28 Days of Portrait Photography


28 Days of Portrait Photography


Lesson Info

Marketing Vs Pricing

mychelle came up to me at the break and said I don't have a business here michelle is a graphic designer that does photography and she is starting to get into photography so when she looked at the business rating she's like well how do I write myself anybody that said mash else level this is what she did so I said to here okay so you're going to start a business on the's principal tell me how strong you feel going into each category and write yourself on what I'm gonna find easy and what I'm no she said what do you mean and I said well look att brandon style brandon style your graphic designer that tells me that your brand and style are going to be pretty easy because you're a designer's you've already got that locked down you're going to go in there and at least three the second one is product in price zero because she's never created a product or dinner prices she's gonna learn that marketing is added to because she's been marketing himself was a graphic designer so she knows what sh...

e's going to have to do is a photographer shooting is at a three because she's been practising that that's why she's going towards it sails around zero because she's never sold a photography yet balance and family are at a high fever because she doesn't know the business you have citizen production is there to photo shop is that a six improbably high exhibit is a graphic designer she's already trained in photo shop and money management is that one she's going to live in their own persons girls here too so you can write yourself even before you start your business right victoria is this yours yeah I don't think you can get it brandon style is a three I actually don't agree with that I think you're being too hard on yourself I letyou brand any style I like what you've been putting out both width wise and there's a lot of trilling and release on your logo uh which is an excess of me but you have to have your own personal stamp on there so whenever I look at your work I'm like you don't need that your work is so beautiful but at the same time I'm like you know what everybody has their own style and teams of the brain and style so it can be higher than three because differently higher than three product and price is that one because I've changed because I was the shooting burner and now all of a sudden I'm trying to figure out what products so I feel like that's what the beginning all right then your marketing is it at a one I find this incredible because you're a dynamic woman you're attractive you would talk to people easily you run a community through your church and your marketing is it one so we have to talk about that you're shooting is not a one so this quite frankly is one of the most pathetic writing and the difference between you hear in most people is you didn't rate yourself based on what you actually need to work on you rated yourself like had that you're just being mean no I think it's truthful though because I'm not my bank account says otherwise you know so it would yeah but my shooting was still really good in my bank accounts in otherwise right sales were too so your sales are bigger than your shooting well I think to shooting I also meant how many clients I'm bringing it up because a lot of what I'm doing is is all free but I'm doing enough but to make it look like I'm busy so you wrote family balances and ate in you at zero but your mother so I think most women would write zira citizen product is nine my services at a nine I feel that I give two people my turnaround is terrible okay because of my lives may uh what's fetish up for it's good five is money management and business goals so when I look at your rating you know where you want to go now you've just got to come up to speed with all the others over here and can I say something to cause when I was when you were talking earlier when you were talking about what are you trying to get and you're talking to about families and stuff like that for me and I think I might speak for some for some people I'm personally not trying to have these lofty career goals I'm not trying to get recognized I'm you know I'm very very clear and what needs to happen because it has to happen and so I'm not doing this because it's a personal goal I'm doing this because I have to make x amount of money to support our family so I can go do that at working at a retail job that I would be working ten times the hours and die doing it because I would be so miserable so I'm trying to make what I know how to dio work which is very difficult okay so what you're telling me is I don't want to be like a creative life present I want to just be a working photographer in yet you're three lower scores our product price macking and shooting and that is what you sell how much you sell it for and who you speak to about it the three principles to making money so you're not working on the three things and there is what to sell okay so you rated yourself the three lowest points the money makers on your you will not make money from having a good brand you will not doesn't work you can a website consent most beautiful design in the world won't make you money unless you drive it but in this you have a product with a price attached to it you can't sell anything to may wait right you gave yourself away then you gave your shooting a one when I clearly see it's much higher than their so you either don't believe there or you're being modest or you're being mean either way those three things they're going to stop you from doing the two before what his marketing yourself and creating a product with a price attached to it if you come back to me in two weeks time and you have got a product seat in stone a price that you are happy with get over the shooting number because you can give that to stephen right now it's a perfectly good enough to make money you can start marketing yourself if you do there you could start making money and that was your bottom line so when you tell me that all you want to do is make money you're not doing the three things to make money that's right feel stuck because I don't know jack let's talk about things stuck why you stack because I'm so unskilled ous faras business sense and it has nothing to do with product in price let's lock it down right now how much we're gonna charge you right now I have not how much are we going to charge you right now you have a hundred dollars for a folio yet how many images in that folio six let's do eight okay let's work on nikki's prices okay let's do eight fifteen fifteen eight fifteen twenty twenty five okay three packages I want you to come back to me by the end of the day with a solid package a solid price and then we're going to create a product in process that you can start tackling because I just don't understand that when people say to make okay let's talk about I'm going to market my business to get constant bums on seats have you set up a referral system with your current brides we've given vouchers to their friends okay what about for them to do glamour shoots for their friends and a glamorous night for the bride to do a blemish we're working way basically bring them in and we give him just kind of waiting to be down the last three hundred one hundred ten twenty brides one hundred twelve twenty five eight hundred how many mothers is that one hundred twelve mother laws yeah well let's keep mother twenty two seventeen many sisters of the graves is that probably seventy three years you've just made a lot of woman I know you don't think we don't talk about that every day what do you know about a thanks yeah makes about but you know what a main it's like you know I've seen this time and time again you can wax lyrical you can cry wolf you can cry as much as you want to sit down talk about what you're doing because you're not doing something and you're purposefully not doing that one thing and the weirdest part is is why why howmany workshops have you seen of mine victoria you are gullible half of what e watching two in the morning trying to nurse like you got to think that your baby is gonna grow up and be like this entrepreneur woman and the youngest charlie was going to go how and it's like osmosis it was liquid transparent I love the fact that you were here in six of them okay can we talk a little bit about the branding part on dh casper says that brain ing is his or her business biggest challenge how do I bring my business message to my target audience so what's what's finding is not your challenge branding is just what you shoot and it really defines you if you look at nikki's website you get two very obvious distinction she's a winning important talk of that branded yes there is a type of bride that is attracted to another type of bride you see it all the time look at the big winning photographers they're brides all look the same they do their style of bride the twenty thousand dollar weddings they have the twenty thousand dollars bride your bride's on don't mean all the price that was saying I mean you're attracted demographic can you do they're all very similar people yes actually we shoot a ton of nurses and teachers like so many of our brights are nurses into a third of our prices take your friends exactly you because nurses and teachers a great networking because they work with lots of women and what do women do wait tell stories but you know what a brand is really not important to me look at my brand what do you say photograph the photograph to tell the story might fund is valentina it comes with your computer e I didn't buy it and you know it's it's just to me the brand and style is really just making a decision is too what you want to shoot let you want to shoot portrait but not willing then your brand is I'm a portrait photographer that to me is a brand I'm not really big on all the bells and whistles that goes with it I've never needed it so well that's one less thing for people to worry about of okay angela emcee how do you know if it's your pricing structure is that's off or if it's your marketing plan or approach that's actually wrong so just in a bigger picture how do you assess what's going wrong do you think if I put my prices up to fifteen thousand dollars tomorrow I'll get more or less shoots what do you think it's right at least people can spend fifteen thousand dollars but the people who can't afford fifteen thousand dollars we'll spend it because it's fifteen thousand dollars and that makes me an elite products right shifts your market somehow that you put yourself in that elite market you get a lot less but you get people that can speak so how do I know if my pricing is off generally if you're telling people how much you cast and then showing them your work um and there's a disconnect there there's a three way going on here what she thinks of my product what she thinks of my priceless what I think of my product in my value versus will she pay may there's a three thing going on there um but she's not gonna book if she looked at my work and thinks it's not good enough right so that's why that section on creative live on twenty eight days is important because you and I nodded out it you know that it's like saying some somebody's going to tell you not with that so you have to really price yourself at market value you know when you go to a restaurant to order the lobster and this no price beside it causes his market value what is that what's market value it's an average of what something selling for the time if you look around to all the photographers rule price very similar we're different stages like the lower portrait cells around eight hundred dollar mark the higher ones around eighteen hundred the elitist sort of three thousand upwards very few people get the ten thousand plus that they are in the market with a one two three percent sort of higher level price yourself accordingly okay carol has a question networking so not networking and referrals amongst your current clients networking with other business is what have you found that works and does not work what should we stay away from so nicki are you doing any of that right now I'm not have you in the past but you've joined in networking group oh yes I did join a women's networking group but humane business right business to business so I did go into a clothing store and dropped off some vouchers and talked with owner but nothing came of that ok if you were a owner of a business and I approached you and can you give away my it just wouldn't seem to value giving me either gotta give me something or pay me something oh I'm not going to get them away so if you walk up to a business and say can I have exist to a database what you going to give for it so if you go up to somebody and say I would like to photograph you here's a five hundred dollar voucher and then you can give me to your clients you got more chance of getting in but the best way is to join a network with multiple businesses and just make yourself available just from the joining the group to new clients and then they're allowing me to give a spiel about my business at the next luncheon and I'm gonna just give you a little special deal if you're a member of the web you get to have a special offer so I'm excited about that but even from from those two clients have gotten one new client so it's just it's a chain reaction and didn't cost you anything but you really need to go to business groups data network have you thought about that if you have a good studio space open up your studio one night a month for local businesses to come and drink champagne but you can buy I did a networking evening for a hundred people and I went aboard teen dollar bottles of sparkling wine wasn't even champagne I hired glasses I gave my friend one hundred fifty dollars and she made three mess of sushi and cheese boards look really fancy for a small amount of money and people came in they all ate to sushi rolls a little bit of cheese and crackers and two glasses of champagne on average we're twenty eight bottles left over you know it was cheap I ended up keeping them and just doing more of them um the other night for my birthday justin and garo she said what do you wanna do for your birthday and I think you know it's not really a big birthday I don't really care what we do and one day she got a manicurist of peter curious a messes and a blow dry hey audrey said to come to my house like all different girls in l a that's an easy thing to do in most other states I would think in one day that's not easy to do they were all cheap I was shocked at how affordable it wass and we had a spa day at my house me and three girls and we drank champagne and strawberries in had this great day and she said to me I'm going to do this isn't monthly networking for my business networking group and people can pay for their own spa treatments but it's like every single business owner in the world wants to network and they want something but what they don't want is for you to ask for something what they want us to get something so when I it's like may you can ask me as many free questions is you want I'm not goingto after them I have work to do I'm sorry and I'm sorry but when you offer me something I'm gonna let you into my studio is it smart business or technical questions about marketing and so you know like nikki you've talked about doing a couple of different things and you guys have more work to do with vouchers referrals how long do you give one marketing technique to show that it does or doesn't work before you move on to another one or do you try to do two at a time I'm just thinking like okay so you know on the marketing section twenty eight days where I wrote the tears and they're tiered layers off mark ling you get for about two systems are year you do three woman shows a year you do five speaking events a year you did twelve networking events are here and you run them and tiered layers so that your marketing is consistently going through the year across all of your layers and you monitor which tear is working for you like oh those shows bring us the most amount of income so that tear goes to the top and that's what you stay focused on this here is not getting out any income get rid of it but what you can't do it mark it mark it mark it shoot shoot shoot in and nothing myka myka market with no money ok so that marketing system that I wrote I once when I first started speaking you know when you start speaking you like I wonder if I've got something to say out uh because you don't realize what you know and we start telling people and they need one I put that marketing system up in australia in a national conference and I think three hundred photographers took your cell phone out and took a photo of it and I was like well that work there but I don't see anybody else doing it and I mean I do not have a math degree you can do this creep just follow it printed out and create your own one tier marketing twelve month plan that is your marketing plan next time I see nicky I'll put her on the block I'm going to say that nicky what was your marketing nikki let's have a look okay nikki's marketing was currently at a big six and she's gonna have tiered marketing and she's kind of stopped painting it when I first see that to nikki she said right I've got it I've got to make this work I think you already making it work she was already shooting average was already up to eighteen hundred she started to panic she's going out on iran even though she was out on her own I punched on the arm a couple of times you know because it's a good distraction for when people are being stupid and I was like purity doing it and she's like you and then I said come on let's sit down and do your marketing and I sat in super style that you need to do this you need to do this I look up here and she's like this gives me a full database body and I was like okay to match okay we'll come back to it in a couple weeks so I said let's just do one of this let's just do your woman show and we focus just on your woman show but now you haven't picked up anything else yeah yeah a site well aside from joining the network working group but other than that no I haven't so that's a perfectly good reaction tio when sue prices I want you to create sixty years of marketing and show me your twelve month plan how she felt and she was sitting in front of me that you were at home kind but the way you lay it out makes it so much more manageable it's not quite as overwhelming when you're like okay once a week I'm going to dio one of these one of these things and it's so much more manageable so I love how you did it twenty eighties I need again but thank you feel good when I feel showed it to you no why um well I mean I personally I have a hard time initially accepting something initially taking things out I'm someone who needs to sit with it and go through it and calm down and then work it out that's just how I operate you know that all right so now for something completely different you know I want to make sure we touch on a lot of different topics that are within twenty eight days ago and one we haven't talked about yet what you are known for is posing so people are talking about the challenges that they have with posing and one I saw earlier one about ballet hands and then one from theresa fae who says the other day my client didn't have a very good we're lot relaxed mouth neither do I I had the theresa said and I had a hard time asking for sexy and no smile faces so could you talk a little bit about how intensive the posing part of twenty eight days is and and what you cover I think if anybody's got any of my workshops you pretty much understanding eighty percent of what I teach I've never asked anybody to give me a sixty face give me sixty five nickie I think if you ask people to give you sixty face probably be like I don't know what a sixty faces I know whatever lex mouth is lips together election all of you more election mouth more pushed him for just a little bit it's good ice to me election mouth okay very good connection mouth I know I'm gonna keep saying it through the whole shoot it's really weird but reelection mel okay stay exactly as you are and I want you to give me a tiny little wee baby smoke just all through the eyes tiny little smoke in your mouth beautiful relax it again do it again tiny little smith this time just I just want the ends to come up give me that little twinkle good girl care election mouth keep your chin forward iced may beautiful big smile ni it's so easy because even the cameramen were doing because they were listening you were like I wasn't I e because when you listen to that you can't help but do it and the thing is is just keep telling them to do the same thing how often in a chute do I save election well election mouth eyes to me push it forward push your chin ford reelection mouth eyes too may push it forward drop that shoulder push your hair back soft hands good girl push him forward lecture mouth eyes to me eyes to me little smoke all the way go for it I don't stop saying that if you practice that you will nail it down um so when somebody doesn't have a relaxed mouth it means they holding the attention here and they think it looks good to you must just keep saying election election mouth lecture mouth election mouth and then go like this if they're not it's like this camera away victoria you need to relax your mouth look at may push your chin for reelection mouth eyes to make good gil here it is I need you to stay there because you're holding a lot of tension in your mouth and that is where your mouth is the most beautiful I just I'm really assertive but try to become communist state of commerce like season amy do you feel like you you have been able to develop that in your own voice based on what we've learned I'm fairly good at relaxing people's mouth um sometimes I do have them like trying just breathing through their mouths um she's way better than she thinks she is the common thread today with you teo what so what's your language like mickey shot with me a lot nicky goes with election mouth um what to language around it like you tell them to do that oh god if you what you've got five women the airport looking at you just tell them exactly what I just said but in your way look if you have photographing them I'm trying to think of what I even did think about it I think I probably do it right you can put your camera off of that helps hold your camera girl now look at me and I usually start off with a hand yeah chin forward and down I'm sorry but it's tin pan not the most ass kicking thing ever in the whole world on still after two years people still right you know going this when they see me orgel a birth and try movement which I think is hilarious but I just love them so we do that with things too yeah okay so trends forward and down now relax your mouth okay and then you see election mouth and had to get him to come up into the smile what do you with um if I wanted true smile I usually it's a saying I usually laugh and go ok huh and then they start really laughing at my face e o the k is different when she's shooting a client on her in there when she should incline in front of mae everybody is it's like when they for some reason when people shoot with may they have this really unusual body sweat and wait because it's like no because when you're holding the rome it's your space but when I'm watching you it's very different but I feel like you're would uh different to me and she's shot with me so I think you find your own way of saying it but it's still remembering I don't do that beautiful gorgeous beautiful gorgeous darling I just do good girl could gil positive information but when I do see the beauty like when lori said when you do touch here and you look at them with love it's not so much love when I'm styling a client and I can see that they're just shining and their makeup is come together and I know I'm getting the shot I'm so happy for them that when I sort of creamed them I kind of thinking to myself you look so beautiful right now and I'm capturing it and to me it's like the energy exchanges that me touching their here and just going not I'm nailing this but I'm nailing this for you and that's what I feel confident about like I am nailing with for you you are just giving me everything this's just kind of this's just working that's amazing that makes me so excited I said nicki nodding she she feels the same way yeah I'm nailing it for you I like how you just put that into words it's that's right I was thinking that you go out for you and it causes it's about them and then people feel that my fellow it's not a show er show actually not call you the pet name sweetie and darling you know but she will affirm when she knows that she has a beautiful image of you she will firm that and say this is just beautiful and she means it it's coming from her heart way now yeah yeah it's your working together to change too time that's something I've been thinking about the whole time is twenty eight days so much stuff that's in there we do for weddings not just for glamour yeah we do have lots of the same hand issues with weddings they're well the thunderbird you and chin chin is directing with your hands and the relaxation and smiles and yet the moments yeah and creating moments give a shout out tio valerie got in the chat rooms who says tell sue that my clients have told me over and over that they really love the way that I direct them I think that firmness and repetitive nous is what works and I learned that from you so good job cloud it's working I did a shoot in los angeles two weeks ago with a celebrity here make up artist too like just clients like mel gibson you can follow him on twitter bruce grace and absolutely amazing man and he were talking the other night and hears that you hypnotize people you just said I watched you do it and I said you know it's not hypnotizing it's controlling because all people want is for you to take charge so if I floundered they'll smell my fear but if I can hold this space hold the line hold the pose hold their body and they move it with my hands they're so locked on may that forgotten I've got a camera then when my camera does come up just keep the words going just keep talking because you're distracting them it's like hypnosis you know and when when I snap my fingers you're going to wake up in spain three and a half grand please I cannot be learned yes yes it can it can be learned because remember my face boss told me I was too young not dressed well enough on the educated with poor elocution and that I didn't even hit the life skills teo converse with clients and I was like twenty two and I might have been a bit rough around the edges you know but I was like well all in that I learned some good speaking tricks and then tip the tiles people and it's been in lots of money I don't know course you could live in there it's about being confident enough to try anything I guess the difference between me and most people is I've had to shoot in front of thousands of people live on creative life knowing that whatever it comes up on that tether you're going to say and I'm just like I've been doing this for so many years if I make a mistake you'll see me make my mistake and then you'll realize that it's a mistake you make like I wasn't certainly thinking but tow watch people shoot in front of me it's horrifying for them because I've had photographers lose your ability to speak shooting with may like this gone muzzle we'll keep I stabbed him in the back you keep talking keep talking and there like this one woman turned to me all sweaty and smelly and was like you can't break it just like that you can't speak it's just like what I see you know your fear or change everything about your fear of money will change everything about your guilt on earning money will change everything about you the way you shoot the way you handle people you're a suit of this your self confidence will change everything about you will change everything about your business the more I've grown in this I've had to learn that it's okay to ask people multiple times to do the same thing if you didn't get the shot what I used to do is I would be nervous and oh they're going to think I don't know what I'm doing because I have to keep asking them and I can't figure it out and I would just take the shot me like looks good and then move on when really I didn't get the shot and you know you didn't get it right and now I've learned it's okay and if I need to stop and collect my thoughts that's ok they can relax and take a break if I need to tell them ten times chin forward and down that's okay sixty times yeah and I always say to nikki look at your posing manual pick out twelve images before you before you shoot walks in the door while she's in here in makeup have the images drawn out on the floor but no you clients not watching you follow a diagram your client is what you design her shoot think about it she's not watching opposing manual you're designing her photo shoot what images do you love oh my god I love that image we could do that with the black dress let's draw that out draw a shoot list then you will nail it every single time and if you don't get it keep going until you get it but stop looking at the back of the camera

Class Description

Sue Bryce's 28 Days is the all-in-one portrait photography class that teaches you posing, shooting, marketing, selling, and everything else you need to know to run a successful contemporary portrait photography business. 

This series begins with two sessions of intense instruction on business, pricing, and overcoming your fears. Following the kickoff, Sue delivers short sessions exploring 28 different topics essential to any successful portrait photography studio. Sue covers flow posing, connecting with clients, posing and shooting groups, marketing to your key demographic, sales, and more.

In this comprehensive series you'll learn Sue's inspiring approach to styling, posing, marketing, selling and so much more!


1Teaching 2 Photographers in 28 Days
2First 2 Years: The Truth
3Rate Your Business
4Year One in Business
128 Challenges
3Price & Value
4Checklist, Challenges, and Next Steps
1Day 1: The Natural Light Studio
1Day 2: Mapping Your Set and Outfits
1Day 3: One Composition - Five Poses
1Day 4: Flow Posing
1Day 5: Posing Couples
1Day 6: Capturing Beautiful Connection & Expression
1Day 7: The Rules - Chin, Shoulders, Hands
1First Weekly Q&A Session
2Day 8: Rules - Hourglass, Body Language, Asymmetry, Connection
1Day 9: Styling & Wardrobe
1Day 10: Shooting Curves
1Day 11: Posing & Shooting - Groups of 2, 3, and 4
1Day 12: Posing & Shooting Families
1Day 13: Products & Price List
1Day 14: Marketing & Shooting the Before & After
1Day 15: Phone Coaching & Scripting
1Second Weekly Q&A Session
2Day 16: Posing Young Teens
1Day 17: Marketing & Shooting - Family First Demographic
1Day 18: The Corporate Headshot
1Day 19: Glamour Shoot on Location & Shooting with Flare
2Photoshop Video: Glamour Shoot on Location & Shooting with Flare
1Day 20: Photoshop - Warping & the Two Minute Rule
1Day 21: Posing Mothers & Daughters
1Third Weekly Q&A Session
2Day 22: Marketing & Shooting - 50 & Fabulous Demographic
1Day 23: Shooting into the Backlight
2Bonus: Shooting into the Backlight
1Day 24: Marketing & Shooting - Girl Power Demographic (18-30s)
2Photoshop Video: Girl Power Demographic (18-30s)
1Day 25: The Beauty Shot
2Bonus: Vintage Backdrop
1Day 26: Marketing & Shooting - Independent Women Demographic
1Day 27: Sales & Production
1Day 28: Posing Men
1Bonus: Pricing
3Photography, Style, Brand, and Price Part 1
4Photography, Style, Brand, and Price Part 2
5Marketing Part 1
6Marketing Part 2
7Money: What's Blocking You?
8Bonus: The Folio Shoot
1Photo Critiques Images 1 through 10
2Photo Critiques Images 11 through 27
3Photo Critiques Images 28 through 45
4Photo Critiques Images 47 through 67
5Photo Critiques Images 68 through 84
6Photo Critiques Images 85 through 105
7Photo Critiques Images 106 through 130
8Photo Critiques Images 131 through 141
9Photo Critiques Images 142 through 167
10Photo Critiques Images 168 through 197
11Photo Critiques Images 198 through 216
1Identify Your Challenges
2Identify Your Strengths
3Getting Started Q&A
4Rate Your Business
5Marketing Vs Pricing
6Facing Fear
7The 28 Day Study Group
8Selling Points
9Interview with Susan Stripling
10Emotional Honesty
1Sue's Evolution
228 Days Review
3Student Pitches
428 Days Testimonial: Mapuana Reed
5How to Pitch: Starting a Conversation
6Your Block: Seeing is What You're Being
7Your Block: Valuing and Receiving
8Building Confidence: Your Own Stories
9Building Confidence: Your Self Worth
10Pitching An Experience
11Pitching An Experience: Your Intentions
12Pitching An Experience: Social Media
13Final Thoughts