karen_lippowiths

"They are not wedding prints, just children's portraits."

Hi Sarah,

Please remember that YOU are the one to demonstrates the value of your work to your clients . . . through pricing, through your

professionalism, through the quality of the images and the prints (are they backed, sprayed, etc.) and finally, through their presentation.

Packaging is one of the most crucial touchstones and tacit ways of building your reputation and brand. Whether it be a 30x40 canvas of

a wedding shot or a 4x6 candid of a child, they should all be treated like art.

One rule of thumb I have is that if the client sees it, it has to be beautiful. In other words, my old filing cabinet in my office is fine for me

and my office carpet needs replacing (which no one ever sees), but my web site, business cards, and product have to be top notch. I'm

happy to spend the money to dazzle a client. My packaging consists of vellum wraps, expensive ribbons, custom tags and premium

boxes / papers, etc. This goes for every single print I send out. I spend quite a bit of time packaging for each client.

This also goes for any mailed communications, including gift certs (which are in a cool box with a big bow) and everything else. Make it

count. You only have so many channels through which to build a brand and this is the biggie.

In terms of not wanting to spend a fortune, economize where you can and just build the costs back into your rate. When I look at my

itemized expenses for the year, the three biggest categories are printing (my WHCC tab is enormous!), priority postage, and office

supplies / packaging. It's worth the *investment*.

Good luck and have fun finding your pieces. :)

Karen Lippowiths

Really love this shot, Rachel :) I sent you something re: your question about seniors, but my thought is that it's best to try

to get 2010 way upstream than to compete with 2009 seniors who have pretty much already committed and most of whom

have already done their shots. Just my hunch. Others will give their .02 (you've gotten enough of mine today . . . hehe).

Again, great shot. Very hip :)

Karen

Hi John:

It doesn't seem to be there any longer, but when I initially checked the site yesterday, there was a 'download' button next to

the image gallery. When you clicked on it, the image would download onto my desktop and Photoshop would immediately

open with the image (at nice, big dimensions just ready for the taking). Looks like Matt removed it :)

Karen

Matt:

The site looks very nice -- clean and easy-to-navigate design. Your work is also very nice. One small suggestion: you

offer visitors to download the images in your gallery section. When I do so, the image downloads and proceeds to

immediately open in Photoshop (at least on my computer -- not sure how this works for others). That seems like a

blatant "STEAL ME" advertisement and I wold think you would want to protect against this.

Otherwise, looks good :)

Karen

Do you need formal photography classes? Personally, I think not. Based on your work as I've seen it, just keep pushing

yourself. I have never set foot in a photography class except the one time I was asked to be a guest speaker in one (to

talk about "real world" business) . . . ironic, huh? By no means do I advise against formal education, however. I'm sure

much could be learned . . . :)

Karen

I require that a parent / guardian be ON THE SET the whole time for all minors. No ifs, ands, or buts. I'm a children's

photographer and I do photograph [minor] models often. I would never even broach "the line" in terms of nudity (also not

my thing) but part of my concern -- as I understand it would be for you as well -- is my reputation and the mere hint of

what might go on. I work with a modeling agency where there are also "those kind" of photographers working with

models and I want to do everything I can to differentiate myself from them.

And it goes without saying, get the release (signed by both, of course).

Good luck :)

Karen

I looked into a similar arrangement (renting out my studio on a per day basis) . . . then I had a chat with my insurance

agent. Wasn't worth the sky high insurance rates. It may be different for you, but my agent basically told me I would

essentially be dropped from the policy if I made a claim when someone else (and their clients) were there without me. :(

Hi Chris:

First of all, the couple of images I've seen of yours are nice (I'm speaking particularly of "bubbles"). If your work is

consistent along those lines, your business will grow. Keep in mind a couple of things:

1. Be careful what you give away, even (especially) to friends. Create value and positioning over "exposure." I price

pretty high and have done so from the get-go. This has served me well.

2. You and only you are going to make the decision how far you will take this. No one is going to call you up one day

and "give you permission" to go for it -- find the confidence, cling to it, make it your reality.

3. It will take a few years (3 to 5?) before the repeats and referrals (i.e, steady stream and big $$$) start rolling in. Keep

at it. Be tenacious. Don't give up. Exercise patience. Be kind to yourself. Have FUN along the way.

Never mind the MWACs (your term, not one I'm fond of). Keep your energy focused on YOU, not the swarms of others in the periphery.

There *is* enough business, you just have to claim yours. Good luck :)

Cheers!

Karen

Hey Matt:

Thanks for sharing this. Certainly not uplifting, but the sky hasn't fallen yet either. I think the latter part of the article

addresses the true issue: as we all know, it's about positioning and adding value to the market. This ties nicely with the

Selena Maitreya interview (where did that link go?). She talks all about building a smart business with core principals,

including value.

In any case, we all just need to keep chugging . . . thanks again :)

Karen

Looks good! Clean and easy to navigate. Beautiful work as well :)

Karen

Roman,

Do you know any web development / coding? If so, you could find something fun in templatemonster.com or one of those

kinds of sites. Otherwise (and I agree with Paul's thoughts on this), you could look at bludomain.com, livebooks.com, or

any of the others. Both of those names are reliable and cost effective, but I've heard you have to be patient when dealing

with bludomain.com. Good luck :)

Karen

Hi Ron:

I'm a bit confused.

Do you want to go into web design for photographers or specialize in photography for web sites? If it's the former, I

would say you have an awful lot of competition (bludomain.com, livebooks.com, templatemonster.com, etc.) with which

to contend. As a web former developer, I can tell you that I would have never been able to compete on pricing, quality,

or volume with the bigger template-driven firms at a PROFITABLE level. They're putting out beautiful and well-

performing sites for around $100 - $800 a pop.

If you're looking to specialize in photography for web sites, then you're really saying you'd like to be a commercial

photographer. That's a whole different ball game and I'm not sure how you plan to go about that. Can you please clarify

so we can offer a bit more perspective?

Best wishes,

Karen

Hi Elizabeth:

Thanks for sharing this with us. Pricing is one of the toughest challenges for any business. I'm looking at your rates

primarily from a portrait perspective (I'm sure other wedding photographers will have better advice on your wedding rates)

but here's what I see:

The whole CD of images for $200? Yikes. You've just lopped off your profit right there. There are varying arguments

about the images on CD thing, but I treat my proofs like GOLD and can't imagine handing them over (my clients have to spend a sizable

sum before even having the OPTION to purchase the proofs at a very high a la carte rate).

In rethinking your prices, have you taken an inventory of the expense of doing each shoot? Are you including your time

as labor at a certain dollar per hour amount? For me, a typical shoot is an 8-hour commitment (consultation, drive time,

shoot, processing, presentation, order, packaging, trip to the post office, follow up, various communications along the way). At $200,

I'd go broke and probably clinically depressed within 6 months. Without knowing your fixed, variable, "hard" and "soft"

costs to running the business, you might actually be *paying* to do the work you're doing. I know I can't work for less than

$X and I don't work for less than $X because I want PROFIT and I want to grow a business while having a family and a

life (at least some semblance of a life - LOL) while doing so.

I've found that the more you place value on your work, the more you'll attract others who will value (and pay for) the

work as well. I've worked with many other photographers in helping them build their business and that's often the first place we start.

It's about finding the confidence and value within yourself first, then projecting it outward to others.

Also, when I give clients my pricing, I never mention anything about set up, break down, travel, processing, etc. Frankly, they don't

care. When they call me, I just tell them what other clients typically invest and ask how that fits with their budget. I'm not sure if you're

just itemizing for

our benefit here or if you also share that with clients. If a person asks what I charge for a 5x7 (which is not listed

anywhere on my web site) I know they're not someone who can afford it or they're price shopping, which I don't really want

either. Just food for thought.

I hope these thoughts are helpful and didn't discourage you in any way. I know you're working hard on this. I wish you

all the best of luck. Keep us posted :)

- Karen Lippowiths

Catchy, Sarah :)

Karen

What's wrong with www.evanoakowski.com or www.evanowakowskiphotography.com (or some variation of that)? My

site is www.karenlippowithsphotography.com and Lippowiths is a tongue-twister (and misspelled 100% of the time) but it

doesn't seem to hurt.

Pricing is a whole different ball game. We would probably need to see some of the shots and, more importantly, you

need to determine the margins on how to make a profit (in other words, don't go by what we say here).

Good luck :)

Karen Lippowiths (wishing my husband's last name was Smith)

Nothing. I refer the job out if it's too far (more than 50 miles or so from home). I've built in these kinds of costs into my

already high rates. I don't want to nickel and dime my clients. Most pay more than enough for it to be worth my time &

trouble.

This is why people who are charging $75 session fee + $10 for a 5x7 can never make any money. In

essence, with all of the costs of doing business, they are paying to do the job. I'm speaking of portraiture here . . .

haven't really thought through commercial or any other type of work relevant to your question.

Good question, though :)

Karen

I live in metro Detroit, where unemployment is at around a staggering 8.5%. To my delight, I've been booking out through

November and have August fully booked now. Yay! I also share David's sentiments and, as Ric does, I go after the high

end $$$ so I'm not so tied to the up and downs quite so much. Then again, it's one of those things . . . I don't necessarily

know how many calls I'm NOT getting, right? I'm a fairly young business, so I don't have 20 years to compare to, but I'm

growing :)

- Karen Lippowiths

Once my clients spend a minimum of $1,825 they have the option to purchase the proofs a la carte for $125 a pop. This

just happens to be prohibitive for many clients. That's the point. Surprisingly, I get a number of people buying the $1,825

collection just to reserve the "option" but never buy proofs. Hm. As part of one of my session types (the first 48, which starts at $825) I

offer one proof to make announcements if they want to do it on their own but most people have me do the announcements. IMHO, proofs

are your GOLD, don't just give them away :)

Good luck :)

Karen Lippowiths

Cindy:

Do this for everyone. Put a clause in your standard contract to this effect and that way you won't have to remember to

bring it up on a case-by-case babis.

As a courtesy, you should still inform the subject that their image will appear somewhere -- most people are flattered and

I've never had a client say no (I never use names in my blog or anywhere on the site except in my testimonials when the

client includes their full name). If a client did not want me to post the shot, I wouldn't, even if I had the legal right and

the contact allowing me. Just a good business practice :)

Cheers!

- Karen Lippowiths

Hi Liz (and All):

I'm sorry to hear you're feeling down -- I really am. If I can make any suggestion, I would say that first and foremost, you need to pull

yourself up and out of this funk. As cheesy as it sounds, attitude DOES determine altitude.

I want to offer a story of something similar I recently saw. A new photography studio just opened in my town. The woman has an LCD

propped in the storefront window with a revolving carrousel of images -- to put it tactfully, they're "not there yet" in terms of quality.

Through a bit of grapevine investigation, I learned that she does not yet have a web site, no "fluff" or even basic literature with pricing,

and not even business cards. The 1,500 retail space (which goes for about $2,000 / month) has nothing in it except a chair, a desk and

computer, and her lighting / backdrop against the back wall. It looks totally unfinished. She just left another studio as an ASSISTANT

and is charging $45 per session (limited time only and $100 or so once she gets going). I have no idea on the print prices. YIKES!

Clearly, she has NO IDEA what she's gotten into. She is totally running before she walks. I give her six months. The worst thing is

that she'll probably give up and be totally heartbroken and discouraged, which is very sad.

Here's what I think (hold the sugar): your web site needs work -- a lot of work. This is your storefront -- spend the money and do a bang

up job!

Your work is in its infancy. That's okay. Just keep going and you'll crank it up over time. None of us was born knowing this stuff.

You have to love running a business more than taking pictures. I firmly believe this. I could make a living selling widgets and that's

what I attribute to my success (and I DO love taking pictures).

Word-of-mouth is great and takes time (a couple of years at least). I disagree with some of the posters here -- I say go high -- no

bargains. People value what they pay for and the "cheap-o" clients only refer other "cheap-o" clients. I think it's a lot harder to UP your

prices and cut out a significant portion of your clientele than to go slowly with people who will pay what you want. I only work at the top

of the scale -- "booked" for me means 2 or 3 sessions a week. My average sale is $1,500 per pop. You can do the math. I have a

baby. A life. A house. A husband. Friends. I like to go out on Friday nights. I am not a slave to my business and don't want to

compete with Walmart for volume. I'll never win. You can make your decision on price-point and volume. I hate weddings and family /

group portraits so I don't do them. I do children and commercial. That's it. The rest I refer out.

Hang in there. Clearly, you're having a very DOWN day. We've all had MANY MANY of them (I promise -- ask my husband how many

times I've declared "I'M QUITTING!"). Go have a drink (or 4), a good chick flick, a good night's sleep, and then start fresh tomorrow.

I truly wish you the best. :)

Karen Lippowiths

Hi David:

Isn't that the truth? I don't want to put words in Ansel's mouth (it may have been him or Robert Doisneau or someone else -

- someone help me out here), but didn't he also say "If I knew how to take a great picture, I'd do it every time."?

Cheers :)

Karen

Hi Again, Everyone:

Thank you all for taking such time to respond. You're all great! I just want to clarify one point: in no way do I think I hold any "secrets"

to a great photo and I don't claim to have "invented" anything -- I have attended workshops myself (for $$$), studied under others (and

reciprocated by referring business), and like everyone, learned a lot by trial and error -- I don't feel I have some magical combination of

tricks or anything here and I'm not feeling that what I do is any different from or better than anybody else. I don't think this is a matter of

ego

here. It's a matter of, as Shane puts it, paving your own way and paying your dues. This is a business. Yesterday, I received a total of

four "how do you do this?" e-mails: two about photos specifically, one about my web site, and one about a blast I put out to my

constituency. I responded to all of them and put a little thought into the response, hoping to genuinely help the person while keeping my

day on track, time-wise. I have the "for photographers" link for somewhat of a hidden reason: I am very active in other chat rooms

having nothing to do with photography (baby-related, I have a 14-month-old) and I very often get the same questions about equipment,

technique, etc. but from very uninitiated perspectives -- it does NOT make sense to go into a discussion about white balance, actions,

etc. with a mom using a Canon Snapshot. I direct them to that page (but obviously, I titled the page appropriately) and other parts of my

blog that could be helpful to them.

I am competitive by nature and I know this about myself. I am also very giving. I received a call from a national outlet to do a little

work and I actually recommended my VERY DIRECT competitor to get a piece of the pie as well. I have a "shout out" to her (with a

link) in my blog. I offer a whole list of photographers (outside of my area, of course) as recommendations. I referred two pieces of

business just this week to people who I just think are more qualified. I just granted total access (as in, gave her access to my server so

she could download every file for herself) to

another competitor (and good friend) to my web site so she could build her own. I share my Welcome Packet (that includes offerings,

pricing, policies, FAQs, etc.) with my friends / colleagues all the time. I'm going to coffee with a "newbee" photographer who lives

literally down the street from me on Monday.

She has asked for my help with her portfolio and pricing. The point here is that I DO want to be part of a community, but one that lends

a certain reciprocal benefit.

SO, to sum up, here's my philosophy: I love sharing with you guys here, I share with trusted colleagues, I am friendly with my

competition, and I charge the rest (LOL). Thanks again and have a great day :)

- Karen

Hi Matt:

Thanks. I know how this board is a double-edged sword -- I've gotten good rankings because of postings, but D'OH once

in a while the very first meta content I put out years ago that makes me sound like a bargain-basement photographer

STILL comes up. That always hurts when I see it because now I charge top dollar (LOL). I try to walk that fine line . . .

trust me, there are many things I WISH I could say online but never do. :)

Thanks again. Always nice to receive your replies -- you're a buddy :)

Karen

And whattaya know, Ian, that's exactly what I said to her (writing out the response here helped me formulate my response

:) Thanks for the confirmation that I've done what I hope is the right thing :)

Cheers!

Karen