Results

10 tips for face-to-face selling


June 2018 issue Business

Over the past 14 years, I’ve increased my studio’s annual revenue nearly tenfold, with consistent, predictable gains each year. And in the past four years, according to the PPA Benchmark, my studio has ranked in the top 5 percent of PPA member studios across the country in both gross and net revenue. This isn’t bragging. It’s an illustration of the power of in-person sales (IPS).© Johnny SundbyThere’s a distinct difference between the photographer who conducts live, in-person... Continue Reading >

Tracie Maglosky found success through self-discipline. You can, too


May 2018 issue Profiles

What’s holding you back from achieving your professional and personal goals? Bad clients? Economic doldrums? Time? Rather than blame external forces, it’s time to look inward: It might actually be you.© Tracie Maglosky“It all starts with yourself and finding the freedom in discipline,” says photographer Tracie Maglosky from her Cincinnati, Ohio, studio. “I used to think I was such a free spirit, but I realized that discipline offers so much more freedom. When you develop a... Continue Reading >

Thomas Dodd: Making a career out of fine art photography


December 2017 issue Profiles

It wasn’t anything he’d had in mind for the session. But suddenly it was perfect. “The makeup artist brought the model in to show me the makeup, and the model had hot rollers in her hair,” photographer Thomas Dodd explains. “I was like, ‘Oh, oh, come here, come here, come here!’”The model wasn’t amused, he admits. “She’s like, ‘I can’t believe he’s taking my picture.’” But the profile portrait he made served as the foundation for what he deems his first iconic... Continue Reading >

Boudoir photography: Making clients feel beautiful


11.7.2017 Profiles

One of Susan Eckert’s most memorable boudoir sessions got off to a particularly rocky start. Ten minutes in, the client started hyperventilating.Eckert put down her camera, gave the client, Anne, some water, and sat down to chat. Anne, who had made significant strides in a two-year weight-loss journey, confessed the moment brought her back to a time in her life when she’d felt rejected, unfeminine, and overweight.“I said, ‘Oh gosh, well that woman’s not here today,’” Eckert... Continue Reading >

3 in-person sales mistakes you don’t have to make


October 2017 issue Business

Switching to in-person sales can offer a big boost to your photography business—if you can avoid these common pitfalls:© Julia Kelleher Photographer Julia Kelleher1. Not giving your new pricing structure a chance.“One of the things that trips up a lot of photographers is pricing,” says photographer Julia Kelleher, M.Photog.M.Artist.Cr., CPP, of Jewel Images. “They are too quick to switch out of a new pricing structure if things don’t appear to be working. They try it a... Continue Reading >

Mel Robbins, on charging what you’re worth


December 2016 issue Business

Who wouldn’t want to make life- and work-affirming self-improvements in seconds? Mel Robbins promises that opportunity is real. Robbins, a speaker, author, and CNN commentator, will deliver the keynote address at Imaging USA 2017 in January in San Antonio. She’ll provide insights into her five-second rule, a mental trick you can use to incite positive behavioral changes in yourself.What advice do you have for photographers struggling to price themselves at the level they... Continue Reading >

Power Pricing: Susan Stripling’s studio thrives on cost analysis


September 2016 issue Profiles

There is no one-size-fits-all “It seems fairly universal that when a photographer gets started, they’re afraid to ask a client for money, which is fascinating to me,” wedding photographer Susan Stripling says. “It seems like something you’d want to do. But everybody goes through a period of time where they’re shooting to build a portfolio and doing favors for friends. When they have to charge what they’re worth, artists seem to sort of pause because asking clients for money is... Continue Reading >

From surviving to thriving


August 2016 issue Profiles

What you do when your city goes bankrupt and there’s no market for your services: get personalEd, a hulking high school senior with an introverted personality, was a tough nut to crack, and it was easy for Detroit photographer Shawn Lee to see where he got it. Ed’s mom seemed immovable, firmly telling Lee, who promises his student clients the hottest senior portraits, that her budget wasn’t budging.“[She] said, Look Shawn, I don’t care how ‘hot’ the photos are, I’m not... Continue Reading >

Ask the experts: What to do with old image files

June 2016 issue Business

Q. I have a storage unit dedicated to old client files that I don’t want to maintain forever. How could I go about pricing and selling these? For example, I have years of image files of families showing the kids growing up. Should I just give those to the client since they’ve already produced income for my studio for decades? And what about files from random and small orders? A. You don’t have to be in business long before the storage requirements for your image files begin to mount.... Continue Reading >

Game Changer


May 2016 issue Business

Reshaping a business into a model of successSandra Burns, CPP, owner of September Blue Photography in Long Island, New York, started her business in 2008 as a part-time sideline. She was pregnant with her second child and working a full-time job in IT. She’d always loved photography and wanted that creative avenue as a regular part of her life.In 2012 Burns had her third child. That was the game changer. Continuing with two jobs while adding another kid to the mix wasn’t a realistic... Continue Reading >
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