Don't think it's possible? Let me share how to make wedding photography stress-free. Spoiler Alert - it's super simple and easy to do. Let me show you how.
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?
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.
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 price-list - 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.
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?
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?
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.
Or start out with my FREE 3-part training series: Confessions of a Wedding Photographer first.
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,
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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.
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.
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.
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?
So one easy tip is, how you are using your website’s “About” page. The About page is one of the most under-utilized 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:
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.
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.
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 price-shop 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.
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