A Wedding Sales Process that Prepares Clients to Buy

November 2020 issue Business

The wedding industry has seen tremendous upheaval in recent months. Events are evolving. Client preferences are changing. But good news: the fundamentals of booking, photographing, and selling weddings still apply.Even in these unusual times, Kristin and Paul Privette’s studio, Footstone Photography in Gainesville, Florida, has landed wedding sales to clients from $2,000 to $50,000. The higher end of that range emerges as the result of a structured sales process built on client education,... Continue Reading >

President’s Message: Tame the Fear of No

November 2020 issue Business

© Tim Kelly and Kyla Renee PaintingsOften, fear becomes an obstacle to achieving our dreams or goals in life. Would you rather sharpen your camera skills or maybe pore over hours of retouching videos than have a real life conversation with a client? In the sales room, are you more of an order taker than a strategic consultant with a well-crafted plan to recommend products that will solve your clients’ problems? If you answered yes to either question you are not alone. If you’re like me,... Continue Reading >

President’s Message: Is Confidence a Factor?

September 2020 issue Business

PPA President Gregory Daniel   © TIm Kelly and Kyla Renee PaintingsEarlier this year, my wife, Lesa, and I were traveling to meet with the Professional Photographers of Oklahoma. Our connecting flight was in Atlanta, where our plane picked up 40 lively Georgia firefighters. At the gate, they gathered and bantered back and forth with animated gestures, laughing, backslapping, and welcoming new members into their circle as they arrived. Our seats were planted in the middle of this group... Continue Reading >

Map a Bright Financial Future

September 2020 issue Business

If it’s true that hindsight is 20/20, then shouldn’t I be able to look back in order to move forward? The pandemic has been a time for me to embrace change and anticipate a bright future. So while I was closed, I made it my 2020 goal to do just that.I started by evaluating the landscape. First, my brand. What does it stand for in the public eye? What does it say about me as a photographer and about my company overall? I discovered that my brand is strong among my target consumers. Then I... Continue Reading >

An Ingenious Way to Build a Commercial Photography Portfolio

July 2020 issue Business

According to 54-year old Minneapolis-based commercial photographer Ken Friberg, his early career as an art director taught him ways to work with clients when he began his own photography career. “Because I had been in their shoes, I knew what clients wanted when they hired a photographer,” he says. But he also learned something equally important from his art director and agency days. “I learned the value of cold-calling,” says Friberg.Friberg built up his business as a beginning... Continue Reading >

5 Ways to Generate Revenue in the Next 90 Days

June 2020 issue Business

When it comes to generating revenue, there are myriad long-term strategies for building a more profitable business. Those fundamental building blocks are beneficial for the sustainable health of the business, but what about right now? Typically, when business owners need revenue, then need it right away.Carl Gould is a business coach and the author of the best-selling book “The 7 Stages of Small Business Success” (Keynote Publishing). He has ideas about what photographers can do in the... Continue Reading >

Painterly Portraits: Barbara MacFerrin’s New Take on the Old Masters

May 2020 issue Profiles

Barbara MacFerrin fell in love with photography when her father gave her a Minolta X-370 on her 17th birthday. But it would take her more than 20 years to realize her dream of becoming a professional photographer. “Looking back, I never thought that I could make a living taking pictures,” says the Boulder, Colorado-based, fine art portrait photographer.            © Barbara MacFerrin Portrait photographer Barbara MacFerrinAfter earning a bachelor’s degree in information technology,... Continue Reading >

3 iPad Apps for In-person Sales

April 2020 issue Business

IPads are lightweight, easy to use, and portable: Who wouldn’t like to use one for in-person sales sessions? While there are plenty of full-featured sales platforms you could consider using, here are three iOS-compatible apps worth looking at if you’d rather purchase something outright than pay a recurring subscription fee.Each one provides a pleasant user experience for clients while making your life a little easier as a studio manager. They all work directly on the iPad, can mirror... Continue Reading >

6 tips: how to connect with clients

March 2020 issue Business

It’s an unfortunate fact: You can give a client your best photographs ever, but if you don’t connect with them on a personal level during a session, they may not sing your praises. So what can you do to make them feel special and appreciated? Human behavior expert Vanessa Van Edwards, who gave the closing keynote at Imaging USA 2020, champions mirroring—noticing and copying aspects of a person’s verbal and body language—to make a connection with clients.Make eye contact—the... Continue Reading >

Product review: N-Vu sales platform

February 2020 issue Tech

© Courtesy N-VuIt’s no secret that a common weak point among photographers is sales. Photographers want to spend our time creating, not figuring out processes and systems for selling. That's where N-Vu comes in. N-Vu is a web-based sales platform for professional photographers. It’s versatile and can be used for in-person sales, online in-person sales (video or phone conferencing in real time from separate locations), and online sales galleries. But that’s just the tip of the... Continue Reading >