Professional Marketing and Selling Techniques for Wedding Photographers

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Overview

Beyond taking great photographs, professional wedding photographers must master a workable strategy for selling their images. Entrepreneurs of all levels will learn how to create, refine, and restructure their studio business and to achieve their financial goals with professional sales techniques. Covered are valuable skills such as creating pricing strategies and dealing with clients on a one-to-one basis. Advertising techniques from print ads and direct mailing to the latest opportunities and strategies made ...

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Overview

Beyond taking great photographs, professional wedding photographers must master a workable strategy for selling their images. Entrepreneurs of all levels will learn how to create, refine, and restructure their studio business and to achieve their financial goals with professional sales techniques. Covered are valuable skills such as creating pricing strategies and dealing with clients on a one-to-one basis. Advertising techniques from print ads and direct mailing to the latest opportunities and strategies made possible by e-commerce and digital photography are discussed.

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Product Details

  • ISBN-13: 9781584280538
  • Publisher: Amherst Media, Incorporated
  • Publication date: 4/28/2001
  • Pages: 128
  • Product dimensions: 8.50 (w) x 11.00 (h) x 0.37 (d)

Meet the Author

Jeff Hawkins has been a professional photographer for more than 20 years. Kathleen Hawkins is the vice president of the Wedding Professionals of Central Florida. They live in Altamonte Springs, Florida.

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Table of Contents

1. Creating Your Goal 6
Creating Your Goal 6
Commit 100% to the Goal 7
State Your Goal in Writing 7
Create a Business Timeline 8
Do Not Be Afraid to Take Action 8
Tell Everyone You Know 8
Do Not Forget Your Plan 9
2. Target Your Market 10
Producing the Product 10
Defining Your Client 14
Beginning Your Promotions 15
High Volume, Low Budget 15
Low Volume, High Budget 15
Combination Volume, Combination Budget 17
3. Effective Advertising 18
Networking 18
Introduce Yourself to Other Wedding Vendors 18
Plan to Meet New Vendors 19
Join an Organization 19
Find a Mentor 20
Follow Up with the People You Meet 20
Keep a Positive Attitude 20
Successful On-Line Marketing 20
Purpose 22
Identity 23
Essence 24
Creation 25
Enlighten 26
Bridal Shows 26
Booth Selection 28
Design and Decor 28
Method of Marketing 29
Publication Advertising 31
Stock Photography 34
4. Interviewing with Integrity 37
Important Qualities 37
Appearance 37
Qualifications 38
Communication Skills 38
Dependability 42
Critical Thinking Skills 42
The Interviewing Process 43
Step 1 The Tour 43
Step 2 The Consultation 46
Step 3 Consultation Questionnaire 47
Step 4 The Interviewing Packet 49
Step 5 The Close 60
Customer Service Savvy 61
5. Working Full Circle 68
Photographic Style 68
Ceremony/Church Etiquette 82
Private Time 85
Benefits of Private Time 85
Disadvantages of Private Time 86
Personal Bridal Assistant 89
6. Completing the Cycle 92
Album Design: Working with Customers 92
Creating the Preview Video 92
Preparing Local Clients 93
Preparing Out-of-Town Clients 95
Album Design: The Design Process 99
Color Harmony 99
Print Sizes 99
Grouping and Organizing Prints 99
Continuity 101
Trial Closes 101
Price 102
Focus on Frames 103
Designing the Perfect Love Portrait 104
Increasing Frame Sales 104
Selling Points 105
Signature Frames 106
Pricing 106
Frame Promotions 107
On-line Ordering 108
Publicity=Profits 109
Working the Circle Together 113
Employee Guidelines 119
7. Closing Thoughts 121
About the Authors 123
Index 124
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Sort by: Showing 1 Customer Reviews
  • Anonymous

    Posted October 24, 2001

    Highly recommended marketing techniques

    I'm not a very wordy person or I would write my own book, but this was exceptional. It was to the point and gave a lot of great selling techniques. This book will definitely help increas sales and help achieve your goals, it covers it all.

    Was this review helpful? Yes  No   Report this review
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