February 11, 2020
Today we’re diving into a little photography specific Q&A episode answering YOUR photography related questions. We got these questions from our Heart and Hustle community Facebook group.
In this episode, we’re talking about some frequent questions a lot of photographers have, especially the uncomfortable and sticky ones. We’re tackling questions like “What do you do when a bride gives you an entire Pinterest board shot list?” “How to deal with controlling parent’s in the wedding planning process and on a wedding day”? “What to say when friends and family ask you for a discount/or a free session?” and we are giving our thoughts on associate programs.
This is the result of a fundamental problem. So let’s talk about that first.
Make sure your communication from the very beginning is clear and set expectations before you ever book a client. The result of someone thinking that they can send you a shot list stems from the fact that they may not be fully trusting you. Set this up from the very beginning on your website, in your email communication, and in your social media presence. Answer questions before they ask and start communicating very clearly who you are and you who are not. Set the groundwork to remind them from day one that you are the pro and you will take the best care of them. This allows them to trust the entire process and experience with you.
Set the tone long in advance. Have long emails when they inquire, give a welcome guide, and detail everything you do, who you are, and what they can expect.
If you haven’t set expectations, provided guides, and given an incredible client experience from even before they’ve inquired, then you might get a Pinterest board because you haven’t given the couple a reason to trust you.
Send them an outfit guide/welcome guide that not only details expectations and FAQs, but also showcases your style, work, and vibe. It’s like their own little Pinterest board they can drool over!
As a side note, if you’ve done all the above and still get this question, don’t be terrified or livid over a client sending a Pinterest board. They’re not the worst thing in the world! Typically it’s an excited client who loves dreaming and planning and they don’t realize it crimps your creative style and can be frustrating as the expert. Understand where they are coming from!
Get excited with them and say something like, “Heck yes girl! It’s gonna be so much fun! Thanks for sending your vision for this! I typically work ___(fill in the blank)___. (For us this would be: “I typically work very spontaneous, wild, unscripted… go-with-the-flow. That’s where I find the most magic and authenticity happens. I’ll give ya prompts and directions that foster those natural reactions and moments without being too stiff. You know me… stiff is NOT my jam. 😉 So HECK YES I’m on board!!!! Let’s make this happen!!!”
This is a gentle way to get excited but also subtly remind them that you don’t operate by an x, y, z, style and your goal is to capture THEIR unique story and love!
This is another fundamental conversation. To start, a little tough love: why is the mom on the consult? Helicopter parent yikes!
Your consults should be with your couple. If for whatever reason, the parents absolutely have to be there, be sure to ask every single question directly to the bride or groom. Ask specific things that only they can answer such as, “Okay so Sarah, what was your first thought when you saw John?” or “John, how did you pop the question? Were you nervous or excited or what?” or “Sarah, what’s your vision for the timeline? Is it an evening ceremony?”
Direct as many questions as you can towards the bride. It’s not a problem if her mom pops in here or there but if she’s answering every single question, even as you direct them towards your client, be very cautious of working with them. If you do, set expectations! Your clients sign the contract, your clients have the planning consultations, your clients get your time and attention. This is true even if the parents are paying. The parents are not the clients, your couple is.
Make sure it’s in your contract that the couple signs, not anyone else!
I think this comes down to a personal decision: If you WANT to do it for free, then DO IT! If you don’t, DON’T! It’s TOTALLY up to you!
If you don’t want to do it for free and they ask about it, be upfront! You can say something like, “Heck yeah, I’d love to chat! I’ll send you my prices!” or “Dude, so down! My prices are on my website! You can inquire through my contact form too if you’re down!”
It might be awkward at first, but setting those boundaries is VITAL! (Especially if you feel there are friends/family who will try to take advantage of you repeatedly.)
Don’t be afraid of honest, tough conversations. Be upfront. “Gahh, I’d love to work with you… but my time is so stretched right now that I’m learning to say no to free shoots. I’d seriously love to work with you, so if you’re down for the full experience as a client, here’s my pricing guide with all the details!” Be honest and say that you are learning to say no.
If you DO offer a free or discounted shoot, treat them JUST like a full paying client. Send them an invoice and contract and list the discount on the invoice. Total price: $500. 100% discount. Total: $0.
Make sure to have them sign a contract!! Show them that you’re still a professional, even if you’re offering them a discount. Take them through your whole process and show them the expertise and professionalism that they’re getting. Seeing that MASSIVE discount will probably make it more real to them that you’re really offering them a percentage off.
Associates are one great way to scale your photography business. They allow you to work less and make more, expand your reach, and provide a team service to your clients.
There are 2 ways to do them. The first is to hire photographers to be YOUR sole associate. They’re locked in a contract and don’t have their own photography business. They work for you and don’t shoot for anyone else. With this method, we recommend including your team in your brand. Have photos, bios, and starting prices of each of them on your website, on your inquiry form have the person filling it out indicate who they’re inquiring with, and make it truly a team business with you as the leader/head shooter!
The second way to do this is to have them more behind the scenes. This is the way that Lindsey does it. This is when you have an associate that also has their own business. Many photographers will hire an associate to shoot a wedding for them, but they are not necessarily on their team. For example, Lindsey has an associate in Hawaii, Sunny, but doesn’t have her as a team member on her website. Sunny has her own business! Linsey has her own pricing guide for Sunny and has a secret page on her website for Sunny. Whenever Lindsey gets an inquiry for a date that she is already booked, she sends the potential client Sunny’s information.
If you are doing an associate and want to scale it, we would recommend using the first option! It is more visual and you are able to give you clients more options.
But, if someone doesn’t already have their photography business established, you will need to train them and make sure they would be a good fit for your brand.
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WASSUP FRIENDS. We’re Evie + Lindsey, co-founders of this wild partayyy called The Heart University. Our goal is to empower entrepreneurs to kick freaking BUTT in their businesses, dive down into the heart of their why and how, and serve you with all possible tools you’ll need to up-level your business game and CRUSH those goals of yours.
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