding workshop!
Great evening. I took so much from it that I can use for my own studio. Sal does a great job explaining in detail how to run a business in a way that’s successful and that truly works in any kind of market!
Love hearing Sal speak! He would make a great comedian too! He didn’t hold back anything in the seminar and it was a very good experience. I really got a lot from the seminar and will be structuring my packages around his techniques! Very good ideas!!! I’m going to try out my onOne software too!
This was the best workshop I have attended in quite some time. I am taking home many things that I will be able to aid and implement in our studio…great job Sal!
Holy cow!! So much information!! But so well delivered that it was easily understood, and easy to apply to my own business. He was a great speaker and would love to see him again!!
I wrote on their FB page and will repeat it because I felt so strongly about it: the workshop helped me piece some puzzle pieces together that I was struggling with (re: seniors). I feel confident in the rep program and how to initiate it. While nothing presented was groundbreaking or new to me (have been in biz >7 years) it was a truly insightful way to review my current knowledge and piece it together like a puzzle to make it fit for a new seniors marketing campaign. Honestly Sal is a brilliant business man and a great speakers, I really enjoyed the entire almost 7 hours we spent in class. Thank you Sal & Co.!