In my experience as a photography business coach, I find some photographers do not enjoy the selling part of their photography business.
But of course if you do not sell images in print or digital form, your business life will be very short.
You need to get that mental attitude of realising that the only reason that you are photographing is to sell the images.
It was certainly the only reason I photographed.
I was in it for the money.
The photography (which I loved) was just a vehicle to enable me to earn a great income and have a fantastic lifestyle.
I guess that’s what you want too as a professional photographer.
Your client is coming to you because they want to buy heaps of images.
Right?
But what about the client that I have pulled in via a Facebook ad and have offered a free photography session and a free print you say.
But you have spoken to them on the phone and told them that when they come to view the photographs they may really like some of them, and you are going to ask them if they would like the opportunity of purchasing some, right?
And you tell them that some of your clients that love their photos when they see them, and often buy something for the wall, or digital files, or an album of their favourite images, spending sometimes a $1,000 or more.
You also have told them that of course, the only time that they can decide is when they see their photographs. Right?
You don’t have to feel like you’re selling something to them that they don’t want.
They are there at the purchasing session looking at the photographs taking up the opportunity you gave them, to spend as much money with you as they want.
You should not prevent them from doing this.
Ask any successful photographer and they will tell you that it is a fact that the more money your clients spend, the happier they are.
“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, experience and number of years
that they have been in business.
A high end photographer probably uses a
$10,000 camera which of course produces high quality files, while cheaper
photographers use cameras producing lesser detail and quality.
Photography
Techniques You May Not Know.
Being a Photography Business Coach I know
that 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 smartphones and standard cameras, and professional
lighting techniques, and the 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.
Experienced 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
Some of the photographers that I coach are
full time professional photographers that have strong reputations, since what
they do is both personal, 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.
Quite simply photographers with the most
expertise in their field, the more you can expect 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.
A photographer who is a member of a professional
organization shows a high level of commitment.
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 images and reaching a certain high standard, and through a long
qualification program a photographer can be awarded the title of Master
Photographer.
How To Get The
Best From Your Photography Session
Every photography charges according to
their positioning and reputation in the marketplace. Just with any other
product or service there are those who are super cheap, up to the very
expensive.
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.
A personal “one on one” purchasing sessions
with the photographer is the better way as your photographer 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 $25 each for the part time hobbyist
photographer to $195 and above for an experience award winning Master
Photographer.
In my opinion as a photography business
coach, 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 upwards from
these more upmarket photographers. 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 2 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.
“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, experience and number of years
that they have been in business.
A high end photographer probably uses a
$10,000 camera which of course produces high quality files, while cheaper
photographers use cameras producing lesser quality.
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 smartphones and standard cameras, and professional
lighting techniques, and the 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.
Experienced 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, 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.
Quite simply photographers with the most
expertise in their field, the more you can expect 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 organization
shows a level of commitment.
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 images and reaching a certain high standard.
How To Get The Best From Your Photography Session
Every photography charges according to
their positioning and reputation in the marketplace. Just with any other
product or service there are those who are super cheap, up to the very
expensive.
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.
A personal “one on one” purchasing sessions
with the photographer is the better way as your photographer 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 $25 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 upwards from
these more upmarket photographers. 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 2 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.
Every day as a photography business coach I come across photographers who are thinking about taking some sort of action to progress their photography business.
They and figure everything out and maybe put it all down on paper, but they don’t actually DON’T DO ANYTHING.
Over planning can be a big procrastinator in moving your photography business forward.
In business, you learn by DOING!
Whatever you do, it will never be perfect, but you will learn what to do to make it better.
From experience you learn.
If you have been thinking of doing a “Bernie style Facebook ad”, that is still bringing in thousands of dollars into the bank accounts of the photographers that I am coaching, then do it!
Sometimes you just need to push yourself and take a risk.
Risk failing.
But what comes with risk is a greater financial reward.
You need to get started, and learn the “Art of Test and Measure.”
Do something, some action, because something is better than nothing.
At least you will get a result you can work on.
Small actions can make massive differences in your business.
Work With Me
Level 1 ( Suitable for part time photographers )
Online Course.. 10 places available.
Level 2 ( Suitable for part time photographers to build a successful business model )
Getting Started Course….5 places available.
Level 3 ( Suitable for full time photographers )
Business Boost Coaching Program ….3 places available.
Level 4 ( Suitable for full time photographers )
Signature Coaching Program…3 places available.
Level 5 ( Suitable for photography studio owners )
Signature Plus Coaching Program….2 places available.
Work hard to rethink and reshape your approach to your photography business in order to incorporate the values required for the task of weeding out the clients you don’t want.
6 major areas that I believe have the greatest impact on this weeding-out process:
Personality and Professionalism
You’re a professional photographer, not an amateur wanting to make a few extra bucks on the weekends (nothing wrong with that, by the way), but someone who has invested time, hard work, and money into the creation of a real business.
You can’t expect your prospects to take you seriously when you’re sending them messages that you are not a serious photography BUSINESS.
They may not consciously notice, but it registers with them nonetheless, in your general demeanor, the way that you dress, and the way that you act, and the level of professional enthusiasm you have for your business.
For example, it’s very easy to get frustrated when things are not going well, but are you allowing your customer to see any hint of that?
Mood and emotion come across very clearly in person, of course, but they can also be felt on the telephone, and even by email.
Even when you write your emails, write them as you would a physical letter in a friendly business tone, and a professional sign-off.The Look And Personality Of Your Website And Blog
You must have a premium website, but the way it’s presented makes all the difference in the world.
Make sure you are using conversational marketing copy in an effort to build a relationship with the prospect or are you being “fluffy” and relying on just your photographs no calls to action?
Make a stand and show your difference.
You can’t afford to be the photographer who is willing to do anything and everything, as that comes across as appearing to be desperate.
Focus on one major thing, and aim to be the absolute best you can be at it.
Your Social Footprint
Social media has ingrained itself in our society, and we can’t believe that there was a time when we didn’t have it.
And that has made us lose sight of what social media really means for business.
First, if you’re using your Facebook personal profile for business, stop it and set up a business page before Facebook finds out and terminates your account.
Next, as business owners we can’t always use social media in the same way others do.
That means keeping religious and political views to ourselves, not bad-mouthing other people, eliminating profanity, and not engaging in those viral “games” that seem so popular at the moment.
As professional photographers, we are our own personal business ambassadors, and it’s important to make sure we put our best social footprint forward, as it were, at all times.
Last week I spoke about how a strong BELIEF and an unmovable VISION were the two of the keys to a successful photography business.
Lots of you watched the video https://www.youtube.com/watch?v=C5h0YVeO9Gw&t=1214s about Murielle, who is based in a low demographic outer suburb, but has enormous success.
She speaks in the video of a $10,000 portrait sale the video, but has done a $23,000 portrait sale a few months ago.
I have invited Murielle to a live group session via Zoom so that we can find out more about how she does it.
You wont believe the sales she gets from her small home studio.
How did she get her BELIEF?
Join like minded photographers in this video in our group meeting “Getting Belief” session.
Watch video here… https://www.youtube.com/watch?v=1kJVidTq28Q&t=198s
If you lack confidence in your business, and especially in your selling your photography…..DON’T MISS THIS!!
Questions? Contact us today +61 418 509 228
But many photography businesses around the world may be coming to an abrupt end.
In the last 12 months I have seen so many photographers walk away from their dreams as their photography businesses have collapsed around them.
The causes have been many, including the breaking down of family relationships, lack of customers, getting sick of the struggle, bad sales, or they simply ran out of ideas to keep their business afloat.
So the burning question is, how do some photographers thrive while others don’t survive?
I have thought long and hard about discovering the answer to this question.
Answer…..an unmovable VISION and a strong BELIEF.
Those photographers who have great photography businesses believe that they are going to succeed, they believe that what they do is valuable, they believe in the value of their work, they believe in their role to supply their customers with lifetime memories, and they believe and search for people to help them on their journey.
PLUS…….
They have a vision in their head of what their business will look like each time they decide to grow it.
One such photographer is Murielle Sassine.
Based in a low demographic outer suburb, Murielle’s success is mind blowing!
She shows her images on a 34 inch TV screen, doesn’t use ProSelect, and yet sells heaps of wall prints.
She also works from home in a converted single garage.
She has sold over $37,449 worth of products in a single month.Pretty good for someone that runs her photography business without any staff to help her.
Yep, she does it ALL by herself.
Check out this video where Murielle tells how she does it…
She has since not only done that $10,000 portrait sale that we spoke about in the video, but has done many around that figure plus a $23,000 portrait sale a few months ago.
Two of her sales just last week included a $8,300 sale and a $4,895 sale.
How did she get the leads?
How does she do her sales sessions?
The 2 keys to her success are VISION and BELIEF.
You will not believe what is possible.
Get energized and watch the video.
Need help to get BELIEF?
Join like minded photographers in our next group “Getting Belief” session.
Simply email BELIEF to mailto:bernie@aswpp.com.au for details
Bernie Griffiths is certain the service he offers to wedding, portrait and family photographers is unique, with no one else in the world doing it quite like he does.
Bernie (pictured right) operates a photography coaching business with an emphasis on marketing strategies and creating successful business models. But what separates him from the touring seminars and other business coaches is that he corresponds one-on-one on a weekly basis with all his clients, and tailors the coaching program around photographers and their businesses.
‘The way I do the coaching is one-on-one. I don’t do group coaching or send a bunch of generic videos to clients. It’s a weekly, one-on-one ‘face-to-face’ Skype session,’ he told ProCounter. ‘What I offer is quite unique within the industry.
Photographers running marketing seminars only teach others based on their own business and what has worked for them.
‘But every photographer comes from a different place, has different clientele, style, skill, and expectations. So I extract information and implement a pricing, selling, and photography structure for that particular business.’
Bernie opened his first and only wedding and portrait studio in Melbourne back in 1969 when he was 23, only to sell it three years ago when he decided a career change was in order. He doesn’t claim to have been overly skilled with a camera, but was in tune with how to market and promote his business.
That’s what he sees as an art.
Because Kodak and other industry-related businesses sponsored his seminars during his photography career, becoming a full-time photography business coach seemed like a natural next step. And given his business was successful for a long timer, he figured a few tricks he learned along the way could be shared to help others make more money.
The vast majority of the 65 clients he has coached in the last three years are from Australia and New Zealand. Some are masters of photography looking to freshen up their business whereas others are completely new to the industry.
In total he estimates well over $1 million in profit has been generated for clients with his assistance.
The coaching is done in either a six or 12-month program which involve a weekly hour-long session. Specific tasks for the photographer are set, and those taking the top end 12-month program have a personal visit from Bernie – be it in a studio, or a desk and chair crammed in the corner of a home office.
Given Bernie believes no two businesses are the same, it can be difficult for him to be specific about challenges wedding and portrait photographers face. However he’s noticed a few areas where photographers can improve.
‘New photographers generally fall short because of their ‘non-actions,’ he said.
‘They have to learn a lot of new skills – as I did when I became a full-time coach.
First and foremost they have to know how to use their camera and post-processing software, but there is also an art in learning how to market, and sometimes I find they don’t follow through with actions.’
What he means is that photographers aren’t reading the ‘business manual’. Instead, and like many of us, they just hastily rip open the box, throw the instruction manual aside and try to figure it out on their own. Only later, after a few mistakes, will they come back to it and take the time to learn how to run a business.
Bernie makes photographers accountable for their business, he said. Here he is with Fi Mims at her studio in St. Kilda, Melbourne.
Spending less is more When it comes to marketing, Bernie recommends spending as little money as possible. The best way to do this is by posting consistently on social media to draw attention to the brand. It’s cost-effective but obviously has limited reach and, frankly, everyone does it.
But marketing can also be a little more creative.
‘Starting a third party alliance with a business or organization can be really handy and cheap, and I’ve noticed a lot of the successful, big studios do this. Let’s use car dealerships as an example,’ he said.
‘Make an agreement where each time the local dealership sells a car, have them send the customer a letter saying “As a thank-you we’ve organized a family portrait session with the area’s leading portrait photographer, with a print included at the value of $600”.’
But strategically targeting the right market is important. A photographer at the high-end of the market will yield better results by partnering with a Mercedes or Lexus dealership than, say, a Holden or Toyota dealership.
A high end photographer would be best suited with a Maserati, Mercedes, BMW or a Ferrari dealer – ‘targeting is everything’.
For photographers in regional areas of Australia in particular, these strategies can prove hugely successful once word-of-mouth spreads.
New and up-and-coming wedding photographers often base their pricing off what others are doing – but that’s not always a wise strategy!
Perceived value creates opportunities Pricing is another area Bernie finds photographers struggle with because, again, many base it on what other photographers recommend.
He suggests to clients that they adopt a system of collections or packages, ‘perceived value is very important and creates opportunities to upsell’.
‘One of my client’s wedding packages averages around $10,000. He does this because he only does albums – no shoot-and-burn coverages. His incoming price is around $3000, but when the clients come in for the album design he sells about $7000 more. He uses the files at a lever to encourage clients to go with the upgrade.’
Given customers cannot resist the temptation of digital files, making the more expensive packages the ones with digital files can push a client to spend more.
‘It’s common for clients to specifically want digital files rather than prints. It’s a product that they want,’ he said. ‘So knowing that, perhaps offer prints in the cheaper collections, and then offer some files in the slightly more expensive collection. And the fourth collection – the most expensive – offer all the files. We know what the consumer wants, and if that’s files, we can encourage them up the ladder so they spend more money.’
Resist the trends! Lastly he thinks too many photographers – particularly those entering the industry as part-time professionals – tend to copy or mimic other photographers, rather than testing out what works for them.
When it comes to things like shooting style and locations, too many photographers follow the leader, making it harder for potential clients to differentiate one from the other. Ultimately they start making decisions based on prices.
Far fewer professional portrait photographers operate from their own studio these days.
At the moment the trend (latest fad?) among portrait photographers he’s noticed is to shoot at a client’s home with a documentary, black-and-white style. (Possibly because fewer photographers have their own studio and this keeps overheads low.)
Throughout his career Bernie said that when a trend emerged he’d resist it – when the majority started shooting portraits in the outdoors, he put more focus on the studio.
Bernie said he is currently running at 90 percent capacity with his photography business coaching. For the next month any photographers interested in his coaching but unsure whether to commit can try a two week ‘A Taste of Success’ program for $97.
Bernie first appeared on ProCounter’s radar earlier this year when he was interviewed about National Family Portrait Month, a charity-based event he organised with the aim of raising the profile of professional family portraiture in Australia. (And… possibly his own business!)
Are Your Prices Too Cheap?Living in New York I had the opportunity to go to 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.
“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
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.
