selling my style - children's portraits

My basic question:
To those of you whose style is of a more candid nature, and who get beautiful shots where the kids are not looking straight ahead with perfect smiles, how do you a) avoid getting roped into the other kind of shoots and b) reach the people who want your style?

I have had several family/child bookings, and I can't tell you how many times I've heard a client say "As long as we get one good one of him/her looking." I have given people galleries of up to 60+ photos from a shoot only to have them choose the one or two very traditional photos from the bunch. Not to sound like a whiner, but I'm getting sick of wasting my creative energy. I feel like screaming "If you want Walmart photos, GO TO WALMART!"

I know that part of it is that there haven't been photographers around here (my town) who do this kind of photography, but I thought that would give me an edge with people who are looking for it. But even when people say they want something different, they still choose the most traditional looking ones.

The service that I want to offer is to be able to do a shoot that is something people wouldn't necessarily do very often, but that shows their children in a really natural way, and they walk away with a great SET of photos, a few timeless enlargements that are artful photos of their children and family, and possibly an album. I know there are people out there doing this, because I see some of them on this forum. How do I get people to stop wanting me to be Walmart on wheels???

Thanks for any help. I'm sorry for the long post.

Educate them. And show them alternatives, such as creative mats with multiple photos. Also consider making up a sample coffee table book with kid pics so you can upsell that.

Thanks, Liza. I think I will do a couple sample mats and a sample album and post pics of them to my website and blog. I just need to figure out how to get them seen by people so that they can see what I'm capable of.

The more I think about it, the more I think I'm selling this service completely wrong, from my pricing structure to the actual advertising. the big thing, like you say, is educating them. I don't think most people understand what I'm trying to offer. Thanks again.

Amanda if you believe in yourself and what you're doing thats half the battle. When you meet with clients show them whats different about your style than what some of the others are doing without being insulting to the others.
When I shot weddings I had a bride once when she was looking at my work says, can you bring one of those white backdrops? I asked her, did I use a white B/D at your sisters wedding? She said no. I said, did you see a white backdrop in any of the photos I showed you tonight? She said, no, I said, then why would you think I would use a white backdrop at your wedding? I said, you know ****** does white seamless on location and thats really his style and not mine you could always book with him. She booked that night. I think half the battle is sometime telling and showing a client what you do and explain to them its your specialty and people will come to you for that. I think if you are doing something good and its different its a real plus because to get that, they have to come to you. Stick to your guns. Good luck....

My clients don't always pick the shots I would expect them to. My suggestion is to offer them a variety of shots to purchase that include the ones you prefer. You can't second guess the shot that they will connect with. Leave your ego at the door, be glad they like you and take the money. I hope this doesn't sound caustic. It is not meant to be. I guess I am trying to say.....relax. Remember...others may not be as creative as you are. Most will try to confine you to a very small box.

airfrogusmc wrote in post #4585943
Amanda if you believe in yourself and what you're doing thats half the battle. When you meet with clients show them whats different about your style than what some of the others are doing without being insulting to the others.
When I shot weddings I had a bride once when she was looking at my work says, can you bring one of those white backdrops? I asked her, did I use a white B/D at your sisters wedding? She said no. I said, did you see a white backdrop in any of the photos I showed you tonight? She said, no, I said, then why would you think I would use a white backdrop at your wedding? I said, you know ****** does white seamless on location and thats really his style and not mine you could always book with him. She booked that night. I think half the battle is sometime telling and showing a client what you do and explain to them its your specialty and people will come to you for that. I think if you are doing something good and its different its a real plus because to get that, they have to come to you. Stick to your guns. Good luck....

Thanks for the support. I agree with what you're saying, and I think I'm in a good position right now (still have a day job) to do the same thing as far as not trying to be all things to all people. I think I should start doing exactly as you did and suggest another photographer in town who does what these people are looking for, but not what I'm offering to do.

poloman wrote in post #4586770
My clients don't always pick the shots I would expect them to. My suggestion is to offer them a variety of shots to purchase that include the ones you prefer. You can't second guess the shot that they will connect with. Leave your ego at the door, be glad they like you and take the money. I hope this doesn't sound caustic. It is not meant to be. I guess I am trying to say.....relax. Remember...others may not be as creative as you are. Most will try to confine you to a very small box.

I understand what you're saying, and take no offense to it, but part of the problem is that it isn't fitting with with the business model I'm trying to create. which is my own fault for creating a booking system and pricing structure that doesn't fit. I'm certainly grateful to have had the great start in business that I've had and to have been so well received, but I'm at the point now I'm simply not enjoying this at all because the shoots themselves are not what I want to be doing.

Again, I see now that it is totally my fault for leaving the ambuiguity in my business model. To be honest, for someone who just wants a session and a few prints, I end up being not much more expensive than Walmart and I will come to them. I meant to make it possible to purchase many prints by offering very reasonable prices, but it's not working out that way, so I need to change my structure.

I attended a seminar one time that preached the "work smarter, not harder" school of thought. It pertains to this business in that when you raise your prices, you may not be getting as many clients, but you're still making the same amount of money. I'm kicking mine up a notch as of the first of the year to see how I fare.

liza wrote in post #4587611
I attended a seminar one time that preached the "work smarter, not harder" school of thought. It pertains to this business in that when you raise your prices, you may not be getting as many clients, but you're still making the same amount of money. I'm kicking mine up a notch as of the first of the year to see how I fare.

agreed. it's so hard to charge the prices that I want to. I'm afraid of losing ALL of my business. so hard... With all the changes you have coming up, I think your price increase will be well-received and seen as justified. that is the hard part to me--making people see it as justified and not just being greedy!

I think the first thing you need to think about is whether you can give the kind of service that you would like to for the price you are charging. If the answer is no, then you need to raise your prices.

notapro wrote in post #4587589
Thanks for the support. I agree with what you're saying, and I think I'm in a good position right now (still have a day job) to do the same thing as far as not trying to be all things to all people. I think I should start doing exactly as you did and suggest another photographer in town who does what these people are looking for, but not what I'm offering to do.

Amanda,

I've seen your work and theres no doubt you have the talent for it. Before you know it people will be searching you out for what you do. I've seen so many photographers fail because they tried to be everything to everybody.

Good luck and keep up the good work...I know you're going to be a success.

Allen

liza wrote in post #4587611
I attended a seminar one time that preached the "work smarter, not harder" school of thought. It pertains to this business in that when you raise your prices, you may not be getting as many clients, but you're still making the same amount of money. I'm kicking mine up a notch as of the first of the year to see how I fare.

Liza that a great post. When I did weddings every time I raised my prices I got more business and I was never cheap.

I've also noticed that in my business now. I've raised my prices every year and I (knock on wood) have grown my business at least 10% every year (except 02) 20 last year since I've started this commercial venture. I don't know if its because I've just made more contacts or the higher prices seem to make people think you're better because you charge more; I donno. Maybe both. But the funny part is sometime you raise prices so you can make more $$$ and by doing less jobs but the irony is sometime you actually pick up more business to . I've seen your work and I gotta C note says you're going to have a great year. I really wish you the best of luck with your new prices and new space.

Allen

airfrogusmc wrote in post #4588952
Amanda,

I've seen your work and theres no doubt you have the talent for it. Before you know it people will be searching you out for what you do. I've seen so many photographers fail because they tried to be everything to everybody.

Good luck and keep up the good work...I know you're going to be a success.

Allen

wow--thank you! I can't tell you how much that means to me, even if you speak only for yourself. That comment has made my day (so not taking it back now)

I recently read an expert advice column that said to start by offering one thing and master one area at a time, and I think it is great advice to do that instead of tackling everything and being a jack of all photo-trades. (Thanks to Liza for pointing me toward that )

airfrogusmc wrote in post #4588990
Liza that a great post. When I did weddings every time I raised my prices I got more business and I was never cheap.

I've also noticed that in my business now. I've raised my prices every year and I (knock on wood) have grown my business at least 10% every year (except 02) 20 last year since I've started this commercial venture. I don't know if its because I've just made more contacts or the higher prices seem to make people think you're better because you charge more; I donno. Maybe both. But the funny part is sometime you raise prices so you can make more $$$ and by doing less jobs but the irony is sometime you actually pick up more business to . I've seen your work and I gotta C note says you're going to have a great year. I really wish you the best of luck with your new prices and new space.

Allen

Thank you, Allen. I truly appreciate your kind words.

My new advertising campaign focuses on three things, namely innovation, quality, and customer service. The other guy here in town bills himself as the "affordable" photographer. My focus will be on giving my customers the best value for their money. I may not be the most affordable photographer, but my customers will walk away satisfied.

As usual Airfrog and Liza have it wired correctly. Customers will always do something you don't expect. Let me tell you a funny story....

I had a client for PORTRAITS. She wanted some shot of her for her hunny and had told me that she wanted to shoot in a local park that had some meaning for the two of them, so I got the permit, got an assistant and set about to get it rigged up to shoot. I called her and asked about her clothing, hair , MU etc. I got all that arranged loaded the truck the day of the shoot. This lady was very conservative looking, had a rather bland looking home, drove a bland car etc.

She showed up at the shoot location wearing a leather bustier, fishnets and a blond wig. I did not say a word, she wanted to smoke cigars in every shot, never wanted to look directly in the camera. I caught her looking into the camera one time, one shot out of a220 images. This was not nude or even showing hardly any skin, much less than a bathing suit. But I had three rangers, and about 4-5 old ladies watching every move.

She paid me 2k for the shoot. Looked at the images one time and said that she loved them but could not bring them in the house. I printed the 8x's she wanted, placed them in an album and gave them to her. She requested the negs, asked if another 1k would cover it, and of course I said yes. Just another weird day shooting...

Your clients are always going to go in another direction. We have to be creative sluts sometimes. The balance between what we see as our "babies" and what the client sees as their babies are not always the same.

BTW this lady got me 4 or 5 other shoots, all normal....... mostly.

Les

Les, that has got to be one of the funniest stories I've ever read on this forum!