RTC PhotoWork: Featured Photographer, week 9

Tamara of RTC PhotoWork

RTC PhotoWork

Location Photographer

Online: Web, Facebook, G+, Twitter

Serves: Fort Worth, TX

Market: Maternity and Newborns

Go-to Gear: Canon 5d, Canon 70-200 f2.8, Wacom Intuos3 Tablet

Since my son (Tristan) was born this past February and my nephew (Matthew) was born a few days before him, I decided to make a switch from a focus on wedding and engagement photography to newborn photography. I’d love to say that having a baby changed the way I saw the world, and that all I wanted was to be around babies all day. That’s not quite how this last year worked for me. I was probably on a path to this change since before Tristan was born.

I had recently moved back to Fort Worth after working for an “I’ll photograph anything” photographer in Waco, and I was struggling for work. Without equipment of my own, I lacked the confidence to market in a way to book sessions and weddings. I then chose to seek out assisting jobs with other photographers, finally landing a contract position as the right-hand of a local newborn and maternity photographer. I learned a lot from her in terms of conducting a newborn session and handling newborns (being unafraid to offer to change a diaper so Mom could relax) as well as in terms of conducting business. Let me say, she charged WELL, and she did NOT apologize for it. That was a lesson I’d known in theory for a few years, but I saw it in practice with her clients.

Then, I found out I was pregnant. Thinking I was more than a contract worker, I told her soon after I found out. We spent weeks talking about it in between sessions. When we had twins in for a newborn session, she commented on how I was a natural at handling babies and that I had nothing to worry about in being a mother. Then, one day she sat me down to talk and told me that I would not be getting the full time job as expected… because I was pregnant.

It wasn’t until I went through the majority of my pregnancy (questioning every day whether I should continue to pursue photography in any way at all beyond retouching for contract) that I decided wedding and engagement photography was too difficult a market and schedule to have when I had a baby. When I spent 4 days photographing Tristan and Matthew, I got it. Newborns, they are so much easier for me. My difficulty communicating posing to clients was suddenly a non-issue. You know what? Parents are just as excited about their babies’ photographs as they were about their own engagement and wedding photographs. PLUS, the market isn’t as oversaturated as it is with weddings.

Since the decision to change my focus and really go for it, I am booking multiple sessions a month. (I was happy to have a paid session every 6 months prior to that. There is something to be said about the confidence you put out there when you market.) I firmly believe in specializing in one area, even when you are willing to do other sessions as well.

Here is my best advice when you choose a specialty:

• Pick one or at most 2 specialties. You can’t say, “I specialize in family, senior, wedding, newborn, and bridal photography.” That isn’t a specialization; it is your offering. Pick based on what you enjoy most or feel is your strength, and introduce more than 1 specialty at a time only if they go together (like maternity and newborn or engagement and wedding or children and family). You need to send a clear message to the world, and starting to pursue high school senior and newborn photography at the same time with full force, you WILL confuse the world.
  
  
  
  
  
• Go for it with everything you have. Spend most of your marketing strength on the specialty as you develop it, and go at it with confidence. Whether you offer portfolio-building pricing at the beginning or not, educate yourself to become an expert and share the information an expert would share. (In the case of a newborn photographer, I believe this was paramount to the success I have started to enjoy. If I did not position myself as an expert and if I lacked confidence, parents likely would have had difficulty trusting me to handle their newborn. When a parent is ill at ease, the baby senses it, and the session could be a waste.)
  
  
  
  
  
• Assess every part of your business for improvement. Do a SWOT analysis of your business as a whole and as a business in pursuit of this new specialty. You need to learn who you are as this new photographer and what your business is as a business with a specialty in order to convey that message in your marketing and your work.
  
  
  
  
  
• As a part of the previous point, get everything in order to maximize each session’s success and in order to make the process as easy and enjoyable as possible for your client. The easier and more put-together your process is, the faster your success will come.
  
  
  
  
  
• Make sure, now more than ever, that you are priced for profit. Strategically choose as time goes on and you improve to raise the price of your work because there are people who pay for experts in their fields.
  
  
  
  
  
• Don’t be afraid to say no. If there is any photography or styles that don’t fit your specialty or that you don’t want to do, say no. When you spend too much time doing sessions you don’t want to do, that don’t fit your brand you not only confuse people about your brand but you distract yourself from your specialty. I firmly believe in the saying, “A Jack of all trades, a master of none.” It doesn’t mean you shouldn’t do anything but your specialty (unless that’s what you want); it just means you don’t have to do everything to be successful. I highly suggest you avoid EVERYTHING if you want to be successful. Though it probably makes no sense to most people, I decided a couple months ago to no longer do family sessions aside from twice-a-year mini session events. Family shots are included in newborn and maternity sessions, but I generally prefer not to pose several people. It is not my strength, and I believe that I and my clients deserve for me to do my best work.
  
  
  
  
  
• Last but not least, enjoy your specialty. Even if you selected it for business and marketing reasons, enjoy it. If it sucks the life out of you, find something else. I bet you’d be more successful switching.
  
  
  
  
  
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  - Tamara
  RTC PhotoWork

VLV Photography: Featured Photographer, week 8

VLV Photography

Location Photographer

Online: Web, Blog, Facebook, Twitter

Serves: ND, SD, MN, MT

Market: Weddings, Couples, Brides, Newborns, Families and Seniors

Go to Gear: Canon 5DmkII, 24-70L lives on my camera, alien bees with mini-vagabond, reflector. 

I'll start how I got into photography. Photography pretty much found me. It was through life experiences and then the eventual birth of my son that lit the creative spark that was already there. I had found something that allowed my mind to wander and dream. I had never experience that before. So my photography journey began. I've now been in business two years and 3 months and it has been the toughest road. EVER.

I have learned much in the year that led up to my eventual decision to build my own website, and the more than two years since. Some of those lessons I would like to share with all of you today. This list is for those who are thinking photography may be a career path for them but haven't quite taken the leap in purchasing a dslr, or for those who have purchased a dslr and are looking to create a side business for themselves. I suppose this could also apply to someone who has been plugging away for a year and may be at a crossroads, after realizing they bit off more than they could chew. Regardless of who reads this, I think something can be taken away from it, or better yet, maybe even shared with someone you know that may have been bitten by the "shutter bug."

So, today I share with you my top ten list of lessons learned since I've embarked on my own photographic journey.

1. Take your time and pace yourself. I understand the hunger of wanting it all and wanting it all...like yesterday. Take your time in studying the art of photography, learning your craft, discovering what it is that you love to photograph, and learning how to shoot on manual. Once you go manual you never go back!

2. Seek education. Soak it all in from every resource you can. Join some free online groups such as www.betterphoto.com (I joined this and it's a good place to start with contests and critiques), or local photography groups. And get a magazine subscription to PPA. This magazine isn't about gadgets and gizmo's-it's about knowledge. You can learn technical stuff for free online on YouTube or just by Googling; however, the articles in PPA are from photographer's who have been there and done that. Ultimately hone in on your business skills. If you don't know business, you can't run a business. Doesn't get any more clear-cut than that.

3. Get legit. If you're going to take money from people get your business registered, get a tax id, and get liability insurance. This doesn't need much explanation but you owe that to your clients. If you're "into" photography as a hobby, you shouldn't be taking money from people. However, if you want to make photography your career of choice for the long-term, number three isn't an option. It's the only legal way of owning a business. And if you have personal assets that you want to keep as yours, take number three one step further and get your LLC. I'm in the process of doing so right now.

4. Invest in a professionally designed website and set up a Facebook business page. I cannot stress enough the importance of a professionally designed website. I thought I'd be an over-achiever and design my own. HUGE MISTAKE. I hated it and really wasn't showing myself to the cyber-world as a professional. As soon as I saved up enough I hired a professional designer. It was the best investment I've ever made and one, to this day, I do not regret. I also had my logo created at that time. I have a Wordpress blog site and I can't say enough how easy it is to manage and navigate. It did take a little bit of a learning curve but if I can do it, anyone can. I still can't stand code so I do still hire her from time to time for maintenance or when I realize ways I want to make my website better. I don't even want to add up how much I've invested into my site but I know ever penny was worth it...and then some! Getting a Facebook page at the recommendation of a wedding client was also a turning point for my business. I cannot recommend this step enough! It will change your business for sure!

5. When you start as a shoot-n-burn photographer, people will know you and remember you as a shoot-n-burn photographer because you'll be cheap. Pricing is hard.....REALLY hard. But being a shoot-n-burn photographer, where you do the session and hand over a disc of all the images for $100 or even a couple hundred more, is not going to help you reach your business goals. There are a few resources out there that are free or close to free, including Stacy Reeves' guide, as well as many that are quite a bit more. The best thing to do is your research and ask around to find the best solution for you when it comes to figuring out your pricing. Ultimately though, you want to price your business for the business you WANT to have in the future. And trust me, handing over the farm isn't going to get you anywhere but "burn-out ville." I never started my business this way and am so thankful I didn't. I've heard too many stories from photographer's who started out this way and hit so many roadblocks when they finally realized they needed to change how they ran their business.

6. Price for Profit. So you are using Stacy Reeve's pricing guide or you purchased one, the next step is to price yourself for profit. Just Google "photographer's pricing for profit videos" and you'll get a ton of hits. After two years I've finally come to the point in my own business where I realize that in order for me to be around five years from now and be able to help support my family, I need to price for profit. Realize in doing so, you will lose clients. But the possibilities of where your business can go, as scary as it may seem, is the constant thought you need to keep at the forefront of your mind. Forget about the naysayers. Understand and study your target market and take a lesson from advertising you watch on TV. Ask yourself how companies are marketing to you or your family.

7. Sell yourself. That may sound funny but you really need to sell yourself. Show people what you're made of, what makes you tick, be authentic in your communication with clients and know that everyone in your target market is your potential client and treat them as such. All the while being professional and know that everything you do, say, or show is a direct reflection of you and your business. If you go to a session dressed like a slob but charge premium, boutique prices, that won't exactly match up to your brand. BE YOUR BRAND through and through and be authentic in doing so.

8. Understand and accept you cannot please everyone. Very recently, a dear friend of mine (I'll call her "Kate") said this to me: "Choose your battles where there is a chance of winning." This relates so much to parenting as well but really hit home for me too when thinking about my business. There will be people that will be less than happy and that's okay. Why? Because sometimes a situation just is what it is. There are things that are out of our control and even the things that are in our control can be simply a matter of miscommunication, which leads me to number 9.

9. CLEAR communication is key. Communication is the fundamental and necessary foundation to your relationship with your clients. If an issue arises, more often than not, it could have been avoided with clear communication. And this would cover having clear expectations laid out on the table, a solid contract, clear and concise marketing pieces, and just the development of trust that can only come with time and conversation. You can't expect your client garden to grow if you don't nurture the relationships you put into it, so to speak.

and the granddaddy of them all......[insert drum roll please]......

10. Take care of you and be sure to always run your business and not let your business run you. Okay, that's sorta two. I have learned this the hard way though, with many nights burning the midnight oil. Running a business is far from easy. And the work doesn't start with the session and stop when the session is over. With every 2 hour portrait session, you can bet you'll be putting in another 8 hours of work. And for a wedding...well, add on at least another 40 hours onto the wedding day coverage time as well. Owning any business is not for the faint of heart. You have to have a thick skin and definitely have business skills. Shooting is only 10% of running a photography business. And if you are burned out and falling asleep at your desk, you can't run your business appropriately. The ones who suffer are you, your health, and your family (if you have one-which makes running a business 10x as hard).

So there you have it. I had a hard time listing only 10...I have MANY more but don't want to be a blog hog! lol! I hope this information was helpful and possibly give pause to someone who is thinking they'll just make a quick buck or two. The only way to have a successful business, and by successful I mean, a profit at the end of the year (being busy does not always equal success), is to learn your craft, be legit, seek education, invest professionally into your online voice and branding, price for profit, sell yourself/market, have a plan of action for the ups and downs, clearly communicate who you are and what you do, and take care of yourself by not allowing your business to run you.

Thank you for reading!!

Victoria

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OnTheEdge | Ana Silva Photography: Featured Photographer, week 7

OnTheEdge | Ana Silva Photography

Studio location: Orlando, Florida

Serves: Central and South Florida, NY and the Tri-state Area

Online: Blog, Facebook, Twitter

Market: Newborn, Maternity, Weddings and Family Portraits

Go to gear: Nikon D200, 50mm 1.8, 18-200mm VR, 55-200mm VR and SB900 flash.

Photography style: Journalistic, classic, modern and contemporary

Business story: It all started after I had my first daughter. I was due to go back to school to finish my degree but had a stroke. I put everything on hold and just concentrated on taking care of myself and family. My husband and I always spoke about me staying at home to care for our kids, so it was a no brainer to do so once the baby was born. Pretty soon I found myself with nothing to do, so since I always loved the aspect of photography I decided to pursue it at a deeper level.

What does photography mean to you?

Photography is one of the most effective ways to express my creativity. To see what I have in mind come to life right before my eyes is an amazing feeling of self-fulfillment. I get to do what I love and still have time for my family.

I enjoy photographing all kinds of subjects, but I love photographing babies and bellies the most. It fills me with so much joy to see parents go gaga with their babies or a mommy to be glowing with the excitement and anticipation for her newborn.

Weddings are more complex, but I enjoy shooting them as well. Seeing how beautiful brides are and how much love radiates from them makes it worthwhile. The ones I’ve done have been a breeze, that doesn’t mean all of them will be, but it’s all about how I handle my obstacles that determines how far I’ll get.

What inspired you to start your business?

I’ve loved photography since I was about 12 years old. I really didn’t like to be photographed but loved to take other people’s pictures.

I never saw photography as any means to make a living. I just loved the whole aspect of it. Being behind the camera, capturing unique moments, just made sense to me.

As my photos got better, friends and family started suggesting I go pro. I didn’t think I was good enough to start charging for my photography. After some persuasion I decided to give the “pro” photography thing a chance and six years later here I am.

What makes you different from other photographers?

I believe we’re all unique. There’s a place and space for all of us without killing each other for clients. I believe in providing the best service and quality regardless of budget. I give it my all whether is a $10K client as I would a $50 one. The respect is the same despite the difference in price. What’s important to me is that they love and cherish their photos and repeat their business.

Why should I hire you to take my photos?

Because not only would you get great services, prices and quality, but you’ll also get a friend. I like for my clients to see me as approachable as possible so it reflects on their photos. I take the time to get them to open up to me so they can feel they can trust me with what’s important to them. It’s not just about getting their picture taken; it’s about creating a memory for them to cherish forever.

How do you prepare for a session?

I get everything I need the night before. If it’s newborns, I get all my props together, if it’s family I tell them ahead of time and remind them the night before what to bring. When I go to bed, it takes me a while to fall asleep because I start thinking about poses and ideas on how to photograph them.

What’s the best reaction you’ve gotten from a client?

I had a client cry when she saw her baby’s newborn pictures! She told me how much it meant to her to have her baby’s pictures so beautifully done and the care I had put into them. It felt really good to hear that because in the end all that matters is the emotion you receive from your clients’ satisfaction.

Who inspired you to do photography?

Way before I knew who she really was, I loved Ann Geddes baby photos. It amazed me how babies could be displayed so artistically and beautifully. I also admire Kelley Ryden and Tracy Raver, they’re just amazingly talented.

Why did you choose to be a photographer?

Besides being an art, photography is my way to bring out the best in people. It’s very rewarding to see people’s reactions when they see their photos. I love to make people happy and I believe photography is one of the simplest ways to do so.

Did you question your talent and if so, what made you keep going?

Yes, I questioned my talent for quite some time, which is why I didn’t go pro sooner. I didn’t think that people would want to pay for my work, so I would do lots of TFCDs to get practice. I was scared to charge and be turned down. Then one day I took a long look in the mirror and convinced myself that I was as good as any great photographer out there. That I was just as talented and therefore I would start my own business.

How do you justify your pricing?

My prices do not need justification. I let my work speak for itself. If you truly know about custom photography and its worth, then prices shouldn’t be justified. I consider my work an art. And art is not affordable for everyone, yet many of us have purchased a masterpiece and never have questioned its value.

What keeps you going when things get rough?

My husband and my children. They’re my pillars and motivation. My kids are my models, LOL. I’m constantly practicing with them so I can get better. When you have family and friends to support you, things seem a lot simpler.

How is a day in your life like?

Besides being a photographer, I’m also a stay at home proud wife and mommy to four adorable children, photo props designer and homeschooler. My life is hectic to say the least but fun, energetic and blessed.

I try to keep things leveled so I don’t go crazy! Keeping things in perspective helps me manage both businesses and family life. My family is definitely first, but I make sure I don’t neglect the businesses either. To keep me sane when things go kaboom, I crochet and read. It helps me relax and start anew with creative ideas.

What has been the biggest challenge you’ve faced in your business?

The biggest challenge has been working with a small marketing budget. The clients have been scarce, so it’s been a bit tough. One mistake I was doing was not valuing my work by charging under the market price just to make some quick bucks; however, after doing some research, I’ve learned how to value my time and effort through the support of my clients and colleagues.

What are your goals in this field?

My goals are to be recognized as one of the best portrait photographers. To be featured in Photography magazines and one day win the photographer of the year award. Maybe even photograph celebrity families.

What would you tell a new photographer starting his/her business?

Have a plan, do research and definitely prepare yourself. If you can, get a coach or mentor. This is a very competitive business but there’s room for everybody. Be unique, find your niche and make the best of it. Enjoy it for what it means to you, not for how much money you get out of it. And have fun!!!

What would you say to those that are afraid to provide information and help?

As I said before, there’s room for everyone. Helping someone new get help creating their business it’s not going to take anything away from yours. I believe in abundance and in giving. Giving is better than receiving because when you give from the heart, you receive in ways you never expected.

If you weren’t a photographer, what would you be?

I would be a writer. I love writing! It comes so easily to me. I’ve actually written poems and short stories; I just never published them.

What are 5 things people don’t know about you?

1. I read inspirational books.
2. I practice yoga to calm me down (and get fit also =0)).
3. I love cooking! I make my own bread.
4. I drink tea regularly.
5. I’m a self-taught photographer.

What’s your advice for those that haven’t taken a leap to have their own business?

Going into a business without the right information, plan and exposure can be a challenge. We all need a helping hand when starting out and I’m happy to say that I’ve found a few.

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CDO Studios - Featured Photographer, week 6

CDO Studios
Studio and Location Photography
Online: Facebook, Web and Pinterest
Serves: Arizona and New Mexico
Market: Families, Weddings, Maternity, Newborn, Children and Seniors
Go to Gear: Nikon D300, 50mm 1.8, SB900

Iʼm Rachel with CDO Studios, a joint venture with my husband, Stuart. As a very green professional photographer, it has taken me a while to come to grips with true “professional” pricing. Itʼs a hard thing for me to think that I would not be able to afford myself, on a regular basis anyway. :) And I fight against the urge to share beautiful portraits with the world at a bargain price. 
Even though Iʼm a “baby” in the business,Iʼve done it just long enough to know that I do NOT want to work for free!! After crunching some numbers thatʼs exactly what I would be doing if I charged any less.

Now, if youʼre at all like me, this will make the 17 thousandth post youʼve read about pricing. And if youʼre like me, most of those posts left you with question marks still hovering round your head. I hope that what I have to say will be a help, though this isnʼt going to be a “what to do” post, but rather, “what I did” and how itʼs changed and changing things for me. So donʼt be daunted, READ ON, and tell me what has worked for YOU in this ever constant flux of a thing called pricing.

The first thing I say is that you need, need, need a guide! There is no way on the face of the Earth I could come up with the whyʼs and whereforeʼs of pricing without a guide. If you havenʼt got a degree in business, you really need some starting point to help you understand where those numbers are coming from and why. This part bamboozled me for the longest time. I know there are pricing guides out there with rave reviews, for a pretty penny. I really wanted to get one!!! But my budget for something like that was, well... $0!

I hadnʼt figured out pricing yet, and it cost more for the guide to figure it out than I could afford. Fortunately there are people out there who are willing to share their success for FREE! Or at least less. :) I found a great pricing guide that I would suggest you look at for a starting point and reference if youʼre still trying to hash all of this out. Just google Stacy Reeves Pricing Guide, youʼll love it! And if you still feel the need to purchase something else, by all means go for it! Just make sure you have a guide of some kind that will help you crunch the numbers. Oh, and lest you think paying is going to get you out of it, nopers. No matter what, YOU are going to have to do a LOT of number crunching. Having a guide will help you with this, but the reason why everyone has different pricing is because every business needs different pricing. Hey, Iʼm not a numbers gal.... in fact I run away when the numbers come out to play, so if I can do this you certainly can too!!

A couple of surprising things happened once I got a guide, slogged my way through it, and set my “new” pricing. I wasnʼt expecting some of the results, but Iʼm very happy with them. These arenʼt even business results, but personal ones, and Iʼd never, ever want to go back to the me before my pricing change experience. :)

The first thing I noticed was a new confidence in myself. Really! By simply pricing my service and products in a way that I now knew was right for me and my business, I was overflowing with confidence. Now when I have the “potential” client turn away at the very mention of my pricing, I simply smile to myself and think, “They are not my ideal client, and Iʼm glad to know that now.” Because havenʼt we all had those “not ideal” client experiences? Before my pricing makeover I had, and those experiences leave you feeling defeated, depressed, doubting. In a word, bad. But now I have the buffer of my pricing to help deflect some of those people who want you to give them the moon, oh, and gift wrap it too, for the price of a Micky-Dʼs combo meal. I, of course, still reserve the right to offer “specials” and discounts to clients and even potential clients if I believe the situation calls for it, but they know up front what my prices are, and it makes it that much more valuable to them.

Another thing I noticed after I set my pricing was a sense of urgency on my part. Oh yes, I needed to get my act together and my rear in gear to get people in! Now that I know why I needed my pricing to be where it is, I know that I need people to start paying that! As new as I am, the whole concept of marketing is difficult for me. You are reading from one of the worldʼs BIGGEST introverts. Seriously, sometimes I think my career choice should have been hermit. ;) But I am now motivated to get out of my comfort zone and start putting myself and our business out there. No one is going to beat your door down for what you have to offer, if they donʼt know you exist. So I have found a few great places for advice. Studio Trainer is one of them! Fantastic tips, wonderful advice, and a very friendly place, I might add. Iʼve stalked other photography groups on Facebook, and often spend time browsing other photogʼs blogs or site, looking for inspiration and ideas. I had an opportunity to go to a PPA charity conference this year as well, and I am STILL digesting all the amazing information that was presented there.

The point is, ya have to make a splash, and sometimes that means youʼll end up getting wet. Rejection is not my favorite thing, and the fear of it sometimes keeps me tongue tied, but I am setting myself goals and working at reaching those. Some of my personal exercises are to pass out my business card to random people I see while shopping. Iʼm pushing for babies and mommies-to-be right now, so thatʼs who I target. Though I try really hard not to come off as a stalker or something creepy. ;) Ha ha!! Iʼm also reaching out to clinics and other businesses that reach those people as well to do some joint marketing. We are prepping a big high school senior push this Fall, and hope to see some good results from that.

Because I have confidence in my pricing, and because I know that what Iʼm offering is worth the price Iʼm asking, I can more easily get out of my comfort zone and doggedly seek my target clients. Find that sweet spot in pricing for your business and then never look back! Keep on going, and never NEVER give up on your dream! :)

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- Rachel