Its The Final Countdown! (to our wedding)

Some of you may have been wondering why its been so quiet this month. Well, I don't want to give you some lame excuses, but there have been some other things on my plate this month, the biggest one being my soon to be up and coming wedding on June 27th 2009 to my best friend Andrea. I'll refer you to my earlier post about us if you want to read up a little.

So, I've been working on wedding stuff with her. I designed my own wedding invitations, RSVP's (see above) and programs, planned and booked our honeymoon roadtrip and helped her in any way I could (without getting in the way). So, we're in the last stages of doing that stuff and trying to finish up the little things that are left.
Things we still need to do:

• new springy looking engagement pics (this Sunday)
• final catering order
• get fitted for tux
• get a haircut
• get marriage license

I'm sure there's more stuff that she has to do but she seems to have it handled. I'm just gonna sit back now and... (yea right!)
I've gotta say, Andrea has done a great job organizing and putting together this wedding. We sent out over 150 invites and have gotten almost 90 RSVPs back. Right now we are looking at a little over 100 peeps coming to our little shindig and we are still waiting on about 50 RSVPs.

Its just been exhausting emotionally, worrying about all these little things we need to do. We both can't wait until June 28th and we head out on our roadtrip to have some fun. Oh, yea, and I know your curious about our honeymoon plans so here's where we are going:

1. Tutwieler Hotel (Birmingham, AL): historic hotel in Birmingham, on wedding night (I don't know whats going to be happening then... probably watch some TV and order room service ;-)
2. Outer Banks / Nags Head (North Carolina): Checking out the Wright Brothers memorial and the best beaches on the East Coast.
3. Washington DC: staying in Arlington, VA actually, which is right across the river, I want to see the National Archives and Library of Congress, she wants to see the boring monuments (JK!)
4. Philadelphia, PA: staying in another historic hotel in Center City (about 5 blocks from Independence Hall), checking out the Franklin Institute, Liberty Bell, Independence Hall, eating some Geno's cheese steaks, fancy dinners and doing our own M. Night Shyamalan film location tour (a film geek idea I came up with that she reluctantly agreed to). Then we're gonna go see a Phillies game. The grand finale will be our last day (July 4th), so we'll be downtown for the festivals, parades and fireworks over the museum and then head out at about 8 or 9pm and drive till we're tired back to Bama.

So, you can see, I've been working like a maniac trying to save up some money for this trip. So, please forgive if you don't hear from The Horse for a few more weeks. Thanks for reading guys and I'll be back real soon with more fun geek info for ya!

My friend Natalie provided me with the title to my blog today (and got that dang song stuck in my head! Thanks Natalie!)

Wedding registries and recent happenings

Photo by legos+dream on Flickr
Well, you know its getting serious when you spend almost 4 hours at Bed Bath and Beyond and actually have fun. Yes, Andrea and I were registering today for our wedding gifts that we will hopefully receive from our generous guests this coming June.

For those of you who haven't heard... yes, I'm getting married on June 27 to my best friend. I talked a little bit more about her in my previous post "Ahh... Engagement, Wedding Planning and Getting Serious". Anyways we had a blast today registering and I think we picked out some cool stuff.

For those of you who haven't quite gotten to this step yet, never fear, The Horse is here to help ya out with some advice for how and when to register.

• Most wedding planners and websites say to register a good 4-6 months in advance. This gives you a chance to change and move things around or delete items that were "impulse registers".
• Stick with one store for the majority of your registry and a maximum of three stores or you run the risk of spreading yourself thin.
• Your main store should have a wide variety of home goods. Some great stores to register at are places like: Bed Bath and Beyond, Pottery Barn, Macy's, Target, and Wal-Mart.
• Many couples are also choosing to register at internet storefronts. Sites like Amazon, Etsy, and Ebay have either actual online registries or shared wish lists.
• Try an online registry compiler like MyRegistry.com.
• Be sure to check your store's return policy. Many, like BBB, have a very liberal return policy. They will even give a cash rebate for anything that you decide you don't want after the wedding! (very nice!)
  

The store employee will usually tell you to register for more than you need and try to push the more expensive china on you. These days many couples on a budget are not registering for expensive china that they will probably never use, and in its place, registering for more useful items like small electronics, or high end pot and pan sets from brands like All-Clad or Calphalon (we chose the latter).

But, after all is said and done, don't get caught up in the technicalities of it all. This is the time for you guys to have a fun day with each other getting to know each other's tastes and likes. Make it an afternoon when you don't have anything else planned... oh, EAT BEFORE YOU START!

My new Wedding Photography Blog

In the past few months I've posted a few articles about my wedding photography business (JSP) and the reaction has been pretty positive. So, I decided to create a blog devoted to the starting and day to day running of a freelance wedding photography business including:

• What gear is worth the money
• sales techniques
• what to sell to your clients (what goes over well)
• shot ideas and examples
• how to shoot engagement pictures
• what I learned the hard way (so you don't have to...)
  

The blog is called The Wedding PhotogBlog.

Basically, you get to follow me around as I start up my business, and we can all figure out how to do it together. I've got about a year head start, but that doesn't mean I know it all and I'm not learning anymore. I learn new things every time I get a wedding gig and each shoot I do.

So, if you are interested in wedding photography, or you're a beginner, want to start your business or have been around the block a few times, please come check it out and leave me a comment! In the mean time I'll be posting all wedding photography related articles over there from now on. I'll still be posting pics and talking about regular photography and gear and geek stuff here on The Horse as well as your normally scheduled program, but I just thought I would let you guys know about my new project from... The Horse's mouth.
.

Making The Sale With Your Wedding Photography Clients

photo by blog.jmc.bz from Flickr

I guess the most critical time for a wedding photographer comes, not when you get an appointment, but at that final decision making time, when your client has to decide either to go with you or "keep looking" and how to encourage your wedding photography clients to close (with YOU) on the booking/sale.

So what are some good ways to "make the sale"? I'm going to share a few that I have learned but I'm really looking for you guys to help me with some good ideas so please leave me a comment or advice on how you would do it.

So, when you've shown your client all of your portfolios and have given your sales pitch, its down to your potential client making their final decision. I've been reading just some general sales articles and ideas that could apply to wedding photography, so try some of these:

1. "Does this sound fair to you?" / use final closing phrases. Read this great article from the Missouri Small Business Development Centers for some great tips on closing a sale.

2. Ask them which package they would be interested in. Giving them choices helps put them in the mindset of having already made the right choice of YOU!
   

3. Offer to beat the price of any competition... even if its by $50 or $100. (I've gotten 2 wedding bookings this way!)

4. Offer to add freebie's if the negotiation is going sour... (free or discounted engagement shoot, free 8x10, etc...)
5. "Do you think that this (option) would be something that you would be interested in?"
6. Know you client's potential "wants" as well as their needs. (ie. Brides want to look like models in a magazine, needs would be: Traditional group photos for grandma's picture window.)
7. Don't be too anxious or nervous. People can smell desperation. Be yourself. Be honest. Let them know upfront what they are getting. Write out and practice some key selling points that you will talk about ahead of time if you are the nervous type.
8. Finally, be prepared for the close. "Let's get this paperwork out of the way, so I won't waste any more of your time..." (actually have all the paperwork printed out so that its easy for the client to fill out and it answers all your questions about the "when" and "where")

In closing: Be organized, be yourself, know how to provide a solution to your client for their needs AND wants, then know and practice closing.

Please leave me a comment if you have any other good suggestions for closing a sale and I'll add them on here!

Essentials For Booking Weddings For Photographers

The other day, I got a surprise phone call for a wedding photography shoot in January. She was referred by a bride's mother from a wedding that I shot last year. Since I wasn't expecting any new business until Spring, I found myself a little rusty and unprepared on the business and sales side.

So I thought I would post a few tips for all you wedding photographers, to make sure you guys attract and KEEP your business rolling throughout the year, not just Spring and Summer.

Before meeting your potential client, be sure to have an answer for these questions (because I've been asked them hundreds of times):

How much do you charge?
This one may be tricky to determine, but it usually depends on your experience, the quality of your portfolio and if you came highly recommended. My advice start free... yes free, for your first wedding.

1. Charge only for the price to develop or print out your photos and the price of the proof book. Put the best of the best from that shoot into your portfolio.
2. Then, the next wedding start low-balling. I'm talking about ridiculous prices ($100 -$200). And explain to your client that you are "just starting out" and to give you a chance and you'll give them their money's worth and much more. Then give the client a full workup package (unlimited hours, six 8x10s, two 11x14s, etc...). Basically you won't make any money off of this shoot either... BUT now you have a GREAT looking portfolio and your client will be proclaiming your generosity to the world!
3. Make sure you have pimped your name out to your first clients with extra business cards and freebies, asking them that, in exchange for your low price, would they mind giving a testimonial that you could quote and use in your marketing and to please pass my name around to anyone they know that has a wedding coming up.
4. After 2 or 3 weddings like that, you'll have an AWESOME portfolio that will sell itself and you can slowly start charging "regular price" and putting together packages to maximize sales.

Why are you so expensive?
There should be several reasons that you can explain to your client the big WHY in wedding photography:

• Intangible Artistry. Photography is a skill and an art. A professional doesn’t simply memorize what all the camera buttons do; you are able to capture the beauty and emotion of your client's day in a unique way. Good photos are more than just technically correct, they are the culmination of the skills you have learned and your creative "eye".

• Like professionals in any other field, wedding photographers have worked out their pricing system for a reason, and it's not just to part your client from their money! Professional photographs are a wonderful way to capture memories. They are not essential, but they are priceless. A good photographer will provide the client with photos that are worthy of becoming part of their family's history.

• Equipment. High quality camera bodies can cost $5,000. Lenses can cost $1,000 each. And at 2,000 to 3,000 frames per wedding, even a good camera will need to be replaced every couple of years not to mention flashes, light meters, tripods, camera bags, etc...

• Hidden Work. Every meeting with potential clients is an investment of his time, whether you get the job or not. You will spend time with them before the wedding to go over your plan for the day, the shot list, and the design of any albums you may wish to purchase.

• Once the wedding is shot, you will spend hours editing, retouching, and color-correcting hundreds of images and then creating an album and/or online gallery of the final wedding photos.

What do I (the client) get if I go with you?
This is up to you and how much you are charging. But make sure your client knows the answer to this up front.

How long will/can you work?
Make sure there is an hour limit or hourly rate in your contract (charging for overtime after a certain amount of time), or you'll be at the reception till the cow's come home... literally.

Do I get the (digital) negatives to make copies for myself?
According to federal law, images produced by a professional photographer are copyrighted the moment they are created. Federal law prohibits copying or reproducing copyrighted material without permission from the owner of the copyright, i.e., the photographer. If a client copies or scans your photos, the photographer should be paid just as if they were buying reprints. If you or your videographer transfer the proofs to videotape, the photographer should be paid just as if you were buying reprints.

BUT, photographers are free to negotiate and sell their negative rights away to the client for free or for a fee. I suggest negotiating a minimum fee for the rights that would be the same price as a client would spend purchasing reproductions or enlargements from you. That way you both come out ahead and the photographer doesn't lose enlargement sales.

What kind of packages do you have?
Be creative with this, but there are some standards. Have "Small, Medium and Premium" type packages and make the Premium package be a better deal for the client (give a slight discount for the individual items). Then they are more likely to buy the Premium.

Next time:
How to encourage your clients to close on the wedding booking/sale...