Photographers – The Secret To Closing More Sales

Have you ever tried to buy a product or service from someone who has his or her own agenda?

I recently walked into a store to buy a new printer. I had a basic idea of what I wanted, I just had a few questions about one particular model. But when I asked for help, the salesperson spent minute after minute talking about different models with different options – none of which I was interested in. I repeated my question several times; he never answered one of them directly. So I eventually left without purchasing anything, and did my research elsewhere.

I see this all the time in sales. As a salesperson, you get so focused on your message, what you need to say about your products or services, that you forget one important thing.

To listen.

Here are five lessons in listening that will help you increase your sales potential.

Never pre-judge.

We all do it. You see the way someone is dressed, or the car they drive up in, and you determine they aren’t your ideal client before you’ve even spoken with them. Put all of your judgments aside, and listen instead. Start out with a question: Why is photography important to you? Then listen to the answer. Use their thoughts in your sales presentation. One of our biggest wedding clients every got married in a local park and played volleyball at the reception. Yet they loved and cherished photographs, and made us pretty much their entire budget.

Our Top Photography Posts Of 2012

What does 2013 hold for you?

In many ways, you can look back to the previous year to learn all you need to know for the future. And as we went back and looked at everything we’ve written and posted in 2012 – and what your favorites were too – we discovered a wealth of information that can help you as we roll into the New Year.

If building up an income stream from your photography business is on your list of to-do’s for 2013, get started by looking through our top posts and using the information to help you as you plan out your coming weeks and months. Here is a list of the most popular:

5 Secrets Professional Photographers Will Never Tell You

I remember when we first started out in photography, we would look at the professionals who had “made it” within the industry and somehow think they were different then us. They had a fan base stretched out around the world. They traveled to exotic locations to photograph their clients. They were featured in magazines and talked on stages in front of hundreds of people.

They were real photographers. And deep down we questioned all the time whether we had what it takes to make it to that level….read more>>

10 Steps To Becoming A Better Photographer

When you read the title of this post, what was your first thought? Did you think “better photographer” meant learning how to use your camera more effectively? Did you think “better photographer” meant taking better photographs? Did you think “better photographer” meant building a stronger, more successful business?

In reality, it can mean all of this and more. Photography has so many facets; each one you delve into can take years to learn and perfect.

Yet if you had to sum it up in 10 steps, what would they be? As I thought more about it and looked back over the past 20 years I’ve been a photographer, I realized I didn’t just look at it from a “taking pictures” angle. To me, being a better photographer also means building the business. And since that is the purpose of this blog, I thought I would divide it into 10 steps…read more>>

15 Things You Should Never Say To A Professional Photographer

What are some of the funniest (or maybe scariest) things your clients have ever said to you? I know we always said we should right a book with all of our experiences. Clients can say the most amazing things – and most of the time they don’t even realize the implications of what they are truly saying. Take a look at these 15, then come up with your own…read more>>

How To Start A Photography Business Without Wasting Money

What made you decide to take your love of photography to the next level and start a business with it?

Perhaps you aren’t sure if your 9 to 5 job is secure; will it really be there for you in the near future to pay your bills?

Or maybe you’ve seen a program on television that inspired you to the lifestyle some photographers have. I’m always inspired when I watch Art Wolfe’s Travels To The Edge.

In any case, your new business venture can very quickly take on a life of it own. As you begin to learn more about the business side of things, you’ll find things that are hard to live without. Training programs. New equipment. And so much more…read more>>

14 Do’s and Don’ts To Win Over Your Photography Clients

The key to a great business is having great clients. Here are some simple rules to ensure that your customers love you and want to use you again and again. And again. Do find your competitive edge. What makes you special? What makes you unique? Its not just your passion or your love for the business. It has to be your approach to photography and the way you run your business. Find that one unique thing that sets you apart and use it to bring in a ton of clients. Don’t badmouth your competition. You probably have one or two competitors who you think very little of. They run their business completely against your ethics and you know “dirty little secrets” about them that makes you have anything but trust. Don’t tell. As much as you know about them, its important to turn the other way and…read more>>

12 Words That Will Change The Value Of Your Photography

This infographic will let you choose your words that will change the value of your photography…read more>>

The 7 Deadly Sins Of A Photography Business

If you are operating a photography business, you are in competition with thousands of other photographers all vying for your prospects attention. When it comes to photographing, many have a natural eye for creating amazing art. But when it comes to running a business, most of them don’t have a clue as to what they are doing. The same problems come up again and again, keeping them away from doing the one thing they want most of all – finding success. So how about you? Do you commit one of these deadly sins with your own business….read more>>

The First 4 Steps To Becoming A Wealthy Photographer

What is the number one reason most businesses fail? It isn’t lack of ideas, lack of enthusiasm, or lack of potential. People go into business for all the right reasons.

Instead, the one reason they fail is they run out of the one resource you simply can’t build a business without – cash. Cash is king when it comes to owning and operating a photography business. There are certain things you can do yourself to avoid using cash – market using Facebook and Twitter, do your own editing instead of hiring, or typing in your own data entry and tax information. Yet if you don’t pay…read more>>

The Code For Blocking Pinterest … And 12 Reasons You Shouldn’t Use It

There are a lot of photographers out there up in arms over Pinterest.

Pinterest allows people to create visual pin boards by finding things online and “pinning” them to a board on their Pinterest account. Because Pinterest is a visual social site, what attracts you to click on things is the photograph. Yet you can look through the images on Pinterest without having to go back to the site of origination to view who’s images they are. Which means there are many photographers upset by copyright infringement – can people really “move” your images around and share them in a variety of ways without crediting you, the photographer…read more>>

Your Blog Post Checklist – Make Your Photography Blog Attractable

Do you blog on a regular basis? If so, you’ve probably posted a few that were anything but complete. You forgot to spell check. You didn’t include the link you planned on using. Or you simply made it a short post because you didn’t know what else to write. Writing posts on a regular basis takes more than talent; it takes a checklist to make sure all of the pieces are included. Even if writing isn’t your “thing”, here is an easy way to make sure every post you create is perfectly targeted towards your readers..read more>>

5 Secrets That Make Some Photographers Successful … And Some Photographers Fail

I bet you’re like this: If someone asks how your job is going, you say okay. You may elaborate a little, but it’s just a job. Nothing exciting. It pays the bills. You worry if you’ll get a raise next year, or if your job will even exist next year. But for now, it gives you the income you need.

But I bet if someone asks you what you really want to do, something different will take place: You’ll get that spark in your eye, you’ll sit a little taller, and you’ll feel a little excitement way down deep. You’ll talk about how you’ve been shooting for a while now and really love photography. You met a photographer (or found them online) who is doing something close to what you would love to do. You’re dreaming of turning that idea into a reality … but it just hasn’t happened yet.

So, did I touch any buttons…read more>>

Wishing all of you a prosperous New Year!

To your success,

Lori

Photographers – Developing a Strong Presentation Piece or Marketing Kit

This post is Day 6 of 30 Ways In 30 Days To Redesign Your Life With Photography. This series seeks to provide you with practical steps to get you from wherever you are today, to exactly where you want to be – this year! If your goal has always been to take your photography to a whole new level, hang on and start enjoying a new lifestyle you’ve always dreamed of.

A person forms an opinion of you and/or your company in a matter of seconds. Once that opinion is formed, it is very difficult to sway the opinion one way or the other. Which means those first few seconds are crucial in turning a first opinion into a customer.

First opinions come in a variety of ways.

If you meet someone in person, it may be formed by your appearance, the clothes you wear, how you look, your neatness (or lack thereof), your timeliness, or even your attitude.

If someone recommends you, it could be the way a person talks about you, what they use to make the referral (a business card, brochure, etc), or the body language they use while giving the referral.

If someone finds you online, it’s the presence you have built online. Have you taken the time to develop a professional presence? Do you stay active on social sites? Do you control what is being said about you?

And it also is impacted by your studio, your marketing materials, and the way you connect with a person again and again throughout the process.

“I’m starting on a shoestring budget, and am not sure what I should do next. I’ve printed up a few business cards on my own. I’ve created a simple site on Blogger and have a Facebook page. I want to be able to tell and show people what I do, but without a lot of money, what should be my next step.” Josie

When you are just starting out, the last thing you want to do is print up a thousand cards before you have your true identity built. Yet at the same time what you do now will forever impact your business in the future. So where do you spend your time?

For me, it’s always been the Internet.

Start By Building Online

I love technology. In fact I have dozens of websites doing all kinds of things in all kinds of industries. I couldn’t run my business without them. They are my business.

And now more than ever, you don’t need to spend thousands on a beautiful web presence. If you have some technical knowledge and a desire to learn, you can build a beautiful web presence for very little money. However I don’t recommend Blogger or other free sites for a variety of reasons.

1. They are free. You get what you pay for. You will have their branding, advertising on your site, and will be at their mercy if they decide to shut you down.

2. You have little control. With you own site, you can control the RSS, link it to your social sites, and gain traction in Google and other search sites. You have your own domain name, and can brand it in any way you choose.

With WordPress being at the top of the pile of design tools, and with the ease of plugins and share capabilities, WordPress really is the way to go. (Not the free site – always control it yourself.) You’ll be able to design anything, and have full control over what you do.

Make sure you brand yourself, and devote time to growing online. You should have:

• A website and/or blog
• Social sites like Facebook, Flickr, YouTube and Twitter
• Specialty sites or landing pages for individual promotions

Also concentrate on putting together a dynamic presentation. Try expanding beyond the normal – if you see something on other photographer’s sites, how can you make it better? Try creating a high impact video and sharing it on YouTube and other video sharing sites. Or design with SlideShare and add a variety of content. Animoto is another way to create a great message.

While I do recommend having something online that says “WOW”, I also recommend keeping your overall site simple, and avoid Flash sites. Within the next couple of years, most people will be accessing sites from their mobile devices, and Smart technology does not recognize Flash. Which means your site will not show to anyone accessing it through mobile devices. Keep it simple, and give people choices as to what and how they access.

Stay Simple and Say Wow

While you can do pretty much everything and anything online any more, sometimes it’s nice to be able to showcase what you do in a personal way. Because photography is all about image, don’t forget to showcase what you do with an actual image.

I personally love Moo. They offer mini cards, business cards and postcards that come on a heavy cardstock, and give you just a bit more sophistication for the money. Their colors are brilliant, and the overall impact says wow. You don’t have to design one card and print it in quantity – you can change the image on every card if you choose. And if you are just starting out, you don’t have to print in the thousands – start with just a few. I have their ShowCase – a business card holder that holds 15 cards, and have a variety of images within the ShowCase. When you fan it out and the different photographs show, it definitely says more than a standard business card.

Yes, you can argue that the price is a bit higher than you can get elsewhere – you can even find free business cards online or print them yourself. But I’ve found I don’t hand out a ton of cards, and even 50 can last quite awhile. And the overall impression is definitely worth it.

I also love the postcards. You don’t have to use them as postcards and mail them out. Instead, have a variety on hand to show what you do. If you photograph weddings, baby portraits and seniors, have a few from each series. You can combine the postcards in a marketing kit with your price lists and other content, and turn it into something special without a lot of extra money.

Creating Your Marketing Kit

Creating your marketing kit can be a simple process. If you haven’t been to a paper store – not an office supply store – find one in your area. Or check out Paper Direct. They have a lot of ideas for presentation folders, and make it easy for you to create just about anything. I’ve used vellum envelopes, plastic folders and a wide variety of other materials over the past. When you order matching papers and envelopes or folders, it automatically gives you a superior quality. Then print your information yourself, and include postcards to supplement the look, and give you a totally professional appearance.

Some of the things we’ve put into our marketing kits over the years include:

• Price lists
• Company overview
• Resume
• Awards
• Testimonials
• Press releases
• Article – in the news features
• Personal articles we’ve written
• Clothing consultation information
• Gift possibilities
• And of course, a variety of postcard images

In many cases, we like to go for the overwhelm. Some people will glance through the packet, others will study it. Sure it’s nice to have it online too. But there’s nothing better than walking out with a professional presentation.

Sometimes Material Is Better

Think back to your birthday, your anniversary, or the holidays. When you head out to the mailbox and receive a card, how does it make you feel? In today’s online world, a physical card can definitely make you feel extra special. It takes time and thought to go that extra step and put something into the mail instead of writing a couple of lines in a text message or email.

The same holds true from a business standpoint. People are so used to being directed to a website, anything else is somewhat of a shock. Which means it can be very beneficial in helping you book a client to step away from the norm, and create marketing materials as well.

The reason we don’t print in bulk anymore is because you can book a variety of clients simply through your online resources. They are excited about you, connect with you online, and are happy with what they see online.

But some will take a little longer, and need a gentle push. That’s what your hardcopy presentation materials are for.

• You may hand them a presentation folder when you meet in your studio or in a coffee shop.

• You may mail them a postcard reminding them about their appointment.

• You may mail them a greeting card thanking them for meeting with you.

• You may send them a reminder postcard and note about booking with you.

• And finally a thank you card when they book with you.

If you photograph weddings, you may only need a handful of items per month. So why print things by the thousands when you may change your marketing methods, or add a new image to your portfolio that you love?

The key behind a great marketing kit is to have it sell you without you having to sell yourself. If a person can go to your site, and discover you are the photographer for them, it’s worth the effort you put into your site. If a person loves your presentation when you meet one on one, it’s worth the time you put into your presentation. And if they love your extra touches, and love your postcards to just say thanks, that’s going the extra mile.

Top 5 Business Mistakes Every New Photographer Makes

Thinking of opening up a photography studio? Or maybe you have a studio, yet it isn’t bringing in much business. What can you do about it? What should you do to move forward, and what can you avoid?

Here are the top 5 business mistakes that I see every new photographer make.

1. Staying in the scared zone too long.
You want a client or two to build up your portfolio. You want some experience before you raise your prices. You test the waters of a business before you actually tell people you have a business. In other words, you leave it as a hobby for a long time because you’re too scared of what will happen if you make it a true business.

Starting a business can be scary. What if it grows too fast? What if it doesn’t? But living in the scared zone for too long simply cuts off your momentum. If you’re going to do it, just do it. The rest will fall into place.

2. Ignore the marketing.
You may need a business card to hand out, so you print up a free set on your computer. Outside of that you let everything else slide. You may think you don’t need fancy postcards or brochures, or a great website to build up your portfolio – that will come down the road. But if you don’t start out at the beginning with a great professional look to your business, when will it come?

Think marketing first. How do you want to look to your customers? How do you want them to perceive your business? And more importantly, how would you like them to refer you? There’s a huge difference between someone saying, “I found a really cheap photographer that’s just starting out and she’ll give you a deal” and “I found a very professional studio that takes amazing portraits – I would highly recommend her, check out her site.”

3. Buy for the future.
If you are a professional, you have to have what the professionals use. Don’t skimp and buy a Canon Rebel instead of a Canon EOS. Don’t by a consumer grade package of lenses. Don’t choose Elements instead of Photoshop or Lightroom to save money. Save and invest in the best equipment upfront – it will last you a lot longer over time. And allow you to do a ton more.

4. Work on the business.
Photography is fun – that’s why you’ve decided to go into business. But opening up a studio isn’t all photography – its business too. You have to wear every hat, especially if you are a solo business owner. You’ll have to invoice your clients, and pay the bills. You’ll have to do the production, and do the filing. You’ll have to handle all the sales meetings. And then you’ll also get to do the fun stuff – photographing.

If you aren’t sure how to build a business, find someone who can. Hire a coach. Buy a coaching program. Visit your local SBA office. And start reading books and magazines on the business side as well.

5. Jump quickly.
What if you had five new clients come into your studio this week? What if you had 10? How about 25?

What’s the worst that could happen? You may get completely overwhelmed at first, but I’m willing to bet you would come up with a system pretty quickly. Instead of sitting around Photoshopping one client’s files for 10 hours, you would probably find a way to get it done in 1. Or hire it out.

In other words, it would make you very efficient very quickly. Because you would have no choice.

So don’t worry about what may happen, or how something might affect you. Just do it. You’ll be amazed at the results.

Building Your Photography Business as an Amateur or a Professional

One of the focuses of this blog is to help you build up a professional photography studio. For the most part, we focus on writing about the business and marketing side (with an occasional article on becoming a better photographer).

And through your comments on such posts as

The Pendulum Swing of Photography

Wedding Photography-It’s Not That Easy

Photography Studio – Going Out Of Business

The Difference Between Amateurs and Professionals

I know you also agree there is a difference between the two. But how do you get the consumer to believe there is a difference? And more importantly, how do you get them to pay for the difference.

The first thing to keep in mind is there are always people that will pay for what they love. Some people love the idea of traveling, and will scrimp and save to be able to visit exotic locations every year. Some people love driving an expensive car, and will live in a small apartment, investing a high percentage of their monthly salary on their vehicle. And some people love memories, and will pay a professional very well to have an amazing portrait of their family every year.

No matter what type of photography you choose to specialize in, how many clients do you need to succeed? If you photograph weddings, how many per year will make you the income you desire? Or if you are a stock photographer, how many images do you have to sell every year? Knowing this number now will help you with your marketing in 2009. Reach out for this goal, and put it in perspective.

Next, you have to shoot as a professional. Take a serious look at your own work. Is it just an average portrait – potentially one they could even take in their own home with a good digital camera? Or is it something that makes them say WOW!

A true professional will be able to take images that you simply can’t get at home. They reach beyond the normal, and go for the WOW factor. They give their clients a little bit more. And they also give a complete package. Your client should never have to take their portrait to a frame shop – everything should be included, from beginning to end.

So with all of this in mind, what should your goals be for 2010?

1. Treat your business like a business. Establish yourself as a professional, and tell the world you are a professional photographer.

2. Create a complete customer service business. Provide everything from beginning to end. Include complete packages, including framing. (Maybe you even go in and install.) The idea is to be thorough in all you do.

3. Give 110%. You can’t expect your clients to pay for average – they want the WOW. Attend classes with mentors. Practice. Practice. Practice. Do everything you can to become the best you can be.

4. Teach your clients to see the difference. If you look like an image they can create at home, they won’t see the difference. And they won’t pay. But if you give them something they could never accomplish on their own – and could never get from another photographer – you can sell well.

Dreaming Big – Using Photography to Achieve it

Wouldn’t it be nice to take the family to the Caribbean, and have your business write off the entire trip?

What about skiing in some of the best snow around (pick your place – The Rocky Mountains, The Swiss Alps) knowing your business is paying you to be there?

For many people, these dreams sound wonderful. They talk about doing it. They may even read a few things on how to do it. But when Monday rolls around, it’s back to the same old job, working with the same old tasks.

It doesn’t have to be that way. But you do have to put some effort into it. After all, dreams can’t come true if you don’t set goals to achieve your dreams.

Imagine you love traveling, and want to travel several months out of the year. Why not become a travel photographer? There are many sources that will pay you good money for images of destination locations. Every magazine needs quality images. Stock houses will pay well, once you become an excepted photographer.

Imagine you love weddings, and want to photograph weddings anywhere in the world. You can’t just put up a sentence on your website that says, “I’m a destination wedding photographer” and expect it to happen. You need to choose several destinations, and work at getting known in those locations. The more you’re “known”, the bigger you’ll become – and not just in your choice destinations.

Imagine you love fashion, and would love to photograph for magazines and catalogs. Take your first step, and find a small company to work with. Every business started out small, and needed just a few images for their first catalog (or magazine). I know the founders of two start-up magazines right here in Colorado – I’m sure you can find similar contacts in your area.

Take a few minutes and think about exactly what you would like to do. In your dreams, what would you like to be doing a year from now? Write it down! (Email me – I’d love to hear your dreams!)

Then take the next step, and do one thing that will help you make your dream a reality. It may be to choose a destination for your wedding photography services. It may be to book a trip to a resort in your community. It may be to join an association to get closer to catalog producers.

Remember the saying, “Rome wasn’t built in a day.” Neither is your business. But you do need to take action towards your goal every day. When you complete one task, start in on another. When one task fails, try something new. Never give up!

How To Use Flickr To Promote Your Photography Business

[So you’re wondering how to use the many online tools to market your business. This week I’ve decided to start a new How To series that does exactly that. We’ll take a look at many of the different online social sites –things you can do for little to no cost – and show you different ways to put them into your marketing mix.]

Flickr is one of the hottest online social tools that allows you to share your photographs. Flickr was started back in the beginning of 2004 by two game designers who wanted an easy way to share photos that featured their gaming project, and quickly blossomed into something much more. Yahoo purchased Flickr for $35 million in 2005, and the rest as they say is history.

So if you are a photographer, chances are you have used Flickr in some manner. You may have an account. You may have uploaded a few images. You may be active. But in the land of “free”, how can you use Flickr to attract clients to your photography business?

The secret lies in thinking of Flickr as an extension of your business. Its not just a casual site where you can put up a few images of your clients, share it with them, and allow them to send their images all over to friends and family – before they’ve paid you for your services. Instead, you have to look at Flickr as another sales tool – without treating it like a sales tool. After all, the worst thing you can do is get to salesy on any social networking platform.

Start With Your Flickr Account
How is your Flickr account set up? Is it based on a cute nickname (i.e. photogirl123)? Or is it based on your company name?

When you think of Flickr as an extension of your business, it’s easy to see how you should set up your account. Title it by your business, personal or website name – which ever makes the most sense depending on the way you market your business. Once your name is established, build your profile and your groups to support your branding and your business.

8 Questions That Will Lead You To Quit The Photography Business

8. How will I find the money to buy more equipment?

Photographers love equipment. The newest camera body or a really great lens has been known to send shivers down a passionate photographer’s spine. But when you find yourself starting to book photo gigs just to have enough money to buy the latest gadget, you know you’ve reached a whole new level with your photography.

Pricing Your Photography

7. Why do I have to market my business?

I get it; photographers love to photograph, but they hate to market their business. It’s time to get over it. If you are in business, you have to market, and you have to sell. That’s the only way to bring in money, bring in profits, and survive as a professional photographer.

Top 5 Business Mistakes Every New Photographer Makes

Thinking of opening up a photography studio? Or maybe you have a studio, yet it isn’t bringing in much business. What can you do about it? What should you do to move forward, and what can you avoid?

Here are the top 5 business mistakes that I see every new photographer make.

1. Staying in the scared zone too long.
You want a client or two to build up your portfolio. You want some experience before you raise your prices. You test the waters of a business before you actually tell people you have a business. In other words, you leave it as a hobby for a long time because you’re too scared of what will happen if you make it a true business.

Starting a business can be scary. What if it grows too fast? What if it doesn’t? But living in the scared zone for too long simply cuts off your momentum. If you’re going to do it, just do it. The rest will fall into place.

2. Ignore the marketing.
You may need a business card to hand out, so you print up a free set on your computer. Outside of that you let everything else slide. You may think you don’t need fancy postcards or brochures, or a great website to build up your portfolio – that will come down the road. But if you don’t start out at the beginning with a great professional look to your business, when will it come?

Think marketing first. How do you want to look to your customers? How do you want them to perceive your business? And more importantly, how would you like them to refer you? There’s a huge difference between someone saying, “I found a really cheap photographer that’s just starting out and she’ll give you a deal” and “I found a very professional studio that takes amazing portraits – I would highly recommend her, check out her site.”

Pricing Your Photography To Stay In Business – Click Here>>

3. Buy for the future.
If you are a professional, you have to have what the professionals use. Don’t skimp and buy a Canon Rebel instead of a Canon EOS. Don’t by a consumer grade package of lenses. Don’t choose Elements instead of Photoshop or Lightroom to save money. Save and invest in the best equipment upfront – it will last you a lot longer over time. And allow you to do a ton more.

4. Work on the business.
Photography is fun – that’s why you’ve decided to go into business. But opening up a studio isn’t all photography – its business too. You have to wear every hat, especially if you are a solo business owner. You’ll have to invoice your clients, and pay the bills. You’ll have to do the production, and do the filing. You’ll have to handle all the sales meetings. And then you’ll also get to do the fun stuff – photographing.

If you aren’t sure how to build a business, find someone who can. Hire a coach. Buy a coaching program. Visit your local SBA office. And start reading books and magazines on the business side as well.

5. Jump quickly.
What if you had five new clients come into your studio this week? What if you had 10? How about 25?

What’s the worst that could happen? You may get completely overwhelmed at first, but I’m willing to bet you would come up with a system pretty quickly. Instead of sitting around Photoshopping one client’s files for 10 hours, you would probably find a way to get it done in 1. Or hire it out.

In other words, it would make you very efficient very quickly. Because you would have no choice.

So don’t worry about what may happen, or how something might affect you. Just do it. You’ll be amazed at the results.

Photographers – How To Stop Justifying Your Low, Low Prices

I’ve been writing for years now, and have posts and articles all over the web. Every week I spend some time finding things people like, and reading the comments they place on some of my content. Some posts definitely bring in the comments more than others. Take this one for instance:

Wanted: Wedding Photographer with The Credentials of Annie Leibovitz and the Price Tag Of Wal-Mart

This one still stirs up the emotions in photographers. I’ve found everything from:

“Thanks – you’re right on target.”

To

“No way. People love me because I charge reasonable rates. I could never charge high prices for my photography, knowing what the final output costs me.”

So let me ask you a question. Is it okay that a surgeon makes hundreds of thousands of dollars every year?

• He has educated himself in his passion
• He studies continually
• He works in a specialized industry that requires him to be good at what he does
• He lives and breathes what he does
• He uses his money to take care of himself and others

Most people wouldn’t argue with a surgeon making hundreds of thousands of dollars. After all, your life is in his hands – literally.

But the same can apply to any other industry. In any industry, including photography, you can find someone who is at the top of his or her field. Why?

• He has educated himself in his passion
• He studies continually
• He works in a specialized industry that requires him to be good at what he does
• He lives and breathes what he does
• He uses his money to take care of himself and others

Start your education.
You don’t have to go back to college and get a degree in photography. But you do have to learn from the best. Do a quick search online, attend a conference like WPPI, or read a few magazines. You’ll quickly find a slew of top mentors that offer classes on how to become a better photographer. Don’t just shoot because you can make a few extra bucks. Shoot to perfect your photography, and choose to become better every day.

Stop being average.
If you do what everyone else does, you’ll get the same results they get. The only way to be better than average is to quit striving for average. Ask yourself questions like, “What can I do to be the best photographer in my niche?” Take what someone else is doing and add more to it. That doesn’t mean give them more photographs at a cheaper price. It means give them more service to make them appreciate what you do. The problem we’re facing now is we have a whole lot of average, so we don’t even know how to find the WOW. Give a little bit more, and you’ll soon be the talk of the town.

It’s okay to make money.
“I would feel guilty if I charged someone $20,000 for a wedding, or $50 for an 8×10.”

Why? Does the surgeon feel guilty about charging thousands of dollars for his services? If you have the experience and the talent, have built up your reputation, then by all means charge what you can. It really is okay to make money doing what you love.

Making more money means you can use it to improve your lifestyle. You’ll no longer have to live paycheck to paycheck, or worse, wondering how you’ll pay the rent.

Making more money can open you up to new ideas. You can give more when you have more to play with.

And it can also allow you to see and change the world in a whole new way. It feels good to be able to give back or start up a charity. And if the surgeon comes to you for a portrait, he would never agree to spend $50 for a session and prints – he expects things to be at his caliber. He makes a healthy income, and he expects you to do the same.

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