Understand first, that the way that i do business is really, to be honest, polar to a lot of people in our industry.  I make it a priority to give, even when it cost me greatly- and to pour into everyone who walks in my door, client or not.  this takes a lot of time & quite honestly can really be difficult when it seems like everyone around me is always energized and encouraged when they leave & i’m a mess- i don’t say that to make myself look great- don’t miss the last part- ask my sweet husband, most of the time, i’m a mess.  but, my business grows daily and i continue to meet the goals (even the astronomical ones) i’m setting (not by my own merit, but the grace of God!!)-  so, know that what i tell you will come from this place- give, and when you don’t feel like you can anymore, give more.

part of the giving is (attempting) to answer questions i get daily from other photographers, most of the time i do this by email with the intentions of blogging the questions, but i’m not so great at that… so, to the coffee shop i came today- to write without distraction- and tada!!  question number one!

this question comes from a Washington Photographer :

I was just wondering if you have any tips on boosting print sales.
Clients love the photos in their gallery, but only end up buying two prints. All of my
business is still in my hometown, so it’s hard for me to meet with clients to go over photos,
but I do make that an option for them. I’m just trying to make 2010 a more successful year,
so I was wondering what you do to get those purchases up?

Ok** warning, this might be information overload**

First of all, i think you need to know that there are a TON of people where you are-  I am going to break down your question into parts, so that  it is answered thoroughly!
I was just wondering if you have any tips on boosting print sales.

THE FIRST STEP TO GREAT PRINT SALES IS GREAT PRICING

!! i don’t mean finding another photographer who puts their pricing online and copying theirs because it looks about right !!

there is a lot to consider when setting your prices- it takes thought, honesty, goals, growth, and a calculation of all of those things to come up with what works for you-  you have no idea what the next guys investment is, so don’t base your sales on his!  check out this AWESOME pricing guide by Stacy Reeves download it, read it, re-read it, and then start calculating your prices.

YOUR PRICES ARE YOUR FOUNDATION.

once they are set with your complete understanding of why your 8×10 has to cost $40 or $140 and you can look your client in the eye without batting and add it to their invoice- your sales will increase- because  you will be confident in your communication and your clients understanding of the value of their investment will increase- see how this will work?

Clients love the photos in their gallery, but only end up buying two prints.

there are a couple of things that i would suggest for selling online-

i ran by business for 4 years online- i lived in Germany and while i had a lot of clients in Germany, the majority of my business came from my annual trips back to the US and my clients were all over America- needless to say, my online capabilities had to be top notch or it would effect my sales greatly-  it took me a while to come up with a system, but when i did- it worked pretty smoothly.

first thing:

MAKE SURE YOUR ONLINE STORE IS EASY TO NAVIGATE

SEND YOUR CLIENTS DIRECT LINKS TO THEIR GALLERY AND PRODUCTS SO THEY DON’T HAVE TO LOOK FOR THEM *because they won’t*

SHOW SAMPLE IMAGES OF YOUR PRODUCTS  -if you don’t have image samples of your products- create them!  you will see the return immediately!  people won’t buy what they can’t see

CREATE A SALES/PRODUCT GUIDE that you can email in .pdf form or have hidden on your site for them to view (here is an example of a PRODUCT GUIDE if you aren’t a designer, don’t try to become one here!  invest in someone who has the skills and will make you look GOOD!!)

SHARE PRODUCT IDEAS  THAT FIT THEIR HOME & LIFESTYLE

here are some samples of what i use:

there are a lot of shopping cart options-it is important to do your research and see what works best for you!

i did a lot of research and ended up going with PicturesPro.com i love their customizing options and Tim is great with emails and customer service!  (and they have a great forum that you can search if you don’t want to bother him)  it is a one time investment with no monthly fees & all credit cards are processed through paypal and linked back to your site.  It’s pretty seamless.  Occasionally i will have a client with a problem but it is rarely anything that i can’t walk them through.

product sample images- i have these for every product i offer my clients

here is an example of a gallery that i would suggest to my client: (this is a screen shot)

the online store that i use allows for really great customization and takes out a lot of the guess work, my client has the freedom to arrange the images as he/she chooses and in the end is left with a gallery that is exactly what he/she wants!

it’s important to know your client-  i always ask about their home, how they want to LIVE with their collection – client communication is KEY.

All of my business is still in my hometown, so it’s hard for me to meet with clients to go over photos, but I do make that an option for them.

this is the most recent change in my business- shifting from overseas and online to in person has been A BIG CHANGE.  when my phone started ringing with questions i was a little taken back (because no one called in Germany)  i would always ask for their email and try to move back to my online strategy- but i realized quickly- for me to develop the relationship and trust that i really wanted to with my clients, i needed to TALK to them- to sit with them, and to help them protect their investment.

When i sit down with my clients i make it very clear that they have a lot of options, but i don’t show them a single one until i feel like i have a good grasp on what they need.  I am not interested in selling to sell.  I’m not selling used cars, i don’t have an inventory to get rid of- so, i don’t approach it that way.  what i do have is a beautiful collection that deserves to be displayed and enjoyed for generations- and so that is where i begin.

we talk about their home, where they live the most in it, where they host guests, or hang out-

the colors, textures, layout… if they move around a lot (military families) sometimes books & albums are better choices-

every collection is determined by the client.  i have no idea what they will order when they arrive.  and i don’t have a product in mind- and try to sell from that place- i don’t want to sell myself short or limit my client in any way.

i have recently changed my online gallery options because i have a studio and the ability to host my clients there-

i now host all of my proofs through pictage and let pictage handle all of the “gift print” orders- 8×10 and smaller.  they print and ship them directly to my client- my clients can view their gallery and share with family and friends online.

they then schedule an ordering appointment with me and enjoy seeing all of their options in person (i have samples of every product for them to see and touch)  i offer a discount for them as a courtesy at their ordering session and any order that they place after that day is full price.

My product orders are always, ALWAYS significantly higher when my clients come in- it isn’t because i get all slimy and start trying to sell them everything under the sun- it’s just because they can see the difference in the quality and they want to protect their investment-  and they see first hand that i care about their investment too- and i will do everything i can to ensure their money is invested wisely.

so, i would take the option out- MEET WITH YOUR CLIENTS IN PERSON! *if the drive for them is far, you might offer them a gift print as a thank you for their travel

HAVE PRODUCT SAMPLES WITH  YOU!

LISTEN TO YOUR CLIENTS AND BE SMART WITH THE PRODUCTS YOU SHOW/OFFER!

and up your sales will go!

I’m just trying to make 2010 a more successful year, so I was wondering what you do to get those purchases up?

aren’t we all!!

REMEMBER TO SET GOALS.  even if they seam crazy-  if you know that you want to average $1500 per session but right now you are $300 – keep your head up!  right that goal down-  work hard at creating a collection that they have to have… that really captures them as they are-

i can’t stress enough how important it is to COMMUNICATE WITH YOUR CLIENTS.

if we all decide that we will put our CLIENTS first- then the way people view our industry in every town will change.  if you are cranking away and your clients don’t feel the difference in you and the next guy- there is something wrong!

get to know your clients, what they love, what they value…

when you have those things in mind, whatever you present to them as a wise investment will be received gladly.  (not always sold, but at least not met with folded arms!)

TAKE THE TIME TO WORK ON YOUR PRICING, MEET WITH & LISTEN TO YOUR CLIENTS, PRESENT PRODUCTS THAT ARE A FIT FOR THEM, AND YOU WILL INCREASE YOUR SALES!!

best of luck!!!

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Necessity… the mother of invention.
Plato

as i am sure every photographer does, i search & search for the perfect camera bag.  CONSTANTLY.

it seems like everyday i need one more slot, or another zipper pouch, or a longer strap, or shorter strap, or more protection, or a zip closure… the list goes on & on.

i just ordered some new gear and was making sure that when i got ready for my wedding last weekend i would be able to carry it comfortably, keep it safe, and get to it easily.  there are a couple of really great bags out right now, created by photographers that often share the same problems we all do… there solutions are great, but just not quite right for me (maybe they will be next week)-

the two bags i speak of specifically are the shootsac & the kelly moore bag - these bags are GREAT, FUN, & BEAUTIFUL, but like i said… they aren’t QUIIITE right for me- i’m afraid i would break my lenses using the shootsac (because i’m clumsy) its made of wetsuit material and really molds to your body (which i think is awesome) – the Kelly Moore bag is a new bag and too adorable, but too big for me- but man- it’s beautiful!

sooo, if those bags are perfect for you- AWESOME!! or, if you are looking for a perfect bag and don’t want to mess with making it yourself, order them & tell them i sent you their way!

if they aren’t quite perfect and you want a little bit of flexibility- here is what you need to do:

1.  head to the mall, tj maxx, marshalls, or ross & pick out a great bag (or 3)

THINGS TO LOOK FOR IN A BAG:

• look for a bag that has a shoulder strap (or the option to add one)
• look for a bag that closes
• look for a bag that is tall enough for your longest lens
• look for a bag that is wide enough for your lenses
• look for great quality leather or sturdy material- you want it to last!

2. order the think tank airport kit

3. order the think tank strap (why the think tank strap) because it’s cushioned and curved, adjustable, and sturdy!! that’s why and your lenses and gear get heavy- so you want a great strap to protect you from the weight!

4.  decide how you want your bag to be arranged (how many compartments you will need) put them together like a puzzle.  use the long parts for the sides and bottom and then add the small ones  for compartments.

5. don’t forget to add cushion to the bottom of your bag

6. adjust your strap

7.  add your lenses and gear shoot away!!

that’s really it- custom bags are simple!! you just need to use the kit like a puzzle and make sure the pieces all fit securely!

no one will even know you have a camera in your bag!!  i used the multi-color suede one last weekend and on two sessions this week and LOVE it!!  i can even add my camera body on top of my lenses- with a divider in the middle to protect from scratching (and at the wedding i had my 70-200 there!)

BONUS: when you don’t want to use it as a camera bag any more you have a really cool purse!!

IF YOU ARE HEADING OVER TO THINK TANK… BE SURE YOU USE THIS CODE:  AP-408 (you get a free gift with your purchase of $50 or more, and i think it might be a free bag… SCORE!!)

just in case you would like to know my other favorite bags:

when i travel or head to weddings or projects with a ton of gear, i use this bad boy: Airport Security V 2.0 and YES. i did/do  fly internationally with it. (we lived in europe for 4 years and i flew back to the US 2-3 times a  year) i just smiled really big, and rolled really quickly past the security guys and stuffed it up top really fast in the plane- never had a problem.

when i’m out and about with a couple of lenses is use the URBAN DISGUISE 30 and most of the time during weddings my assistant or second shooter wears this with the 70-200 in it- because it is tall enough for it- it keeps my lenses all snugly and likes that

hope you enjoy

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when you are just starting, it is OVERWHELMING and really stressful to try to think of EVERYTHING.

so, i thought i would share my routine with those of you who might not have one- i hope it helps sort out the madness!! i’m not claiming this is everything, it is just most things

BEFORE THE NIGHT BEFORE:

• make sure you have the names and cell phone numbers of someone who will answer the phone that can relay a message to the bride or groom (most of the time they don’t use their phones the day of… be prepared to talk to a stressed out bridesmaid… she will be the hero of the day- love her!) if you have your brides number that should be fine, someone will answer her phone
• gather the address of every location you will be shooting- ceremony, reception, (in the case of my wedding tomorrow- we are doing the formals in a park, so- be sure you know where you are going)
• request a shot list from your bride, if she says “she trusts your judgment, make sure she writes it in an email just to protect yourself in case great aunt jackie gets her feelings hurt and blames it on you (and to protect your bride, sometimes just writing down, “i trust your creative expertise” can really be a powerful thing!
• make sure that you know what time you will be shooting so that you can discuss the lighting and photography needs in detail with your bride- if she is having an evening wedding, opts out of the first look, and wants portraits flash free after the ceremony- she’s in trouble- so save her the heart ache

THE NIGHT BEFORE (this may seem a little silly to those of you who do this often, but keep in mind, this is for those that don’t… share your seasoned tips with us in the comments, we are all learning here)

***i have to write a disclaimer and say brandon is my witness i still get very nervous as a wedding approaches- it is such an honor for me to be a part of this incredible day in the lives of my clients that i want everything to be PERFECT.  so, my hands get sweaty, my stomach knots up, and i pray, a  l o t. it is perfectly normal to get nervous- i think i might be more nervous if i wasn’t nervous.  i use every wedding as an opportunity for growth- as i grow as a photographer, more knowledge leads to more responsibility- and a greater pursuit of excellence- so i also go into almost every wedding with a personal goal- a specific thing that i want to try, or an area i want to really push myself to improve in, it gives me a tangible goal to aspire to- and it extremely motivating! ok, back to the night before:

• CHECK YOUR TIMELINE- make sure that you know exactly when you need to be where- and then check it again. DON’T BE LATE.  COME ON!!  YOU ARE THE PHOTOGRAPHER!!!
• DOUBLE CHECK YOUR TIMELINE (ok, enough of that)
• set a call time for your assistant, second shooter, team, who ever you roll with, make sure they are there EARLY.
• GET OUT YOUR GEAR LIST (if you don’t have a gear check list, make one and keep it blank so that you can print it out and check things off as you pack them (make two columns so you can check twice)  – THIS IS AN EXAMPLE OF ONE OF MY OFFICE FORMS
• PRINT out your shot list from your bride and review it- make a mental note and pay attention to questions that you might ask & make sure the proper time is allowed- big group shots can take 5 min each- so make sure you’ve got the time right!
• fill up your car with gas so you don’t have to stop
• charge your batteries (i normally do this through out the week when i think about it)
• clear all of your memory cards and make sure you have plenty of room for the big day
• check your flashes & settings to make sure you have a good starting point for the reception- the final tweaks for exposure will happen at the venue (i still check these before because i play around a lot with my gear and i want to make sure i haven’t done something weird that would require me to use a lot of my brain to fix it on the fly)
• pick your bag/s for the day
• make a list of what gear you will need when for example my list looks something like this: FORMALS 85, 50, 24-70 (sometimes 24) PRECEREMONY 85, 50, 50 macro, 24 CEREMONY 16-35, 24-70, 70-200, 85 RECEPTION 16-35, 50, 85, 24 (sometimes 24-70)
• load your bag with the gear you will need first (i have a rolling thinktank bag and a bag i made (tutorial coming) so, i keep my lenses i will be using now, with me… the rest are guarded by a pack of angry dogs
• check your gear list off
• pray for creativity- trust that God hears your prayers and loves your bride and groom more than you do- or their family does- ask Him to equip you to capture them honestly as they are.
• flip through some online inspiration or your idea book for great shots you want to attempt- review your goals
• grab a hand full of business cards and put them in your bag and the pocket you will be wearing
• get good, restful sleep and wake up ready to enjoy the day- you have been given the highest honor- you are going to record history that will be cherished for generations!!

DAY OF WEDDING

• write your bride and groom a sweet note thanking them for letting you share in their day
• put all of your print outs in one place (directions, shot lists, phone numbers)
• take your drivers license, business credit card, cell phone, and a twenty dollar bill and put it with your memory cards (you never know what you are going to need!!) leave your wallet at home
• make sure your bag is clearly marked and that every memory card has your name and a contact number on it
• do your last gear check (** true story, i did all of the above for a portrait session, set my camera on the table to grab after the battery charged, grabbed the battery, left the body- had all of my lenses, no camera body… did i have a back up- um, left that too… good thing she was my friend AND client!! don’t make that mistake!! CHECK AND RECHECK!)
• things you might want to stash in your bag: chap-stick (unopened… you don’t want a crusty lipped groom) small scissors, safety pins, band aids, extra pens, and something to take notes on- you never know when you will need to remember something! bottle of water, small snack, and GUM OR MINTS (everyone will looove you) and your chap-stick or lip gloss… everyone looks better all glossy!
• THAT’S IT PACK UP AND GO.  don’t forget to enjoy!!

** I AM SURE I LEFT OUT A TON- there is a lot that becomes second nature- i’ll pay close attention in the morning to my routine… and then add what i discover- if you are a photographer and  you have something to add, please share!! for those looking for a routine, good luck!!! it will come in time!

and… because i had a super fun session today… i’ll share what made my heart skip a beat for two reasons… first, the moment was special, sooo sweet & funny- but the second is the 50 1.2… it is crazy!! this is at 1.2!!! look at her eyes!!!

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WHAT DO YOU USE TO EDIT YOUR IMAGES?

If i’m serious about photography and really want great editing software, what do i need to buy?

without question: Photoshop CS4 (this is the latest version of Photoshop, if you have an earlier version, don’t be offended )

there are a million reasons- i’ll just name a few.

workflow tools like the Adobe  Camera Raw plug in save you hours, and HOURS of time

you can install actions and create your own that will speed up your edit time

you can use it as a graphic design platform if you don’t want to dive into illustrator right away

Is CS4 the same as Elements? um. no.

you can do some really, really cool things with elements, but it is not the same as CS4.

I’ve looked for CS4 and it is EXPENSIVE! is there a way to get it cheaper?

here are the online options for buying- i always recommend amazon because they always have the best prices.  If you are a student or teacher (or there is one living in your house) you can buy the student version that is A LOT less expensive.

If you are in business, then you understand the value of investing in the best tools.  So, don’t shy away from the expense.  It will pay for itself with the quickness!  (and it’s a tax deduction!)

so, here are the links: student versions first