I don’t know if you have noticed, but Facebook is starting to get a lot more. . . live!

Business videos are starting to pop up, everywhere. People who you used to only “know” through their pictures and written posts are starting to become a lot more three-dimensional, with your being able actually watch, and listen to them. 

As photography business owners, this is a trend that you need to pay attention to. After all, we are a visual arts community, and videos are – wait for it- visual. 

I don’t know about you, but I love seeing my favorite people in action! When I can actually see them, and listen to them, they feel so much more real, and accessible. 

I actually like them more. They seem human, and it almost feels as if you are sitting across from these people at a coffee shop, soaking in their knowledge. It’s a pretty cool concept. 

Have you ever thought about being the one watching the “3..2…1….” click down and go live, on video, with Facebook? 

You should! 

Why is going live, and posting videos for your photography business, so important? Here are my top 5 tips about how video will set your photography business apart: 

1. Be real

(This is especially important for us introverts out there. You don’t have to be perfect. Your clients just want you.)

Clients don’t want to just look at your images before they hire you. They want to know you. They want to know whether you will “click” with them. They want to know what you sound like, and what it will be like to meet you in person. 

They want to feel like you could be their friend. 

They want connection. 

Video gives your clients a virtual peek into who you really are. The person behind the images. They may see your gorgeous images on social media, but they want to know what are you (the real you) are like. Are you sweet and shy? Funny and quirky? Clean-cut? Do you have bright-colored hair? Why do you capture images the way you do? Video allows them to connect with you, before they ever shake your hand. 

It’s okay to not be a polished public speaker. In fact, if you are not perfect, people tend to connect with you even more. You are human, just like they are! Let your guard down, and connect. 

2. Present something of value (as opposed to just “taking”)

Have you ever heard of a “giving” site, versus a “taking” site? 

A “giving” site gives a lot of information. These sites become “go-tos” for people, becoming trusted sources (hint: most photography sites are NOT “giving” sites, aside from “giving” people gorgeous images to look at).  

Giving sites are wellsprings of information, and not just one-time visits. 

Why is this so important? 

“Taking” sites are what most sites are. They take your comments, your page clicks, or even your email addresses, with little or nothing in return. They are often sites that you visit one time, to accomplish a “task”, and then never go back to it again. 

You don’t want your site to be like that; yet, most photography sites ARE like that. You go to view your friend’s portrait or wedding images, “ooh and aah” for a few minutes, and leave. The images are beautiful, but nothing else makes your site memorable to where you want to go back and revisit. 

Which sites, and businesses, end up being more profitable over time? You guessed it- “giving” sites. 

If you offered videos for tutorials on things like: how to dress, when to cut your hair before sessions, or how to organize your iPhone images, your clients will thank you in dividends. You will be seen as a “giving”, trusted source. 

Some ideals, for photographers: 

• What to Wear tips and tricks
• Photography day run-throughs and tips
• Free tips on how to hang your portraits (with inspiration templates you can send them when they opt-in to your website mailing list)

3. Keep it short 

Unless you are teaching a mini class on Facebook Live, keep it short. 

Most people have a short attention span, and busy lives. They don’t want to hear rambling- if they are on social media, short, sweet, and simple is best! 

How short? 

I say keep it to about 2 minutes. This is long enough for you to get your point across, but not so long to where you get nervous or rambling. 

By only offering shorter bits of information (try not to let it be super short- get to at least one minute!), you keep them wanting MORE. They will keep coming back, and you will establish yourself as an expert. Short, simple videos will also keep you at the front of your viewers’ brains when someone asks for a suggestion or referral. 

4. Be consistent

Just like with most anything else with business, consistency is key. If you offer behind-the-scenes videos with a handful of clients, you better be sure to offer these videos for all of your clients (people will notice, and will eventually ask you, which can make it awkward. If you need to, appoint someone at your session to be your “videographer” for Facebook Live. They will love it!).

Fun bonus to consider: record your video on your smart phone, upload to YouTube, and include the behind-the-scenes video on your client’s blog post! How cool would that be?  

Video will allow people to connect with you in ways you haven’t been able to do before, so be consistent! On my photography business coaching Facebook page, I offer “coffee chats” every Friday at 9 a.m. My followers can ask questions ahead of time, and either watch me live as I answer them, or they can watch the replay. Regardless of how they view the video, I get more responses and interactions with my “coffee chats” than any email I’ve ever sent, or image I’ve ever posted. Your words are powerful, and can help! Try it! 

For a portrait photography business, you can offer videos on Tuesdays on how to look great for your portraits, or even offer tips on how to shop for outfits. The number of possibilities are endless! Just try it. The compound interest you will gain on videos is mind-blowing. Add it to your calendar, and stick to it. After a few live sessions, your clients will start to look forward to seeing your face. 

5. Be educated on speaking 

If you are on video, it’s awfully hard to hide if you mess up, which is why a lot of introverts are anxious to click “go live”. 

If you are going to go live, please be prepared by either memorizing bullet points (don’t memorize the speech- you can tend to look too robotic. Keep a card with bullet points right off camera, if you need help staying on track). Keep eye contact with the camera, because if you keep looking off-screen, viewers will either get distracted or think that you are trying to “pull one over” on them. 

I usually do a run-through of my speech about 10 minutes out from going “live”. That way, I sound prepared, but not too polished. I also (personally) don’t like to practice in front of a mirror, because I want to be authentic and connected. I don’t want to be theatrical- I just want to be me! 

If the thought of public speaking truly scares you, consider joining a local Toastmasters International Club! Toastmasters is focused on helping you grown your public speaking and leadership skills, and is worldwide. I have been a Toastmaster for over a year now, and let me tell you: the things I have learned in Toastmasters has changed EVERYTHING in my business, from my public speaking to my marketing messaging. I am an introvert who shied away from public speaking before, but now I know that I have important things to teach others. After working my speaking muscles for a year, I am nowhere near as scared to put myself out there. 

And my business has thanked me for it! 

If you want to set your photography business apart, try video! Whether Facebook Live, or links to YouTube (see the video at the end of this post), be YOU, and be helpful to your clients. The more you love on your clients through unique business moves like posting videos, the more you will get word-of-mouth referrals. Your business, and your checking account, will thank you!! 

Want to go a step further with putting your face on camera? Worried that in-person selling won’t fit into your busy schedule, but you still want to make your clients sing your praises with your incredible service? Try VIRTUAL in-person selling, where you offer high-touch services to your clients in the convenience of your home office (or anywhere you have WiFi.)

I don’t remember politics ever being “mean” like it is now. Conversations meant to “educate” by those who post, often turn into a debate, then arguments, and then insults. Posts innocently meant to educate can quickly isolate, divide, and hurt. And it’s all happening in real time. There is no time to think, cool off, or figure out how to work together.

I have proof social media feeds this frenzy. According to www.statista.com, the numbers of monthly active users on Facebook grew from 145 million in 2008 (the first time President Obama ran for President), to 1.5 billion in 2016.

In 2008, many of us didn’t use Facebook on our mobile devices. Facebook reports the majority of 2016 logins are via mobile device. We now literally have the world at our fingertips.

In short, we have entered into a modern-day Wild West of politics, with virtual mud-slinging, poker faces hidden behind a computer screen, and standoffs happening on a scale we have never seen before.

In 2008, when I joined Facebook, I had maybe 300 friends. Those 300 friends made me feel super popular. Now, in 2016, I have almost 1,300 friends, and a business page that has an audience of about 1,200. That means that, whenever I post on my personal and/or business pages, my outreach can range between 1,300 people to almost 2,500 people directly, and even MORE with viral posts.  Your experiences may be bigger, or smaller, than mine; but regardless, you have probably seen a tremendous growth over the past 8 years between your personal, and business, pages. Our posts can have tremendous impact, whether we know it, or not.

The other day, I was asked why I don’t post much about politics on social media.  Why did they ask me? Well, I am a former staffer on Capitol Hill, with a degree in Political Science, and I helped out on a few major campaigns in the past. I used to negotiate, on a regular basis, with some of the most powerful people on Earth. But you very rarely that side of “me” on Facebook.

The reason why I tell people I don’t post much about my politics: I run a business. Specifically, a photography business that has very little to do with my personal politics.

Yep. I said that correctly: I don’t post about politics often on social media because I run a business. I don’t even post about politics much on my personal page, because I am “friends” with many of my clients. My business can easily become collateral damage to my political opinions. Plus, politics is deeply personal, to me- I don’t need to constantly defend what I believe with people who will never agree with me (or who refuse to learn, or understand, where “the other side” is coming from).

Now, I have some friends who will recoil from this sentence, but here goes: posting about your politics, when you run a business, please be aware of your audience. 

Boom. I said it.

There are a couple of caveats to this statement: those who have politics built deeply into their brand, or people who champion themselves to be marketing to one target audience (and often based on personal, religious, or political beliefs). But, let’s be honest: that’s not most of us. And, since we haven’t yet seen election day this year, we have yet to understand the fallout that our posts can have on our businesses.

For those of you who don’t agree with this statement, please ask yourself: do you serve a niche market that really targets one particular (or a variation of) political person (as in, heavily “Red” or heavily “Blue”)? If so, post away. You probably thought about the repercussions already.

BUT, for most of us, here are some tips that you can think about before you post about politics:

Clients associate you with your politics

Remember that people do associate you with your politics (and they won’t forget after November 8th): Even though you may feel passionate about a candidate, or a stance, or an issue, if it’s polarizing, be very aware of the fallout that may occur. If you are friends with clients, or if you post political stuff on your business page, please know that, statistically, your friends and “like” list is probably varied, politically-speaking. You may have some passionate people to answer to, and defend your stance with. Your clients (and even some of those who are on the “fence”, politically) can also start to judge you, even if your work is stunning. If you want to continue talking politics after the general election, or if you want to purge your friends and “like” list, or run for office, then posting about politics may be a good idea. Otherwise, it can be a nightmarish version of “If You Give a Moose a Muffin,” where the outcome can result in awkward realizations and lost income.

Don’t tempt people to unfollow you

If your opinion is “this is my wall. If you don’t agree with me, unfriend or unfollow me”:  I am one for the freedom of speech; however, I am also one that will tell you that you may have to answer to the repercussions to that same freedom. If people unfriend/unfollow you, from a business perspective, they will essentially “block you out” from your future posts and marketing. People won’t tell you that they unfollowed you…you will just notice that, one day, an awesome client never booked you for their regular mini session. Or, for a wedding. They may not have disagreed with your politics- maybe they are just sick of hearing about them. So, they unfollowed you, and your business.  Soon, they forgot about you, until it’s too late- they missed a mini session opportunity. Or something bigger. You have the right to manage what’s on your wall; and so do your clients. Think about the fact that you may be the one they cut out, too, if they are annoyed by your posts.

You can easily be misunderstood

Remember the old saying “If you don’t have nothin’ nice to say, don’t say nothin’ at all?”: As a business owner, you very much do have a public perception of your brand. If you post, or comment, something that could be misunderstood, or misinterpreted by friends or clients, you could lose that friend, client, and future business. Would you normally talk politics in front of these people, or insult groups of people in front of them? Well, when you do that on social media, it is pretty much like professing your deep, dark opinions to friends, clients and strangers.

My old boss always said “If you do something nice for one person, they will tell three. If you tick them off, they will tell nine. You do the math.” For most of us, negative publicity is not good publicity.

Keep public comments civil

If you absolutely, positively, MUST post or comment: Keep it civil. Understand that not everyone will agree with you, and that you don’t have to have the last word. Also, when someone offers a logical differing opinion, treat that opinion with grace and gratitude. You may actually learn something!  One big thing I learned in politics: things don’t change if people don’t “bend” a little and work together. That’s how real differences are made; when people are willing to listen, treat each other with respect, and work together.

Blogging may be a better outlet than social media

If you really must get your opinion out there, you can do so on your blog, or on your website, where clients have to voluntarily go do learn more about you: Your site, and your blog, are your kingdoms. If you feel that passionately about x, y, or z political topic or politician, feel free to direct your friends and clients there for your uncensored opinions! You can blog your heart out about what you want to talk about, and then you can direct more potential new clients (who may also think like you!) to your blog to improve your SEO rankings.

As you navigate through this Wild West of politics on social media, remember that this, too, shall pass. Politicians come and go. Political topics wax and wane. But, if you really want to make a difference, volunteer your time for political organizations and/or really dedicate your time to learn the issues and about who is running for office. Research political topics yourself, learn about both sides, and then you can really vote your conscience (and your business can emerge unharmed)!  Engage in debates, but do them in person, where you can actually actively listen, and discuss, topics that you are passionate about. Remember that politics should be an actual discussion, and not a one-way social media conversation. If you actually make an effort to talk about hot topics, you may be surprised at what you can teach, or learn. Change only happens when both sides are willing to listen, and work together, toward a goal.

Six months ago…or heck, six WEEKS ago…I would have laughed in my ever-loving face if I had told myself that I would be doing this.

But, here I was. Doing it. Was I scared? Oh yeah. I was freaking out, on the inside.

But, on the outside…I was waiting for my Toastmaster to ask the question, with my head down, and my hands held in front of my body. I took deep, solid, controlled breaths. I was to speak on for two minutes in front of a crowd, looking as calm as a duck on water, on a question that was being thrown at me right then and there.

He asked the question. I let my brain scramble for a bit, and then settle down to formulate some kind of answer.

Here. Goes. Nothing. What was happening beneath the surface was my secret.

Everyone has fears

I have a confession: I am afraid of public speaking. Back in my previous life as a staffer on Capitol Hill, I used to write speeches, and prep my bosses for said speeches, all of the time. Coming up with quirky things to say wasn’t a problem, because I wasn’t the one actually saying them. I can look like I am brave when I am doing presentations for my photography business; but yeah. On the inside, I’m just as nervous as anyone else.

Four years ago, I faced that same feeling. It was a totally different scenario, but you may be able to relate.

I looked around in my dining room. My best products were laid out. My computer was running and was playing some soft music. A slideshow was playing at the same time, and seemed to strangely match the beat of the music.

My order form was printed out and seemed primed to be filled with all kinds of prints. I. Was. Ready. But was I?

Despite looking ready on the outside, I was quickly talking myself out of doing a sales session. I could feel my skin start to flush. What if I looked like I wasn’t confident in my work? What if my clients badmouthed my work? What if they didn’t think that my work was worth paying for?

I looked at the clock. It was five minutes till my clients were set to walk through my door. Crud. I couldn’t bail now. I almost prayed for one of my kids to projectile vomit so that I had a viable excuse to reschedule the session. Almost (really, almost. I’m not a mean parent.).

As a photography business owner, you may be able to relate to the story above. When you own your own businesses, you are faced with scary things all of the time. Things that push you outside of your comfort zone. Things that push your legal, financial, and professional knowledge. Life as a business owner, creative or not, is not always easy; but you either have to face that fear and grow, or hide from it and face failure.

Safety and bravery

Let me tell you a little bit about two emotions that play into your business and personal life on a daily basis: safety and bravery. Sometimes, these two emotions can live together in some form of peace; but most of the time, they are arch enemies. You feel their presence; but ultimately, you need to pick one over the other.

Safety is easy, but relatively short-term. Safety hates change. If he had a “look,” it would be kind of nerdy. He has a pocket protector and has a flat reaction to everything. It’s all about the right and wrong with Safety. Safety is good for keeping you out of jail, but terrible for innovation and growth. Safety keeps you hiding in your office, watching everyone else do amazing things. Safety tends to hide himself behind excuses like “Oh, well, I am just not that kind of person. That terrifies me.” or, “I just don’t think I can ever do that.” or, the ever-famous “I will learn that next year.” Sometimes, safety is sneaky and comes up behind you and whispers “You don’t want to do that. You might not like it. Plus, are you really good enough to do that?”

Safety is a friend, but a boring one. He will be the first one to comfort you if and when you fail, saying “It’s okay. We probably shouldn’t have done that, but I’m glad you came back to me. I will make sure you never fail again.”

Now, bravery… he’s different. Bravery is more like a rock star, with a confident swagger and a smooth answer to whatever questions are asked. Bravery is in it for the long haul. Bravery wants you to be successful. Bravery makes you realize your own strengths, and minimizes your weaknesses. Bravery wants you to learn more, work harder, and be better. Bravery makes you ask “Why not?” whenever you are faced with a tough call or the need for change.

Bravery doesn’t accept excuses. He would rather have you say that you tried, compared to never having done anything at all. Bravery has a lot of friends; namely, every single successful person and creative you know. Bravery loves questioning. He loves change and asking “why?”. He would give anything to see you do something that makes you better. Bravery wants you to do something that will help you to create a unique impact on this world.

From what I have learned, most photographers want to be best friends with bravery; but, they usually end up with that awful ex-boyfriend safety, who likes to tell you what to do on the daily.

One of the most common concerns I hear from photographers (and creatives in general) is that, even though they know that they need to change certain things in their business (whether it be switching to in-person selling, or something else), they don’t do it because they lack the confidence to actually follow through it. In other words, many creatives would rather face continual frustration and failure and stay with safety, than actually try to conquer their fears by going with bravery’s “Why not?” mentality. For so many, this fear is so debilitating that it can actually result in the eventual loss of their business.

Crazy, right? But, it happens all of the time.

How to be brave

Here are some tips that I have for you to learn how to make Bravery your BFF as you head into any change in your business:

1. Force yourself to think of the worst-case scenario. Will doing whatever you want to do potentially result in you, or someone else dying? Will you go out of business if you try a new technique?

Chances are, the answer is “probably not.”

If you are trying something dangerous; then of course! Think about that potential (and make sure your insurance policies are up-to-date). If you didn’t, I would call you crazy, and not brave.

If you are making a HUGE investment into something, then think about how that will affect your business and/or family in both the short- and long-term. Be methodical; but don’t let Safety scare you.

But, if it’s a matter of trying something like in-person selling for the first time, then trust me: you won’t die, and your business will not suffer (even though Safety will probably try to make you think that at least once). In fact, by being brave, you may see huge growth! Isn’t that worth giving your buddy Bravery a try?!

If you are afraid of the potential of hearing negative feedback, look at it this way: on the rare chance you will hear anything less than glowing feedback from your clients, think about what you can learn from actually listening to the feedback. If you want to hide under a rock and never hear what clients think about your work, and yet you get frustrated when you never have return clients, maybe this will be the turning point in your business! Boom. I just turned a negative potential into a positive thing. Bravery is in me today, friend!

If you are afraid of not being a raving success with the change you are living, don’t worry. It takes time to really learn something. Stick to it, learn from it, and grow. Don’t just walk away when the times get tough.

2. Learn more about your weaker points as a person and business owner. Are you scared about learning off-camera flash, but you know that you will need it at some point as a wedding photographer? Well. Learn it!! Make the time to do so, and really be passionate about turning this weakness into a strength.

What about speaking in front of people? Then, do it! There are many groups, such as Toastmasters International, that offers chapters throughout the country that forces you to speak publicly in a safe and educational environment. I go to Toastmasters every week and speak, because I am not going to let Safety limit me in my abilities. Weaknesses are like muscles. The more you flex them, the more they can actually help you and the less they will drag you down.

If you are weak on being a good business owner in general, consider investing in an amazing business coach, or really taking the time to learn how to run a business. Or, really focus your personal efforts on the art of business. A good mentor will help you work through your business weaknesses and will help you maximize your natural strengths.

Another option is to consider outsourcing your weaker points. If you are terrible about responding to e-mails, then look for a virtual assistant. If you don’t know how to keep your books, then hire a bookkeeper or a CPA. Do contracts scare you? Then, consult and attorney. Sometimes, the investment you make in paying someone else who loves doing something that you hate will pay itself off in dividends. After all, if you can do more of what you love and less of what you hate, then you and Bravery can hang out even more!

3. Take a deep breath, throw your shoulders back, and JUST DO IT! Spending your day hemming and hawing does no one any good. Except safety. Safety loves those two sounds.

Bravery wants you to get up and just do it. If you have an idea that can help make your business better, then do something to start that change. Get that ball rolling. If you need to calendar a test shoot to try out that new off-camera flash setup, then do it. If you need to take some tutorials to make sure that you don’t fumble through the shoot through Creative Live or through other local workshops. Don’t let that new gear get banished to your closet, along with the other “well-wished” gear that you have ordered over the years but have chickened out before using.

If you want to learn more about how to do in-person selling, then hey! I can help you on that, right now! My e-book, Show and Tell Selling: Making In-Person Sales Kindergarten-Easy (affiliate), is perfect for you! I walk you through every single step you will need to make in-person selling a success for your business. Pretty awesome, right? But, be sure to follow through and read it. Stare safety down and let bravery do a happy dance.

Life is too short to wonder about what could have been in your business and life. Be brave. There is nothing wrong with trying, and failing at first. At least you tried! My daughter’s teacher said something that was so deep the other day: she said that FAIL means “First Attempt In Learning.” How liberating is that?! If you at first you fail, try and try again. Don’t let Safety win.

Was my first attempt with in-person selling that I stressed about earlier in the article a total success? Eh. It was okay. I fumbled a bit. But, the order was still much better than my typical online sale, and I learned a lot regarding the procedure that I needed to follow (and later became Show and Tell Selling). I got better with every single in-person selling session I did. If I had given up after that first attempt (or even before that first attempt), I would have missed out on the most profitable aspect of my business. I would not have been able to put a down payment on our new home, and I would not have been able to help my family save for a vacation to Disney World. My taking Bravery by the hand has paid off over and over again.

Let me ask you now, who are you going to stay closer to now? Bravery or safety? Your choice. But I choose bravery every time (except when it comes to contracts or taxes. Then, I am all about safety!).

She was a shoot-and-burn photographer in 2015, and she was fine with that…that is, until she went over to see a good friend/client for dinner.

Emily’s friend had printed one of her images through a popular, but not professional, vendor. At first, from a distance, she knew that something was off. The image wasn’t what she remembered from her computer screen. When she got even closer, her fears were confirmed: the oranges in the print were over-saturated due to bad printing, and the skin tones looked terrible. Her baby’s blonde hair even had an orange hue to it.

Emily’s skin flushed, and she looked to her friend, who seemed oblivious to the bad printing job. Her mind raced, worrying how many other people would see that print and judge her work. Her friend seemed proud of the print, so Emily didn’t want to bring the bad print up in an awkward way; but wow. Just…wow.

After Emily left her friend’s home, she made a promise to herself to never put herself, her clients, or her artwork in that position again. She worked too hard on those images, and lost too much time with her precious family, to see bad prints on her clients’ walls.

It was time to start selling prints and products, as Emily wanted to regain control over her art.

But, where should she even START?

Let’s put ourselves in Emily’s shoes, and I will give you the same suggestions I would have given her in a coaching consult for in-person selling.

When making the switch from being a shoot-and-burn photographer to selling products, the process can be totally overwhelming. With the sheer number of vendors and products out there, your eyes can quickly cross in coming up with a final list of products that you will proudly sell to your amazing clients. But, with a few tips, you can start to feel more confident in making this leap.

Think about your clients

Are you a primarily family photographer? Or boudoir? What about seniors? Or a combination of all three?

Think about a three must-haves that your clients tend to love in their homes. Loose prints and certain custom products, such as canvases, tend to work well across most genres. If you specialize, it may be easier to come up with this list. I know that my high school senior girls love their custom graduation announcements and albums.

A quick tip in narrowing down your list: ask! Consider taking your favorite client from each of your niches to lunch to answer a list of questions, such as:

• When you booked me, what were you planning on using the images for?
• What are your favorite photography products, and why?
• How would you like to display your photography artwork in your home?
• What attracts you to certain products, and why?

Think about yourself

Now that you have a nifty list of potential products to sell, think about how you would feel selling them. If you hate mini collages, it will be very hard to sell them even if your favorite client loves them. Why is that? Well, because you won’t be confident in talking about it; and if you aren’t confident in talking about your product list, you won’t sell whatever that is on your list.

If your ideal client gives you a list of ten things they love, but you only love three of those products, that’s three products you can rock.

Let’s go back to the canvases. I love them and can sell the heck out of them! If you love them so much that you can proudly hang them on the walls of your home, and talk about them proudly because they are the centerpiece of your home artwork, then sell those! Your authentic words of praise will come through, and your clients will become excited to adorn their walls with a gorgeous canvas from you as well.

As you narrow down your list of items to sell, think about the words you will use in talking to your clients. If you can’t think of five great words to describe a product, then cut it from your list.

When you love what you sell, your body language will prove it. Your smile will widen, and you will sit up more in your chair. If you don’t love what you sell, you will subconsciously slump down, your smile will seem more fake, and your words will be harder to come by.

In other words, you become much more believable when you show people your products. It’s just like you are putting your own personal stamp of approval before your clients’ artwork is even created.

Think about simplicity

Have you ever gone into a great restaurant starving and was handed a menu that was 10 pages long?

Now. While that may seem awesome on some levels, when you are hungry, do you want a thousand choices, or do you just want good food (and soon)?

Some people like a lot of choices; however, most don’t. You see, by offering too many choices (whether it be with food, with clothing, or with photography products), you may think that you are giving people the best opportunity to be satisfied with their business experience; but in reality, the opposite can happen. In fact, when offered too many options, your mind effectively locks up, which can result in confusion, anxiety, or even walking away. Read more about the Paralyzing Problem of Too Many Choices.

We definitely don’t want confusion or anxiety when people look at your products, or to experience any form of buyers remorse because they wonder if they made the right choices during the ordering session. You want them to be thrilled with the experience with you, and excited to hang your products on their walls!

Only offer a few products, and not a long menu. Keep it simple, especially when first starting with products.

After five years working with seniors I continue to offer only four products: albums, prints, canvases, and announcements. That is by design, not default. This allows me to speak clearly and confidently about my products, and helps me to know my product menu inside, out, and sideways.

Think about your vendors

This may seem like a no-brainer, but this can make ALL of the difference.

Choose vendors that you trust, that offer reliable products and delivery dates, and those that have their printers calibrated to your monitors. I can’t stress this one enough! When I first started out in the biz, I never knew that I needed to calibrate. I lost a lot of prints that way, so don’t make my mistake.

If you aren’t sure if your monitors are calibrated, you can check out products such as the Datacolor SpyderCheckr

Photo credit: Datacolor

Inspecting your products ahead of giving them to your clients is a great way to figure out which vendors are best for you.

Think about packaging

This is a topic that is often thought of once the first set of products arrive on your doorstep. But, it doesn’t have to be that way.

Packaging creates a great “touch” to your products. It doesn’t have to be expensive, but it can really add an impact when you deliver your goods.

Companies like MPix Pro, Millers Professional, ProDPI and many others offer boutique packaging as an add-on for prints 11×14 or smaller for a small fee. This is a great option for those who don’t want to keep an inventory of packaging, or if you tend to be forgetful.

Photo Credit: ProDPI

If you want more custom packaging in bulk, companies such as Rice Studio Supply, and H-B Photo offer some great solutions.

Photo Credit: Rice Studio Packaging

You don’t have to go over-the-top here; you just have to make sure that the packaging is something that makes you smile when you see it.

Taking the leap into selling products can be scary when you first start; however, it is very doable if you take the right steps. Allow yourself some time to learn about what makes you and your clients “tick” as a product-based photographer, and soon you will find your sales growing more and more.

Here is the bottom line: you can make in-person ordering work for you, your family, and your business. By addressing your fears, and working toward confronting them, you will find your business growing in ways that you only imagined before.

Here’s the deal, though: I do remember how you feel.

Most people I run into who do in-person selling didn’t start off running their businesses that way. A lot of us started off doing what we thought was “easiest,” which often is shoot-and-burn photography. We want to be creatives, and thus create beautiful artwork that people will proudly display in their homes; but we don’t want to deal with much of the business side. We would rather hand over a disc, or USB, or create a download link, just so we don’t have to worry about much other than working at the session and then editing afterward.

I remember when I first started out in business, I had a dear friend (who was a wedding photographer) tell me that I should do shoot-and-burn. For her, it made sense: she could work at the wedding, edit the images, and then turn them over to the clients. I remember her saying, “But, Rosie, why put extra work on yourself?”

At first, I believed her.

But, here is what I didn’t fully realize at that point in time: 1) I wasn’t a wedding photographer (with years of experience and market knowledge on what to charge), and 2) I was about to head down a hard road, business-wise. Oh, and apparently, 3) I learn best by figuring out things “the hard way.”

When I launched my business, my family and I had just moved to Houston, Texas. We were also pregnant with our fourth child (and my others were all barely four and under). I was so excited to get my “DBA” and make myself a legal business owner in the eyes of Texas and the Federal government. I even towed all of my babies to all of these fun steps because, well, I didn’t know anyone to babysit my kids!

My business started out slow; but right around the time my fourth baby was born, it started to boom. I would work with three, four, or five clients (families at that time) every weekend.

Even though it seemed like I was making money, as I was charging $150 per session, I found myself constantly working (whether it be shooting or editing), and I found myself becoming an increasingly stressed-out and snappy wife to my sweet husband, and an emotionally and physically wiped-out mother to my young children.

To add insult to injury: all of this money I THOUGHT I was making wasn’t much at all. After upgrading my camera body, paying taxes, and other business expenses, I had worn myself down for only $400 in profit for that whole year.

Something had to change. For me, it was changing to doing in-person selling.

Let me tell you about some of the biggest fears I had going into in-person selling so that you can determine whether this business approach is right for you (and trust me, a lot of these fears are very common, or else I would not be writing a blog post about it!).

The fear of change, or losing your clients.

I won’t lie: change is scary.

Psychologists will tell you that the fear of losing what you have often outweighs the potential gain from change.

When you are determining your true fears about heading into in-person selling, I will be honest with you: your client base may change a little. Or a lot.

But, after you read this, really think about something: is your “status quo” really making you happy? Or, can you consider how much you can gain by making a few changes and really improving your client experience by offering in-person selling?

What I want you to do is write out a list of “pros” and “cons”. Before you start, though, I want you to write out two “pros”: more time with friends and family, and more money per client.

When weighing out your options, I want you to think long-term. Focus on what you will GAIN by trying in-person selling. By shifting your mindset to business possibilities, instead of always wanting to accommodate everyone else’s perceived feelings (whether founded or not…to be brutally honest, I think that we- as artists- tend to care a lot more about other people than they do about us), you will be surprised at what goals you can accomplish.

The fear of hearing negative feedback.

This is one of the most common fears I hear, as we tend to hold our art close to our hearts.

BUT, if you do your job in educating your clients about your photography style (and are consistent with your work!), and if you really focus on understanding the needs of your clients ahead of the session through doing either in-person consultations ahead of your session, or sending questionnaires to be filled out by your clients, chances are, you will do just fine.

Your clients’ experiences with you start WAY before the in-person ordering session. If you are consistently “wowing” them with your customer service, and if you are consistent with your work, you have very little to worry about regarding negative feedback.

I will say, though, that sometimes you will hear constructive critiques. This is different than negative feedback, like “I hate every image in here and want a refund.”

Every once in awhile, I hear feedback about how a woman feels based on how I posed her (good and bad!), or questions regarding angles and lighting. I look at these honest moments as positive things for my business.

Why? Well, because I LEARN from them. If a woman didn’t buy an image because she didn’t like how she was posed, you can guarantee that I will be more sensitive to that pose again in the future. I will figure out how to make it better for the next session. Most times critiques make you better, which will result in more profit in the future.

The fear of not having space (or TIME) for in-person ordering sessions.

If you have a studio space, awesome! Chances are, you probably have a spot where you can cozy up with your clients to do an ordering session.

But, if you are like most mom-togs, or if you are just trying to keep costs down, you may not have a space to welcome people into.

I was “there” when we lived in Texas. So, what did I do? I added an insurance rider to my property (this is A HUGE THING!! Never welcome clients to your home without business insurance that covers you and your property.

If someone comes to your home for business, and trips on your front porch on the way in, your homeowners insurance will not cover you. Be safe about this, and contact your insurance company ahead of ever offering your home as an in-person ordering session option.), and did in-person ordering in my dining room.

Read our article on essential insurance coverage for photographers.

Since I worked with high school seniors, I always insisted that a parent was present, or else I would postpone the ordering session until one was present. This is do-able; but you have to be smart about it!

Another option: bring your in-person ordering session to your client! If you have a laptop, you can bring it to your clients’ home, along with some product samples.

When I do this type of in-person ordering session, I bring my RedTree album, some prints of various sizes, announcement samples and an 11×14 canvas (my preferred vendor for most products is Millers Lab. You want to bring enough to be a resource for your clients, but so much that it’s overwhelming or hard for you to bring it in and out of their homes.

Notice that I never mention projectors here. I know that some people in the industry will slam me for this; but honestly, when you are starting out, you don’t NEED all of this extra stuff to head down the road to success. Think smarter, not harder. If you just have a computer or a laptop, use those. Something is better than nothing.

When it comes to finding time for in-person ordering: schedule it in. This sounds so simple; but it’s a step that most people overlook until it’s too overwhelming to even try.

I set aside time every Tuesday and Thursday evening on my calendar for ordering sessions. I do that because it’s what works for MY schedule (and my kids are often asleep AND my husband is home to help if they do happen to be awake).

I don’t give my clients a very loose leash on scheduling my sessions, as I know that I have to make this timeframe work for my business and my family. When I send my clients the email to let them know that their gallery is ready, I give them two or three ordering session options that work for me, and my clients commit to one of my options. Remember: as a business owner, YOU control your schedule!

Here is the bottom line: you can make in-person ordering work for you, your family, and your business. By addressing your fears, and working toward confronting them, you will find your business growing in ways that you only imagined before.

Back then (it feels like eons ago now!), I lived quite the fast-paced professional life. I feel like I am telling a tall tale to my kids when they see my old workplace on television; in fact, they seem to roll their eyes every time it comes on the screen at this point.

I used to rub shoulders with some of the most powerful people on Earth. Here’s the crazy part: I used to give them ADVICE on what to do! When I watch major television news networks, I laugh in that I used to babysit on the weekends for one of the political contributors.

A couple of the now major presidential candidates used to know me by name.

True story!

But can you see why my kids roll their eyes now? I mean, “COME ON, MOM! We KNOW you used to work on Capitol Hill!”

As I sit here, among piles of laundry, toilets that need to be cleaned, and four kids who need to be fed, I now laugh at the stark contrast of it all.

Long story short, while I was in college, I was hired as a Congressional Intern for one of my U.S. Senators from Nevada. When my intern summer was over, I was offered a job back in D.C. upon graduation. Like any political nerd with a dream in her head and a desire for change in her heart, I took it. I mean, who else wouldn’t (just kidding. Don’t answer that!)?

Over the course of three years, I worked my tail off in Washington, D.C., and LOVED pretty much every moment of it. I was a constant witness to history being made, and the stress of life there not only made me motivated for change, but PASSIONATE for it. I didn’t mind the crazy hours because it was more than just my JOB. It was ME.

In August of 2004, life did quite the turnaround.

I met my husband.

During August recess (a Congressional break), I saw my now-husband while I was home in Las Vegas. He and I had quite a history together; but this time was different. He had grown up, and I had, too. All of a sudden, my job in D.C. seemed secondary to a future with him.

In January of 2006, I married my sweetheart. And moved from the fast-paced Washington, D.C. to Minot, North Dakota.

For awhile, my professional life came to a screeching halt. Soon, we had a baby on the way. Then, five months later: our second was on her way. Then, a third….and, finally, our fourth. Add in two moves (one to California, and then to Texas), and you can see how life just got CRAZY!

When I decided to become a professional photographer, I may have started out with my deck of life stacked against me. I mean, what crazy pants person would want to add a business to my already full schedule?

That crazy person was me.

The funny thing is: from what I have learned, a lot of us in the photography industry are just as crazy pants as I am.

I have been in business for almost five years now. Looking back over my life as an entrepreneur, I have noticed that I have taken a LOT of what I learned during my former professional life and implemented it into my business, which is a big part of why my biz is successful today. I firmly believe that a lot of these skills are ESSENTIAL to running, growing, and maintaining a successful photography business.

Here are just a few insights:

Be Professional

I am not just referring to how professionally you treat your clients; but rather how you treat your BRAND.

Your brand is about SO much more than your logo and visuals. What FEELING do you want to convey to your clients? What makes YOUR BUSINESS special and worth going to? Think about pretty much every other major business that has been very successful in America.

They each have a unique “tagline,” consistent visuals and (usually) amazing communication to their clients. If you want to learn more about this subject, check out one of my favorite books: Why Johnny Can't Brand: Rediscovering the Lost Art of the Big Idea by Bill Schley. For a business nerd like me, it changed my mindset regarding how I approach my marketing and overall business communication!

Create a schedule and stick to it!
Remember having work hours in an office, and how productive you used to be when you had a schedule to follow? There is no reason why you can’t do this for your business. I have four kids, and I do it.

Hint: having a schedule means that you can even schedule down or “off” time. Yes. You don’t have to be a slave to your business!

If you have young children who demand your attention during their waking hours, then consider waking up before the kiddos so that you can get at least one hour of uninterrupted work in before the busy part of your day begins.

Calendar out your day
Just like an office-working professional does. By doing this, it helps you to stay on task!

Protect yourself legally

Yep. The boring stuff.

First things first: get LEGAL in your state! Nothing says “unprofessional” more than dodging federal, state and local government rules. If you want to find out more about making sure that you are legal, check out the Small Business Administration.

Also, contract yourself before ANY business transaction. This is will save you a TON of headaches in the future. Check out the TheLawTog for some contracts and legalities that may help your biz.

Finally, be sure to have liability, gear and business-related property insurance (if you are allowing clients to your home), per your state’s laws.

Be aware of communication

Keep your clients first; but have rules in place, too.

When coming up with your business policies (yes. You need them, even as a home-based business!), make sure to stick to them, even in difficult moments or during sticky situations. Be sure that your contracts reflect your policies as well. Practice your client communication with your spouse or significant other so that you are able to confidently relay your business’ practices.

At some point in your business career, someone won’t agree with you and/or your policies and practices. It WILL happen.

When I was in D.C., I frequently met with people who didn’t agree with my bosses at all. Here is what I learned: you actually learn more about how you operate, and how your business can improve, when you open your ears to both the good AND the bad. Learn from it.

Finally: the best way to communicate is in-person. If there is a way to meet with a client to discuss questions/comments/concerns, please take advantage of some real-life face time. It is much easier to read body language and to come to a happy consensus when you are physically sitting across from one another, and the outcome is often worth its weight in business gold.

Be confident

Take chances and push your boundaries at every opportunity. “Cruising” does not result in growth; PUSHING does!

Put yourself out there and network with other local businesses that offer services that compliment yours! Concentrate on effective marketing in your local area, as word of mouth is key.

Also, consider specializing in what you are best at. Many of the most successful corporate businesses are not generalists, but specialists. Read more about why specializing in a niche does not have to be scary.

Outsource

No one is perfect at everything.

Let’s face it: even in your business, where you are pretty much the “jack of all trades,” you probably have a few areas that you aren’t excited about.

Here’s the deal: in the business world, delegation is key.

Are you best behind the camera, but hate editing? Then outsource it! I use Evolve Edits during my busy season. Other companies to look at are ShootDotEdit and Photographers Edit.

Is email a time drain? What about blogging? Did you know that you can pay someone to do those things for you? Virtual Assistants are amazing. I use the Photographers Sidekick, but there are other assistants as well.

Are household chores eating up too much of your quality work time? Consider hiring part-time child help (even a couple of hours a week!), or house cleaners who can help you weekly or bi-monthly. You can even pay someone to do your laundry and/or folding!

When looking at outsourcing, don’t freak out about your costs as much as you consider your potential benefit. The $10/hour you are paying a babysitter or the $40 you pay an assistant can results in thousands more in profit, if you utilize your time correctly.

Food for thought: the CEO of a business, and the U.S. Senator in Congress, doesn’t know everything about all aspects of their enterprises. He/she hires people who are better at certain tasks so that they can focus on strengthening their bottom line.

Speaking of bottom lines: in certain cases, you may have to 1099 employees that you pay, even if it’s casual labor. Hire a CPA. It’s WORTH EVERY PENNY!

Keep up on training

Always better yourself through “corporate training.” Educate yourself on what you are weak on, and never be too proud to learn. Allocate your slow season to focus on learning. You will thank yourself later!

Allow for “team building”: attend workshops to meet other photogs and business people in your area. Network with other businesses in your area so that you can be trusted as a reliable source and you can refer your clients to your business friends for other needs (such as hair/makeup/styling, etc.).

By treating your business as seriously as you would treat a corporate job, you can give your biz a huge advantage in the market. You will soon stand out among your peers, as you will offer a professional advantage that many don’t!

Need I go on?

Here’s the deal, though: in order to REALLY grow your biz, you need to grow your client base, which means that you need to crack the code on what makes your clients , buzz about your amazing services.

I’ve been running my photography business, Reflections by Rosie Photography, for almost five years now, and I currently bridge my services across two states (I am currently living in Colorado and still working a few times a year in Texas). In doing so, I’ve honed in on what works best for keeping my clients talking about Reflections by Rosie, even across the miles.

Here is a list of 20 ways that I keep my “buzz factor” going client to client, years to years, and even miles upon miles:

Consistent, TIMELY communication

When a client sends an inquiry e-mail in, how long do you take to respond?  Also, HOW do you first respond?  Inquiries should be responded to within 24 hours, at the very longest. You can send a personal e-mail in response, too, but if you have a template that you can quickly personalize that briefly describes your portrait/boudoir/wedding experience, that will save you a TON of time and money (because time IS money!). I use 17hats to store my client information, templates and even my correspondence history in an easy-to-understand format.

The Go-to-Guide for Client Emails is a great resource for common responses to customer emails.

Read more about how to send better emails from your photography studio.

Have easy-to-understand packages and contracts

When shopping for a luxury purchase like photography, more isn’t always better. Clients are busy people, and if they can’t understand your products and packages, chances are they won’t use you (and offering digitals only ISN’T always the answer!).

Try to keep your package options for a photo session to around three, with your biggest package being the first you offer and the smallest option being sparse enough where upgrading is a solid option. Also, ALWAYS make sure that your clients sign a contract and that you can easily explain the clauses if your clients ask.

Check out these pre-written contracts created by a photography lawyer, or read more about legal issues related to your photography business.

Ask your clients to fill out a questionnaire

Whether e-mailed, online, or even mailed to and from, offering a questionnaire helps you to get to know your clients a little better and can help you be prepared more for the next step. The Photographer’s Questionnaire Library (affiliate) is a great resource.

Offer an in-person consultation

Clients want to make sure that they “click” with you as well, and they WANT to discuss their ideas for their session. By meeting ahead of time, in person, you can answer questions, troubleshoot concerns, and come up with solid ideas ahead of their photo session. Plus, you develop a rapport and trust that will be reflected in your high-quality images.

“Friend” your clients on social media

Yep. I said that. A lot of people won’t agree with me on this; BUT, by letting your friends get to know you (and vice versa), you will find that you stay on the front of their minds when the topic of photography is brought up among their friends and family.

Offer services ahead of the session that go the extra mile

Do you offer a “What to Wear Guide” to give to parents who are worried about how to dress their kids, or send high school seniors to a boutique where they can be styled from head to toe? If styling isn’t a strong point for you, do you offer amazing backdrops or sets that will get clients excited for their photography session because they are unique?

Put yourself in your clients’ shoes and get excited about what you can do for them that will, in turn, make you stand out. My “What to Wear” guides were purchased from Design Aglow.

Here’s an example you can mimic on Pinterest.
Follow Kelly Colson Photography’s board What to Wear {photography guide} on Pinterest.

Send texts/emails/reminders ahead of time to prep and excite your client

This is another idea that you can automate through programs like 17Hats or ShootQ. By sending appointment reminders, you can also send out little “tips and tricks” (such as when to cut and color their hair or exfoliate their skin) that will help them feel more confident in choosing YOU.

The day of the session, consider bringing a gift

Even a little gift card to the local coffee shop will do! Your little gift doesn’t have to be big (in fact, based on current federal tax laws, you can only write off $25/client/year for deductions), but you will make them feel good!

Have FUN during the session

If you love your job, your clients will feel it!

After the session, send a quick “thank you” text or email

You can also automate this through the above-mentioned companies to make it easier. If you want to sweeten the deal, send your clients a little “back of the camera” love by taking a quick cell phone picture of a straight-out-of-camera image that catches your eye.

Follow up the next day

Let them know that you are very excited to work on their images and give them realistic expectations for turnaround times.

Do everything within your professional capacity to maintain your expectations

One way to easily differentiate between the novices and the pros is the ability to follow through on expectations and promises. Please don’t let your business, and your clients, down!

Offer in-person selling

In-person selling does NOT have to be sales-y. It allows clients to use your professional judgment, along with their emotional leanings, to create products that are perfect for THEM.

Here is a great resource about in-person photography selling.

Only offer products that make you, and your brand, proud

Do you love canvases, but hate designing storyboards? Well, then only sell the canvases and don’t offer the storyboards!  Choose what works best for you, whether it’s albums, canvases, metals, and fine art prints; or mini albums, holiday cards, and framed prints. Sell only what you LOVE, and your clients will follow your cue.

Have reasonable timeframes for deliveries and stick to it

If you promise senior announcements, save the dates, or holiday cards, please be aware of design, approval and print times.

Have packaging that makes you SWOON

How do you feel when you receive a gift all wrapped up in gorgeous packaging? Companies like H-B Photo Packaging and Rice Studio Supply offer brand-specific packaging that’s gorgeous; however, many major vendors like MPix offer add-ons for boutique packaging for a minimal cost. Spring for it. Your clients will love you for it!

Offer a referral program that people will talk about

You can offer 8×10’s, and that’s great. BUT I work with high school seniors, and they frankly don’t care about prints (their parents do, but the seniors themselves really don’t). So, I started sending them little pieces of inexpensive jewelry to thank them, and they LOVE it!

They will often Tweet or Instagram their little present, which is further marketing my brand! Think about who your clients are and what makes them “tick,” and a great referral gift will start to become clearer.

Start a mailing list with newsletters and/or exclusive offers

MailerLite offers simple templates and sign-up sheets for you to use for your business. By keeping your business in your clients’ inboxes even after their session, and OCCASIONALLY offering them deals (I offer only ONLY special per year so that I don’t start getting clients who are only “sale-shopping”), you are more likely to have them book with you into the future.

Get feedback

This sounds scary, but this can help your business grow in ways you could never have imagined. By asking for honest feedback, you can learn your business strengths, as well as weaknesses. By fixing your weaknesses, you can turn them into strengths that will help your biz grow.

Many clients also love offering feedback, which will also help them feel important. Read this article on Tips and Examples for Getting Client Feedback.

Remember the details

Birthdays, anniversaries…..be sure to recognize those!  This is another reason why being friends on social media can be helpful, as a quick “Happy Birthday, Tommy!!!” can go a long way with your business relationship.

There may be a LOT of “tips” here, but they are all easy to implement. I promise. Keeping your clients on the front of your business minds will allow you to gain natural and authentic word-of-mouth referrals, as your clients will be genuinely excited about how YOU made them FEEL.

The best part about these tips: most of them are FREE! Sometimes the most effective ways of marketing aren’t those of money, but of time and authenticity.

The Importance of Exceptional Customer Service for a Photographer

The success of your photography business rests on the level of customer service you offer your clients and the interpersonal skills you possess. If they aren’t provided the best customer service, not much is going to stop them from going elsewhere to get their photographs done. They will also tell their friends and family about their experience as well.

However, if they are completely satisfied with the professional photography services they received with you, they are more likely to come back and even pay premium prices.

So, you need to come up with the right plan of action for your photography business:

• Never miss a deadline
• Exceed all expectations
• Communicate and be attentive to your client
• Welcome any and all customer feedback

When exceeding expectations, it is important to think about what you can offer your customers that they won’t find elsewhere. You should also be following up with people and thanking them even if they don’t buy anything from you or use your services.

You still want to show your appreciation, and in doing so, you are practicing great customer service, and you are lifting the client experience to a more positive place.

Finally, always remember that listening is one of the most important skills you can have as a professional photographer trying to provide good customer service. You want to focus on the client and pay attention to what they are requesting, so you can plan ahead and give them exactly, if not more than they are expecting.

The Flow of Good Customer Service

You should have some kind of flow set up to provide great customer service. For example, one year after their photo session, bring up some nostalgia. Doing so will keep you at the top of their mind for a future shoot.

About six months after their photo shoot, tell them where the photo session was shared whether it was on a blog, social media, or on a website. Tell them you are interested in another photo shoot and would love to speak to their family and friends that may be interested. This will remind them of those high-quality images you took during their last photography session and is the perfect opportunity for a referral.

About two days following their session, you should share one teaser photograph as your favorite on your social media account. Tell them that you are excited about their ordering appointment. This reminds them that you are a full-service photo studio and you are just as excited as they are about their appointment to go through the photos and order their favorites.

These are just a few of the things you can do to put your great customer service skills to work following a photo session. Once you get the right flow that works for your studio, you can then implement it with each client in the future to ensure a more positive and consistent experience for everyone.

Good customer service ensures that your client’s needs and expectations are met. You are effectively gaining loyalty, ensuring positive referrals, delivering on your promises, and providing more in the way of consistency for your clients.