Compromise vs. Preservation
This year in particular and because I’m an active member in my photography community, I’ve noticed there is a ton of banter going on regarding the economy, how it’s affecting our business growth, and how we’re all handling it. There is an immense onslaught of wedding photographers in our immediate Raleigh/Durham area. I equate part of this to the hobbiest losing their jobs or wanting out of corporate; turning pro and also to those looking to make a quick $2k in a weekend. Granted, this is not the case all the time with every photographer starting out. What’s lacking here is the bride that can differentiate between the hobbiest photographer when sidled with the pro photographer. Bear in mind, they too are dealing with having to be more budget savvy. We’re all being impacted.
I feel what I’m typing here is partial purge of emotions and feelings surrounding this, coupled with the need to educate both professionals in my industry as well as the up and coming brides and grooms.
Have you fallen victim to either saying or hearing, “Love your work! I cannot afford you.”? It’s been a recurring theme for this year and yes, I’m a bit tired of hearing it. I’ve let myself succumb to it. I’ve taken it personally, and still at the end of the day am able to rationalize that it is still a compliment. I do however struggle with the passion that fuels me. I still WANT to be working because of the love for my profession. So the yin and yang of the year is compromise vs. preservation and if you were to ask me, it depends on the day of the week as to how I am siding. I am remaining consistent in one thing and that is not sacrificing who I am as an artist in the name of the mighty dollar. Preservation?
Pride is a factor that ties into this. When you recognize the value of who you are as an artist, there really is no going back to undervaluing yourself. There is a huge amount of integrity in what we do if we are doing it the right way and operating as a true and effective business. It’s easy for a bride to say well this photographer is $2k and you’re starting at $4k, why would I choose you when I can get all of this in my package for less? I’ve faced this a bunch of times this year and I’m slowly realizing that there is some value in taking the time to educate those prospects. It has indeed worked in my favor.
I’ve granted myself the time to step back from the situation to analyze what is going on here and the thing that came to me was that for the most part, for many of these brides and grooms, this is the first time that they are coming forward in search of their photographer. They’re virginal, well, in a sense! They’re an open book for education and it’s my responsibility as a professional to give them the dish.
So recently, a bride came to me, ‘shopping’, revealed to me that they found another photographer who can for $3k, shoot all day, with a second photographer, DVD of pics from all sessions, engagement session with signing book, bridal session, bridal portrait, and a flushmount album with 75 pictures, and a bunch of loose prints. Good lord, where do I even begin!
First and foremost, this should be a red flag to a bride. This is someone either new to the industry and portfolio building or someone who actually hasn’t done the math to clock their hours. Brides, are you willing to be a guinea pig for someone’s portfolio? For some, I’m sure out of lack of budget, the answer is yes and I have to accept that. Not everyone has the means or resources to pull from. Perhaps I’ve touched on something for the latter of you answering ‘no’. And in such case has actually been a few of my brides for the year.
So where do we start with negotiations? Ack! I know. Ya know, that whole preservation thing I had mentioned earlier. I’m speaking of an entirely different type of negotiation. I negotiate their mindset. Shape their thinking when it comes to my costs. They’ve come to you wanting x,y, & z and want it all with your photography. What I tell them is this; if photography is the most important aspect of their wedding, as it is, truly, the only thing they will take away from their wedding day minus a dirty dress, then obtaining my services is the way to start. Everything can always be added on post wedding or along the way. I don’t mind a client adding on a bridal session, portrait, album, etc., but the services are first in the security of being assured of those invaluable memories immortalized in time. Being flexible and creative with my wedding collections enables my clients to feel as though they are in control of their choices and in light of the current state of our economy and given our customizable collections, ends up being a win/win for both of us.
Just a rundown of the above sample package with the portfolio building photographer and I break this down by hours spent on this one client as per how I handle it:
Wedding day coverage – 8 hours + 8 hours of my associate’s time + 8 hours of my assistant’s time – travel
Bridal session – 8 hours (averages 2 hours of travel back and forth + 2 hours of time spent with bride, assistant, same hours, and meeting with my editor, editing 1 hour, enhancements 2 hours)
Engagement session – 7 hours (1 hour travel back and forth, + 1 hour of time with clients, assistant same hours, meeting my editor editing 2 hour, enhancements 1 hour)
Creating galleries for all sessions, uploading, and email notification to clients with ordering instructions – (3 hours)
Handling of clients calls, emails, meetings, & concerns – (3 hours)
2 Albums – file preparation, layout, proofing, and submitting to album company, shipping and transporting to clients (25 hours)
DVD preparation and packaging and shipping (2 hours)
These are my averages with my clients personally to deliver them heirloom products and attentive and responsive services – break that into hours and I’ve just spent 72 hours with that one client. This does not include my expenses in gas, my costs for prints, and album expenses, operating costs, and Uncle Sam’s share! Maybe this photographer doesn’t care. Want a photographer who doesn’t care or understand the values of owning and operating a business? This photographer will run him/herself into the ground eventually. Sure. They’ll be popular and hired out because they are a lower price point, but are they going to be able to deliver to you [someone who is about to partake in one of the biggest days of their life] what you deserve?
In my case, my clients receive 110% of who I am because they’ve invested in me and deserve it. Never compromising who I am as a photographer and always preserving who I am as an artist is my mantra and I’m sticking to it!
S-
