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February 2019 archive

Are You Under Pricing Yourself?

Are Your Prices Too Cheap?
Living in New York I had the opportunity to go a rare Bradford Rowley seminar evening.
Held at the Marriott Marquis in Times Square it was an easy 15 minute walk from my apartment off 6th Avenue.
Bradford is known as “The Millionaire Photographer” and his 3 studios in the U.S. I believe, turn over more than 3 million dollars a year.
That is one very successful photographer!
Bradford has a very simple price list and only sells to types of canvas finishes in sizes and prices ranging from 10×8 inches at $1,000 to 72 x 50 inches at $50,000.
All prints are plus frames.
Working out pricing for a photography business can be a difficult thing to do.

There is heaps of online advice, and of course your photography friends always like to give you their opinion.

Here is an email I came across last week from Amy Fraughton from Photo Business Tools.

“I talk to photographers literally every working day of the month, and the one common thread that always comes up is their pricing…

And so in case we haven’t talked yet, the answer is YES, you are priced too low…

And not just because you have to figure in your expenses.

Not just because you want to value your time more.

One of the biggest reasons you need to raise your prices, is because your prices are telling your clients you are not that good… and in some cases, that you really stink!

I always use this comparison – if you went to buy a pair of jeans and there were 2 stores right next to each other that sold similar jeans, but one was priced at $20 and the other at $250, what would you think about the $250 pair of jeans?

They are definitely the jeans everyone wants to buy.

They are better quality.

They will last longer.

They will make you look amazing.

But do we really know if the thread is thicker, the fabric stronger? No, but we assume so because of the price.

It’s the same with everything from ketchup to diamonds… the price tells us whether it’s good or faulty.

I don’t know about you, but I want my clients to know my pictures are good. In fact, amazing!

If you are priced too low right now, I promise there are clients out there looking for a photographer in a higher price range, but when they see your prices, they don’t call you because it’s too low, and your low price is telling them you don’t have good work, don’t have good products, and your customer service is lacking.

So… be brutally honest with yourself… what are your prices telling your potential clients?

Are they telling them you are amazing?

Are they telling them you are so so?

Or are they telling them that you kinda stink?

It’s quite possible that your low prices are actually deflecting your ideal client…

It’s time to change that.

Make sure your prices are telling your clients that they are going to get amazing products with an amazing service!

And start attracting the right clients!”

What About Alternative Pricing?

There are a lot of good points in Amy’s article.

BUT, in my opinion as a photography business coach, it is not just about simply raising your prices.

In my role as a photography business coach, the photographers that I coach come from various levels of expertise, quality and experience, and so after a lot of “test and measure,” I have devised three different price structures, and we select the structure that suits the photographer the best.

Structure one is what I consider the “old way” and is based on the primary premise of selling various sizes of images. This is a simple structure that does restrict high sales, and is used by the majority of photographers in the marketplace. Expect your average sale to be around $600 with this price list.

My second structure is based on having four collections as it’s base, which gives the client a choice of prints and files, with additional extras like wall art, print boxes, and digital file collections also available. Average sales are generally $1,000 plus.

The third price structure is for a higher end photographer who looks for an average sale of $2,500 plus.The emphasis here is on wall art in all of it’s forms…canvas, acrylic, matted and framed, etc. To encourage high sales it also has a bonus gift incentive that gives the client a high perceived value gift if they purchase two or more of the higher priced items. This price list structure has led to two of my clients doing individual sales of over $9,000 in the past week.

When you revisit your pricing try and think a little more strategically and see if you can can come up with a structure it to encourage your customers to purchase more.

Need help? Feel free to email me ….info@aswpp.com.au

Changing Photographers Lives

“I just wanted to say a huge thank you for all your help this year.

We had another record month for December with 32 sessions booked in for next year.

I also wanted to tell you, I used your suggestion of a baby plan with newborn clients. I charged them $25 to add a 6 month and 1 year session after doing the newborn session. One family today came in and spent $3,090 for the 6 month session, so it is definitely working. Kate & Chris Beuchner Uber Photography

https://www.berniegriffiths.com 

Photography Business Coach

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Are You A Certified Photographer ?

I wrote this article a few years ago and put it as a Blog on my studio website. It was intended to give my potential clients a better insight into the photography industry and to show them why photographers prices vary so much.

So How Much Do Photographs Cost?

Just because someone owns a camera doesn’t mean they know how to use it.

In the digital age, where anyone with an iPhone and a Facebook page can market himself or herself as a photographer, it is important to find a photographer that you can trust to capture your memories. After all, those precious moments disappear in a flash.

When considering a photographer, it is a good idea for you to find out about the photographer, their experience, reputation, and business policies.

Photographers’ prices tend to be based on an industry standard equivalent to their skill and experience.

Photography Techniques You May Not Know.

Good Professional photographers do a lot more than point and shoot, hoping to get a great image.

If you are looking for experts in the field of photography, they have the knowledge, expertise and equipment to produce high-quality images that produce creative, perfectly printed portraits.

General-use cameras continue to improve, and so does the equipment used by professionals.

If you want images to frame and put on your wall, quality albums or even digital files to do it all yourself, be aware that a professional-quality printing service can provide much better prints than those you might get at the local discount store.

Archival Photographs Or Digital Files?

Professional cameras produce images of much higher resolution than standard cameras, and professional lighting techniques, and understanding of light, can make the difference between a so-so image and an image that can “pop” off your wall.

Using more flattering angles and unique perspectives and settings, clearly separate “real” photographers apart from their amateur or part time counterparts.

Professional photographers use refined editing techniques to clear up imperfections and provide controlled contrast and colour balance.

Professional printing companies have the right equipment and correction services and supply a range of archival photography materials such as metallic and art papers, Italian canvas, acrylic, and more.

If your prints from a discount store fade over a short period of time, don’t be surprised, as only a professional photographer will supply you with your photographs on lifetime archival paper.

The Hidden Risk You Take

Good full time professional photographers have strong reputations, since what they do is both personal and creative, and image-based. Their work is easy to check out on their website or Facebook page, and look for a photographer that specialises in the particular genre that you want photographed.

Do your research to find a professional who works in the style you want for a price that you are willing to pay.

Set up a consultation appointment with those whose work seems to be what you like. Use this initial meeting to find out more about the photography experience, products and pricing.

When looking at the work, take note of the style and variety of images, and how that matches your personal preferences. Pay attention to poses, angles, lighting and other techniques.

Check a photographer’s Facebook reviews, references, and written testimonials.

Being a member of a professional photography organization shows a level of commitment to grow a photography business and keep skills current.

The photographer is also bound by a set of professional rules of practice, a code of ethics, and adequate public liability insurance. The organization also certifies photographers, which involves submitting photos and reaching a certain high standard. It’s like the difference between being an accountant and a CPA.

How To Get The Best From Your Photography Session

You will find that most part time inexperienced photographers offer very little customer service, and so will put your images on an online gallery for you to make your selections.

Obviously when they do this you will be unable to ask them any relevant questions about the images like cropping, removing unwanted facial blemishes, making the images black and white etc.

Personal “one on one” purchasing sessions is the way that the better photographers will help, guide and advise you on getting the best from your images.

Let’s face it, the only time that you can decide on what you want, is when you see the photographs that your photographer has taken.

So keep an open mind on how much you intend to spend. Most people tend to spend a lot more than they had anticipated once they see their photographs.

You Want A Guarantee Don’t You?

Most photographers charge a fee of around $95-$250 for the photography session, at their studio or at an outdoor location. Newborn sessions usually take a lot longer, so expect these fees to be higher.

Individual small print and digital file prices can vary from as little as $35 each for the part time hobbyist photographer to $195 and above for an experience award winning Master Photographer.

If you are looking for a photographer to produce stunning décor photographs for your wall to add that warm personal touch to your surroundings, choose a photographer who specialises in wall art, and shows examples on their website.

Expect prices from $1,000 and upwards. It is common for some clients of the top photographers to spend upwards of $5,000 and more on photographs for their wall. Make sure that any wall products that you order come with at least a 10 year guarantee. This is normal procedure with full time photographers, but you are unlikely to get this with a part time one.

Purchasing wall art is like buying furniture for your home. Quality always comes at a higher price.

Connecting By Phone Is The Key

You should definitely shop around and find a photographer whose work you really like, rather than simply making your decision based on the cheapest price.

If you do go with a lower rate, make sure the photographer you hire has the skills and experience you are seeking and produces a reasonable quality of work.

There is a price to be paid for a good professional photographer, and as the old saying goes you almost always “get what you pay for”.

Beautiful lasting memories on your wall don’t happen by chance, they happen with an appointment.

Calling the photographer and having a 5 minute chat is the quickest way to have all of your questions answered, and to find out if they are the right “mix” to preserve your priceless memories.”

Article by Bernie Griffiths from Advanced Success for Wedding and Portrait Photographers.

Copyright 2017

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Photographers Facebook Ads Going Viral

Who says that Facebook is past its use by date to create leads and money in the bank for smart photographers?

Many photographers it seems just can’t get Facebook to work.

That is because they don’t follow a proven formula.

They don’t do enough “test and measure” to refine the ad and make it work.

How would you like to get the sort of engagement like as below.20,893 People Reached, 2,116 Engagements, 402 Likes, 98 Comments

100 Shares. Amount spent on ad…$250.

Do you think this photographer would have generated a lot of leads from the ad?

Do you think with using a good “funnel” (and she does) she could get a few Photography Sessions from the ad.

She has two ads running like this at the same time.

Is she busy do you think?

Heck yes !!!!!!!

Pretty cool hey.

When was the last time you put up a Facebook ad and got this sort of interest?

I cover this ad strategy and lots more in my Online Course “Get More Portrait Photography Clients FAST”.

CHECK OUT THE COURSE HERE

Need Help Making Money In Your Photography ?

https://www.berniegriffiths.com

http://www.aswpp.com.au