Portrait Startup

 

Portrait Startup

 

Lesson Info

Meet the Mentors: Heike Delmore

my next mean tourist high can hikers she's clamor and winning and she's in ontario canada I can't wait to go there live I mean teo I've been to canada once twice and it is really one of the most beautiful places on earth so I can't wait to see you haikus differently uh what I love about you in terms of your strength is you have your very similar to nikki in fact you two even when you walk together I think you look like sisters you know there's something similar about you that is really amazing I love your brand I love how much you love it I love that you shoot winning and I love that you shoot grandma the thing is is heika has um a partner that works around the world so she has to go to other places sometimes so she will have certain months of the year where she's not able to market her business in one spot so that's been a big hurdle for her which I think is a great learning code for everybody because at the end of the day we get a lot of military wives we get a lot of people that are...

moving a lot and they feel like they have to literally pick up and start all over again now I come from a place where I moved from new zealand to australia started my business in australia work that business for four years and then moved to america and as I moved from australia I had to launch myself in a new area when nobody you knew my name in the first place I went was where I told nikki was women's networking woman's business shows the first show I did within the first week I landed in melbourne and I booked twenty five shoots I booked twenty five shoots from one woman's show in melbourne it cost me three grand to be there now I remember it taking off slowly from there is many meet working places as I could find where I could find women I would go and join them become goto the dinners goto all of the networking meeting offer free shoots two evangelist to women with the audience is with voices go to businesses in slowly start connecting and selling myself that was my most significant growth and selling myself but the point I'm getting too with you is I am my brand like I am surprise dot com if I live in los angeles I shoot in los angeles if I live in sydney I shoot in sydney I don't see too much of a hurdle and starting new because I keep building my brand but you're any just building your brand so there's gotta be some big hurdles there can you talk about that um I think my biggest hurdle when I was first starting out wass um finding a studio space because we're always moving around on dh only coming back to that one location for four months out of the year so we ended up turning our garage into the studio on dh initially I was pretty nervous about that because I wasn't sure that you know charging the prices that I was going to be charging that my space would live up tio that value in that expectations so you know what really interesting listen I opened my first studio in my garret incorrecta in a small country town in new zealand and bookie cohen museum it's a farming town I had a high an average in my house than I had at the big studio in the city people liked the experience more in my country gadge than they did in the big city studio uh the perception wass in the big city studio that we were making lots of money so people would be like yeah I think you guys have enough money but when I was at home people were falling over me to give me money and maybe the corps was in may the core belief was I don't want to look too fancy because I don't want people to think I'm too awesome into big with myself so maybe that core belief that was blocking that was me so you built the studio in your garret what's been your biggest hero standing glamour because you were already shooting winning um really wrapping my mind around charging the prices I was for the portrait ce coming from weddings you put so much into shooting the wedding the whole day than editing all the photos you think or I thought in my mind okay well then it's worth this so I could charge you know hi numbers for for weddings and then I really love shooting the porch it's so and of course they don't take us much time so I had trouble wrapping my mind around charging justus much or ah high number four however fifty bucks says you had to grow into a winning average absolutely okay so you started off doing a free wedding then you did a four hundred dollar one than you did in eight hundred dollar one then you realized you weren't going to survive the winter um and then went up to twelve hundred dollars and then you got resentful when you went up to eight hundred dollars and your bookings dropped down I'm gonna confront this out to lunch this is a really interesting evolution of pricing because I challenge nicky you charge four thousand three hundred dollars for a wedding and you looking like that and you're struggling to test twelve hundred dollars for a portrait that's gonna last a lifetime there's also going to take you roughly five to six hours because you gonna print for it you've got to get a make up artist you've got to shoot it you've got to retouch it you've got to sell it that's six hours work and yeah I think that's how I got over it because where I moved into higher brackets I wrap my mind around okay well the console is this much time uh emailing is this much time getting the hair and makeup is this much time and I really broke it down and then I started seeing the value in it because I broke it down instead of just thinking oh it's something I love so how can I charge that much right ok so I'm going to really challenge there after lunch I'm going to challenge your perception on what your pricing your products question to that is that is coming in christine logan has it it would be great if the mentors shared a bit about what they are actually charging for their work yes okay so can I just go back to lori then I'll go laurie nicky and heika um laurie you're starting out alec art or package I'm going to start up package yeah and try to sell for that and watch your smallest package kind of I'm gonna pry model close to what nicki's doing okay okay started ala ka sorry you started package to twelve hundred dollars was you'll buy and package but you can up cell with alicante what do your other packages eighteen hundred twenty four hundred okay so nikki is currently selling her medium sized packages and average isn't that interesting however her last two sales with her highest package and if she can maintain that then she's jumped up to the third price now what does that tell you that nicky did the three packages and they buy the middle one all right um hiko where did you start a polecat or are you package I'm ala carte I have the one package I just did your exact pricing okay so what I'm going to confront after lunch is are you going to choose ala carte or package pricing if your package pricing you're gonna offer three packages plus ala carte for up selling if you are alec kat you either giving a free shoot or you're going to charge for the shoot and then you were going to sell the images one by one after said that's the difference between the two pricing models so I'll make sure to ask the rest of the mentors what there aren't where they started came I just go back to nikki what was your original portrait package lowers package free and then I went to two hundred dollars and then three hundred dollars and then I just moved up from there okay I went from four hundred to eight hundred so you really dragged it out I totally drag it out but when with my packages they they pay to forty nine to come in once they start during their photo reveal is when they decide how much they want to spend the twelve hundred eighteen hon twenty four yeah so you're selling ala carte with packages right it's a very interesting blamed because I do too so we need to really make that clear to people high can't you're telling allah cats who charging for the shoot I am and then I have the polio box is the ala carte and on the top package which is three thousand so that tells me that those two girls are selling ala carte but they're also selling packages so they're offering packages all I can't which is so interesting because that is a direct mixture of both all right just it how doing I'll keep asking about pricing because we're gonna talk about pricing after lunch yeah absolutely guesting replied thank you kind of this is so helpful but we're going to get even mohr into that so it's okay keep moving till show hike it's beautiful work you got a pretty fancy garage can I just say my guards and I actually had roller doors and I would have to roll about before my clients come because I didn't want them to see that they're rolling doors and then the wind would blow all the leaves in while I was waiting for them sorry would be sweeping the leaves out its fastest waiting for my clients to come in mind was ghetto convincing my first pictures actually in my basement so I bring them down to the basement to do the reveal but this is the garage where I do the photography wow so your home has really taken your business has taken over your home it has and my husband now has to park his car outside all the time and gets a car wash every day hey hey okay with it um he is now it took a little yeah I'm warming up to the idea hich is beautiful portrait so I think that you hiker and make a very unique in the same it's that they had already built a winning business before they became portrait photographer I find it interesting that both of them average the same and weddings and had built the evolution of their winning pricing but then suffered in their portrait pricing I can't wait to hit that in terms of pricing after lunch because I find it so intriguing I am going to say this over and over again these photographers sitting in front of me a proof that it's all in your own mind I am not talking about the economy I am not talking about what state you live in or will you live I am talking about they shifted something in them and they evolved the pricing I made you out there to know you can do that you can shift your idea around watch your worth and then tell people confidently and get paid I promise you this okay that's what these two days are about quick question is we talked about you traveling a lot do you shoot portrait's are you able to find clients as you were traveling around because again going back to there are a lot of people who move um and are struggling to find your clients um I have however I've spent most of the time uh working on my wedding photos editing those in doing the albums for uh the clients during that off time so it's actually been your biggest hurdle yeah and still is your current hood or is the fact that you're still struggling with the time you have away and coming back to exactly and I spent that time also on social media you know trying to keep up the buzz and everything for my glamour business for when I do return so can I give you some um some solutions or some options um this is a perfect time especially when you're you're right months away heaven to be in italy yeah it's a perfect time to go and find pre follow building shoots because ultimately your situation means that you're not going you know somewhere to do dishes faint mint you're actually in a location like italy or somewhere and your situation is that you actually have the ability to work and build your folly and now one of the biggest questions I get from anybody studying is I'm a father and can't leave my job because I support a family where I'm a woman who needs to feed your children or I have children and therefore I can't work so they're trying to build something at home in the evening in this beer time in my biggest advice to them is your children are only babies for a small amount of time stay at home and enjoy that because you don't get teo live that again not with a two year old in a three year old in a four year old but you've got time you've got time to build your passion on the side so hannah's that because that tells me that right now you might find it difficult to get paying clients but if you can get some free shoots and you can get the time to go and do them you are in some of the most beautiful locations in the world it tells me that the four months you are home you should be so fully booked within their four months that you make a year's income yeah so I want you to spend their other eight months building that like I want you to build high condemn or as a portrait photographer because what you're doing is learning more about shooting you're learning more about folio building you're creating social media you're still doing the work ok now you might not be getting paid but you're still doing the work and what else would you be doing it's not like it costs money to shoot it doesn't you know if you educate your client well they continue with their own hair and makeup done if you educate yourself I've done videos on my own website on how to do here and make up yourself when you follow your building and you can't pay from make about it so don't tell me you can't do it you know what I mean you can there's always a way I at my most broke traded with a makeup artist for who to do folio shoots to do my makeup and a lot of people have tried that so do it there is always a way okay so what I need you to focus on is this is my hood or this is my block all this is my situation what is my solution what is a creative solution to get around this because I feel like that's my favorite thing I feel like a see something and I just look at it as a puzzle I don't see blocks I just say how can I do this now I would love for you to market the next time you go to europe I would like you to market after this next cycle off beautiful folio builds thatyou do destination portrait that you could actually get somebody to fly to italy and do a five thousand dollar photo shoot with you in italy and if you go that's not a reality that's just your limit because how I'll come and do it with you like I can't think of anything I'd rather dear you're kidding me I mean that sounds incredible and if your next question is who would pay for that you're not going to do it because you really don't believe it but imagine if you earned that imagine if you put two feet down deep into the earth and you said my name is hiking down why spend half the year in italy I do destination photo shoots like this that is opportunity you know that is how you have gotten well you are now so the interesting part about all of you all of you have taken big strides to get where you are now all of you big strides to go and what I'm going to enjoy is watching that because what we're doing is talking to a big group of people that are in all different levels and right now those different levels can be right down to I don't even have a garage I've been there they didn't have a guarantee that so you know I remember it being that difficult but what you've got to do is come up with a creative solution there is always a way and if you pull your head out of negativity long enough a solution is right in front of you in fact the most interesting thing about empowering people is the answer is really in front of you you just didn't even see it you're already in europe the only thing stopping you from marketing that of the images so next time you're in europe I do a show and if you have a problem call me I'll meet you there like a you serious right now yeah that's right you know first world problems right here but what I want to see is you build a dynamic a beautiful brand that actually suits your lifestyle and then all of a sudden you won't be traveling to europe for your husband's income all right he'll be like all retire and I'll come and hold the pen

Class Description


When Sue Bryce taught her first CreativeLive class in 2012, she reinvented the category of glamour photography. That workshop inspired thousands of photographers to create a new kind of portrait photography business.

During this special event, you’ll hear from Sue again and meet nine photographers who changed the trajectory of their business and their lives thanks to inspiration they found in Sue’s CreativeLive classes.

In Portrait Startup, you’ll find out exactly what these photographers did to transform their fledgling photography operations into sophisticated, profitable businesses. You’ll learn about what it takes to build a profitable photography business and Sue will detail the Areas of Mastery required to run and sustain it. 

You’ll learn about:  

  • Cameras & Lighting
  • Studio or Location
  • Website & Portfolio
  • Marketing & Design
  • Social Media & Connection
  • Price & Product
  • Sales & Selling
  • Money Management
Sue will discuss the essential elements for building a successful glamour photography studio and you’ll get specific, tactical insights for doing it yourself.

Each of the guest photographers will share their own unique story of following Sue's business model and they’ll provide intimate details on what they've discovered and what worked (or didn't) for them. Sue will share the secrets behind her wildly effective Reveal Wall and share strategies that guarantee sales while keeping clients happy and eager to refer you to their friends.

If you want to build a photography business that celebrates the beauty inherent in all women, while running a business that provides for you and your family, join Sue Bryce and guests for Portrait Startup and learn how to build a business and life that you love.

Click here for the Complete Sue Bryce collection.