Senior photographer, getting to know your senior photography clients is vital to creating senior pictures they will love. The senior consult and the senior questionnaires will help you understand your clients better.Read More
Teenagers are tough, right? Today’s teens are busier than ever and easily distracted! It’s just how they are wired now and it’s the world they live in. So we have to meet them where they are!
Running a successful senior model team can be a challenge. Keeping your senior girls engaged is probably harder than getting them to show up to events on time! And once they have their images it can be like a ghost town. Been there!!
So how do we keep our senior model team engaged?
Simple. We create community. We give them the opportunity. And we stay consistent.
As a mom of 3 boys who are constantly on the go I don’t have the time for multiple group shoots and monthly events with our senior model team. Maybe I will during another season of life, but for now I’ve found ways to keep our girls talkative and “in it” long after their model shoot.
The most important thing is to give them a place to “hang out”. We use an app called Group Me for our girls. It’s an easy texting app that allows you to not only chat but create events and polls. Plus it has fun features like gifs and video too. The girls love it and it’s an easy place to keep info in one place.
Here are 5 simple ways to create community in your Senior Model Team Program using GroupMe:
Question of the Week - Ok, these can be silly or just opinion based or maybe even about a specific topic. Some of our most popular ones revolve around food! I mean, we all gotta eat! Ask them what their favorite ice cream flavor is, their favorite song right now, night owl or morning person. You get the idea. Just give them something to talk about!
Polls - These are great for anonymous voting for things that you want their opinion on but they don’t necessarily want their name attached to it or for something quick, like does Wednesday or Thursday work best.
Inspirational Quotes - Now, they may not comment much, but that doesn’t mean they aren’t paying attention. Sometimes these can spark a conversation. Sometimes you’ll just get likes, and that’s ok! Just remain consistently in front of them.
Celebrate Them - We make a big deal out of birthdays in our studio. They are all added to our Google Calendar to repeat annually. Session days are easy too. Let them know when one of the other girls’ session is coming up and to watch behind the scenes on your Instagram. Give them a shout out if you see something their mom posted to Facebook about them like getting accepted into a college or any other big accomplishment. Celebrating in your group app together is fun as the sweet comments and funny gifs start to roll in. It’s a great way to make someone feel special.
Ask them what they have going on - This is such a simple and easy thing. Be interested in their lives. Maybe they have finals, they’re prom dress shopping or they have a big game. Cheer them on and the other girls will rally around too!
BONUS IDEA: Model Takeover!
Let your girls take the lead for the week. This gives you a break and gives them some leadership skills. Plus it lets you get into the mind of a teenage girl. It’s been a long time for some of us! Haha!
What’s some of your favorite ways to keep your model team engaged? We’d love to chat with you about it!
There was a time in my life where I needed the simplest sales model ever for our studio. I chose all inclusive sessions and online sales, basically shoot and burn. It worked fine for a while, but I knew I was giving up income. When life settled back down I went straight back to In Person Sales (IPS) because I had seen the value and increased income from it before. Best decision ever!
As a photographer who has gone both routes, I can definitely say that there are HUGE benefits to In Person Sales, and I will never go back to online galleries.
Let’s look at the pros and cons of each method.
Online Galleries / Shoot and Burn Method:
It’s simple and easy (if you set it up well and get your money up front)
Sales are capped
Clients take FOREVER to get back with decisions
Images are copied or stolen
Full editing is necessary before galleries are released
Client reactions to their beautiful images are never seen
Quickest way to burn out
I could go on and on. There are just too many to list.
In Person Sales Method:
Full control of the sale
It’s easy to up-sell
Immediate feedback from clients
You can help your clients decide which images will work best for them - for their wall galleries, albums, graduation announcements, etc.
The sale is finalized that day, no more decision making
Only minor editing is needed for the image reveal, final edits are on purchased images only
It can take some time to get comfortable running the sale
It does take another appointment for both you and your client
There is a learning curve for overcoming sales objections
The Value of In Person Sales
You may not realize it yet, but there is so much value in offering this service to your clients. There is a huge difference in a client clicking an email to open a gallery on their tiny laptop versus sitting back to watch a beautiful slideshow unfold to soft music in front of them on a big screen. These are completely different experiences which lead to completely different sales.
Your client will be overwhelmed and know nothing else to do with the images in her gallery other than to share them on facebook or instagram. Guiding her through the session premiere will help her envision all the possibilities and combinations of that artwork up on her walls.
In the Session Premiere you can compare the images side by side, help her decide which ones will look best together, what size will be perfect for her piece in the foyer and so many other things. This takes such a weight off of her shoulders because she trusts your expertise to help her make the right decisions for her family.
This is truly an invaluable service for your clients. If you want to give your clients a premium experience then choosing In Person Sales is the way to go. And because of this service you can charge a well deserved premium price.
Let’s Talk Real Numbers
Even when I had all inclusive sessions I wasn’t a “cheapo” mom with a camera. I had 3 collections way back then: $900, $1200 & $1500. Clients usually bought the middle and top collections. But I was stuck. Nobody ever spent any more than $1500.
Now with In Person Sales our senior collections start at $1250. Last year our senior average was $4250, and some of our top sales hit 7k. Not too shabby, right? Do I feel like I was tricking our clients? Selling them something they didn’t want? Absolutely not!! With IPS we can actually talk through what our clients want for their home. Our clients hire us (and I’m talking about ALL OF US) for our artistic vision. They trust us to create something beautiful that they can display in their homes and hand down to their children one day. If we just load their images to an online gallery we are doing them a complete disservice. We need to see them through to the very end of the portrait process, until those canvases are hanging on their walls.
If you are struggling with finding the confidence to charge what you are worth, do yourself a huge favor and read Worth Every Penny by Sarah Petty. It’s a game changer for every photographer out there.
How To Transition From Online Sales To The Session Premiere - at your studio or in their home
The Session Premiere (Image Reveal, Ordering Appointment, whatever you choose to call it) is my 2nd most favorite day of the portrait process. It’s exciting to see our clients’ reactions to their images as they relive the session day and think about how much their baby has grown up. With online galleries all of that emotion is lost and rarely seen or even talked about.
When booking new clients this will be easy. You just explain to them the ordering process. For transitioning previous clients to your new method, it may be a bit of a challenge. But don’t worry. You got this! Talk to them about how much you’ve learned over the years and how you constantly want to improve and enhance their experience with you. This is a new premium service you will now be providing for your clients. You may need to stand your ground with some clients, but it’s doable. Just let them know that this is the new direction you are going with your company. Remember, it’s your company. Not theirs ;)
Tools You Will Need For In Person Sales
You’ll need to get set up correctly to host your Session Premieres. There are several options, and you can always upgrade software and equipment along the way. Here are a few things you might want to look into though.
Display Options: Some photographers like to display their images on a big screen tv in their studio. That’s what we do. Some like to go with an ipad that their client can hold. If you are going to your client’s home I would suggest a projector and portable screen that’s easy to set up because you never really know what sort of tv or connections they will have at their home.
Software For Sorting Images: I’ve used several software options over the years. A lot of photographers use ProSelect. I did for years and years until I finally switched to Fundy because I like the functionality a bit better. We design our albums with it as well. Lightroom or Adobe Bridge are also good options to use especially if you are just starting out.
After The Sale: A great hybrid approach would be to use ShootProof. Yes, it is for hosting online galleries. But it can be used for choosing favorites in the Session Premiere as well. We use ShootProof after the sale if our clients have purchased digital files. I wrote about all the reasons we use ShootProof here in this blog post, but in a nutshell . . . clients can order additional prints straight from our lab, from prices we set, have their orders shipped straight to their door and ShootProof never takes a cut of the sale. I love this company!
Lastly, you are going to need a beautiful pricing menu. And of course, samples. You can’t sell what you don’t show. So, if you want to sell large wall portraits, be sure you have them! Most labs will have special sample pricing. Take advantage of it. Clients will want to hold and touch the products before they purchase them. This is not the place to go cheap!
I sure hope I’ve convinced you to give up the exhausting and sale stifling shoot and burn business model and switch to the premium service of In Person Sales. If you have any questions or need a little mentoring here please let me know. I’m happy to help :)
We all know we need great client testimonials. But how do we get them? It’s not as daunting a task as you might think. There are a few key factors at play here though. Let’s talk through some great strategy for getting testimonials and Google reviews from your photography clients.
Give clients an amazing session experience.
From their first inquiry to the canvases on their walls, your clients should be completed wowed. When we give our clients a wonderful senior session experience they can’t help but want to share about it.
Surprise & delight your clients along the way. How? I’m glad you asked ;)
Have their favorite candy in the studio. Create a welcome sign up with your senior’s name on it. Send your senior client a handwritten note telling them how excited you are about their upcoming session. Send them a little text telling them how well their session went and that you can’t wait for them to see the images. Little unexpected moments like these are the ones that keep your client talking . . . in a good way :)
Over communicate. The goal at our studio is that a client should never have a question. We go out of our way to over educate and communicate so that they feel fully prepared and excited about their session.
Ask for the testimonial! And do it right away.
Do not be shy about asking for the testimonial. At the end of every session we give our clients a big hug and tell them what to expect next . . . their sneak peek on Instagram and Facebook and the email asking for a review of their session experience with us. Let them know it’s coming while emotions are high! They will love sharing about how much fun they had with you. Google reviews and word of mouth are key to a small business being successful. Be bold and ask for the review!
Because life is crazy, and we know we can’t remember everything, our testimonial request email template is built right into our senior client workflow in Honeybook, our studio management software. This way we don’t forget to ask for it!
Guide them through the testimonial.
It’s perfectly fine to ask your clients leading questions to jog their memory or give them writing prompts.
Most of your clients won’t really know how to right a nice review. It’s ok to help them out here.
When it comes to photography sessions it’s all about the emotions. How did they “feel” during their session? What did it “feel” like working with you. Ask these type of questions.
Some questions you could ask . . .
Leading up to the session how did you feel? (nervous, excited, not sure what to expect)
Describe how the experience actually made you feel during the session.
Did you know what to expect before your session? Did we provide the information you needed to prepare for a successful session?
What was your favorite part of the session? What did you love?
What about help with posing? Putting outfits together at your different locations?
How did you feel when you saw some of your images on the back of the camera?
What surprised you most about this experience?
What advice would you give to a friend who is looking for a senior photographer? And what would you tell a friend who is considering our company for their senior portraits?
Basically, was it a great EXPERIENCE? Most importantly, did you have fun?!!
Give them an incentive to write a review.
The best incentive we have found is a sneak peek from the portrait session. At the end of each session we tell our clients what to expect next and to be on the lookout for our testimonial request email. We explain that if they will post a review then they’ll get an extra sneak peek. This little trick works like a charm because everyone is on an emotional high from the session anddddd back to giving them a great experience . . . they want to tell the world! :)
Ask your clients to share their testimonial on Google and your Facebook Business Page.
Instead of just asking them for a testimonial that only you will see, give your clients the link to your Google listing and ask them to post it there. We’ve even hinted that copying and pasting to our Facebook Business Page would be extra nice. Some will go the extra step. Some won’t, but that’s ok. Getting the review on Google is the most important because these are the ones your next clients will be searching for. Be sure you always respond on Google and thank your clients when they do take the time to write and leave a review. An unanswered one doesn’t look so great.
Create testimonials on your website and social media.
Once the testimonials are on Google you can also add them to your website. Create a page just for this purpose. I’ve seen them called Raves and Reviews, Kind Words, What Your Friends Are Saying. Get creative, but be sure it’s clear. Testimonials (in part or whole) can be added next to your client’s image to your website and social media. You can create really cute testimonial graphics to share on your Instagram feed and story too. No need to post them all. The will live forever on Google, but posting a few key ones each year is great for keeping your website fresh for new senior clients to see.
I can’t stress how important it is for photographers to get testimonials from their clients. Blow them away with amazing service and images and they will be more than happy to leave you a wonderful review! But you have to ask :)
I was scrolling facebook because umm, facebook . . . And I ran across a conversation between a few senior photographers about photographing senior guys. There were different opinions on the topic, of course. But to sum it up, none of them ever counted on getting senior guys into their studios to photograph.
I was speechless. Thank goodness! I’m glad I didn’t comment because usually the first thing I think of is never the first thing that should come out of my mouth!!
But it got me wondering . . . why are we so afraid to photograph guys?
Why are so many senior photography business models built around girls only? I just don’t get it! Sure guys aren’t as excited as girls are about senior portraits, but their mamas sure are! They’ve been waiting 17 years for these portraits too. They’ve raised wonderful young men and want to celebrate them.
As a mom of boys I want senior portraits of my son just like any other mom would!
Guys are generally not going to ask their moms for senior pictures. So there needs to be a mindset shift when it comes to marketing. You have to market mostly to their moms, but you gotta show to the guys that it will be worth their time and not be lame!
So how do we do that?
Figure out who he is. What is he all about? You’ll do this mostly through having conversations with mom. Is he quiet and reserved? Is he the life of the party? What lights him up?
Photograph his car, truck, passion, his dog . . . but do it in a way that fits his personality. Don’t try to make him into something he’s not just for a cool shot. If you can get him comfortable you will get some killer images.
Do not pose him in a feminine way. A guy should look strong and not at all posed like a girl. Study posing if you’ve never photographed a guy. Here’s a great posing book by Lindsey Adler. She is the queen of posing and lighting!
Guys love to lean on things. They should look natural and not forced into a pose. It just doesn’t work and any awkwardness he feels will come through in his images.
Create classic and timeless images for him, not something gimmicky that he will be embarrassed by later.
Most guys will give you a serious look all day long, but if you can get a genuine smile, or better yet, a laugh, you will melt his mom’s heart. At the end of the day that’s all she wants really . . . natural expressions that she sees every day from her boy.
So, don’t be afraid to start marketing guy senior images. The moms are out there waiting for you to show up in your area! Be an expert when it comes to photographing guys. I’m shocked at the phone calls we get from moms who call me saying that there aren’t any other photographers around that even have images of guys on their websites. Wow! Just wow! Hey, I’ll gladly take those sessions though ;)
What’s it gonna be? Will you start photographing guys this year? Offer friends who have a teenage son you are comfortable with a small session to practice posing. Build a portfolio, get to work and add to your bottom line with this new offering at your studio!!