One of the goals on the vision board of a lot of wedding photographers is the high-end wedding. Depending on where you are in the world, this can have a very different connotation. I’m in the New Jersey and New York City area, one of the most expensive regions to have a wedding, where high-end means multimillion-dollar weddings at places like Cipriani and The Plaza. Whatever high-end means to you, you have to find a way to appeal to more luxurious clients. This isn’t easy, especially if you don’t run in those crowds yourself (I sure don’t). But there are ways to position yourself and your brand so you get in front of those clients and make them happy when you do.
Portraits capture the personality of the subject. One of the biggest challenges is to capture that personality in a photograph. With underwater portraits, there are a few more challenges you have to face. Here are a few things to consider before you dive in.
We all fail. That’s life. Deal with it. Going through life chasing perfection, while noble, is exhausting. I work my ass off every day trying to be better than the day before, but no matter how hard I try, I still make mistakes. I still fail. This month I’m going to be ambitious and help you figure out how to make the most of your journey through life and business. What I’m not going to do is tell you to embrace failure. Screw that. Failure sucks, but denying failure is a recipe for disaster. Failure is how we learn. Every failure brings us a step closer to success.
I started 2018 talking about the "slow season," and the wealth of opportunities it brings to set the stage for the new year. Just because business might be a little light this time of year doesn't mean you can sit back. It's time to get busy building future business. We've hit on your skill set, website and blog. I want to wrap up the first quarter with a mixed bag of ideas to help round out your business and set the stage to make 2018 your best year yet.
Best Candid Moment Inspiration can come when you least expect it. As photographers, we are visual artists. We express ourselves through our camera and the images we create. Inspirations represents a sampling of our industry and the vision of professional photographers from around the world. Congratulations to all our featured…
Value is a term we hear quite a bit with packaged deals and pricing. Perceived value is what people believe something is worth. It has nothing to do with physical value. It is what our work intrinsically means to our clients. If adding value has such a strong impact on how our businesses are perceived, what can we do to systematically integrate this practice into our client experience? Supercharge your client’s perception and create immense value by focusing on: Your brand (the why), Your relationship (the who), and Your craft (the what). Here’s how to tackle each of these pillars of value perception.
If we’re honest, client education is probably the scariest thing about running a photography business. Always having to justify our value to a bargain-hunting bunch of incredulous consumers just seems cruel. Welcome to the professional world, my friend. Don’t let it get you down. But do get ready to work hard and reshape the way you communicate. As business owners, we wear so many hats, including “director of public relations”—perhaps the most important of all. Convincing the unconvincible is an art and a science. To become anything more than just another starving artist, you need to become an expert at convincing. Here’s how and when to do it.
A year ago, we decided to do something drastic. We stopped marketing for portraits and weddings. The bookings started to slow down and then eventually dried up enough that we took them off our website completely. Scary? Yes. Crazy? Maybe. We have more than replaced that lost income, but we had to overcome some major hurdles. The first was to find the work. Getting that signed contract after an initial inquiry is the biggest hurdle. After a lot of trial and error, we have developed some solid concepts to help portrait photographers bid on and book commercial jobs. If you approach commercial inquiries with the same mindset as weddings, boudoir and babies, you will find yourself getting passed over a lot. If you want that sweet corporate payday, you have to think differently.
Sales can be scary. Sales means different things to different people. For some, sales can feel pushy or slimy. What comes to mind when you think car salesman? This is not the most positive way to look at sales. It can create internal challenges when it is time to sell your own services or products. We reframe selling as sharing, which is a much more positive approach to sales. If you have a good product or service and believe it can help others, why wouldn’t you want to share it? If you hold back on sharing, you might prevent someone from having a good experience. When you look at selling as sharing, it shifts your mindset that selling is a good thing that you need to do in your business, and it doesn’t have to be so daunting. Selling begins with your message and how you share what you have to offer. When the messaging is done correctly, your potential clients will be seeking you out for more information.
In business, the 80/20 rule means that 80 percent of your business comes from 20 percent of your clients, so it makes sense that we should take extra special care of our clients. Look back through all of your clients from 2017. Who were your best clients? They could be the ones who spent the most with you, the ones who worked with you the most frequently or the the ones who spent an okay amount with you but were the exact people or companies you want to work with. These are the ones you want to pay special attention to. Here are some ways to take care of your 20 percent.