mark_harrington1

<p>Sales 101: Your scenario shows significant weakness in your overall sales position. Firstly, you should not have divulged pricing to your customer prior to execution of a contract. You now are in a very weak selling position. While I realize you need to discuss costs, that is one of the very last things you should do. Here's a way you can think about future sales meetings.<br />1. Qualify your prospect: Who, What, When, Where and Why - If someone is getting married in their backyard or community center its a logical expectation that they may be on a budget. On the other hand, if they are getting married at one of the trendy wedding venues, money isn't as much an obstacle. Have they talked to other photographers? Why didn't they sign with them? and don't forget, you can also deduce their potential comfort level simply by asking "Do you have a budget in mind?"<br />2. Gather information about their expectations. It may help to use a form that covers things like number of guest, type of pictures required, time alloted for pictures, Formals etc. and what is the final use of images. Obviously someone who wants a 48x60 wall portrait will require a different amount of work than someone who wants a couple of 8x10's and pictures for Facebook. The more information you gather, the easier your sales presentation will be. this is where most salesmen miss the mark - they hear the client wants an album and immediately start talking about the type of albums they offer. Resist the temptation, just ask questions - including what kind of album they want.<br />3.Sales Presentation - Using the information you obtained tailor your pitch to the prospect. Something like, So to summarize your vision, you want a photographer who will mix a PJ style with a traditional feel. You want images optimized for social networking sites and you would like to send a formal shot that includes the b&g with each guest to include in the thank you notes. Is that correct? - Very important to get their agreement, otherwise you're trying to sell tires to a guy who just bought a brand new car - a really tough job..<br />4. Create desire to use you over someone else - along this line "Mary and Jim, based on what you've told me, I would suggest our XX package which includes a mix of pj and traditional styling and individual guest photos. To ensure you get a formal portrait with each of your guests, I will be using a second photographer with a canvas backdrop and studio lighting so you can provide them with a truly special thanks and we can continue to capture the other guests in a more candid, pj style that you like. Here are some examples of images from out XX package. - then get buy-in "Does this package sound like what you wanted?"<br />5. Answer objections or confirm they're making the right choice - Objections are good, they let you know what you need to do to close the sale. If there are no objections, you need to reassure them they are making the right choice. "Jim, I think you're making the right choice. Imagine you and Mary celebrating your first anniversay, looking over the album and remembering the emotion of the day, the details that went into centerpieces and the special portraits you have of friends and family. That's when you look at each other and say, we had a great wedding didn't we!"<br />6. Close The Sale!!!- Up to this point we haven't discussed price, now it's time. Our xx package is $xx.xx. To reserve the date, I need a deposit of 10%. Would you like to reserve the date now? If yes, sign, if they need to think about it, go back to objections, "What are your reservations?" If it's cost, you can now negotiate (you must always know your bottom line) you can lower your price x amount, or as I prefer, offer fifty cent dollars (extra prints, better album cover etc) offering product discounts over lower price is a great way to minimize your out of pocket deduction as hopefully your prints etc are marked up at least XXX%. If they still are uncertain and want to check another option you can offer a 30 day no obligation cancellation. The laws of averages say once the contract is signed they won't look around, and if they walk out without signing the contract, they won't be back - especailly if they meet a photographer who knows how to sell.....<br>

As you can see, the above scenario is not based on cost, rather it is based on needs and wants. When a person asks how much, they haven't thought about what they want or need, that's why you are a sales consultant, you help them define their needs and wants. Hopefully you've done it well and they like you or trust you will deliver what they need/want. That being the case, money doesn't matter (within reason), and if you've guided them based on their ability to pay (see qualification ideas) you should close the sale. Obviously you'll need some dynamic thinking but if you present a plan that meets their desires within a price range they can afford, you should close the sale during the first meeting - that alone assures you more profit!</p>

<p>Best to consider the event a charity contribution, value it and take the write off on your taxes. It is unlikely you will have enough extra prints to make up the cost. That being said, make the most of it. Make sure your presentation includes a folio or print folder. These can be purchased online for around .65 cents ea, just handing out a picture will look tacky, the picture will likely get damaged during the course of the evening etc. If you have enough time you can imprint your logo or apply a business card to the folio. Next have a client information form or sheet, just a real simple one with name and email address, you could consider a free portrait session drawing or something along those lines to encourage filling out the form (Obviously you'll use this for marketing). As far as printing goes, your least expensive option is to use a photo quality inkjet printer. Print 2 up 5x7's can be from different people, or better yet, print 1 5x7 and 4 wallets on the same page. Give the 5x7 print and sell the wallets and an 8x10 for market value. Use E surface paper and make the prints during the dinner, display them on a table and have the guest pick up the prints as they're ready during the evening. that way your not multi-tasking too much and you can chit chat with the clients as they look for their photo. Someone may offer information about an upcomming wedding or event. You shouldn't expect much from this, however, if you use it like you would a bridal show you may get a few bites. Nothing obnoxious, just a nice framed portrait and a display album displayed with your business cards should do the trick. By all means if the client is young, offer to email them an image optimized for social media sites (FaceBook etc).<br>

You are going to find out that its cheaper to buy 81/2"x11" paper than cut paper. If you don't want to waste time cutting the images, best to give them the an 8x10 or 5x7 and wallets like I mentioned above. You can pre cut the paper to 8x10 before going to the event so you don't hav that to deal with. Express Digital makes a great program for this type of photography, unfortunately its a minimum of $500.00 which likely puts it out of your range for a freebie event. Any questions let me know.<br>

Good Luck</p>

<p>Sales 101: Qualify your leads just as Bob mentioned. One of the most common things asked is how much? I always reply with a smartassed comment like "not much, about $80,000.00" this creates a pause and you can then follow up with the truth - I need to know more about your wedding so I can provide you with a package that meets your expectations. Pricing is based on what you will require. Having a basic package price will lock you (and your client) into a pre-set formula. Great for budget weddings, but you really want to find out your client's dominate buying motive so you can set yourself apart from your competition. In sales there is a concept of price vs. cost. Basically it states that just because a product or service is lower in price doesn't mean it cost less. For example what would it cost you if your photographer didn't get the key pictures or their equipment failed and had no backup. The biggest mistake unskilled salesmen make is to start selling too soon. As you qualify your client and gather information such as number of guests, just listen, don't jump in with I'll provide a second photographer, or setup a photobooth, just listen. After they have told you everything about their wishes, and the requisite details then you can say "based on what you've told me, you're looking for a picture of each guest so that you can send a thank you note with the picture of them. I can provide a second shooter who will focus on table shots and candid shots so you'll be sure to have a nice picture of each guest. That's what you wanted right? Then move onto the next desire etc. I would suggest reading one of the many sales books out there and you'll pick up valuble skills. I am more than happy to help you with this or any other sales related questions. Ask here or send me a private message and I'll give you my number.</p>

<p>I know I'm late to the conversation and your shoot has already taken place, I'll offer this advice to others who may stumble across this thread:<br />* Don't run and gun - have a plan, I've never shot a model without some concept or idea of the shoot that we both agree on and have planned wardrobe, props etc to make the image work<br />* Take different shots, not multiples of the same shot. Very little movement on the model's part can create uniquely different feels. For example from the same position have the model look up, look down, open their eyes, close their eyes, move their hands up, down etc.<br />* Give the model frequent breaks especially if she's holding a pose while you chimp or change settings - say something like that's great, relax a second when you're done then help direct her. Experienced models will instinctively do minor variations for you to capture. <br />* Show the model an image frequently and comment on what's working well to help her keep her confidence up and get her excited about the final image.</p>

<p>I don't like the images or the layout. With all of the textures and backgrounds available you come across as more "old skool" and frankly the images lack significant punch. I strongly agree with the concept of one card per area of specialty ie children photography, but your overall card with just one model looks like you're just getting started. I'm sure with a very minimal amount of work you can find willing parents to have their children's picure taken in exchange for use in the marketing material. Also, you'll want to do some of the more traditional studio shots that will help present you as a professional. Unfortunately, your pictures look like any other shot, not really high end. Instead of printing a 4x6 print, why not purchase 5x7 press cards that can be printed on both sides? 150 of them will only cost you about $68.00 and will be a much stronger professional image. Instead of the coupon, why not have a link to your website or email club wherein you offer a discount for new clients etc. There are a lot of ways to go but hopefully this helps you a little.<br>

Here's a basic template from a package I purchased for weddings to give you an idea of what I mean - Just stuck my logo and pictures on it.</p><div></div>

<p>You'll want to keep in mind that kids and groups sometimes need a little room to move about. I find shooting on a 108" seamless to be a bit confining for groups and floor poses. I usually cut the paper and hang it sideways on my stand to give more room while using white tile board to create the floor. Just putting paper on the floor makes the seamless very dirty and requires a smooth, flat floor to prevent punctures. As for lighting in such a small space you can do a lot with a small softbox or umbrella and bounced light. Seamless paper doesn't travel well, so you're better off to find something like vinyl for the road.</p><div></div>

<p>Govt function, regular client, don't want any issues.</p>

<p>Pay yourself first, that way you won't miss the money. Most people recommend 10% as a place to start. Investing in tax-deferred investments (IRAs etc) can reduce your preceived income and tax liability this year. There's no secret to having money in retirement, just live within your means. If you buy a new car every 5 years you're depriving yourself of significant income later as most cars now last around 10 years. If you put away your 10% every check you won't ever have to worry about the future. Do you really need the newest camera, or would you be better off waiting another year so you can invest in your future?</p>

<p>I would recommend a 100% refund of services and a profuse apology. You don't indicate if you are to compile an album or not, but I would charge your standard rate for any "add-ons" remember, your customers contracted for wedding coverage apparantly including the formals and ceremony. By your own admission the error is all your fault, this is totally your responsiblity. This industry is based on customer referals and as such your are only as good as your reputation. When you get down to it, the only thing you are giving away is your time and a little wear of your equipment. Imagine how the client feels, you didn't deliver and therefore shouldn't charge. One of the things I don't understand is why photographers don't hold the money paid in escrow until the client is happy and satisfied. While I can understand the desire to run out and spend the money, you job is not complete until the customer signs the final approval. Yes customers can and are often wrong. I let them know if their understanding or expectations are not those contracted for, however, I never spend the money until the project is complete, just like I don't use the memory cards until the project is fully complete - with the low cost of memory cards, I may just factor the cost into the wedding and buy a new set each time - solves all kinds of problems. Certainly your reputation is worth a few hours of work...</p>

<p>Ok, so I arrived to find a large flat mask about 10' in width. The mask was very limiting to the options, but basically just a typical event shoot. I set up flat lighting using 2 43" umbrellas at a 45 degree angle and pushed them up to the ceiling, feathering the light on subejects in the middle. Shot about 350 images in 2 hours so not alot of time to try something new. Everything worked out ok. Here's a sample of the background and then the resulting picture. Sorry to remove the facial details, but I don't have permission to post any identifyable images.<br />Thanks for the help.<br>

Mark</p><div></div>

<p>* Don't shoot multiple frames of the same image<br />* Prepare a shot list and follow it<br />*Recreate key image close-ups<br />*Practice in similar light/space conditions<br />*Be confident and in control<br>

If your skills and confidence are up to par, you should have minimal problems. Most common mistakes are a result of insecurity. Shooting multiple frames of essentially the same shot is futile as you will have many of the same image and the one you really like will be missed or underexposed because you didn't give your flash ample time to recycle. Without alot of exprience most event photographers get caught up in the moment and realize they took too many shots of the same thing and now are out of time or just plain forgot to get the other images. Using a shot list with someone to help you gather the people can really help - Give the list to the helper (someone who is a family member, MOH etc). is a great way to keep you on track without revealing your inexperience. You may even have some thumbnail image next to each series that can prompt you for the Portfolio Grade image you know they'll like. So just give them the list and ask "Ok can we get the next group?" Don't worry about getting the ring exchange close up or candle lighting kind of stuff, you can ask them to pose for the shot after the ceremony. Many people are too hung up on getting the image at the very moment when in reality events are moving very quickly and many venues aren't conducive to shooting from the front. If you don't have the experience shooting an actual event, create your own. Low light interiors or bright contrasty sun can be very challenging. Shoot lot's of practice shots in environments that closely match the venue. Make sure you are comfortable with how high you can bump your iso and how slow you can hand hold your shutter speed if in doubt it is better to deal with the noise of high iso vs. motion blur from the slow shutter. There is little equal to experience and confidence - if you know your equipment well, understand relative exposure and can produce high quality work you just need to control the situation and you'll be fine. If you find yourself questioning if the shot is going to work because of the contrasty light and you keep fumbling around with exposure settings you're in for a long day!<br>

Good Luck if you don't overthink it you'll be fine.</p>

I also posted this in the lighting techniques forum as I'm not sure where it should go. I am doing a Mardi-Gras shoot where the client wishes to use a mask covered in glitter and sequins as a photo prop against a black backdrop. My concern is how to light the scene so as to minimize blowing out the highlights of the glitter while being able to appropriately light groups of 1 thru 6 people. shooting space will be compressed, a meeting room with 8 or 9 foot ceilings and likely only about 4 feet in front of backdrop for subject to stand. Anyone have a suggestion?

I am doing a Mardi-Gras shoot where the client wishes to use a mask covered in glitter and sequins as a photo prop against a black backdrop. My concern is how to light the scene so as to minimize blowing out the highlights of the glitter while being able to appropriately light groups of 1 thru 6 people. shooting space will be compressed, a meeting room with 8 or 9 foot ceilings and likely only about 4 feet in front of backdrop for subject to stand. Anyone have a suggestion?

<p>Just a thought here, Why not print a "Final Proof Album" from Sams Club, Ritz (Wolf) or shutterfly? You can get 5x5 or 8x8 soft cover books for roughly twenty or thirty dollars. Have an initial space on each page and use this as the final proof prior to sending to the lab. It may be a few extra days and just a couple of dollars more, but think of the security and goodwill it will generate. The challenge of getting the monitor to match the print is hard enough for photographers, yet alone a client. While these proof albums may not be the highest quality or best color/finish, they will be close enough to serve the purpose. I don't do this, but then again, I just thought of it....</p>

<p>Give away a wedding photo package. It will cost you time and a small amount for a basic album but you will likely get lot's of potential clients who haven't yet booked a photographer to enter. Conversely you can offer a free album with each booked wedding (of course you'll have to include the album cost in the basic package). The concept here is to offer 50 cent dollars. Obviously, your time is valuble, but much less than the cost of actual prizes; therefore, you can be more generous with less costs if you give away services.</p>

<p>Mount your prints on foam core; secure to backdrop with self-adhesive velcro tabs affixed to drape. Consider one or two really nice prints and frame with display on an essal. Don't overthink or overdo the decorations. The biggest tip I can share is not to get bogged down trying to sell yourself and your product. Just get the names, email and contact info while making a friendly first impression. Immediately following the show send a dvd portfolio and show special discount or add on product for weddings booked within 30 days. Many people will try to tell you to sell yourself and make it about getting to know you. This strategy will limit your opportunity. As you are selling yourself to someone who may not buy, the client who will purchase has just left your booth. Have a helper to make sure no one gets out of the booth without leaving their contact info! There will be so many other distractions and photo deals the people you talk to will confuse you with someone else, or forget you as soon as they enter the next booth. Don't bother passing out flyers etc, just send them in the mail or via email. As I've mentioned in other posts, trade show selling is much different than face to face selling. Your job at a trade show is to get as many qualified leads as possible. You can use your selling skills once you get back to your office where you can be as charming and spend as much time as you like selling your personality. If you focus on doing this at the trade show you had better make one hell of an impression because you won't have much follow up once you get home....</p>

<p>California has a right of recision law. Basically it gives both parties to a contract 72 hours to change their minds on most items (except autos and such). More practically, the customer can dispute the charge with their credit supplier who will almost certainly back the customer in this instance. While I can understand the need to generate revenue, I have a problem with your concerns in this particular situation. You likely did not give up other work to shoot the wedding, you took the job without meeting with the client, just a transaction on the phone and generally the only investment you have is the credit transaction fee. You can't even really claim time in "selling" your services. At most, you could hope the customer will reimburse you the transaction fee, but since there is no relationship that isn't too likely. In short, it was a windfall business opportunity that ultimately didn't pan out - Why the concern over keeping money that you did nothing for??</p>

<p>You likely will need a second battery for the D300. I'd forego the battery grip and just keep a spare battery on hand. As far as a white backdrop, without the proper lighting you likely won't be happy with the results. Since your SB-600 isn't enough to render the background white while keeping the subject(s) properly lit, I would opt for a natural backdrop or perhaps a wall or other "location scenic". You will have more versatility with the 18-200 which will make composition easier. Without knowing more about the location and light conditions at the time of exposure its very difficult to offer advice on what you should do, however, you should in most instances be able to use the SB-600 for just a kiss of fill light while the available light is used for the main exposure values. Expose for the background and use TTL mode with a -1 ev value as a place to start and adjust the flash level from there. I would strongly urge you to consider F/8 or F/11 as the prefered aperature (if possible), that way you'll keep everything in focus. These type of shots are more "run and gun", people will be happy with a good snapshot. If you decide to use a seamless or muslin, make sure you use sand bags for the stands and secure the backdrop well as just the slightest breeze will create a major problem. Don't overthink it, just keep it simple and fun, avoid strong contrast with the natural light, nail the exposure/composition and your customers will be hapy.</p>

<p>If you're willing to do a little work yourself you can obtain 5x5 10 or 20 page albums from Neil Enterprises for a very, very low price (email me or contact them). You of course have to print the pictures and assemble the pages (self-stick). While 5x5 may seem small you should be able to produce it for the cost of a thumb drive. I use a template package with this to create a mini album for the engagement pictures - the bride to be can carry it around, show her friends and co-workers and it starts them thinking about the wedding album. This not only impresses the client, but spreads the word of mouth before the wedding even starts.</p>

<p><em>By giving away things, you are building a customer who now knows you give things away at no charge. I think there is a fine line between being a good businessman and being a sucker.</em><br>

The cost of a dvd and time is pennies; Stores like Nordstrom and other high end retailers learned long ago the word of mouth trafffic generated through their <strong>very liberal return policy </strong>far out weighed the loss of revenue. There are stories of people returning tires, 50 year old wallets etc to Nordstrom, it has driven many customers through their doors, yes some with bogus returns, but somehow they are still in business - inspite of the poor economy. You can stick to your guns and charge for every single aspect of doing business, however, look at the general reputation of banks, financial market, lawyers and CPA's. As a matter of fact, even my attorney often gives a little of his time and always deducts a "professional discount" from his bill.<br>

I agree people can and will take advantage of you, but shouldn't you have enough rapport with your clients to give them the benefit of the doubt the first time - when the cost of making them happy is less than a dollar? Of course I don't expect every store to offer the same return Policy as Nordstrom, but I don't shop at stores that advertise "All Sales Final."<br>

This industry is largely based on word of mouth; a happy client will give you opportunity, How much do you think an unhappy client will cost? - Less than a dollar? </p>

<p>Your problem began when the original contract was signed. You should have a progressive payment schedule detailed. Many photographers require a retainer and final payment some period of time before the wedding date. If your contract included language that a non-refundable retainer was required at the time the contract was executed and final payment 1 week prior to the wedding you would have a breach of contract on the part of the client when they failed to pay on time. Regardless of the legal side, this is just good business sense. The client will be so busy the day of the wedding, they won't be available, want to deal with or won't have on them final payment. Additionally, many people suffer buyer's remorse with any purchase, especialy weddings. The theme changes, they run tight on cash a friend offers to take pictures, or they see an ad for half your price, now they start trying to get out of the contract. You can help avoid some of these issues by keeping in contact with the clients; you could offer a free signature mat, and then send proof for approval 1 month prior to the wedding, you could request a list of must have guest pictures 2 weeks before the wedding. You can send invoices with balance due monthly until paid in full - anything that keeps you in loose but regular communication. It is this regular communication that helps to avoid these situations. Show up, with cancellation agreement in hand, but ready to shoot. Be prepared to find another photographer there; if so, just get the client to sign the cancellation contract and have a nice day.</p>

<p>I think most photographers loose sight of the big picture - you are a professional trying to build a client base, not a one-time use service employee. There are so many questions about should I give this, or do that, the bottom line is you should want to do this or give that (within reason). Take for example an engagement session, you could rightly assume you have a good chance of being the wedding photographer. Now do the wedding and assume you'll do the Holliday photos, or anniversary photos, or baby pictures. The concept is that you market to and work hard at earning the client's business. With computers it's so easy to schedule an email to coincide with anniversaries, birthdays etc. - use this tool to your marketing advantage.<br>

While it may not be required for you to keep the negatives or digital image copies, what better way to set yourself apart from you competition by saying "I save a copy of all proofs and finished images in case you may need or want additional images in the future." Simple disc replacements cost are minimal, about the cost of a couple of business cards. Now think about the client who will either say Joe Photo is a jerk and wanted to charge me X dollars or worse threw out my pictures, vs. the client saying I lost my wedding photos and Joe Photo was so nice, he sent me a replacement disc at no charge! (Who would you rather use for your personal photographer?)<br>

The hardest thing to teach someone in sales is that you are not making a sale, rather building a customer. We as photographers would be much better able to view our clients as our boss and do what we can to keep them happy.</p>

<p>How about a deck of playing cards?</p>

<p>Why don't you shoot with what you have for now. After your first experience with wedding photography, you may decide its not a path you want to follow. As for your equipment, it seems like an average hobbiest system. While you can get some great pictures with it, you will be limited in low-light situations that are common at weddings. You should seriously practice with a family member or friend taking pictures in conditions similar to a wedding venue. Have the model throw a ball or something that resembles garters, boquets etc. By doing this you will learn how to capture the shot and it will teach you what you need equipment and skill wise to capture the image. There is nothing wrong with asking for advice, but instead of asking will this work, try it and then ask why didn't this work? By attempting to solve the problem first you will learn by example. There is a lot of photography equipment sitting in bags being unused because it was bought on speculation/impulse rather than need. When you can't capture the image due to your equipment limitation, you will know what you need to purchase - anything purchased on speculation is likely to sit in a bag in a dark closet.</p>

<p>Chasing the latest, greatest will leave you poor and unsatisfied. As soon as you buy the VRII you'll want the next generation body that is "designed to maximize VRII lenses" or some other marketing hype. Most people will never see the difference. The lab tests don't always relate to real world usage. While its true that the lens may yield slightly better sharpness, etc., I am very happy with my VRI, as are most who purchased a VRI lens. Its kind of like buying a house, buy the one that works best for your needs, when it no longer meets your needs you won't need reassurance to upgrade to the model that meets your current needs. While the newest/best equipment can help to create the highest quality image possible most photograhs are appreciated for their artistic appeal, not their technical perfection. Besides, do you have the latest editing software that is designed to optimize image quality?</p>