How to Find Models to Work With

Making the step from working with friends and family, to photographing clients, through to working with models are big steps in a photographers career. They are also challenging steps unless you have a network of appropriate people to shoot with. This post – How to Find Models to Work With – details ways for you to source models for your shoot.

Facebook groups and specialist sites are great places to connect with other creatives

Facebook. If you are a Facebook user and live in a place with a reasonable population, there is likely to already be a Facebook group set up which will help you.

As I’m writing this post I’ve gone to the Facebook search field and entered “Sydney models” and it has proposed a series of relevant groups.

As I scan down them I can see one called ‘Sydney Models / Photographers / HMUA’ which currently has 3716 members. So what is this? It is a group of models, photographers, and hair and make up artists (HMUA) who participate together in the group.

They make requests for relevant services, share work, put forward their name for shoots, and use the Facebook group as a place to find other creatives to work with.

Specialist Sites. There are also specialist web sites which create communities of creatives. The two that I am most familiar with are Model Mayhem and StarNow. Go ahead and check them out. It is free to set up a profile on each of them, and like the Facebook groups, they are a place for creatives to come together.

How should a photographer use these communities? Start by setting up a profile and include details of what you are looking for from people visiting your profile. I am a stock photographer, so my profile includes details to let people know the projects I am working on, and the type of creatives I would like to contact me.

Secondly, there is the opportunity to share your work. Add images to your profile so visitors can assess the style and quality of your work.

Thirdly, each of these communities have the ability to post a ‘casting call’. That is, you put forward details of your shoot, and ask people who are interested to get in contact with you.

Include all relevant information in your casting call to help get qualified responses

What information should you include in a casting call? The short answer is – as much information as possible. Consider these points as a minimum:

when is the shoot? Include the date and time
where is the shoot? Be specific. A suburb is better than just the city name.
how long do you anticipate the shoot will go for?
is it indoor or outdoor? Studio or natural light?
is the shoot paid or TFP (time for print, or time for portfolio)?
what is the shoot concept?
what special requirements do you have? (for example, if you are looking for a model of specific cultural background and with long hair, be sure to specify that in the casting call)
who is doing hair and makeup? A HMUA? or do you want the model to do their own?

If you were not sure how to find models to work with, I hope this post has helped you.

If you already use these sites or others, what is your experience? Which sites generate the best response for you?

Thanks for reading – how to find models to shoot with. Happy shooting.

5 Productivity Killers to Avoid

A photographers workflow is key to business success. A well organised and efficient workflow sees them getting jobs completed and delivered to clients – allowing time to find more clients and shoot more jobs. As I work with photographers to improve their businesses, I see weaknesses in their workflows which hold them back from booking and shooting more jobs. It’s ironic – they are struggling with booking more jobs, because they are captive to an inefficient workflow. Check out the 5 productivity killers to avoid.

Using your time well is key to an efficient workflow

Productivity Killer 1. Believing That All Time Spent on Social Media is Productive. Social media is very, very important to most modern day photographers, but how you use it is key. When I hear from photographers that they have spent all day working on their marketing I ask what they have achieved. Too often, it has really been hours surfing on social media. Staying connected with friends and topics of interest is fun and important, but does not generate income for your business. Make sure your business social media time is effective, not glorified time wasting.

Productivity Killer 2. Sitting at A Computer with No Objective. It is really easy for today’s photographer to sit down at their laptop or tablet and get very little done. I see it with nearly every photographer I talk to about their business. It seems to come from the idea that ‘being busy is good’, and ‘I must work on my business’. I see people talking about working on their business when the reality is they have no objective and no outcome. So what’s the alternative? Before you sit down with that coffee and your laptop decide ‘in the next 2 hours I am going to finish editing last Wednesday’s family portrait shoot’. Sitting at a computer without an objective is likely to be a time waster and enthusiasm killer. Set an objective. Get it done. Complete. Deliver. Bill. Next please.

Set the task, set the time frame. Get it done.

Productivity Killer 3. Spending Too Long Editing Images. Editing images is a really easy way to fill the week, especially when you haven’t got any other jobs to shoot. Sound familiar? Running a successful business is about getting jobs shot, edited, packaged, delivered, and billed. It’s not about spending 70 hours a week working hard and not making a return. Do yourself and your business a favor – get into the habit of getting jobs completed promptly. Give yourself time to find more clients. Too long editing images is not the way to make a strong business.

Time really is money. Refine your workflow and spend more time finding clients

Productivity Killer 4. Allowing Distractions to Your Workflow. This productivity killer sits right along side numbers 1, 2 and 3.

Most of the photographers I work with are running owner / operator businesses from their home. Working from home has advantages, mainly the commute from the bedroom to the lounge room. And it has disadvantages – like household jobs and the kitchen being just a short walk away.

To minimize distractions – create a work space where you work, not one where you sit and then get side tracked. Make it separate from your living space. Know that when you go there, it’s to get your business moving.

Don’t allow distractions to slow your business. There’s thousands of potential clients waiting for you to get out and meet them!

Productivity Killer 5. Using Multiple Devices at Once. I’ve been amazed to find photographers allowing their workflow to be interrupted. And more amazed at how they do it. One of my photographer clients regularly sits down in his ‘editing time’ with his laptop open, his smart phone alongside, and his ipad next to him. He doesn’t want to miss a message or a phone call while he edits. Needless to say, he is not efficient at getting jobs completed, delivered, and billed. Then he suffers by not having enough clients. Focus is needed. Don’t let multiple devices distract you.

Thanks for reading 5 productivity killers to avoid. Let’s focus and get the job done.

Starting Your Best Photography Year Ever

Welcome to the new year! How exciting, you are starting your best photography year ever!

Over the Christmas and New Year period I’ve been catching up on my editing backlog and did one stock photography shoot. As I’ve worked through the editing and uploading of those images, I’ve had time to look back on my most recent shoots. They have been very enjoyable sessions – my three most recent shoots were a family portrait session and two stock photo shoots. They’ve provided the impetus for this post – tips for starting your best photography year ever.

My latest stock photo shoot tackled a new challenge. Shooting on location with city backgrounds.

Tip 1 – Tackle Something New! If you are going to have your best photography year ever you are going to need to get out of your comfort zone. If you typically focus on flowers and objects, is this the year to start photographing people? Or if you are a wildlife shooter, is the time to get to know studio photography and lighting? If you’ve toyed with getting into the business of photography, is this the year to make the leap?

I’ve done a lot of stock photo shoots since I became an iStock contributor in 2008. Most of these have been in studio settings, and so I’ve ended 2015 the way I want to start 2016 – tackling something new.

I’m responding to a brief from Getty Images and iStock to shoot stock images in real locations. My latest shoot was using iconic Melbourne locations as a background. It was different, it was fun, and will bring a new dimension to my stock photography in 2016. Tackle something new.

Shoot images of markets you understand

Tip 2 – Play to Your Strengths. While tackling something new will help you stretch, playing to your strengths will bring a strong foundation to your business.

After 20 plus years working in the corporate world, I have a strong understanding of the types of images which work well in that environment. I can imagine the use of the image before and during the shoot. I can almost see in advance the images being used on a website or in a corporate document.

I have a much better understanding of this market than I do for technical and industrial images. While I will tackle new things, I will also play to my strengths and shoot for markets I understand.

Tip 3 – Look After Repeat Clients. My most recent family portrait session was for a couple whose wedding I photographed in March 2012.

I’ve subsequently done family portraits for them when their son was born, and again when he was 6 months old. Last month I had the opportunity to do another family portrait session – this time with a baby daughter added to the family! Repeat sessions are a lot of fun, as you already know the client and have your previous sessions as a reference point. I feel very lucky to have great clients like them.

Look after your repeat clients as you are starting your best photography year ever.

Is this year to get help with the heavy lifting in your business?

Tip 4 – Get Help. If you are going to make a leap forward as you are starting your best photography year ever – look at where you can get help.

If you keep doing the same things, you’ll get the same results. If you are bogged down with editing – is it time to reorganize your workflow? Is it time to outsource your image editing? is it time to free up your time by having someone else setting appointments and responding to email for you? is it time to partner with others to let you focus on your strong points? is there a specific style of image you want to learn to create? is there a local photographer that can help you? Plan for great things as you are starting your best photography year ever. You don’t have to do everything yourself. Get help.

Thanks for reading Starting Your Best Photography Year Ever. The new year is a great time to re-assess, refresh, and set your business on the path to success. Have a great year.

Great Reads – Taking Stock

Are you ready to tackle the new year? Is this year going to be the one where you turn your photography hobby into a serious venture? Is stock photography going to play a role in your business? If you are looking for a great book about stock photography I highly recommend Taking Stock by Rob Sylvan. It is the subject of this review, Great Reads – Taking Stock.

There are not a lot of books available specifically on the subject of stock photography. Rob Sylvan’s book stands out among them.

I highly recommend Taking Stock by Rob Sylvan if you are serious about stock photography

What is it about? Taking Stock is a book of just over 200 pages filled with insight from Rob Sylvan. The book was published in 2011 and draws on Rob’s extensive experience working at iStockphoto from the early 2000’s. Rob’s reputation is well known to people who have been long term contributors to iStockphoto (like me!) where he used to be both a contributor and an admin.

The book’s subtitle is “make money in microstock creating photos that sell” and that is exactly what it is about. If you are looking to make money in stock photography, this is a must read.

What can you expect? Taking stock covers all topics to understand and succeed in stock photography from the history of stock photography, to what equipment you will need, to the different types of licences in stock photography. There are an extensive number of examples of successful images with commentary on why they are successful.

I particularly like the examples he provides from a range of stock photographers, not just his own. In each case he provides an example of a successful image with the photographers commentary. It is a powerful way to highlight successful images and draws on the authors wide network of stock photographers.

If you are new to stock photography, you will enjoy the sample images and details about the number of times they have been downloaded, and how much money this has generated in royalties to the photographer. It will show you how financially successful a single image can be.

The book is several years old now, so don’t expect it to cover today’s trends in visual imagery. But the principles and examples Sylvan provides are still relevant and it is well worth reading.

Outcomes? If you want one single resource to help you understand the stock photography world, Taking Stock is an excellent book. Most importantly it draws on the experience of people who have been working in the stock photography industry. Learning from your own experience is the best teacher, and learning from someone else’s experience isn’t far behind.

For me, I’ve considered why some people are successful in stock photography while others are not. Within this book, Sylvan sums it up nicely – he says that successful stock photographers are ‘highly motivated, self directed learners’. That sums it up. He doesn’t say they are brilliantly creative, or have photography qualifications, or use certain equipment. He says they are highly motivated, self directed learners.

If you study the work of some of the most successful stock photographers you can see the development in their portfolios. They keep learning, and their images keep improving. So don’t think you have to be a genius to succeed.

If you are highly motivated, keep learning, and apply what you learn – you will succeed in stock photography.

Rating and Recommendation? 10 out of 10. Highly recommended.

Kick off the new year by reading a book that will set you up for success in stock photography.

Thank you for reading Great Reads – Taking Stock.

Public Liability Insurance for Photographers Explained

When you are making the transition from photography as a hobby to photography as a business there are new things to consider. One of those new things is – what insurance does your business need? Insuring your equipment is straightforward to understand, but not all insurance is that simple. One area that prompts a lot of questions is public liability insurance. It’s not particularly intuitive if you are not familiar with it. Read on for more details on public liability insurance for photographers explained.

As outlined in this previous post – public liability insurance protects you and your business against the financial risk of being found liable for negligence. Negligence is causing reasonably foreseeable harm, including injury, death, negligent advice, nervous shock, property damage or pure economic loss. (this definition is from an Australian government website for business).

Public Liability insurance can reduce the risk of misfortune impacting your business

What does that mean for photographers? The major areas of risk for photographers is being found liable for negligence which leads to injury or property damage. As an example, I shoot weddings and at each wedding I carry a bag of equipment. At each location that bag gets put down on the ground. While I try to make sure it is out of the way, it is still possible that a guest (or anyone else) could trip over the bag and injure themselves. If you shoot family portraits in parks or other outdoors locations you have the same risk. If you are shooting functions or parties you might not have a large gear bag with you – but you could knock over a candle which then causes damage at the venue. If you shoot in the studio, there is a risk of clients tripping and falling in your studio.

How likely are these events? In the examples I’ve given above, the likelihood of this happening is low. I know many wedding photographers who have shot hundreds of weddings without having an incident. I know studio photographers who have worked with hundreds of clients without ever having an incident.

Why take public liability insurance? While the likelihood of something happening is low, if you don’t have insurance, the impact to your photography business can be very high. In fact, it is very likely that it could wipe out your business. Imagine the financial impact (let alone the stress) of being found liable due to negligence for injuries caused to a wedding guest who tripped over your gear bag. Or for fire damage caused at an event venue after you accidentally knocked over a candle. Or for injuries to a client who tripped over the electrical leads in your studio. Public liability insurance can protect your business from that risk.

Do I really need this? Every photographer will have their own answer to this question. For me, the answer is a resounding yes. I don’t want my photography business wiped out by a stroke of bad luck. It really is not a case of ‘should I or shouldn’t I?’ To me, it is common sense to have public liability insurance. Ironically, I hope to never have to make a claim. That would be the ideal outcome. But in the event that something does happen, it is great peace of mind to know I have appropriate insurance in place to protect my business.

What does it cost? The cost of public liability insurance varies according to a range of variables including which country you are in, the size and turnover of your business, the number of employees of your business, the type of work you do, and the amount of cover you want. For me, running a business shooting weddings, family portraits and stock – my public liability insurance is only a few hundred dollars per year. It is well worth the few hundred dollars for the peace of mind to know I am insured appropriately.

Thanks for taking the time to read Public Liability Insurance for Photographers Explained. I hope it has been useful for you. Keep in mind I’m a photographer – if you need detailed information relevant to your own business have a chat to an insurance broker or insurance company. Let’s hope we never need to make a claim – but can run our businesses knowing we have the right insurance in place. Happy shooting.

How Long Do Stock Photos Keep Selling For?

Two months ago I wrote a post for Beyond Here called Do Stock Photos Keep Selling? In that post I analyzed my most recent one hundred downloads on iStockphoto. I was surprised to find that nearly fifty percent of my current stock photography income was being generated by files which are four to five years old. At that time I received a lot of interest about the post and several emails from stock photographers, and so I have repeated and expanded the analysis. Read on for insight into ‘how long do stock photos keep selling for?’

I repeated the exercise I did two months ago, by looking into my most recent one hundred downloads on iStockphoto. In this analysis (see graph below) exactly fifty percent of my current downloads were from files uploaded four to five years ago. A further eighteen percent were uploaded three years ago. This is almost exactly what I found last time I did this analysis (read here for the previous post). I am surprised to see the outcome was the same because one hundred downloads is a small sample size and I didn’t expect to see the same result.

50% of my most recent 100 downloads are from files uploaded in 2010 and 2011

For regular readers of Beyond Here you will know that I have written extensively about the changes which have happened at iStockphoto over recent years. One major change has been the implementation of a subscription program for buyers. iStockphoto’s business model has changed to meet the need of these regular buyers. It has changed so much that my own download numbers are now dominated by subscription downloads.

So, what if we look at the one hundred most recent subscription downloads? Do we see the same pattern? You can see that analysis in the pie chart below. I expected to see a significant difference in the pattern between ‘normal’ iStock downloads and subscriptions but that is not the case. In this case, forty three of the last one hundred downloads were from files uploaded in 2010 and 2011. And a further twenty one from 2012. If I add those together, sixty four percent of my most recent subs downloads were from files uploaded three, four or five years ago. The only noticeable difference between ‘normal’ and subs downloads is the eighteen subs downloads of files uploaded in 2015.

There is a stronger ‘recency’ effect in subscription downloads

That suggests that some of the subscription buyers are looking for new, current imagery. I expect these are very high volume buyers who have a need for different and fresh images. These might be publishing houses, magazines, newspapers or ad agencies.

I found it surprising that, aside from the files uploaded in 2015, the pattern in subs and normal downloads was similar.

I have presented these in a bar graph below. It highlights that files uploaded three, four, and five years ago make up a high percentage of normal and subs downloads.

Download patterns are similar between normal and subs downloads, with the exception of more recent files

So, what do we learn from this? How long do stock photos keep selling for?

For me, three key messages are:

Stock photos can continue to produce income for several years.
It is worth shooting and uploading regularly to build an asset which will produce income in the future.
The subscription program appears to attract a slightly different group of buyers who are more inclined to buy new, fresh content.

Please keep in mind that this is just one photographers experience and it is based on analysis of only a small quantity of data.

If you are a stock photographer, I’d be interested in hearing about your own experience. Please comment on this post. And if you are new to stock photography, please don’t accept the popular view that it is hard to make money in stock photography. I hope this analysis will help you realize that well composed and executed concepts can continue to produce an income for several years.

Thanks for reading ‘how long do stock photos keep selling for?’ I wish you success with your stock photography. Shoot, upload, repeat! Shoot, upload, repeat!

Find the Right Clients

I follow several photographers on Facebook, and am interested in both the images they post and the stories they tell. Today, one of them posted about an event he had shot on the weekend. He shot the event, edited and delivered 40 images, and was paid $200. This was $50 per hour and he had spent 4 hours in total on the job. He was lamenting that the client had advised that they previously had received 160 edited images and only paid $100. Then followed posts from others talking about all the gear required by professional photographers and the cost of that gear, that you can’t survive on only $100 etc etc. And on they went. This was a great reminder that you need to find the right clients, not any clients.

A mis match between client and photographer expectations will lead to frustration. Find the right clients.

It is possible to buy a t-shirt from K Mart for $8 – and a t-shirt from a boutique salon for $80. Essentially the shirt does the same thing, but you won’t be able to convince the K Mart shopper to spend $80 on one shirt. Equally, you won’t be able to convince the salon shopper that the $8 t-shirt from K Mart is comparable to the $80 shirt. They are different products, at different price points, for different consumers. Those consumers value different things. And so it is with photography. It is so important that we find the right clients.

Let’s take an example that photographers are sensitive to. To some people a $100 point and shoot camera is a good investment. To others, a Canon 5DS R DSLR body for $4700 is a good deal. It is about different consumers, with different needs, and different price points. The $100 shopper can’t be convinced to spend nearly five thousand dollars, and the Canon 5DS R customer won’t shoot with a $100 point and shoot. Can you see how important it is to manage expectations and find the right clients?

A professional photographer and a holiday snapper have different needs

So, going back to the photographer who posted on Facebook today. From the dialogue after his original post it sounds like the client was not happy, and the photographer definitely was not happy. This was compounded by his friends and professional contacts reinforcing he was correct. I can only see bad things coming from this job. Generating an unhappy client is bad for business.

So what do we learn from this:

Different clients have different expectations of price, quality and quantity. The ‘problems’ which have come from this shoot could have been avoided by the photographer asking appropriate questions before the shoot. Take time in finding out if this is the right client for you.
The photographer didn’t have to shoot this job. If there is a mis-match between the client and the photographers expectations, you are better to walk away and let another photographer shoot this job. Negative feedback from clients will ultimately have a negative impact on your business. Just as positive feedback is worth its weight in gold, and generates referral business.
There will always be photographers who will shoot for very low prices. The same photographers may not be in business for very long, but there will be others to replace them.
As photographers shooting for a living, we need to show clients the value of using a professional. Have you practiced the conversation you will have with the client? Do you know what questions you will ask to determine what is most important to the client? Do you know what are you ‘walk away’ signals from a potential client?
And finally, I hope the photographers client doesn’t follow him on Facebook. Imagine the damage that could be done if the client read that post and entered the dialogue. Ugly.

Clients are not all the same. To find the right clients is a skill. Practice that skill. Look after your ‘right clients’. Treat them well. Give them even more value than they expect. They are a source of referral business. Don’t find any clients, find the right clients.

Launch in Your Popeye Moment

Last weekend I participated in a workshop where some of the content looked at the fictional cartoon character, Popeye. Popeye was a cartoon character who was very popular in the United States and around the world. He was originally created in 1929, and became an iconic cartoon figure in the 1930’s and beyond. I often get asked by photographers ‘what is the right time to launch my photography business?’. I have found that difficult to answer, but after last weekends workshop I am clearer on the answer – launch in your Popeye moment!

So what does that mean? One of the things Popeye was famous for was eating spinach and running to the rescue of his sweetheart, Olive Oil. He would exclaim ‘This is all I can stands, I can’t stands no more’! It was his point of exasperation. He could no longer just stand by, he had to act. Then he would eat a can of spinach and burst into action. This is what I call a “Popeye moment”.

In your Popeye moment, you are compelled to act. Welcome it.

How is this relevant to photographers and their businesses? I see a lot of photographers who have drifted into running a photo business. Friends ask them to shoot family portraits or a wedding, or they sell a few images on a micro stock site. Suddenly they like the idea of being a paid photographer and they dream of quitting their corporate job and become a full time photographer.

It’s not long before they find out that running a photography business is not easy, and they become discouraged or lose confidence in their photographic ability. They haven’t had a Popeye moment to focus them and compel them to act.

So what is a Popeye moment? It’s when enough is enough. Popeye says ‘I can’t stands no more’! It is a line in the sand. It is a tipping point. It’s a decision. A photographer who has a Popeye moment, can no longer stand shooting only on weekends, working a job they don’t like just to pay the bills, and not having an outlet for their creativity. They can’t stands it no more! They are compelled to act. This is the time to launch your business. Your Popeye moment propels you. It drives you. It means going back to how things were is not possible. You must move forward. It gives you the strength to overcome setbacks.

Cherish your Popeye moment. It is what makes you take this path. Remember this feeling. You are compelled to act. It will give you the strength to keep going when times are tough. It will drive you – success is the only option. I can’t stands it no more!

Your Popeye moment will set you apart. It will change you. It will set you on a path to success. It will redefine you. Launch in your Popeye moment!

The sun won’t always shine on your business but your Popeye moment will drive you forward

5 Tips for More Compelling Wildlife Images

Wildlife photography is a hugely popular field for both amateur and professional photographers. Here are 5 tips for more compelling wildlife images.

Look for pairs of animals to add a new dimension to your images.

Tip 1 – Look for Pairs of Animals. Solo portraits of animals can make compelling images, but pairs of animals add a new dimension. There is the relationship between the animals and the interaction between them. Look out for pairs of animals.

Baby animals are great subjects for wildlife photography

Tip 2 – Photograph baby animals. If you want people viewing your images to “ooohh and aaahh” then build a gallery of images of baby animals. There is something about the cute, vulnerability of baby animals – as well as the connection with the parent that is guaranteed to create compelling images. Koalas, like in this image, spend the first few weeks of their life in their mothers pouch. When they become too big, they are transported on their mothers’ back. This period is an ideal time to shoot images which include both mother and baby. Inevitably the baby will be looking small and cute, and mum will be alert in protecting her young one.

Animals in action. A flying fox carrying its baby.

Tip 3 – Look for animals in action. Animals in action, engaging in natural behavior are always more interesting than animals doing nothing. This is particularly why you get very different types of images when you photograph animals in the wild compared to animals in captive environments such as zoos.

In this image, the grey headed flying fox is flying through the air. If you look very closely you can see that it is carrying its baby at the same time. The baby is clinging to its mothers’ chest and will continue to do this until it is large enough and strong enough to fly alone. This image also emphasizes one of the key features of this animal – the spooky vein structure which is visible in the wings. When you are planning your wildlife shoot, consider what feature of the animal you are photographing you want to highlight.

A very low angle makes a compelling image of a common animal

Tip 4 – Shoot from unusual angles. Ducks are very common birds where I live in Melbourne, Australia. In creating compelling images of common animals, look for different angles to shoot from. In this case I lay down at the edge of the lake, to shoot an image from the duck’s eye level. For more about this shoot, please see this post.

The Goodfellows Tree Kangaroo is an endangered species from New Guinea

Tip 5 – Photograph unusual wildlife. Unusual wildlife make compelling images. This image is a Goodfellows Tree Kangaroo. They are native to New Guinea and are now an endangered species. Images like these are compelling, not only for the beautiful colors of the animal, but also because most people will never have seen this animal. Look for unusual wildlife for more compelling images.

Thanks for reading 5 tips for more compelling wildlife images. Good luck with your wildlife photography.

How to Reward Repeat Customers

I recently met with a photographer here in Melbourne, Australia who is in the early stages of his photography business. He has made a good start and is clear on his target market (head shots for actors). Interestingly he was considering offering discounts to clients who update their head shots regularly. That led me to consider the broader client issue of how to reward repeat customers?

Let’s start by considering what a customer goes through before a shoot.

Often for actors or business people, they are going to use their images as part of a pitch for a job or a role. The images are part of the impact their application will make, and it is important. A strong, well lit image can assist in making a first impression and helping to get a face to face meeting. Ultimately it helps in whether they get the part or job.

Now let’s think about the mental questions the client goes through before a shoot. The following things will be going through the clients mind either consciously or subconsciously – is this photographer any good? do they know about lighting and can make me look good? will this be value for money? will this be fun? will I get a range of images which I can use in different situations? will this be an ordeal which I regret? is my hair and make up ok? They are not very positive questions! Most of my clients know they need good quality images, but start the process with this range of concerns and doubts.

Put yourself in your clients shoes to determine what additional service you can provide

So what about after the shoot? The most common feedback I receive about the experience of the shoot is – that was fun, that was easier than I expected, and I felt relaxed in front of the camera. And of course, the client receives a range of high quality images to use.

So, should you offer a discount to repeat customers? Everyone will have their own opinion on this, so please take this as just one point of view. I don’t offer discounts to repeat customers because they already know and have experienced that:

they will receive high quality images
the shoot will be relaxed and fun
the shoot experience will not be difficult
I can adjust the length of the shoot to meet their needs on the day

So why would I offer a lower price to people who have that peace of mind? They already know the process of the shoot and don’t have the concerns of someone you haven’t worked with before. I want my business filled with repeat customers, but won’t be able to afford to do that if I am always offering them a cheaper price than new clients.

A short, stress-free shoot may be more important to your customer than the price

So how to reward repeat customers? As I’ve outlined, I don’t use price as a reward mechanism for repeat customers – I use service. As an existing customer of mine I look for all possible ways to offer a high level of service. Here are some examples:

short notice bookings. If an existing customer needs some shots done at short notice, I will move other shoots and appointments to meet the time frame they need.
prints. Often my clients need printed images. I will do all I can to help them with prints. Again I don’t discount these, but I save my clients the time and inconvenience of doing it themselves.
on location. If we have already done a studio shoot, I offer to do the next shoot on location. It might be at their work or home (usually their work place) so that their image can be taken in the context of their business.
file sizes. I ask what the images will be used for and make sure the images I deliver are ready to use. If an image is urgently needed for a LinkedIn profile, I will email the image in the correct dimensions at 72dpi ready to be uploaded to my clients profile. I aim to make life easy for my client and to deliver a level of service which is worth paying for
family portraits. I find that most people intend to do family portraits but never quite get around to it. For clients where I have shot business portraits, I offer to shoot family portraits for them too. I make it easy. They know and trust me, and know I’ll make the shoot fun and light-hearted

I hope this has given you a different perspective on how to reward repeat customers. Leave your prices and look really hard at what additional services you can provide. Thanks for reading how to reward repeat customers.