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.
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.