Professional Marketing and Selling Techniques for Wedding Photographers

by Unknown

• ISBN13: 9781584280538
• ISBN10: 1584280530
• Format: Trade Paper
• Copyright: 2001-04-01
• Publisher: Amherst Media, Inc.

Summary

Beyond taking great photographs, professional wedding photographers must master a workable strategy for selling their images. Entrepreneurs of all levels will learn how to create, refine, and restructure their studio business and to achieve their financial goals with professional sales techniques. Covered are valuable skills such as creating pricing strategies and dealing with clients on a one-to-one basis. Advertising techniques from print ads and direct mailing to the latest opportunities and strategies made possible by e-commerce and digital photography are discussed.

Author Biography

Jeff Hawkins has been a professional photographer for more than 20 years. Kathleen Hawkins is the vice president of the Wedding Professionals of Central Florida. They live in Altamonte Springs, Florida.

Table of Contents

Creating Your Goal	6	(4)
Creating Your Goal	6	(4)
Commit 100% to the Goal	7	(1)
State Your Goal in Writing	7	(1)
Create a Business Timeline	8	(1)
Do Not Be Afraid to Take Action	8	(1)
Tell Everyone You Know	8	(1)
Do Not Forget Your Plan	9	(1)
Target Your Market	10	(8)
Producing the Product	10	(4)
Defining Your Client	14	(1)
Beginning Your Promotions	15	(3)
High Volume, Low Budget	15	(1)
Low Volume, High Budget	15	(2)
Combination Volume, Combination Budget	17	(1)
Effective Advertising	18	(19)
Networking	18	(2)
Introduce Yourself to Other Wedding Vendors	18	(1)
Plan to Meet New Vendors	19	(1)
Join an Organization	19	(1)
Find a Mentor	20	(1)
Follow Up with the People You Meet	20	(1)
Keep a Positive Attitude	20	(1)
Successful On-Line Marketing	20	(6)
Purpose	22	(1)
Identity	23	(1)
Essence	24	(1)
Creation	25	(1)
Enlighten	26	(1)
Bridal Shows	26	(5)
Booth Selection	28	(1)
Design and Decor	28	(1)
Method of Marketing	29	(2)
Publication Advertising	31	(3)
Stock Photography	34	(3)
Interviewing with Integrity	37	(31)
Important Qualities	37	(6)
Appearance	37	(1)
Qualifications	38	(1)
Communication Skills	38	(4)
Dependability	42	(1)
Critical Thinking Skills	42	(1)
The Interviewing Process	43	(18)
The Tour	43	(3)
The Consultation	46	(1)
Consultation Questionnaire	47	(2)
The Interviewing Packet	49	(11)
The Close	60	(1)
Customer Service Savvy	61	(7)
Working Full Circle	68	(24)
Photographic Style	68	(14)
Ceremony/Church Etiquette	82	(3)
Private Time	85	(4)
Benefits of Private Time	85	(1)
Disadvantages of Private Time	86	(3)
Personal Bridal Assistant	89	(3)
Completing the Cycle	92	(29)
Album Design: Working with Customers	92	(7)
Creating the Preview Video	92	(1)
Preparing Local Clients	93	(2)
Preparing Out-of-Town Clients	95	(4)
Album Design: The Design Process	99	(2)
Color Harmony	99	(1)
Print Sizes	99	(1)
Grouping and Organizing Prints	99	(2)
Continuity	101	(1)
Trial Closes	101	(2)
Price	102	(1)
Focus on Frames	103	(5)
Designing the Perfect Love Portrait	104	(1)
Increasing Frame Sales	104	(1)
Selling Points	105	(1)
Signature Frames	106	(1)
Pricing	106	(1)
Frame Promotions	107	(1)
On-line Ordering	108	(1)
Publicity=Profits	109	(4)
Working the Circle Together	113	(8)
Employee Guidelines	119	(2)
Closing Thoughts	121	(2)
About the Authors	123	(1)
Index	124