Selling Yourself: Why do your clients pick you?

[mirrorrim]

Two close friends are getting married in November. I'd be attending the wedding as a guest/"uncle bob" (dont want any bad blood between friends!). I'm just getting started in my own wedding photography business, and I offered to give them some insight about hiring a wedding photographer when the time came.

Well, they hired a photographer on their own. I know it's difficult, if not impossible, to make clients see the difference between "good" and "great" photography, but frankly I'm a little surprised with who they chose. The company's photos are fine, uninspired, look like they were taken in 1990, and they use a ton of outdated photoshop tricks--with poor execution to boot. Of course, I didn't say any of this to my friends, but I did ask what made them choose the photographer. This is what impressed them the most:

-they are a husband and wife team. Because there are two people, you will get twice as many photos
-they have lots and lots of equipment. They bring two pairs of cameras per person and have all kinds of lenses so we can take lots of cool photos: fisheye, camera-on-a-stick to get high above shots, telephoto, primes...
-you will be able to download all your photos for free from our website the day after your wedding, in addition to getting a DVD
-you get an album and an engagement session with the package

As you can see, not one of the points that sold my friends was picture quality! They interviewed 3 photographers, and this photographer basically sold them on things that are pretty standard among photographers here. This has really opened my eyes to the phrase you hear all the time about "successful photographers are great marketers, not necessarily great photographers".

Is this in line with anyone else? What sells your clients on you? Is it really about all the "specs" and very little focus on the images?

 

[Alan_Chapman]

Was price a factor?

 

[mirrorrim]

No, price wasn't a factor. Their parents are covering the bill.

 

[GeorgieGirl]

And what is wrong with the results/quality of this husband and wife team since we don't know them?

 

[Trever1t]

downloads available the "day after" a wedding? That's scarey.

 

[jowensphoto]

downloads available the "day after" a wedding? That's scarey.

My first thought. Either the editing will be completely sloppy or they are giving SOOC images. Clients should never see Unfinished products.

 

[GeorgieGirl]

Can't a pre-set have been developed for a group of photos to be available the day after? Wouldn't that be a great business idea???

 

[Robin Usagani]

They usually hire me because I am good looking.

 

[Austin Greene]

They usually hire me because I am good looking.

Thanks for pointing that out Captain Obvious

 

[mirrorrim]

Yes, I too am a bit worried about the "photos the day after the wedding" thing. Their website does say they have an in-house photo editor, but based on their website portfolio it is very much a sloppy "slap an action on it without even color correcting/fixing white balance." I wish I could shake my friends and ask them why it is really that important to receive photos the day after the wedding!! I feel like they were blown away by basic stuff, and forgot to think it through: why rush your wedding photos, how many fish eye/camera-on-stick shots are really going to be in your album...anyway, I cant say that. It just kills me.

Which is why I came here, to learn more about selling yourself, and find out if the spiel by this photographer is something I need to focus on for my own business. I was planning on selling my personality/photos more, but now I wonder if I should change that approach..

 

[hopdaddy]

I think it all comes down to how good of a sales person you are . If a sub-par product is given ,most people will just go about their day ,they may gripe a bit ,but won't take it any further than that. When MC Donald's gives you a small size fry ,in a extra-large box ,and charges you the max .Do you go back in and say anything ?
Most folks ,looking for a wedding photog ,won't recognize a pool quality photo in the first place ......but will recognize a smile ,and a friendly greeting .

 

[hopdaddy]

I wanted to add here ,that I AM NOT ,suggesting "Sub-Par " is OK. and there are some who will find them selfs in Court . (I hope ) .

 

[Alan_Chapman]

Sorry to say but Marketing ALWAYS wins over quality now if you have both your on a winner! I teach photographers how to market themselves check out my blog Alan Chapman Photography Marketing - it's about how to sell more photos.
Cheers
Alan

 

[camz]

Well I know some pretty good photographers who do same day edits on about 40 images so that the couple has something to look at at the reception and honeymoon. If they're talking about the whole series delivery upon the next day that's a complete red flag to me. Half of the work is in the Post Processing and Packaging. I would raise an eyebrow and let your friend know.

About selling yourself, I think you have to be comfortable and positive within your own skin. I think the clients that confidently hire us tend to feel at home with our personalities. Chemistry is key with our soft sell approach. The work pretty much speaks for itself as we don't push.

If you are a pursuader or a hard seller, then I think your going to have to express the value of your service towards your clientele. Especially if you are just starting. You have to project that your price po)ints are worth your service that justifies the investment. Very hard approach for me personally. There are a bunch of photographer friends that I know who are like this.

I was a soft seller even from the start...very kick back personality =). Most meeting structures with clients for me are about getting to know each other. It goes both ways b/c if I don't get along with them, I wouldn't want to be their photographer in the first place.

 

[2WheelPhoto]

Sorry to say but Marketing ALWAYS wins over quality now if you have both your on a winner! I teach photographers how to market themselves check out my blog Alan Chapman Photography Marketing - it's about how to sell more photos.
Cheers
Alan

Uh-huh, BMW and Nikon are companies that prove this statement