FREE GIVEAWAY

Wedding Photography Business Course Free Giveaway

We'll be opening the doors this week to the wedding photography e-course: Stand out. Save time. Sell more. But before we do, I'm giving away 3 scholarship spots. Winner will be selected Monday, November 20th!

We’re giving away 3 FREE SPOTS to the this awesome 5 week online course!

You can enter 1 of 3 ways - or all 3 ways to triple your chances of winning:

1. BLOG

Simply COMMENT below this post describing why you'd like to win.

2. INSTAGRAM

Go to my Instagram page and LIKE the Giveaway post, COMMENT why you’d like to win, and TAG anyone else you think would like to enter.

3. FACEBOOK

Join our free Facebook group. Then LIKE the Giveaway post, COMMENT why you’d like to win, and TAG anyone else you think would like to enter.

 

The winners will be chosen Monday, November 20th, 2017.

What people are saying about the course on Instagram:

And on Facebook:

ecourse facebook comments

Wishing you so much luck. I hope you join us and we'll see you in the course!

If you'd like to get on the e-course waitlist - and be the first to know about early bird specials sign-up here.

With love, gratitude and all the success,

 
 
 
 

 

P.S. If you know someone who might benefit from this, go ahead and share it with them.

P.S.S. For more information on the course here. I hope you'll join us!


COURSE CURRICULUM:

STAND OUT. SAVE TIME. SELL MORE.

This is not your traditional wedding photography business e-course. This e-course teaches you how to improve your online presence so you can spend less time on testing-out what works and start getting measurable results every week!

This course is a shortcut to transform (or start building) your wedding photography business into a personally fulfilling, profitable and sustainable business.

Have you ever wondered why it’s so hard to book more ideal clients? I want to let you in on a secret: it isn’t. Or at least it doesn't have to be…

WHAT YOU GET:

  • 5 weeks of sequential action oriented videos (no I won’t be boring you or wasting your time with tons of theory)
  • The short lessons within each week are laid out in a step-by-step order to build upon one another. (no, you won’t be bombarded with an array of random videos)
  • Downloadable worksheets to get you moving quickly with measurable results
  • Video tutorials, demo's, templates and resource lists
  • Access to private Facebook group community where I will answer your questions personally for the duration of the course
  • Bonus: Blog writing Assistant (Perfect for photographers who find blog writing time-consuming and difficult)
 
 
I JUST WANTED TO LET YOU KNOW THAT SINCE I FINISHED YOUR TRAINING, I JUST KEEP THINKING ABOUT YOU NON-STOP!

YOU DON’T UNDERSTAND HOW REVOLUTIONARY YOUR TRAINING WAS TO OUR BUSINESS. AND THAT IS COMING FROM PHOTOGRAPHERS WHO HAVE SHOTS CONSISTENTLY 25-30 WEDDINGS PER YEAR EVERY YEAR, FOR THE PAST 5 YEARS, PRIOR TO TAKING YOUR COURSE!!!!

THERE WERE SO MANY PIECES THAT I WAS ALREADY APPLYING WITH THE SALES PORTION/CONSULTATION PIECE, AND THE ‘KNOWING YOUR UNIQUENESS PIECE’, BUT YOUR TRAINING HELPED JAQUES AND I LITERALLY RE-BRAND OUR ENTIRE WEBSITE, PRODUCE AMAZING CURATED BLOGS, AND BE ABLE TO WRITE OUR BLOGS VERY FAST WITH THE USE OF THE BLOG ASSISTANT. IT’S HELPED ME A LOT.

EVERY TIME I WRITE UP A BLOG, I THINK OF YOU; AND EVERY TIME I BOOK NEW CLIENT AT OUR NEW PRICING, I THINK OF YOU TOO! I CAN’T THANK YOU ENOUGH, GIRL.

THANKS TO YOU WE’VE BOOKED 8 NEW CLIENTS WITH OUR NEW HIGHER PRICING IN THE PAST 6 WEEKS, AND I AM SO GRATEFUL.

I’M HOPING TO RUN INTO SOON JUST TO HUG YOU, LOL!

LOVE, RICHELLE
— http://www.jaquesphotography.ca/
 

Savvy Secrets of In-Person Sales for weddings

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A few weeks ago I asked you all to send me your most pressing questions about your photography business and wedding photography.

Thank you everyone for sending me your questions!! You’re awesome!!

One of the most common themes in your questions was in-person sales (IPS) and how to incorporate IPS into your wedding packages.

So, today I’m going to show you two savvy ways that I implement IPS into my wedding packages.

1. Engagements

Similar to many of you, several of my wedding packages include an engagement session.

But the difference is - some of these packages include the digital images, while others do not.

For those packages that do include digital images… the price has been carefully calculated and included in the price of the wedding package.

For those packages that do not include the digital files, the couples come into my studio, view their images and...this is the best part!...Select and purchase their favourites… in-person.  

By now, you may have some questions like….

  • How does this work?  

  • Why do some of the packages include all of the digitally edited files?

  • Doesn't including all of the digital files in some packages defeat the purpose of IPS?

Allow me to explain…

IPS vs. All Digital files

Let me start by saying, that my wedding packages are  accompanied by an a la carte menu.  This a la carte menu lists of the prices for individual images/prints and varies depending on the size(s) they would like to purchase.

Here’s the key!  

Oftentimes,  clients come into the studio and view their engagement photos thinking they just want a handful of photos, but after viewing them, they realize they want all of them. So they ask me “how much for all of them?”

Equally as often, I have clients who know they want all of their engagement images before they even book my services.

It’s important to know the tremendous value of your digital FILES, and this needs to be reflected in your pricing.

Remember! The value is in your art, not in the paper you print it on.

And as such, high resolution digital images, should not priced less than a print.

Further, the price to purchase all the digital images needs to be significant and considerably more than if your client were to purchase a handful of your small/med a la carte images.  

WHAT IF THEY WANT ALL THE DIGITAL IMAGES?

Here’s how to start…

Ask yourself what an amazing IPS would equal? What is the price value? Write that number down. Be sure it is more than purchasing a handful of small/med a la carte images.

And make sure your pricing is logical.

Use this as a starting number and go up from there.

2. Bridal boudoir/ Bridal Sessions

Most of my higher wedding packages include a complimentary bridal boudoir or bridal photoshoot.

I believe this is an awesome addition to my packages.

Now, notice I said photoshoot. When my clients select a wedding package, I tell them about this beautiful photoshoot experience that's included with their package.  

I educate them on the shoot and explain that all of the images and any products are sold separately.

I have a special price list for my bridal boudoir sessions. It includes, a la carte images, and products I know my brides adore and can actually use.

For example, I offer a sleek black book.  This is something my brides love to give their grooms the morning of their wedding. It's an extremely romantic gift that brides love to give.

Use this IPS meeting to help give your clients fun ideas on how they can use their images.

I should also add to the black book example, I do have an add-on price, if the client would also like to purchase all of the digital images, in addition to the book.  

Now it’s your turn

Whether you’re already started implementing, or you're wanting to start implementing IPS in your wedding photography business, I think these two examples will get your creative wheels turning with great ideas on where to start... and how you can expand.

Leave me a comment below on any a-ha moments or how you’ve already successfully incorporated IPS into your wedding photography business.

It's coming...

We are opening registration to the wedding photography E-course again on Monday, November 20th, 2017. Just in time, for you prepare, for all of the marriage proposals over the holidays! 

In this course, I don't hold anything back. I'm completely transparent on how I rapidly grew my profitable wedding photography business.  Get on the waitlist here.

FREE

I'm also so excited to announce that we are giving away 2 scholarship spots for the E-course! Be sure to check out my Instagram this weekend (Nov 18-19) for more details on how to win. Winner will be chosen Monday, November 20th, 2017.

what photographers are saying about the e-course...

 
richelle.jpg
I just wanted to let you know that since I finished your training, I just keep thinking about you non-stop!

You don’t understand how revolutionary your training was to our business. And that is coming from photographers who have shots consistently 25-30 weddings per year every year, for the past 5 years, prior to taking your course!!!!

There were so many pieces that I was already applying with the sales portion/consultation piece, and the ‘knowing your uniqueness piece’, but your training helped Jaques and I literally re-brand our entire website, produce amazing curated blogs, and be able to write our blogs very fast with the use of the blog assistant. It’s helped me a lot.

Every time I write up a blog, I think of you; and every time I book new client at our new pricing, I think of you too! I can’t thank you enough, girl.

Thanks to you we’ve booked 8 new clients with our new higher pricing in the past 6 weeks, and I am so grateful.

I’m hoping to run into soon just to HUG you, LOL!

Love, Richelle
— http://www.jaquesphotography.ca/
 

Interested in getting more information on the e-course program? Get on the waitlist here. Can't wait see you there! I'm so excited for you and your business and what this means for your future.

With love and gratitude and to YOUR success,

heike_signature (1).jpeg
 

P.S. If you know someone who might benefit from this, go ahead and share it with them.

 

Free: Wedding Day Photography Checklist

What do you loving photographing?

If you've photographed weddings
....or you're thinking about adding weddings to your offerings
...or you wished you liked photographing weddings but...

Then, I have a handy FREE download for you today.

My Wedding Day Photography Checklist simplifies the wedding day events into manageable bite-sized sections. 

So, if photographing weddings makes you feel stressed, confused, anxious or just down right uncreative, this checklist will help cut through all the excess distractions of the day, and help you to focus on what you should be photographing.

And give you ideas if you're drawing a blank.

This checklist will help you slow down, so you can get creative with the photos you should be taking. 

And in my experience, this is a complete index of the core photos that make your brides happy, and curate a complete wedding day story.

Everything else you photograph in addition to this list is gravy.

So you're happy and your clients are happy.

To download your copy click here.

 

With the checklist you'll also get some quick win tactics like:

  • knowing how much time you'll need for each part of the day. For example, when your bride asks you how much time you'll need to photograph the her getting ready, you'll know what to say and how to plan.
  • you'll also get some insightful tips on how I approach and handle different parts of the day, to maintain control and keep (everyone's) stress levels low.
  • and more, since it's a checklist, you can easily print it off and bring it along to your weddings. Check off and refer to the list throughout the day, to ensure you've photographed everything you need.  Or, if you're drawing a blank, use it to get ideas on what else you could be photographing.
  • and most importantly, it will assist you in anticipating what the next part of the day holds and what you'll need prepare for. 

Now, we’d love to hear from you. In the comments below, write you why love photographing weddings or why you're resisting photographing them. And let me know what you think of the checklist.

With love and gratitude and to YOUR success,

heike_signature.jpeg
 

P.S. If you know someone who might benefit from this, go ahead and share it with them.

P.S.S. My wedding photography e-course program SAVE TIME. STAND OUT. SELL MORE. is opening up soon. For more information and to be the first to know when registration opens (with special savings) click here. I hope you'll join us!

 

 

 

WHAT TO DO WHEN YOU WANT TO QUIT

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Reconsidering (Wedding) Photography as a full-time business?

You started off your wedding/portrait photography business super motivated with dreams of success and plans of living your passion.

You felt elated and unstoppable.

You had several requests for your photography services.

This was going to be amazing.

Then something happened:

The fire, zest and motivation within subsided.

Now you’re feeling some stress:

    •    it could be from trying to keep a steady income of bookings
    •    wondering why you aren’t getting as many inquires as before
    •    noticing people aren’t booking as quickly as before
    •    or you're no longer getting the same response on social media
    •    or you’re just tired of the hustle.

Is it over? Or are you just in a temporary rut?

Most of us can safely say, we’ve all felt like that one time or another. 

Things have changed. And you can’t understand why. Is it the industry or is it me?

EEEk.

Your business, like everything else, naturally changes over time. Think:

  • Blockbuster > Netflix
  • Blackberry > iphone.

(Ok probably not that drastic of a change.)

But how can we stay relevant? How can we keep our services in demand?

In my experience, a check-up in these 5 core areas has kept my business in-tune while adapting to the changing market.

    1.    ATTRACTION (The moving target)

    2.    PERSISTENCY + CONSISTENCY (Let’s get honest)

    3.    STRENGTHS (How to discover them)

    4.    NEED + DESIRE (Listening to your clients)

    5.    DIFFERENCE (Taking inventory)

Use this quick exercise to give your business and your brand a quick check-up:

1. ATTRACTION: (The moving target)

Who are you trying to attract? Who do you want your clients to be? 

Often wedding photographers will answer:

 "anyone who is getting married next year that lives in my city." 

Ok, that’s a good start. But let’s get a bit more specific. 

Tell me, are there clients you’ve worked with in the past who you absolutely loved working with? 

Who are they? Where do they hang out online and offline? 

For me, when I started my wedding photography business 8 years ago, almost all of my brides were hanging out on Facebook. Back then, posting images on my FB business page got a huge response in likes and comments. Fast forward to today. For the most part My FB business page is pretty quiet - unless I pay to promote my posts. 

So I said to myself - people are obviously still getting married in my city - where are they hanging out online now? Answer: Instagram and Snapchat. 

Another example is, you are a wedding photographer who is trying to attract brides who desire outdoor weddings. Take a look at your branding and your website: are nature and outdoor wedding images a prevalent theme on your website? If they aren’t - make changes to get it in line with who you want your ideal client to be.

ACTION: Go further in-depth with who you want to work with. Try to figure out everything about them - and then tailor your brand and marketing to attract them.

2. PERSISTENCY + CONSISTENCY

Let’s get real honest for a moment. How persistent and consistent are you being in promoting your business? 

Has the number of inquiries you usually get dropped? Or are the inquiries you are getting not booking?

If so, it’s a good time to do a check-up on your persistency + consistency to ensure they’re aligned.

First, let's look at persistency. Have you been putting your business out there everyday? (And I don’t mean doing something difficult or overly time consuming). 

I mean like posting on social media, putting an update on your website, or going out and talking to people about your business. 

Here are some super simple ideas on how you can do something for your business everyday (from the comfort of your own home):

    •    Post an image from a client’s wedding
    •    Post an image from a shoot you did 3 years ago today
    •    Post an image from any shoot you’ve done
    •    Post a meaningful quote
    •    Post a behind-the-scenes photo or video of you in action
    •    Post a selfie (every now and then it’s okay)
    •    Post a snapshot of what's going on in your world (vacation?)
    •    Post something you are in the process of working on

It’s a known fact that people buy from people they like.

Which leads me to my next question:

Does your audience know you? Can they relate to you? Do they like you? Do they remember you?

If you aren’t getting any quality inquiries, go to your social media. When did you last post? And how long before that post did you post?

I recommend posting on Instagram once day or once every 2 days. You can plan out your posts ahead of time so it doesn’t become a chore! I used Adobe bridge or my album software to design my consequence ahead of time.


Now let's look at consistency. 

 

If you’ve been posting on social media all the time and you’re still not getting any busier, let’s take a closer look at what you’re posting.

As with your brand - the goal of your social media posts is to represent your brand visually and textually.

If you’re on Instagram, make your 9 squares look pretty and have them complement one another. 

You are in a visual business after all - people will be judging the first impression of your feed.

What are you posting? 

Back to our last example, if you want more outdoor weddings, post images related to and showing the outdoors. 

And if you want to book weddings, don’t post photos of babies.

In other words don’t post what you don’t want. Post only what you do want.

Action: Post to social media often. Focus on one platform where you are seeing results. It takes time and persistence to get a following. 

For Instagram I recommend 1/day or 1/every other day. 

Keep the posts on topic and make them look beautiful. You can avoid being overwhelmed by planning them out ahead of time using Adobe Bridge or your album design software.

3. STRENGTHS

What are your strengths? Many of us photographers will say, something like:

“I take good photos."

Yes that’s most likely true. But again we are looking for something more specific.

One tip to figure out what your strengths are - or what your clients see as your strengths is to go back into your client email correspondence. Usually right after you post a client’s image online or provide them their photos, they’ll write you an email to say thank-you. 

Open up those emails. What else did they say about your work - or about the experience of working with you? 

Here’s an excerpt from an email I received from a client:

“Thanks so much and for everything you guys did to make sure you could give us the best!! I know you stayed a bit later then expected, you both were great and by the glimpse of the photo you posted we can’t wait to see them, it’s incredible everyone keeps telling us that the photo is an amazing shot!! So truly thank you for working with us!”

What is something my client saw or noted?

I’m patient. I don’t rush them. I care about them. 

Something went a little off schedule on their wedding day and I stayed to capture it even though it was outside our contract and over and above what was expected of me.

When I consult with future brides, I can tell them, “sometimes things on your wedding day may go a little off schedule, but don’t worry I will stay to capture those moments regardless. If things go longer than 30 minutes extra, only then do I charge for additional coverage.”

ACTION: Take a look at what your previous clients have said to you or about you. Then weave those strengths into your marketing text -- and into your consults!

4. NEED + DESIRE

Now let's look at what your prospective clients need or desire. 

Do you know what they need? 

They need, photos, prints and maybe a wedding book right? All true! 

But what else do they ask you for?

For example clients often ask me for, high resolution digital files, canvases, video, video slideshows, bridal shoots, boudoir shoots, engagement shoots, rehearsal dinner coverage, shower coverage.

Now check your current packages and pricelist - are you offering what they’re asking for?

For example are you still offering a DVD of images, when clients are asking for USBs or digital cloud storage?

Listen to what they are asking for, don’t assume.

These are the specific items you should have in your packages. 

Tip: Include a big bundle of them in your top (dream) package. I go into great detail in the E-course on how to create packages that sell.

ACTION: Ask yourself, when your ideal clients see your packages, do they get excited? Are they thinking “wow she read my mind, I want all of this”. Or are they thinking “I don’t want a DVD, I wish she offered cloud storage”...

Take steps to include the specific items your clients ask for in your packages.

5. DIFFERENCE

Are you busy watching your competition and trying to figure out how you can keep up - or do the same? 

Before going any further, remember you’re always going to be second best if you try to copy someone else.

That being said, wedding photographers specifically, are all offering similar products. Digital images, prints, wedding books etc.

So what or how are you doing that differently from everyone else?

For example: 

  • Do you consult with your clients regarding wardrobe for their engagement session?
  • Do you help create their wedding day schedule?
  • Do you offer a complimentary 1 year anniversary photo shoot?
  • Does your background as a fashion photographer help with posing your clients so they look beautiful?
  • Do you travel worldwide?

The goal is to stand out and be memorable for what makes you different and unique.

Action: Take a moment and make a list of what makes you - YOU!

Then work those unique and amazing things into your brand and marketing - textually and visually.

These things should be loud and clear! Not something someone needs to dig out to discover in your FAQ section. Or something someone discovers in the last paragraph on your about me page.

Be obvious and make it beautiful, i.e. through photos or blog titles!

Go through your website and take some inventory - is it obvious to your visitors on what makes you different in your approach, service or products?

FRESH EYES

I hope I’ve given you some fresh eyes to see how your potential clients currently see you - and how you can make simple changes to get more bookings from your ideal customers.

If you’re stuck in a rut, this 5 step quick exercise should shed some new light on what’s going on.

If you’d like to take these concepts deeper, join me in the Ecourse: Stand out. Save time. Sell more starting March 28th. Special Earlybird pricing on now for a limited time! Registration is now open - more information here.

Remember information without action futile.

I’d love to hear your comments. Did anything spark a change in you, your business or your online identity? Share with us in the comments (way down below)!

Thanks for sharing your time with me today! Leave me a comment below - what was your breakthrough moment?

With love, gratitude and wishing you all the success,

 
 
 

 

Stand out. Save time. Sell more.

Free video training successful wedding photography business with Heike Delmore

The surprising reasons why some wedding photographer's websites are successful and other's are not.

And when I say successful, I mean websites that work to book more of your ideal clients while saving you time.

Why is it that people struggle with getting their true or authentic selves across online or on their websites?

Most people find it easier to speak one-on-one with people either about themselves or about their businesses. I know that’s true for me. The problem arises when you need to sit down and try to write about yourself. People usually fall into 1 of 3 categories:


    1.    The Essay writer
    2.    The Vague ‘blend-in-with-the-crowd’ writer
    3.    The Cutesy casual writer

 

Can you tell us more about these three categories, so our readers can see if they fall into one or the other?

Absolutely. Before I describe each, know that doing any of these things is not necessarily bad. The message is that, you could be doing more to build a deeper more relatable connection with your visitors.

  1. The Essay writers, write more a formal piece. The text sounds more like something they’re going to hand into their professor, than something their clientele can relate to. It often comes off as cold and technical. These writers may also use terms, specific to their industry, that their website visitors may not understand or be familiar with.
     
  2. The Vague ‘blend-in-with-the-crowd’ writers, tend to state general information and not elaborate a great deal. For example, these writers will state they are a husband and wife team, their style is photojournalistic and they’ve won XYZ award and been published in XYZ magazine. The end.
     
  3. The Cutesy Casual Writers will try to be cute, funny and keep things light. For example, they talk about how much they love their little fur ball named Kenny (their kitten/family member). Their favourite colour is blue, favourite food is sushi, and they like long walks on the beach.
     

I know we’ve spoken a lot about writing so far. But you teach that there are many additional factors involved in projecting your authentic self online. Could you mention a few?

Yes, there are factors in addition to the text on your website that can also make a huge difference in whether your visitors will know, like, trust and ultimately want to buy from you.

Your use of photos, which photos you use, how many photos you use and how your photos are presented are a factor.

Also, does your website have a deliberate flow that purposefully guides your visitors through to booking you?

How easy or confusing does your website appear?

And how long are you able to keep people engaged on your website? These are just some of the other factors involved.
 

Using this knowledge, you booked yourself solid (year after year) only using your website, while you lived on another continent. Is that correct?

Yes! My husband’s career had us move our family all over Europe for spans of 6-9 months out of the year… every year. When I returned home, I’d have my schedule booked solid for the 3-6 months.

While away, I couldn’t meet clients face to face. And it was often difficult to talk to them because of the time differences between countries. 

So, I designed my website to handle the heavy lifting in selling ME and why I would be a great match for them. My website essentially turned my visitors into clients. When they contacted me, they were already ready to book. I know these concepts work and they work well! My website is like my second employee or an extension of myself who works for me 24 hours a day, 7 days a week.


To the untrained eye, many people may not notice when websites have any of these elements in place. How did you learn or acquire this knowledge?

I’ve pulled much of this information together from my formal education, work experience, and good ‘ol trial and error. I have my Hon B.Sc. degree in Psychology and I did my postGraduate university studies in E-commerce and Web design. That coupled with 10 years of experience working for advertising agencies in Canada and Europe with high profile clients such as Mastercard, Eurocard, Kraft, Opel, Thomas Cook travel to name a few.

There really is a method to the madness, for every brand, behind the scenes. This is what makes us feel a certain way when we see the final product, brand or person. 


Why is it, do you think, that most websites don’t stand out or don’t work? 

Most people focus on doing the same the thing their competitors are doing online. Most websites tell the same or a similar stories. The thought process is - well it must be working for them, so it should work for me too. Or people think they’re boring and they don’t have anything special to tell. That is, they don’t tell their unique story. (I teach you how to find this voice and your unique story in the E-course). 

The reality is that most brides begin their search for their photographer and other vendors online. You won’t stand out, and you won’t be memorable, if you’re trying to be like or sound like everyone else.  
 

I know your E-course guides your students to stand out online, in every way, but could you share a few tips with us today?

Absolutely. I’ll also be sharing a few of these tips in the free training module on January 19th. The free training will give the audience a little taste of what is included in the E-course

So one easy tip is, how you are using your website’s “About” page. The About page is one of the most underutilized pages! 

Did you know that About pages are generally one of the top 3 pages your visitors will view? Yet, many of us waste this page with generic useless information - some examples of this I mentioned earlier. So one tip would be, to use your About page to answer those burning questions your clients always have. You know the ones. Those questions every client asks you that you’re tired of answering. Providing answers to these questions on your About page does 3 important things: 

  1. Makes your visitor feel like you're both are in-sync. You’re reading her mind and you’re both on the same wave length. 
     
  2. You’re not just talking about yourself, you’re talking about how you can help her solve her problem and how your services can benefit her. 
     
  3. You save your valuable time and hers. When this client contacts you, she’s less likely to still be in the research phase and more likely to be in the booking phase.
     

Will content in your e-course become dated, obsolete or break if Google decides to change it’s algorithm again?

Oh no! The concepts you learn are definitely not ways to cheat Google! They are authentic, smart, and best online practices. They have nothing to do with Google’s algorithm. These changes are grounded in best online practices, from how to make your website load faster, to how to sell yourself and your services honestly without yucky sales-y techniques. This training is not about trendy SEO hacks!
 

Who will benefit from taking this course?

Wedding photographers, wedding florists, wedding venues, wedding DJs, wedding videographers. Anyone in the wedding industry who wants to increase their number of clients while doing less work will benefit from this E-course.


Could you give us some specifics on how will this E-course benefit us?

This E-course will get you more “ready to book” inquires from your ideal clients. Often times, the clients contacting you are simply inquiring to priceshop you. That is, they will pick the least expensive vendor who can do the same job. If you present yourself like everyone else, you’ve turned yourself into a commodity - someone who can do the same job, the same way as someone else. And this is why you’ll get clients who will select you purely on price.

The main benefit of this course, is that you’ll be positioning yourself away from competing on price. You’ll be changing the conversation and attracting inquires simply because YOU are a great match for THEM.
 

I know some people are wondering, do you need to be “techy” to apply what you learn in this E-course?

Not at all. The steps I lay out anyone can do. You just need a website, such as a Squarespace website or a Wordpress site, and the ability to login and make changes to get started. 
 

If someone is just starting out, and they want to take your E-course, but they don’t have a website yet, are there some website companies you would recommend they check out?

Well, I haven’t tried all of the website companies out there. But, of the ones I use, I would highly recommend Squarespace (very easy to setup and use) and Flothemes or Prophoto for Wordpress. Again, the how-to of setting up a website is outside of the scope of this E-course. Coming into the course, you should have an existing website, or be in the process of setting one up.
 

To wrap up - what will be the biggest take-away for people who take your E-course?

If you apply the concepts taught in the E-course, you will stand out and be perceived as the go-to leader in your industry. You’ll save time by educating your visitors ahead of time dispelling any skepticism or objections they may have. Your visitors will feel as though you’re both in-sync from their first impression of you online. And lastly, you’ll inspire them to book and buy from you.
 

Is there anything else you’d like to leave us with today? 

A study done by Dane Sanders (his book the Fast Track Photographer) found that 60% of photographers give up their businesses within the first year. Then of those 40% still standing, another 25% will drop off within the 2nd year of business. That leaves only 15% still operating in their 3rd year.

That is a distressingly small percentage. Some of the main factors (among other issues) involved in the demise of these photographers, in my opinion, are a lack of visibility or standing out from the crowd, a lack of sales, and pricing that isn’t sustainable.

All of these subjects will be taught in the E-course. I hope you’ll join us. It’s going to be an eye-opening and results driven experience.

Want more success? Be a real person

More success secret photography businesses Heike Delmore

I’ve got some honest words, a profitable message and some valuable freebies for you today.

It was your average Friday, I was editing photos and listening to a new audio book, when something I heard stopped me dead in my tracks.

Something put so simply. Something so resonating. Something so important. Something I realized I learned over 20 years ago but could never articulate into words so simply or powerfully.

Before I dive into this further, let me begin with a quick story:

I was 18 years old and I got a part-time job at a trendy clothing store while attending university.

I had no sales experience, but I guess I looked the part. To the interview, I wore my most stylish outfit. I was hoping to be perceived as cool or fashionable enough to work there.

The first day on the job I was told to go sell some clothes.

I would be paid a low hourly wage in addition to a 3% commission on anything I sold. 

I noticed quickly how hungry my fellow salespeople were. 

The deal was, once you put clothing in the change room for a customer - that customer was considered yours. And you would receive commission on anything he/she purchased.

I was instructed to go greet the customers. To go tell them how good they looked the clothes. I was also given some other scripts aimed to pull in some sales.

I felt really nervous. Actually, I was pretty scared.

I didn’t want to approach customers who clearly didn’t want any help. (And this was pretty much everyone who walked into the store). 

Using the sales techniques felt 'yucky' and 'salesy' coming out of my mouth. 

I made no sales.

Then a whole month went by… and still I made no sales. I knew my job security was running thin. I could tell management was getting frustrated and annoyed with my performance. 

I soon felt I wasn’t cut out for sales. I told myself, “I just don’t have the right personality.”

My next shift started, and for all I knew, it was possibly my last. 

It was quiet day at the mall. A girl came into the store and I said “Hi”. Without any thoughts of making a sale, I started organizing some messy sweater piles near where she was browsing. 

We struck up a conversation. It was a natural conversation. It felt legitimate and equal.

As the conversation progressed, the tone remained the same as the topic transitioned. She told me what she was shopping for. I enthusiastically showed her all of the items that matched her needs. And then, I showed her all of the amazing accessories and other items (I personally thought) paired well with the outfit - to take it from good to great.

I loved helping her. It was a magical feeling.

And coincidentally, she too was getting excited about my suggestions.

I poured 120% of my heart and soul into presenting her with the best solutions to her problem. And she looked great.

I’m sure you can guess the outcome. Yes, I made my first sale… and it was a BIG one.

But it was a win-win. We both felt happy and fulfilled. 

Important note: I wasn't thinking, “Oh my goodness, is she going to buy something from me? I hope she buys something…”

Au contraire! I was focused on how I could help this lovely customer and create the best looking outfit to match her needs.

Things turned around that day. And from that day on, I was the top producer for that clothing store. 

So what were the words that stopped me in my tracks last Friday? The book said:

“You want people skills?...Then be a person.”

{Burg, Mann (2015) The Go-Giver, Expanded Edition: A Little Story About a Powerful Business Idea: Gildan Media, LLC}

The moment I became a real person and had a real conversation with that customer, was the day I realized that sales aren’t about one-liners or savvy selling techniques. No, it was about me being able to be me. It was about how I could relate, help and give my customer something valuable and specific to her needs and desires. It was about how I could make her happy and exceed her expectations.

So simple.

“It’s worth ten thousand times more than all the closing techniques that ever have been or ever will be invented. It’s called authenticity.”

{Burg, Mann (2015) The Go-Giver, Expanded Edition: A Little Story About a Powerful Business Idea: Gildan Media, LLC}

Although, I learned this important lesson over 20 years ago, it was a feeling I never forgot, even though I could never quite articulate what it was in just three little words. 

Be a person. 

Just be a real person.

It doesn’t matter what you’re selling whether it be clothing or wedding photography, the same principle applies. It’s the law of authenticity.

I live my life and run my photography business by this law.

Now, if you’re wondering what this amazing book is called, it’s called “The Go-Giver, Expanded Edition: A Little Story About a Powerful Business Idea” by Bob Burg , John David Mann.

It’s a quick read with a big impact.

You can read the first 2 chapters for free on google books here.

I’m hoping this inspires you To connect with your clients on a deeper more authentic level to ultimately jumpstart or build-on your current success.

Now, I’ve got a lovely surprise

It’s one thing to create deeper more authentic relationships with your clients face-to-face or on the phone. But often times we struggle with creating this same feeling online.

In other words, does your website present the real you to the world?

I know how mechanical writing about yourself can feel. You’re thinking…. “Do I sound too corporate?”, “I don’t want to sound conceded”, “Does that sound unprofessional?”, “Which photo should I include?”.

This month I’ll be hosting a free online training module covering some of the most overlooked things you can do to your website to help you stand out, save time and sell more.

(Full e-course to launch in March 2017)

The free training video is geared toward wedding photographers and other wedding professionals. The wedding industry is super competitive and highly saturated. 

And, let’s face it, most brides begin their wedding vendor search online. 

A beautiful design with stunning photos coupled with your contact information is not enough to make brides stop their search and say “This is the one!”

This free training will give you some quick action items you can do to make yourself stand out from the busy crowd. 

I hope you’ll join us! 

Tell us where to send the free training module:

 
 

I’ll finish with another impactful quote from the book:

“The most valuable thing you have to give people is yourself. No matter what you think you’re selling, what you’re really offering is you.”

{Burg, Mann (2015) The Go-Giver, Expanded Edition: A Little Story About a Powerful Business Idea: Gildan Media, LLC}

 
Some earlier photos...

Some earlier photos...

 

Thanks for allowing me into your inbox! Leave me a comment below - what was your breakthrough moment?

With love, gratitude and wishing you all the success,

 
 

 

P.S. I mentioned that I was listening to this book while editing photos. I subscribe to Audible (where you can find this book) and Sue Bryce Education. Both have business material that is motivating, insightful and inspiring! 

Cyber Monday Bonus

Hello Friends!

I hope you all had a restful and joyous thanksgiving weekend. 

I've extended the Black Friday bonus (in my online store) until midnight tonight - CYBER Monday November 28th.

Receive 25% off when you spend $85 or more. Browse the store here.

Use PROMO CODE: BLK-HD2016

With love and gratitude and wishing you all the happiness and success,

 
 
 

"A big shout out to Heike Delmore’s Personal Branding Kit she created. Thanks to this kit I was super prepared with questions for my inquiring client and booked her in! BOOM, October fully booked now and booking into November now, yay!!!! Now I am to buy Heike’s Personal Branding PDF template to get it ready to send out for future clients. And if you don’t have these yet - go GET THEM!!!! They are sooo fabulous, I felt like a pro on the phone :-) "

- Ines Schaefer (inesschaefer.com) Tuscaloosa, AL

 

"Heike's incredible guide helps you prep for Personal Branding shoots for both male and female clients is a must have you guys... Heike created a brilliant Personal Branding kit for you, that is easy to implement and use straight away... She also created a beautiful PDF template so you can make your own by including your amazing work, so you have a ready made PDF to send to your clients to give them that extra professional touch from get go."


- Wendy De Craemer (zoomfotoatelier.com) LICHTERVELDE - BELGIUM

 

FREE Personal Branding Giveaway

Free Photographer Resource Personal Branding

Update: The consultation kit is now available in my store.

Download period ends today, Wednesday, August 31st at 5PM EST.

I have a special surprise FREE GIVEAWAY I’ll only be sharing with those who are on my mailing list!

This is will be my biggest and most valuable giveaway ever! ($50 value)

I've spent 2 months creating this product - and I'll be giving it away for FREE (one time only):

You still have time to get on the list! And be sure to check your email and click the link to confirm your list request! If don't confirm your request, I can't add you to the list.

If you want to incorporate a profitable Personal Branding strategy into your studio, you won’t want to miss this.

And if you know someone who could benefit from learning more about Personal Branding photography, be sure get them to sign up for my mailing list... before next week (August 31st).

Name *
Name

 
 
 

My biggest No-No's when photographing Personal Branding or Corporate Headshots

Biggest No-No's when photographing Personal Branding
 

My Biggest
No-No's when photographing Personal Branding or Corporate Headshots

A a couple months ago, I added my Personal Branding Photoshop Template to my online store.

The idea to create the template, came after I did an interview with Sue Bryce, and we spoke about how I market & sell corporate headshots  (a.k.a personal branding shoots).

This led me to writing today’s article - to share with you all the things I wish photographers knew before shooting corporate headshots/personal branding.

All the things I wasted a lot of time learning - the hard way!

Here we go...

1. You shouldn’t...
shoot before having a consultation

Because every client and every business is unique and needs to stand out from the competition, it's imperative you chat (in-person, or on the phone) with your personal branding clients before photographing them.

“Every day we are selling our most important asset: ourselves.” - Fredrick Eklund

Use your consultation time to do two important things: 

  1. Ask specific questions about your client, her business and where she wants to use her photos.
  2. Suggest new ideas of where she can use her photos (i.e social media, magazine features, etc) 

Be sure to take notes and use those notes to plan out your photo shoot (see #5). (Having trouble making suggestions on new places where your client can use their photos? Check out the Photoshop Price-list Template for ideas).

SUMMARY:

Your consultation will:

  • tell you what your client wants
  • suggest new places/strategies your client can use her photos
  • help you collect information on how to approach her shoot
“The personal branding consultation is both a gathering of information and a creator used to fulfill your client’s photography needs and elevate her success.” - Heike Delmore

2. You shouldn’t...
consult with your client before doing your research

Similar to point number one, do your leg work before the consultation. 

Why you ask? Because it’s important you be specific and take a personal interest in your client.

With personal branding one size does not fit all. If you have a consultation before doing any initial research, you won’t be prepared and your suggestions, if any, will sound very generic. Show your client that you're taking an interest in them personally.

When researching your client you are looking for the following:

    1.    Is she currently using any personal branding photos?
    2.    If yes, where is she currently using her photos?
    3.    Where might she be looking to update them?
    4.    Where could she be using them - but is currently not?
    5.    Think of completely new strategies she could impliment

SUMMARY:

  • Gather as much information on where your client is currently using her photos and note where she could be using them in the future.
  • This information will prepare you for a finely tailored consult

3. You shouldn’t...  
have an inconsistent price-list

What's an inconsistent price-list? 

An inconsistent price-list is a price-list where the same product is priced differently across different genres.

Let’s say you sell 7x10s. And you price a 7x10 for family portraits higher than a 7x10 for corporate headshots. Why are they priced differently? Is one 7x10 better than the other? 

This is why consistency is important: let me tell you a story where this became a big problem for me. 

When I started out in this genre, I was charging really low prices for my corporate headshots. Lower than my glamour portraits. I told myself I was getting clients in the door. The problem arose when my headshot clients would bring in a couple of gowns to shoot at the end of the session... "just for fun". The photos with the gowns would usually qualify as a portrait or glamour photo. When the client came in to select and purchase their photos, it seemed ridiculous to charge one amount for the corporate headshots and another for the glammed up photos. Having a consistent price-list across the board solved this problem.

SUMMARY:

  • Using a consistent price-list will streamline your business
  • Repeat clients will not longer be confused (and you’ll feel clearer - trust me)
  • Now, I’m not saying have 1 generic pricing brochure for all genres. No! Absolutely design them differently target each market you shoot. But keep your pricing the same.

4. You shouldn’t...  
shoot personal branding without a checklist

What kind of checklist you ask? 

If you’ve you’ve done your pre-consultation research and had your in-person or telephone consultation, you can easily put together a shooting checklist.

Your checklist should consist of:

  1. Shots your client says they want or need
  2. It should also indicate the photographic style
  3. Where your client plans on using the images
  4. Where your client may try using their photos in the future based on your suggestions.

For example, if you client is going to open a Facebook business page, you check off vertical/square profile image and horizontal image for the cover image. And shoot to fulfill those requirements. 

SUMMARY:

  • Your checklist will act as a photo shoot planner.

5. You shouldn’t...  
shoot to fit IN

Many of us were taught that to be in business we nee to fit a certain look or mold. 

When shooting personal branding photos, I suggest getting a few safe photos at the beginning. 

But be sure to branch out and capture your client’s authentic self. From your pre-consultation to your in-person or telephone consultation, you should have a good idea who your client is and what they’re trying to express to the world. 

Aim to capture all of this your shoot.

“You are your brand. Failure to share yourself in an open, honest way is a costly miscalculation. Who doesn’t want to be around someone who’s comfy in their own skin? On the contrary, who likes hanging around phonies?... Who were you as a carefree six year old, before the world taught you to play it safe and blend in with everyone else? Find yourself; be yourself; sell yourself.”
- Fredrik Eklund

SUMMARY:

  • When shooting personal branding start with a few safe photos
  • Then branch out and get creative to capture your client’s true self.

I hope you found this helpful. Leave me a comment below.

With love and gratitude and wishing you all the happiness and success,

 

 

P.S. If you know someone who will find this article helpful go ahead and share it with them!

Are you thinking about incorporating WEDDING photography into your studio? And you're interested in how you can easily build a profitable wedding photography business. Check out the coming soon: E-Course: For those with a creative background not a business background - how to easily create a successful and profitable wedding photography business.

 
Corporate Headshot Resource Free Giveaway

I have a special surprise FREE GIVEAWAY I’ll only be sharing with those who are on my mailing list!

This is will be my biggest and most valuable giveaway ever! ($50 value)

I've spent 2 months creating this product - and I'll be giving it away for FREE (one time only) next week Tuesday, August 30th only to those on my mailing list.

If you want to incorporate a profitable Personal Branding strategy into your studio, you won’t want to miss this.

And if you know someone who could benefit from learning more about Personal Branding photography, be sure get them to sign up for my mailing list... before next week ;-)

YES! Sign me up for the mailing list...

Name *
Name

 

5 Ways to make clients feel more comfortable

5-ways-make-clients-comfortable-photo-shoot-heike-delmore

Understandably, people are usually feeling pretty nervous, vulnerable or anxious before a photo shoot. And I can totally relate! However after the photo shoot, my clients often tell me that it was easier than they had anticipated. Mainly because I made them feel comfortable!

To get that special connection in your photos - in the eyes and body language of your client - these are 5 things I do with my clients to make them feel more comfortable during their photo shoot.  Remember to always smile + listen when using any of these 5 methods:

 

1. MAKING A NEW FRIEND

When a client is booking her photo shoot, be sure to ask her a lot of questions about herself.

It’s like making a new friend! Asking questions helps me get to know my client’s personality and also what she likes in terms of style and imagery. It gives us something to talk about. And finding any similarities between us, helps the conversation flow easily on the day of the photo shoot.

 

2.  PROCESS

Just before the photo shoot begins, I warn my client that I will most likely be talking throughout the entire session - often gently repeating myself with posing and coaching instructions.

By informing my client of my process ahead of time, she never feels discouraged or like she is doing something wrong. She interprets my repetitious instructing as encouragement rather than criticism.

 

3. TELL A STORY TO SET THE SCENE

Tell a story to get your client into the right mindset or character.

Sometimes if can’t get my client to give me the connection or body language I am looking for, I tell her a story to get her into character. With couples for example, I may say “you both just snuck out of a formal dinner party and met up in this secluded area to share a private moment”. Or with a couture portrait client, I may tell her to picture herself as a celebrity she likes and ask her to show me how that celebrity would portray this look.  This works wonders!

 

4. SHARE PERSONAL EXPERIENCE

Share your own experience of being photographed focusing on how you felt during the process.

I often share my personal experience of being in front of the camera and how nervous and vulnerable I felt. Let your client know that you can relate to how she is feeling. And how the poses may feel really awkward, they actually look good in camera. This will help reduce your client’s stress and you will see her shoulders relax.

 

5. SHOW POSITIVE EMOTIONS

When a shot looks great don’t be afraid to show your excitement!

During the photo shoot when a pose or shot looks great, I can’t help but get excited and let out a little squeal! This always gives the client an extra boost of confidence and reinforces that she is doing a great job! She will also inject more effort and enthusiasm in her next poses.

I hope you found these tips helpful! I’d love to hear any tips you have on making your clients feel more comfortable in front of the camera.

Thanks for reading! Leave your comments below!

With much gratitude,

 

 

 

 
 
 

How to blog to keep yourself fully booked

easy-how-to-get-fully-booked-heike-delmore

Spring is already here for those who live further south. Last week I had the opportunity to visit Nashville, TN. With the family in tow, and camera in hand, it was a fabulous trip. I think I even got a bit of a tan! See my Instagram feed for pics from the trip.

While on my trip I got to meet an awesome stylist, Krista Roser, who styles many of the young country stars. And I got to hear how others are using their social media accounts to generate income.

All of which got me thinking about how I've used blogging + social media to keep my calendar fully booked. (I outline the super simple steps below).

I've never needed to invest in any advertising or do any shows/expos. Truth be told, I've invested in advertising twice. Approximately $1000 each time. Once was for a listing on a local wedding website. And the other was on a national magazine's website. The latter got me 3 out-of-town jobs. 

Not bad I suppose, I made the money back - but blogging is what has kept me consistently fully booked with shoots. Best of all it's free. And here's how...

I don't search for ideas or try to brainstorm new ideas of what to blog about.

I blog about my clients.

I use the photos I have created and sold to my client for the core of the post. Then I add a little story around those photos.

I call this method C.B.B. - or Client Based Blogging. Sounds simple right? Here's what it does...

Client Based Blogging (C.B.B.)


    1.    It makes my current clients happy
    2.    It attracts new clients


Here's why the "Client Based Blogging" method works...

CURRENT CLIENTS FEEL SPECIAL

It makes your current clients happy. The blog post makes them feel special. Heck, I feel special if my work gets featured anywhere! Your clients feel the same when they are featured on yours. 

Often clients are more excited about their photos being posted online, than they are about receiving their albums or digital files. They're excited because they want to share and show them off.

So having a well curated blog post + a story shows your client in their best light.

ATTRACTING NEW CLIENTS

Now onto the psychology of how blogging about your current client actually attracts new clients. 

  1. Suspicious - according to socialmedia.com "buyers are naturally suspicious". If they see someone they know has purchased from you, they become more trusting of your product and services.
  2. Best choice - other times buyers don't have time to shop around. They assume those before them have already done the research and selected the best choice. According to research conducted by Forbes magazine, "we copy people we know because we’re simply uncertain about the best choice".
  3. Fitting in - according to Psychology Today magazine, sometimes clients purchase from the same company to "imitate others and fit in".
  4. Success Stories - if your work has aided in your client's success - success stories have an immense impact on consumers, according to socialmedia.com.

Now that we know how and why it works - how do we get people to our blogs?

PROCESS: HOW TO GET PEOPLE TO YOUR BLOG

All roads lead back to your blog - and timing is of the essence.

  • When to create the blog post - create your client's blog post before releasing any digital images. Here's the process: you've completed the photography job for your client and he/she has paid you. You are ready to deliver the photos. Before you do, put together their blog post and send them the link. This ensures your client will share the link with their friends and family (not the other products you give them). 
  • Announce on Social Media - announce on any and all of your social media platforms (Facebook, Instagram, Twitter etc.) that you have a new blog post up on your site. Be sure to include the blog post link and post a photo to peak interest.

  • Email your client - email the blog link and social media posts to your client. Encourage them to tag themselves and share the post on social media.

PROCESS - TWO steps HOW TO WRITE a C.B.B. POST

Still not sure how to make a "Client Based Blog" post? Use these two easy steps to help you:

  1. Use photos your client has selected and purchased

  2. Accompany those photos with a story about your client. Try to write a minimum of 3 sentences. Here are some ideas to get you started:

  • What... are they using the photos for? (tells both about them and the service you offer)
  • Who... is your client? (promote/plug their business or tell their story)
  • How... did the photos impact their life? (e.g. client got first modelling job)
  • When... did it happen? (is the timing of their photos important or is age?)
  • Where... did it take place? (is significance in the location?)
  • Why...? (why did they need these photographs)
     

ACTION STEPS


A. Create a blog post about your last client using the Client Based Blogging method (C.B.B.)
B. Use the photos they purchased
C. Write a minimum of 3 sentences about the client
D. Post the link to your blog post and teaser images on your social media accounts
E. Send your client the link to their post
F. When you are done go to my website and leave me a comment

ASIDE - I know you do this already, but I want to remind you to have your clients sign a model release before posting any of their images online.
TIP
- I also let my clients know ahead of time that I'll be writing a special post about them on my blog. This gets them excited. Or, if they are super private people, they have to chance to let me know that they are uncomfortable.


With love and gratitude and wishing you all the happiness and success,

 
 

P.S. If you know someone who will find this article helpful go ahead and share it with them!

If you'd like to take these concepts further and dive in deeper on how you can easily build a profitable wedding photography business, check out the E-Course: For those with a creative background not a business background - how to easily create a successful and profitable wedding photography business.

 
 
 

How to Attract Ideal Clients

How to attract ideal photography clients

Are we unknowingly diluting our brands?

In a world where websites are often the first touch point our clients have to us - are we dressing our sites for the job we want or the job we have?

When we dilute our websites we automatically attract the WRONG clients and repel the RIGHT clients.

Let me elaborate with a story before we get to the action steps. 

SANDRA

Sandra, a fellow photographer, recently told me she couldn’t get any clients... and the few clients she did get purchased very little. She went on to tell me how she went to networking meetings, had a booth at a show and invested in paid advertising. And the result - a negative bank balance.

So what was going wrong?

Now, there could be several things wrong, but I started with her website because this is where our potential client's start. 

The design was nice, but when the homepage photos ran through the auto gallery, I noticed two major problems:

The first was, Sandra is a fine art wedding photographer. Her homepage displayed 2 fine art wedding images, and then, a baby photo set in an outdoor park. (Insert record scratch sound effect). The style clash stood out like a sore thumb. 

I asked Sandra if she does baby photography.

Her answer, “I don’t want to.... but it pays”.

The second problem was, sprinkled throughout were unpolished, amateurish photos. These photos were not consistent with the quality of her best work.

I asked Sandra about the unpolished photos.

Her answers, “I don’t remember what photos are in the homepage gallery”. Then, “Even though those photos aren’t my best work, they show that I have experience…” 

MORAL OF THE STORY

    •    ATTRACT: What you show on your website you will attract. If you put baby photos, you will get requests for baby shoots. If you don’t like shooting XYZ… don’t post XYZ photos.  If you’re shooting a genre and your heart isn’t in it, that will show in your work and in your sales (or lack thereof).

    •    FLOW: Make sure there is a flow to the style of the photos you post. Don’t be all over the board or clients won’t be sure what they’ll get if they book you. If you have different styles, transition to them slowly in your gallery so you don’t throw visitors for a loop.

    •    A+: Only show your best work! Edit your website and remove any photos you dislike or you think are just “ok”. If they don’t score an A+ take them down. If a potential client comes to your website and sees 2 great photos and 1-2 mediocre ones they won’t be confident in your abilities. And they won’t contact/book you. Don’t give them a reason to hesitate.

    •    FOCUS: Potential clients don’t care if you’ve been a photographer for 10 years or 10 minutes. If you can make them look good or fulfill their needs they will contact you.

ACTION STEPS

  1. Remove the photos from your website of work you’d rather not do in the future. Only post photos of what you want to shoot more of.
     
  2. Post only your A+ images and delete the others. Don’t dilute your best work with your less-than-best work.

Remember, clients come to your website because they want to book you! They are hoping you are a good fit for them. It's okay to repel the wrong clients. But don't repel the right ones!

I’d love to hear from you. Have you found you're diluting your website in other ways? Share with us in the comment section (way down) below.

With love and gratitude. And wishing you all the success in your photography business,

 

P.S. Share this article it you found it helpful.

 

P.S.S. After writing this, I realized I have one super cute baby photo (that I am so proud of) on my website. I don’t shoot babies but sometimes get requests. Lightblub: I think it’s time to take it down!

 
 

Animoto Video - Yay or Nay?

Animoto Photography business making video marketing Animoto

So I did it! I took the plunge signed up for Animoto and created a video!

Now I’ve heard people in the photography industry singing the praises of Animoto for a while. Namely the super talented Sue Bryce! And I must admit, my initial reaction was how great can it really be? I mean I use a Mac.... and iMovie is simple enough.  

I’ve also tried Photodex Proshow Web. Could this really be any better? - I said to myself.

Well, at the end of this article I’ll tell you the reasons why I think Animoto is a better tool - for my needs - and they probably aren’t for the reasons you think!

I’ll also touch on some different ways you can use video for your wedding, family or glamour photography businesses!

Why

But first let’s start off with why video is even important to your photography business!

These are some interesting and rather compelling statistics in my opinion. The article “The Science of Video Engagement” found that:

  • 60% of web site visitors will watch a video if one is available before reading any text
  • 88% of visitors stay longer on a site where there is a prominent video
  • homepages or landing pages that have a prominent video lead to 800% more conversions
  • website visitors have a higher likelihood of remembering videos compared to other forms of information
  • visitors who watch videos tend to look deeper into your product/brand and later purchase from you.

So video is pretty important. But how can we use it in our photography business?

How to use video

I’ve put together a list of some fun and easy ways I’ve seen and heard of video being used - and ways you can use it too: 

  • show behind the scenes at a wedding or in studio
  • interview
  • show your studio and office
  • client testimonials
  • image galleries
  • surprise client with their images put to music
  • showcase final images mixed with behind the scenes video/images
  • family shoot: interviewing the kids mixed with final images from the shoot
  • business commercial
  • brand story with images and your voice-over 
  • showcase products e.g. wedding albums, folio boxes
  • up-sell packages

That’s all great, but where can you use these videos? Uhm… just about everywhere! And the best part is you can easily re-purpose your videos. Think - homepage, blog post, Facebook, Instagram and other social media.

My Animoto experience

I wanted to surprise one of my beautiful portraiture clients with something extra thoughtful. 

My typical portraiture blog posts prior to this, I’m sad to admit, were 1-2 images from a photo shoot that I would post here and there if I found time. 

This time I wanted to say more. This time I wanted to show more. And I wanted to say more without words and without just throwing a bunch of photos up consecutively one after another.

So I logged into my Animoto account and I picked a theme that I thought would be fitting with the style of photos I wanted to showcase. 

Tip: when viewing the themes, try to look past the default placeholder images - your photo genre may give the theme a completely different vibe.

Next I uploaded my photos, added my logo, a few lines of text, picked some music from their suggested royalty free music library and voila - I published my video! (Big Smile)

Animoto, automatically timed my video to the music, transitioned between the different slides and gave me straightforward options to export/publish my video.

Since you can control the time of the video, (if you’d like), you can also make shorter complimentary videos to use on Instagram. 

Tip: Instagram cuts videos off at 15 seconds.

So in addition, I made a shorter 15 second version of the video to match the look & feel of the original video.

Then, with the touch of a button, I exported the videos to my youtube and vimeo accounts and also downloaded them to my computer.

And the very best part... my video looked ultra professional! All shiny and polished!

Why I love Animoto

iMovie and other online video programs can do the same thing right?

Yes for some features, but these are the reasons why I prefer Animoto to other software I have tried:

  • it’s a super simple process
  • it saves me time! I’m a photographer and I don’t have time to fiddle around with video software.
  • it’s drag and drop
  • it’s really fast and slick
  • it’s online
  • you can import photos from smugmug
  • if you dislike the theme you can easily switch it without re-starting your project from scratch
  • it makes exporting easy
  • it exports quickly
  • all of your videos are in one place
  • it connects to your vimeo and youtube accounts
  • it easily embeds video into your website
  • you can upload both videos and still images
  • you can clip your videos in animoto
  • you can upload voice-overs
  • it has a huge library of royalty free music (hola!)
  • it has a blank template that you customize for projects that don’t fit with any of their other themes.

If you’ve been considering using video for any aspect of your photography business, I hope this article has been useful! I’d love to hear about your experiences!

Also, if you want to explore more about how to use animoto to boost your business check out Sue Bryce's super Creative Live course here!

Be sure to leave me a comment below.

P.S. Here is my video

With love and gratitude. And wishing you all the success in photography business,

 
 





One of the biggest mistakes when designing your logo

Logo design mistakes photographers make Heike Delmore Education

What is one of the biggest mistakes a photographer can make when designing her logo?

Realizing it doesn’t work where she needs it most.

So you’ve designed a logo and it looks great… on your website. You envision it on your business cards, note cards and bags and it will look great there too.

Wonderful!

But now, as you are sitting down ready to blog a recent photo shoot, you contemplate, "should I add my logo as a watermark to my photos?"

You test it out… YIKES!

It looks distracting and actually takes away from the beauty of the image.

You decide to leave your image naked… watermark free.

Your rationale? "Well thieves will remove watermarks from images anyway - so why bother."

Here are few reasons why you should bother

Watermarking your images with your logo is free advertising. And who doesn’t have time for free advertising and marketing? Holla!

(Now before I go any further, I should mention that I too did not consider all of these items initially… it's been a live and learn experience. And one of my logos still suffers from this problem. But more on that and possible workarounds later in this article).

Consider the following:

  • Stealing: not everyone who will use your image(s) is trying to steal it or claim it as their own. For example, a very successful photographer friend of mine found one of her images displayed on a website accompanied by a short paragraph listing the site's favourite photographers. She was one of their favourites. They used an image from her website that was not watermarked. In a mad scramble, my photog friend contacted the site’s owner and sent her a watermarked version of the image. Capitalizing on the free exposure! (*Although people should always ask before using your work, the reality is they don’t always do this).

 
  • Branding: Why do people purchase bags covered with the brand’s logo? - think Louis Vuitton. I had the pleasure of hanging out with Christa Meola and handful of other talented photographers last summer. Christa did us the honour of taking our photos. As she was telling us about when she would get us our photos, one lady asked if she could have hers with the Meola logo on it. Why? Because it means something to her. Just as the LV logo means something to the woman carrying the monogramed Louis Vuitton purse. Make your logo mean something! 
    (See Christa's awesome logo on my Pinterest board below). 

Christa Meola and I in NYC last summer. I had the best time with this amazing talented lady.

Christa Meola and I in NYC last summer. I had the best time with this amazing talented lady.

 
  • Searches by Google Images: these days clients are searching for photographers on google images. Naturally, when shopping for a photographer you want to see their photos right? Make it easy for them! For example, if a client does an image search and a few photos in the results appeal to her -- help her see that those photos are all by the same photographer (you) because they all share the same logo. This will instantly help narrow down her search... to you! 

 

  • Pinterest: ahhh gotta love Pinterest. Style boards, wedding, boards, headshot boards, boudoir boards, glamour boards. If one of your images ends up here, you want people to be able to find you. "But Pinterest will link back to my website - right?" Not all the time. For example, if someone pins your image via Google images, it will not link back to your site. And with no logo on your image, there is probably no tracing it back to you. (Unless of course, you are a well known photographer with a very distinctive style, such as, Sue Bryce, Craig Lamere or Annie Liebovitz).

 

  • Painters:  I thought I’d throw this in… traditionally artists have put their signatures on their work. Think paintings and prints.

 

But I already have a logo and it doesn’t look good on my photos

Trust me you are not alone.

I have two brands 1. Delmore Photography and 2. Couture Portrait. I wrestle with this problem with my Delmore Photography brand. The logo has a symbol with text below it. It’s too chunky to put on any image... without ruining it. Don’t get me wrong, I like it on its own… just not on my photos. To make things worse, this is the brand I use mainly for weddings… and the thought of putting that logo on every image in a long wedding blog post makes me cringe.

I did better, with my second and newer logo for Couture Portrait. I’d throw that logo on anything ;-) And will be updating my redesigned website soon. 

 

WORKAROUNDS

These are some workarounds if you already have a logo but it’s too distracting to put on your images. Use these tips alone or in combination. And be creative there is no right and wrong.

  1. URL: add your URL in a visually appealing and non-distracting way on your photos

  2. Creative URL: do something creative with your url - see ribbon example on my Pinterest board below.

  3. Font: Have a specific font in your logo? Use that font and write your URL on your photos.

  4. Distinctive: Is there a distinctive aspect of your logo that you could use, that would instantly identify it as part of your brand?

  5. Photoshop layer opacities: Set Photoshop's layer opacity to "multiply" to help blend the logo into the image.

Need visuals of these workarounds in action?

Here is my Pinterest board with examples of worksarounds  -- and examples of well designed logos that look great on photos:

 
My Pinterest board with examples of well designed logos that look great on photos and real world workaround options.

My Pinterest board with examples of well designed logos that look great on photos and real world workaround options.

 

Final Note:

Although filenames and meta data can help link an image back to you, the general public may not know how to look for these things. Or it may simply be too time consuming.

Also disabling the right click option on your website will not always prevent the Pinterest "Pin it" button from pinning your images.

Keep everything simple, easy and straightforward for a path of least resistance.

Let social media spread the word about your images - so be sure to have your name on them!

Leave a comment below, I'd love to start a conversation on the topic!

With love and gratitude. And wishing you all the success in photography business,

heike delmore photography mentor
 

CONTINUE TO:

- The Store (for some awesome goodies 10% OFF this week only)
Favourite free font and branding resources
- About Heike









Don't say the M~word

2 minute money formula for photographers who hate to talk about money. Set your yearly goals and achieve them. Download FREE PDF version.

2 minute money formula for photographers who hate to talk about money. Set your yearly goals and achieve them. Download FREE PDF version.

 

Happy New Year!

If you are like me, you are feeling so grateful...but you are completely exhausted from the holiday season.

It was a festivity whirlwind of visiting with friends and family. We chalked up over 820 km on the road in just under 7 days.

During this time, I uploaded something special to help you to start off the year on the right foot!

It’s a 2 minute formula that will help give you a clear plan for 2015!

It's called “Don't say the M-word”.

Specifically, it’s an information download for photographers who hate to talk about money.

As a bonus, I share the awesome results I had when I applied the formula in my business.

And I back it up with why-and-how it works based on a simple Harvard study!

For more information or to get the PDF version now - you can download it for FREE here.

Wishing you all the love, success and happiness in the new year!

P.S.

After you download the "Don’t say the M-Word: 2 minute money formula for photographers who hate to talk about money", leave me a note in the comments section.

I’d love to hear how you have applied this before or how you plan on implementing now. All the best for 2015!

If you know someone who could benefit from this article please share it.

With love and gratitude,

heikedelmore
 
 

Heike,
Thank you from the bottom of my heart. You just rocked our world in a short 2 minutes or less.

I know that you posted the Free Download for Don’t Say the M-Word 9 months ago, but I couldn’t have been happier to find it today.

My mom and I have a photography business and have been struggling to make our business run SUCCESSFULLY while working our day jobs.

I saw your post in IBWS about creating a market about Sweet 16 and fell in love with the photo. So I started researching your other sites (Facebook, website, pinterest) and came across the download for this PDF.

We have been having such a struggle with pricing and products and believing in our pricing, and believing in our products.... and I know this isn’t the end all be all answer... but it is the most motivation I have felt in quite some time.
I instantly did the formula for myself.. then did again times 2 since my mom and I are partners in the business and then went straight to re evaluating our Pricing PDF, our product list, our collections, everything!

Thank you so so much for this Free Download— It is going to change our business... I am sure of it!”
— Addie and Chelsie Photo { www.addieandchelsiephoto.com }

P.S.S

You may be wondering how I found the time to put this together during such a busy season.

Well, I found this little gem of an app. It’s a free smartphone app called “dragon dictation” and it’s awesome.

You tap and talk. The app translates your voice into text. You then have the option to save or email your notes!

I’ll never forget an idea ever again.

Update: Google Docs and Mac computers have this ability voice dictate also.

 

CONTINUE TO:

- Favourite free font and branding resources
- 7 steps to creating business buzz & momentum
- Don't say the M-word: For photogs who hate to talk money
- 5 ways to make clients comfortable during a shoot
About Heike

 



Wedding photography business questions answered

photography-expert-question-answer

I will be holding a free webinar on Monday, October 6th to answer your most pressing business questions focusing heavily on wedding photography. Send me your questions by September 29, 2014!

Replay January 6, 2015 @ 1PM

What is your biggest question? People ask me all the time how I got started and how I managed to book myself solid with my “ideal” photography clients.

It’s a great question, because I can remember when I first started out and I was “trying” to build a profitable photography business, I always found myself competing on price - instead of style or service. Although, charging low prices allowed me to build my portfolio and hone my photography skills, I found myself working all hours of the day/night.

I was on the verge of a burnout and I definitely didn’t have a happy balance of work and family life.

Slowly, I educated myself from leaders in the photography business. I combined different strategies from many mentors and steered my business in a whole new direction.  Then one day, I turned around, and people were asking me the same question? How can I be profitable in this over saturated market of wedding photographers?

Recently I was honoured, humbled and excited to be chosen as one the mentors for the modern women’s portraiture group (with 17,000+ members) formed by the amazing Sue Bryce Photographer -- and as an extension from that group, I started the IBWS Wedding and Bridal Group.

I know we all struggle with different areas of running the business.

So I will be holding a webinar to answer your most pressing sales questions focusing heavily on wedding photography.

Any these sound familiar:

  • you only sell your lowest package
  • you feel bad charging full price in this economy
  • you have inquires but you are having trouble closing the sale
  • you feel nervous when a client calls you
  • you are struggling with setting your prices
  • you know your photography work is as good or better than your competitors but you are afraid to charge more
  • you fear losing clients to cheaper competitors
  • you just want to be a photographer not a salesperson
  • you hate feeling 'salesy'
  • you are not sure when to give the client your price list
  • you feel desperate for a sales
  • you feel you need to charge less due to poor state of the economy
  • you feel nervous talking about your pricing

What I need you to do is send me your biggest most pressing sales process questions! Anything from how to handle inquires, email responses, price list/packages, meetings and bookings. (No question is too simple, silly or stupid - no photography business snobs here).

Where in the sales process are you getting stuck?

I just wanted to thank you again for opening my eyes to the world of photography. I had gotten laid off last year completely unexpectedly and photography carried me through and gave me a purpose during this period. I owe this all to you and everything you shared with me. I will always be so grateful to you for being so open and sharing all your knowledge with me. You truly are and absolute pro and a real talent. Just wanted to thank you again and let you know how much it has meant to me.
— Jennifer White | www.photographybywhite.com
Hi Heike! I went into my wedding consultation on Wednesday with you in the back of my head the whole time! They booked within 24hrs of the meeting. It was was my fastest response yet after a consult! Thank you, thank you!! Really Heike, thank you soooo much!
— Lee-Anne Jarrett | www.leeannejarrettphotography.com
Photography Expert Heike Delmore answers your sales questions

How my competitors increased my sales

how to use your competition to increase your sales

You have probably heard this too – the photographer friend complaining their competitor is copying their style, stealing their clients, using the same presets … and charging way less!

It is easy to slip into this negative way of thinking.

“If you look at things in a new way – things will actually be different”

When I started my photography business, I was living in a new city and didn’t have many contacts. So I reached out to other local photographers, who I felt had a similar style (and coolness factor lol).

I emailed them, introduced myself, complimented their work and asked if they would be interested in starting a referral network.

It worked like this: If I was unable to photograph a certain client (see below for list of possible reasons), I would refer that client to the other photographer. And the other photographer would do the same for me.

I reached out to first 2 then later 3 other photographers and they all said YES!

Since starting this referral network, my annual sales increased by approximately 20%.

“You must never think for a moment that the supply is limited….
Never get afraid that you will lose what you want because some other person “beats you to it”. That cannot possibly happen; you are not seeking anything that is possessed by anybody else”
– Wallace D. Wattles

The more you give the more you will receive.

Have you used your competition to advance your business? We would love to know how! Take a second and leave us a comment on this article.

REASONS TO REFER CLIENTS TO OTHER PHOTOGRAPHERS:

  1. you are already booked on that date  (i.e. weddings, events, holiday sessions, too busy)
  2. you don’t do that type of photography (i.e. newborns, real estate)
  3. you feel the client would be better suited to a different photographer (i.e. personality clash, wrong style)

ADVANTAGES:

  1. your competitor’s marketing efforts give you clients
  2. your reputation and visibility is increased when other reputable photographers recommend you
  3. you make new friends (and you never know when you might need help i.e. you are sick and cannot show up for a scheduled photoshoot).

If you found this article helpful, please share it or leave a comment! If you know someone who could benefit from this article please share it. I'd love to hear from you!

Until next month with much love and gratitude,

heike delmore photography business mentor
 


7 free steps to creating buzz & momentum

7 steps to creating buzz in your photography business

I used this social media technique when I moved to a new city and started my photography business.It was super easy and it impacted my business immensely! It is one of the best ways to get people talking, spreading the word and taking action.

Do you ever start thinking to yourself, “What the heck am I doing? Is all this hustle worth it? How can I get more exposure for my business?”

Here’s the scenario – You built your website, but you wish more people were booking. And worse, you fear many of your ideal clients will never know you exist! Insecure thoughts start to race through your head… you think it must be because…

  • my prices must be too high
  • I don’t have enough experience
  • my work isn’t good enough
  • my website sucks
  • nobody likes me

What’s wrong and why aren’t people booking? Chances are none of those insecure thoughts are true! What’s really going on has NOTHING to do with your prices, talent, or like-ability. It’s more likely that your audience simply:

  • does not know about your website
  • has not heard of you
  • is not talking about you
  • or does not know you started a photography business

CREATE A CONTEST 

Why do contests create a buzz? Social media is about social sharing. When one person’s friends or followers see they have entered the contest, they will likely do so also, then their friends will see and do the same, and the domino effect continues…

7 STEPS TO EASILY SET UP YOUR CONTEST

It should go without saying , but your photography business should have a separate Facebook page from your personal page. If you don’t have this do make one now.

  1. Decide on the prize. Keep in mind the better the prize, the more likely people will talk about it. And the more likely people will participate and give you their contact information. Also, consider teaming up with other complementary vendors who will also donate prizes for extra exposure. For example, you give away a photo shoot, a spa donates a treatment, and salon donates some hair products.
  2. Make the rules. For example, if you are running your contest on Twitter, have entrants “retweet”, “@mention+ explain why they should win” and use “hashtags”.
  3. Get friends/family involved. One way to do this would be to allow friends and family to support others to who entered by, for example on Facebook “liking”, “sharing” and leaving a “comment” as to why their friend deserves to win. Or on Twitter to “retweet”, “@mention explain why they should win” and/or use “hashtags”.
  4. Collect email addresses. Direct entrants to your website form to submit their email address. Since, we don’t know when Facebook or any other social media platform will change it’s rules or become obsolete – the best way to continually market to your potential customers is directly into their inboxes.
  5. Set a draw date. Be sure to let entrants know when the contest will be over and a winner selected. Nothing gets people moving like a deadline!
  6. Post your contest. Now create an image or graphic to represent your contest. Post it on Facebook, for example, and add the rules and draw date information.
  7. Spread the word. Share your contest post on your business page and personal page. Ask the other vendors who submitted prizes to also show your contest post on their Facebook’s pages, websites etc. Don’t be afraid to comment everyday on the status of the contest, for example, “only 2 more days until the winner is drawn”! Think of other clever places to mention your contest.

THE OUTCOME

✓ increased sales
✓ increased brand awareness
✓ increased referrals
✓ increased popularity
✓ increased newsletter subscribers
✓ increased social media followers
✓ increased visitors to your website

 

P.S. Before running a contest on any social media platform be sure to check their contest guidelines.

Good luck creating a buzz around your photography business!

Please add your best tips and ideas directly in the comments above!

Thank you, as always, for reading and sharing. You made my day!

 

Free fonts and branding resources

heikedelmore-fav-free-font-branding-resources

 

MY SECRET SAUCE

In addition to stunning photography, presenting a professional brand to the public is paramount in reinforcing your value, gaining trust and attracting your ideal client! I receive a lot of questions about my branding and my use of typography. And although I am not going to reveal my fonts - I consider them to be a part of my secret branding sauce - I am going to reveal some excellent free resources where you can find high quality editorial style fonts. Did I say free? Yes, I said free!

MIND YOUR PS AND QS

Please be sure to read any licensing restrictions before using a font for your business. Some fonts allow only for personal use - so be sure to read the fine print.

USING YOUR FONT ON YOUR WEBSITE 

Did you know many fonts can be used both in graphics and on the web? Once you find your brand's perfect font you can use it for your website text! Take a look at the Web Font Generator at Font Squirrel.

MY FAVOURITE FREE EDITORIAL STYLE FONTS

For my hand picked collection of free fonts, take a look at my pinterest board called "Branding & Free Fonts". I will be updating this board whenever I find new high quality fonts - so feel free to follow this board! :-)

WEBSITES WITH FREE FONTS:

If you would like to do some research on your own, these are a few websites where I have found some excellent free fonts!

*Please note, I have not tried nor downloaded them all of these fonts personally - so please, as always, exercise caution when downloading anything from the internet!*

NEED HELP PUTTING IT ALL TOGETHER?

You know what fonts you like, but you don't know how to put it altogether? Which fonts flatter each other? How big should I make the big ones and how small do I make the small ones? I suggest google image searching "magazine font combinations" or "elegant font combinations". This will give you a good idea of what style of fonts go together!

Thanks for reading! If you know someone who could benefit from this article please share it. And leave your thoughts and comments below. I'd love to hear from you!

With much love and gratitude,

heike delmore photography business mentor