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What’s the easiest field to get started in as a professional photographer? While I’m sure I can get a dozen different answers, after a variety of conversations the last few weeks, my answer today is Senior Photography.

Every year around 4.3 million kids enter their senior year of high school [here in the U.S.] Which means about 4.3 million kids are in need of a high school senior portrait. How can you get a small percentage of these students into your studio?

1. Advertise in school newspapers. Most schools have some sort of school newspaper. Ask for the editor, or teacher in charge of the process. Most have an ad rate - or you can offer a donation to put in your ad.

2. Advertise in community newspapers. Every school is in a small community that has a local newspaper. Place ad ad, and maybe even talk to the editor about an article on a local senior.

3. Start up a contest. Kids need a lot of things when transitioning from high school to college. Why not enter each portrait client into a drawing for gift certificates, money cards, iPods and even laptop computers.

4.  Set up buddy days. It’s fun to have portraits taken together. If two or more seniors set up a portrait on the same day, include a buddy portrait at no additional cost.

5. Teach a photography class at your local high school. Or have an after school club to help students become better photographers. Not all schools have photography classes in the curriculum - this is a great way to connect with potential seniors - and potential clients.

6. Build a website. Showcase every client you have. Seniors go where their friends go. Show them who’s come through your doors, and you’re more likely to gain more clients.

7. Set up a display at your local mall. Students spend a lot of time at the mall. So do their moms. Showcase your best work, and start the phone ringing.

8. Mail postcards. Yes, postcards still work, even in the Internet age. Put your best photos on display, get a mailing list of students in your area, and give them a reason to give you a call.

9. Ask last year’s seniors for a referral. Every senior has a friend or two that’s in the class below them.

10. Take out a display ad in the yearbook. Thank this years seniors, and wish them luck as they move on to college. Make sure you put your best photos from this year - to help you book next years’ seniors.

photo source GWPhotog

Your potential client calls you up and asks how much is an 8×10 for her high school senior.

Or she emails you after looking through your website to find out what’s the smallest package she can order.

So you give a price in a single sentence, and move on your way.

And then you wonder why everyone is so into pricing, and how you’ll ever make it as a professional photographer.

Sound familiar?

I remember starting out my career as a photographer in much this way. When they call and ask how much is an 8×10, you have to respond with a price, right?

Wrong.

Your prospective client isn’t really interested in hearing a price - they are interested in hearing how you respond to the question. If this is the first time they are out looking for senior portrait photographers, they really don’t know what else to ask for. A picture is a picture, right?

At this point it’s your job to sell what you do.

• Tell them why you’re different.
• Give them solid information on what to look for in a photographer.
• Tell them how to judge a professional photographer.
• Teach them why a senior portrait is so valuable.

Your client doesn’t really want to know how much an 8×10 is (at least the good clients). They really just want great customer service, a friend to rely on, and to feel like they’ve found the best in the business.

As a professional photographer, it’s your job to tell your clients what to wear, and what background to use. Clothing does make the portrait. And the more professional the portrait, the more money you can make.

Decide What Portraits To Sell
As a marketer, you can only sell what you show. If you want to sell dramatic 30×40 portraits with a lot of style, you can’t show people close-up portraits in small sizes. Your clients simply won’t m ake the connection.

Start By Creating Samples
Let’s say you have an idea for creating romantic beach portraits. Ask friends or relatives if you can “borrow” them for a couple hours. Choose your ideal location. Go out and buy the props you need. Get everything set up, and have your friends be your models. All you need is a few great images to show future clients what you can do.

Image by George Pollard

Coach Your Clients on What To Wear
What mood are they trying to create? Spend some time planning out the perfect image, and talk with your client about what will be needed. We once had a client that loved her convertible, and wanted powerful black & white images with it. We met her in a warehouse district on a Sunday, and added some incredible architecture to the background. She went out and bought the perfect jeans/jacket combo, and had some amazing images to hang as artwork on her walls.

Sell With The End In Mind
You and your client have to want the same thing at the beginning of the portrait to both be satisfied in the end. If you want to sell portrait packages in the 4 to 5 figure range, present those packages to prospective clients. Don’t hide or cover up your ultimate price. It will leave you and your client frustrated.

I’ve always been a huge fan of Anne Geddes.

In the late 90’s as our studio was growing, I attended a seminar in Las Vegas in which Anne spoke. I was inspired by her images, and loved her passion for babies. Even though we were specializing in weddings, it was easy to take some of her passion and apply it to what we were doing as well.

Anne continues to be one of my favorite photographers, so naturally I was excited about reading her newest book, Anne Geddes, An Autobiography. I just finished it - and wow. It’s amazing to see many of her images, and learn how she creates some of her most famous images.

This book is truly an inspiration for any photographer.

Like many of us, she started out in a “job” that simply didn’t suit her. She found her talent as a photographer, and started out small photographing children. She photographed children as her business, and took a few fun images for herself to begin developing her talents. And once she found what she truly loved - creating incredible baby art images for use in products like gift books and calendars - there was no holding her back.

She never forgets the love and fragility of a child, and reminds us several times throughout the book of the power of a photograph. It helps us with memories that otherwise we often never would have.

If you haven’t added this book to your library, get it now. I guarantee it will inspire you as a photographer for many years to come.

Lori

Is technology missing in your photography sales? Do you have a way to create photographic print sales 24/7? Time to take a look at ways that increase your print sales from each portrait or wedding your studio photographs.

Online sales are not new, they have been around for many years, but the ease of using photography print systems have changed. With a quick upload of your prints files, you could have your clients, family members and friends purchasing prints and enlargements today.

Several systems are in place today for great photographic print and enlargement sales experiences. Pictage and Collages.net are easy to understand and simple for your clients to navigate. Some systems even send out reminder emails about prints and specials. Some labs like Millers and Burrell offer systems that enhance your current photography studio business. Take a few moments and see if adding online photography print sales could increase profit to your bottom line quickly.

Helping your photography business, how to start a digital wedding photography business and wedding photography business visit virtualphotographystudio.com and keep up-to-date with all of the photography happenings via our free newsletter.

Adobe resently updated the newest product addition to their lineup called Lightroom. 

Lightroom enables professional photographers to import, manage and present large volumes of digital photographs helping them spend more time behind the lens and less time at the computer. Improvements in Lightroom 1.1 include a new image management system that allows flexible multi-computer workflows. A catalog-based system means photographers now can move images and information quickly between their computers. Lightroom 1.1 further streamlines the digital photography workflow with the addition of a convenient way to synchronize folders in the program with new or changed photos. Other changes include improved noise reduction and sharpening functionality, utilizing customer feedback and technology from industry-standard Photoshop.

If you would like additional information, here is a link for Abobe Lightroom.

Helping your photography business, how to start a digital wedding photography business and wedding photography business visit virtualphotographystudio.com and keep up-to-date with all of the photography happenings via our free newsletter.

Producing quality lighting within your photography is key to increased sales. While it is not always advantageous to setup studio light and umbrellas or a softbox that would instantly gain better, softer light, searching for other solutions might help.

On camera flash allow an instant light source for your subject, but the results can be a less than appealing. Many images might provide acceptable results; the majority share the same results, dark background and flat lighting on the subject. While capturing events, I found that bounced flash provided excellent results by increasing light surrounding areas of the portrait and added softness between highlights and shadows. Using a straight bare bulb flash provided soft even light but distance to the subject was extraordinarily restricted. In researching alternative way to use on camera flash, I ran into some interesting attachments that Gary Fong offered. I have known Gary for well over a decade and he has continued to bring new and inventive products to market. His latest, called the Gary Fong WhaleTail, is an attachment to your on camera flash. This WhaleTale Diffuser  and WhaleTale Reporter are great accessories to use for more flattering light.

Helping your photography business, how to start a digital wedding photography business and wedding photography business visit virtualphotographystudio.com and keep up-to-date with all of the photography happenings via our free newsletter.

Photography business sales for tomorrow’s customers.

Are you running your photography business into the ground by creating a quick sale for your work or are you planting seeds for future growth? Just like in the spring, you need to nurture the seeds planted with water, fertilizer and sunshine to see the fruit of your labors.

How does this affect your photography business? Well pretty simple. If you are in the new wedding trend of “churn and burn” photography and only care about shooting the event and handing over your original files and images on a dvd, then you are just planting the seed. You will never see any additional sales from this event. Albums, frames, large wall prints…additional sales are removed. When the client has the original image files, they will share them, print small meaning-less prints and your studio becomes separated from the art.

This trend is eroding your photography studio’s bottom line!

By adding a little fertilizer and sunshine we can add growth. Photography is an art and should be sold as such. Add your style and design! Frame the print or create a collage of images that tell a story. We are not meant to hold the image hostage but want to allow our professional reputation to stand for quality. Think about it the next time a potential client asks you to capture an event and sell the original files. Your sales will suffer and your extended marketing will be lost. I can remember countless times that I received calls from potential clients that viewed an image displayed at a past client’ home.

Don’t sell yourself short…think future…think growth!

Helping your photography business, how to start a digital wedding photography business and wedding photography business visit virtualphotographystudio.com and keep up-to-date with all of the photography happenings via our free newsletter.

One of the great masters of photography has passed yesterday, Monte Zucker. 1929-2007.

Monte inspired us to work with lighting and posing to create wonderful works of art. I know that his presence will be missed. Thanks Monte for teaching me how to use techniques that will always help art.

http://www.montezucker.com/

Want to learn more about running a successful photography business? You’re going to love our podcast series. We interview the best resources and the hottest talent - to give you ideas to grow your business.  

Have you ever sold large prints from you photography sessions? Do you have a way to easily sell wall size images? We recently interviewed Niki Newman about selling large wall prints from portrait sessions and found how she works with her clients. 

Niki Newman - Coming Attractions on Marketing With Projection - (Click to listen or right-click to save)

• Learn why projection is the only way to sell to clients
• Learn how you can double - even triple - your sales in just a few short weeks.
• Learn what types of photography projection works with best.
• Discover why using projection is easier than you think. And much more!

Visit Niki’s website at ProjectorsForPhotographers.com

Helping your photography business, how to start a digital wedding photography business and wedding photography business visit virtualphotographystudio.com and keep up-to-date with all of the photography happenings via our free newsletter.

Photoshop tutorials

Since wedding photography and portrait photography has pushed the digital photography limits, we all have been stretched to learn Photoshop. Always searching the Internet to make my life much easier, I found some great resources to use for training yourself in Photoshop.

Photoshop tutorials

Digital Photoshop resources

Photoshop training

Photoshop tips

Helping your photography business, how to start a photography business and wedding photography business visit virtualphotographystudio.com and keep up-to-date with all of the photography happenings via our free newsletter.

On Sunday mornings, I love to spend some time going through the ads and the coupons. Though I don’t use many of the coupons, I love to see what new things they are promoting. Some things are amazing.This past week, Sears Portrait Studios advertised an amazing product called the Portrait Study. They sell a frame with 9 square images in it, and photograph the child’s features photojournalistic style.

In their ad, it was of a small child, maybe 12 months old. They had close ups of her eyes, her hands and her feet. Only one photo was a full face image.

What is this going to do to the portrait industry? How can you separate yourself from the discount studios that are now offering an even more exclusive service?

Helping your photography business, how to start a photography business and wedding photography business visit virtualphotographystudio.com

Our first few years in business brough with it incredible amounts of stress around this time of year.

You have people that get their orders in to you in plenty of time, and can complete them in November.

Then you have the procrastinators. The people that place an order on December 24th, hoping to have it back by the 25th for a present.

The only way to control the procrastinators is for you to take charge. Set your deadlines - AND STICK WITH THEM.

Don’t take orders after your set deadline with any type of a promise. If a customer places an order after your deadline, they are the one’s at fault.

Use your ordering date as your policy - adhere to it - and make your customer in charge of getting the order to you on time!

Helping your photography business, how to start a photography business and wedding photography business visit virtualphotographystudio.com

I just received a new product supplement from Tap. They have a compact disc folio insert, that comes in a 5×5/single size, and a double which contains 2 5×5’s plus 2 CD’s. Both of these folios allow you to place a CD on one side of the folio, and a photograph on the other.

After the final sale is placed, why not offer a folio to your client at a reduced cost? You can place a selection of images on the CD that fade in and out, and are choreographed to music. Mom’s love this product, especially for babies and seniors.

Make sure you use only copyright free, or royalty free music if you are selling anything to your customer. Do a search on the internet to find the music that suits your style.

I’m hearing similar comments from photographers all over, sales are slow.

First of all, what type of photography are you in? Have you ever thought of expanding in to another type to fill in the holes?

We photograph weddings. In Colorado, wedding season is May-October. If we remained slow from November-April, times would definitely be tight. Instead we have found other sources of income to fill in those wholes.

One way was to link up with a studio in Arizona. We both have connections in each other’s state, and love to travel back and forth. Arizona’s busy season is November-April. By connecting and booking for each other, we have potential to remain busy year round.

Another solution? How do you feel about corporate or commercial work? Catalogs and advertisements are produced year round. Approach a few ad agencies or companies and find out how you can help produce their photographs.

As a wedding photographer, our clients are from a broad spectrum of industries. Just by talking and staying in touch, we gained a major corporate account with a floral business, producing all of their images for their advertisements. The best thing is it’s easy work, and it comes in every month.

Open up your mind to other types of business you can get into. And put out the word for what you’re looking for.

Lori

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