Wedding Photography Weekend

Lesson 36 of 49

Attracting Clients Q&A


Wedding Photography Weekend

Lesson 36 of 49

Attracting Clients Q&A


Lesson Info

Attracting Clients Q&A

marla photo has a great question she's wondering is it better when starting out to try to build your own client base client based on your own before you have full experience and take anything you can get or started the second shooter to gain more experience than try to build that based on your own hmm great question I think such effort to try and I try to keep it short links second shooting is great for getting some experience and seeing how our wedding is photographed it never will replace actually shooting a wedding experience because it's a big difference I've done both um also I think that you want to be very careful in this day and age and I have a lot of friends who talk about this to back in the day people just went in shot weddings of friends and I know you want let's do the wedding together there wasn't this first shooter second shooter totem pole thing going on which I don't think it's everywhere but I think in some places other photographers that are sort of been shooting an...

d they weren't running their businesses they're like oh that guy's a second shooter he's not a first shooter I'm not gonna refer him a client because he's a second shooter and I've heard of a lot of people going and I just shut my thirtieth second shooting wedding and I have a hard time but they're not referring me climb not nobody's referring me I'm like well that's because they their perception of you which is everything is your second photographer and I'm a first photographer so it's cool to go out when you're first starting out shoot if you feel like you need to shoot five or six or seven second shooting big school there's great value in watching and learning the shop too and I felt comfortable enough to photograph our wedding we felt like our skills were good enough you know do a five hundred buck wedding for somebody who didn't care that much about their photos and we did and we delivered we delivered so just be very careful not to be low on the totem pole because remember perception's reality if you're around a photographer who's been running their business and it's solid and you walk in and okay I'm so on so here's my website their purse immediate perception is gonna be you know what you're doing but if you come in and go hey I've heard about you and I love the sec for you I'm just trying to get some gigs is that you know you're not probably getting paid a lot to do it anyway so you're not really doing it for the money to do it for the experience that quit doing it become a first shooter if that's what you want you want to be a second shooter appears yes expression okay next question we have so many amazing questions question from erica and paralysis and other folks as something similar is how do you turn down a client who isn't right for you talked about trying to find the right elias say they can they can afford it but you don't see that there's a fit wearing this sales process is how you spin it so whenever you kind of start realizing that you make it that's about you and not about them or make it more I think in this case you won't actually make it more about them about you'd be like you know what for your wedding day I want you to have a photographer that's gonna capture that vision of what you're looking for it sounds like you really want baba baba block I actually think so and so would be a better photographer for you to meet that need of yours and they'll respect you for that too like oh this person isn't trying to do whatever they can to get my business so I think by saying it that way that works relieved well and so actually giving them referring them to give them an option instead of like sorry you're not good enough for me tio I don't think you're gonna be on my list you know whatever you're making it great we want to find a cure for you um reach has a great question think it's easier to be selective on clients once you're so well known what about when you're first starting and don't have a wide array of clients yeah again you know your network is your network who you know and what they're willing to do for you is everything when you're first starting out is what june tonight did we first started out we put together a little website we have a cool business cards and we went how we gonna get a bride in the first couple of like you know cheap weddings that we did were just the people in our immediate circle this is before facebook was even cool you know so we had like somebody from ursula school class and then another friend and they were kind of talking about us and we booked a few and we had a add on craigslist you know back when that was not scary way booked like one or two little you know fifteen hundred buck weddings will and nothing to communicate when you're shooting those friend weddings in the beginning it's like ham getting my feet wet you know you're saying the expectations of I'm getting into this I'm trying this out I would love to shoot your wedding and so it's not so that at that point remember your network is your networks so who do you know if you don't know any brides it's hard to connect with bryant's today it's way easier because facebook and because of social media but it's more important figure out who the bride's knowing who already knows brides and how can I become their friend and get on their list so jody and I went toe every and any a network meeting of any kind of there was photographer's getting together we were there if there was a bridal consultant committee you know in town that they're which they have abc association of bridal consultant's zach and jodi were there and it was like one of the photographer hanging out because it was for bridal consultants and I was like this is where all the brides are coming to the bridal consultant so we went there and made friends and we started connecting over and over remember it's all about how can you make them feel important it's not about you hey chuck up my work my business I'm amazing going in and going hey we loved were new in the community we love to serve you we'd love to be a part of what you're doing what can we do for you so the first year we booked nineteen weddings in the next year we booked thirty three weddings and I'm not sure like what you know it's easier for you because you're more well known I don't know what that like what they're flying there but like and the photography undersea yeah we're well known but to the bridle and just you know like rides were not so we're still out there working to get our name out there to those brides so you know we didn't have like oh second tier everywhere in nashville and they just booked nineteen weddings there first year you know it's because you know they knew a lot of people know we're out there doing exactly what jack was talking and I think that's a great point to make that in the industry sometimes you can see someone like a jasmine star or zach and jodi or you know mike larson or jared bombing or these other great photographers and go well everybody knows that they are so theyjust book wedding hand over fist is just not true it's not true at all jodi and I to this day are working our butts off going through the process is ago we're still going out to meetings and meeting with local people national that don't watch created live and don't give a flip about the dpp I've never heard of it you know and they don't know that we have a lot of twitter followers don't care you know they're like still grass rooting in the community and we're still doing those things to book a wedding we still work really hard to book the wedding that we booked so it's not like it just always suddenly becomes a father when I last saw you have a great band or something doesn't it so I've had several questions going back teo the branding that we're talking about and this is from alley my husband and I worked together in business for weddings and portrait ce but also do montages and training they changed their name from allison and tim wilson photography to read memory box for various reasons trying to incorporate all those things about their business so do you have any suggestions on how to keep their parent brand but bringing back that personal touch on so it's also some other people were asking about the decision to use your name is your brand vs vs not another name that's an awesome question there's two elements to that there's a lot of elements one is did they change the name but are they still looking if they are who cares you know you know they work some broke don't fix it you know and then people are gonna book you because of your name they're gonna be booking because of you because they know you personally so even if you still have you know that memory box is your name then you can still make it incorporate personal moments and there put your faces on their make your about section really personal and then we're going to talk about specialization we're gonna go there absolutely I was going to say and I didn't hear all the different things that they do montages training portrait's and weddings yeah so my question what are they doing it see that's the question I keep asking are they wedding photographer so they portray tiger I don't know what montage is our training I'm not what kind of training they're talking about and you know jody and I met with a great adviser point when we're talking about doing more industry stuff because we have a big passion for the industry and really enabling photographers tto make their businesses succeed and we sat down with him at the time and this is a great story about specialization um jack jack trout jay levinson who wrote the book uh guerilla marketing he say says the best way to compete is to narrow your niche clients will go our services are clearly defined and executed what does that mean that means you have to be about something either an idea a specific industry or ah specific product or whatever it may be and it's way easier to focus to take over and to establish yourself as one of the best if you're doing something very very specific but if you're the weddings babies portrait ce uh sports and you know the list goes on and on photographer you're just a kind of a jack of all trades photographer nobody sees you as a dominating in an industry and something else to add to that is you only have so much time and you only have so much energy you're taking all of that and dividing up between four five six different markets which are totally different marketing for babies is way different than marketing for weddings and so one of the reasons that we succeeded so fast in our business is because we did weddings and we pursued that doesn't mean we didn't shoot a family photo on the side we're just not talking about family photos were not showing family photos were not marketing family photos so um I know that's not what they asked for and that's so that we're not telling them to do that but it's something we're all photographers to think about think about what you love the most and do that and pursue that instead of trying to spread its between everything right you know jasmine star baby photography anybody ever heard of that but she probably shots maybe maybe but everybody knows her as the wedding photographer she's glamorous and she's all about something specific you know and that's why she succeeds so so much more easily so it's you know if you read a book twenty immutable laws of marketing it talks about positioning and standing on your own hill and dominating an area in a client's mind and the easiest way to do that is to specialize to be about something specific so

Class Description

Being a successful wedding photographer isn’t just about taking gorgeous shots, it’s about creating an incredible experience for your clients. If a bride feels great about the services you provide—from your first meeting to your wedding day demeanor to the final delivery of the album—then she’ll be a happy customer for life and recommend you to her vast network of friends and family.

Zach and Jody Gray not only produce beautiful photos, they take great pains to ensure that every aspect of the wedding day is well planned and executed. In this weekend course that includes actual shoots of a bride and groom, Zach and Jody cover all the components of wedding photography, everything from marketing your business to finding the perfect lighting sources to posing your subjects to picking the best shots.

By describing their humble beginnings and explaining how their modest start-up grew into a thriving business with clients across the country, Zach and Jody will inspire you to pursue your own wedding photography dreams.

In this class, you’ll learn how to:

  • Establish a strong connection with your clients.

  • Identify the essential gear you’ll need for your shoots.

  • Use light rigs when natural light is unavailable.

  • Understand lighting ratios, strobe lighting, clamshell lighting and more.

  • Figure out which lenses to use for each part of the day.

  • Build up your network and attract more clients.

  • Market your business with your website, sales calls and word of mouth.

  • Review your images and find the best shots.