Hey everyone,

I'm curious to hear how you'd all respond to this question. What are your "selling points," what makes you different?

Is it your personality? style? unique artistic vision? service? product?

I'm especially curious to hear from those who are in the upper end of the market. How do you convince someone that they should spend 3-5x as much on you vs. someone else.

I know your work should sell it's self but I've discovered there are all sorts of clients and different things are important do different people. I know this is very broad - but let's hear some ideas and some stories about how you got that contract signed!

Oh this is a great post!

EXCITEMENT! If I had to narrow it down to one single thing I'd definitely say this is it! My biggest client ever actually told me that's why she hired me over some of her other options...

This couple is from Switzerland and is going to have an incredible "destination wedding" here in SB and it's a 4 1/2 day event going from Wednesday through Sunday and part of it includes shooting some sunRISE pictures on the beach at the end of the reception!

Remember - they don't want to deal with a company or a business or any of that mumbo jumbo. They want somebody to be excited for their wedding and share that joy and excitement through the whole process!

David, just curious. Do you charge more than usual for shooting multiple days?

And to add to the original question - How do you get the higher prices if you are just starting out and you really don't have that many samples?

RM

Yes, I charge an extra $2000 for the rehearsal dinner and usually an extra $1000 for any other events that they have like bbq's, golf outtings, and things like that.

Great question! IMHO sample products are the main thing used to build trust in anything up to a mid level wedding (I'd say 2-3 range in Dennis Reggie language) but after that the biggest trust factor is my brand along with the person's reputation who passed along my name.

It's a funny thing but sometimes I don't show people ANY work when I meet with them. They've seen the 1 wedding I currently have on my website and their best friend told them they had to hire me - so why would they go anywhere else!



p.s. Their best friend usually saw my pictures from a slideshow that I did at a reception...

How much do you charge per hour a la carte? *Reason why I"m asking *
~Alisha

Do you mean on a wedding day or just for random shoots?

On a wedding day we only offer a full day (10 hours) of coverage.

Great advice David. Excitement (attitude), great samples, and good reputation / branding = ability to get 10 hour jobs and multiple days, etc...

Can't wait to hear more of this at the Pictage Convention!!!!

Mark

Darn, for a wedding but only need three hours. My SIL is getting married at WPPI 2006 since I will already be out there! and having a recpetion in St. Louis. BTW-A little bird told me you will be in St. Louis in two weeks. Is this true?
~Alisha

Let's talk about it in September! We might be able to work out something fun!

St. Louis huh? hmmm....what's happening out there!

Well if you don't know what's going on, then I guess the Rumor is FALSE!
~Alisha

Fill me in hun! ... oh wait... I know what you're talking about. I would've loved to be there but August - November are so slammed and I need to make sure I get some things wrapped up before then.

Ha, that's our slow season here in STL. If you need some really hot assts let us know! haha!
Although you do have Amy and Sara..... ...................
~Alisha

- I could not ask for a better friend or a more amazing person to have in my life. I am very blessed!

What... I don't count as hot???

I was talking about some hot girls, ok yeah now that i think about it you DO count. hahahahaaha
~Alisha

Way to solicit that one!

Tim's the man...doesn't really do it for me but the ladies love him!

awww... I'm officially now having a good morning

aha! That's the secret! The answer to the question is:

"Because I'm Hot."

I'll be sure to give that a try during my next consultation!

not sure how the groom will react though...

People should book us because we are cool!

Seriously, we are fun to be with, we offer a product that is complete unique here in the 1980's... I mean in Chattanooga... . We usually don't have to answer that question... people see our work, and they want to book us.... because we are actually taking the pictures that they want of their wedding!

But we are cool

Actually I think being cool is pretty high on the list for what couples look for in a photographer. Above all else, I think your personality and attitude are what will get you the furthest (or hold you back the most). The B&G (and their moms) have to like you enough to want to be around you all day on what is one of the most important days of their lives.

I used to sell cars, I've also sold door to door, and over the phone. I've sold all sorts of products from coupons (yes, coupons) to medical supplies to overpriced automobiles. The #1 factor in any type of sales I have experienced is THEY HAVE TO LIKE YOU. This comes before everything. Before price, before product, they must like YOU. If they dont like you, they wont hire you, period. This is especially true for photographers. Remember we're going to be with them all day long on their wedding day.

To take it one step further, they have to like you MORE than all the other photographers they've met with. If you can master the art of really making people like you (and you have to be genuine about it), then you'll go really, really far.

Of course being a cool hottie really helps too!

I was talking with a Bride that was really comfortable with me and she told me that she had met with other photographers and they did not meet all three of her criteria which was. Personality, Price and Style.

So there it is! Out of the mouth of a client. I wrote it down while she was still there. We talked about it while she was filling out her contract. All of these were equally important to her.

Price being the least but it had to at least be in her range. I was stretching it but I was still in the range. If you match the personality and they like your style they will stretch and give up other things in their budget to get you if you are at least somewhat in the range of what they were thinking they could pay.

So now that we have figured that out, how do you properly get your style and personality across to the clients in that 30 minutes or 1 hour meeting?

Sarah that's awesome! I think you really nailed it.

Getting that to come accross in a meeting can be tough... I have a friend who really just blows people away with his consultations. He usually has no probablem with personality and style... his price is too high for lots of people though.

I think you can mostly take care of style and price on your website (if you choose to list prices, or at least a starting point). Then for the consultation you can really focus on personality and style some more. I think that your personality needs to reinforce your atistic nature and yet also has to instill confidence in the clients that you'll follow through with everything in a professional manner. Set the tone with moody lighting, background music, the way you dress. Have some nice matted prints to show that are unique to your style and vision (your artwork). Then you can get into showing them a sample of a proof book and albums. The proof book actually goes a long way for me... when they can see how I shot an ENTIRE wedding they really start to get a feel for my style and how I see things, if they like it, then they book me!

I focus on personality and style the most, and I also try to talk about my experience a bit to instill some more confidence in them (I'm pretty new to the business). I want people to book me because they LOVE the way I see things. Because they think my work is truly beatiful and that's how they want their wedding photographs to look. I also really want them to like ME and have FUN at their wedding with me. I seem to do much better with people who have a good sense of humor and know how to have fun.

If I don't feel that sort of "connection" with the client then I probably dont really want to shoot their wedding anyway.

Great answer!

It is so interesting how every photographer gets their style across so differently and that is because everyone is different! I love that about this industry. There is no right or wrong way as long as it is true to your unique style and personality.

Can you define your style in a few words? Not only your shooting style but your personal style which feeds your personality. Example: I think cutting edge is part of my style.

Is your presentation with clients supporting all of those words? If not, then you know what is missing in your presentation. Example: I show a DVD of images on my flat screen and I use my laptop during my presentation which supports that cutting edge portion of my style.

I did this exersize recently and it really helped me to better define what my brand stood for and in return helped me define what my marketing material and presentation should be.

That's a great exersize! I'm def going to have to employ that one in the near future.

Being pretty new at this I dont think I've fully developed my style. Maybe I'll always be evolving (that would be cool too), but definitely the style that appeals to me the most is the more avante garde, cutting edge work people are putting out. That's one thing I absolutely LOVE about this forum! The talent in the photographers in this community is amazing! I've seen other forums where the work posted just makes you go "uugghh" lol.. not to be mean.. but it's true.

Anyway, one little catchphrase I use is: At the heart of every image - there is love.

My explanation for that is that I have a true appreciation for expresions of love, and a passion for what I do.

As far as style.. I'd probably have a tough time summing it up in one sentence. I would LIKE to be cutting edge, but I dont think I'm quite there yet. I'm still "under development."

I have more thoughts on this.. but I have to run for now... will be back - rb