Intro by Skip Cohen
There are so many people and companies you should get to know in professional photography and this post involves three of them, Amanda Eddy, Kay Eskridge and Photodex. It originally ran on the Photodex blog and has so much great information. I wanted to share here at SCU as well.
Amanda...as the Public Relations Manager at Photodex, Amanda is involved in dozens of projects throughout our industry, but it's not just her enthusiasm that represents a great company. Her dedication to helping photographers raise the bar on their skill set is just about unmatched!
Kay..one of the leading portrait artists in professional photography she's helped inspire thousands of photographers. She's always pushing the edge of the envelope on creativity, not just with her images, but her involvement in the industry, how she promotes her work and her enthusiasm to build her business.
Photodex...working with Photodex isn't just about great presentations and developing new products to strengthen your business. Photodex was one of the first companies to stand behind copyright issues, especially for photographers and musicians. In fact, it was Amanda and their president who first introduced me to the team at Triple Scoop. We all like working with companies who walk the talk and over and over again Photodex has shown their dedication to professional photographers all over the world. Check out the newest contest SCU and Photodex are doing together - we're searching for the Ultimate Storyteller and who knows, it just might be you!
This guest blog post comes from photographer Kay Eskridge, owner of Kay & Co. Photography portrait studio in Phoenix, AZ. We’re thrilled to have her share her expert tips on getting started in maternity photography on the blog today! Amanda
If you have a passion for maternity photography or are thinking about adding maternity sessions to your photography business you have to remember the #1 most important thing…it’s all about ‘her’.
Her comfort, her desires and her connections.
If you can tap into all three of these points you’ll be well on your way to establishing a prosperous maternity division to your business. Here are three easy steps to learn, follow and get you started.
Let’s talk first about her comfort and the elements needed to make your studio (home office or retail location) a place where she feels she is being taken care of. The following are steps you need to consider:
Next let’s talk about her desires and what items you can offer to help your sales averages grow.
Images as Art for the Nursery
One of the most obvious items to present to your maternity clients would be images as ‘art’ for the nursery. Black and white images are always a huge hit as well as a ‘Watch Me Grow’ type option which would carry you into the Newborn and First Year baby years. You could include images from the maternity session, newborn session and the first year of the baby’s life. It is a ‘growing’ type of plan so images would be selected after each session occurs guaranteeing more sessions than just the maternity. These images can be designed as a collage, multiple album options and video slideshow (see a sample of one we put together).
Beautiful Belly Albums
Another option would be to create and offer a ‘Beautiful Belly Album’ that would include images from just the maternity session. As a follow-up you could offer a second book from the newborn session as well as sub sequential albums from later sessions – creating a library of the baby’s life. Now you have an opportunity to make them ‘Clients for Life’ by introducing them to the many photographic opportunities you offer such as: My First Year, Birthday’s Rock, When I was one, two, three. A Day in the Life or whatever you call the specialty options you provide.
Creative Birth Announcements
Creative and unique Birth Announcements are also an option for you as the images you’ve captured now become a work of art the family would want to share with loved ones and friends. We use WHCC for their press printed products and LOVE the options provided for options of style and shape. The bottom line is that you have to continue the relationship you’re forming with them by giving them reasons to spend their money with YOU!
The third tier of this plan is to tap into her connections so you can reach other expectant mothers. You’ve made her happy and she’s hooked so now it’s time to ask her to refer you!
Many times we fail to do something as simple as this. ASK her for her referrals! Who is her pediatrician, her fertility specialist, where did she shop for her maternity clothes, where did she register for her baby shower… do you see where this is going? Tap into the places pregnant women frequent and that is where you want to spend your time and focus with advertising dollars to make it pay off.
Ask for the name of the owner or manager of the stores she shares with you and then use a letter of introduction with her name on it so you have a verified connection method instead of a cold call. Follow up with a phone call to arrange a ‘person to person’ meeting and then show them how this relationship will benefit both businesses. Talk to them about partnership marketing cards you can share as well as the option of displaying your work in their business. A Partnership Marketing Campaign is a win-win in today’s economy when everyone’s bottom line advertising dollar has become smaller and more guarded.
The next step is to ask your happy clients for referrals to their group of friends. Using facebook, Twitter and blogs you can post images and video slideshows that your happy moms will be able to brag about and send new clients directly to you. They’re proud of the blessed life they are now experiencing and if you can give them a photographic reason to share you’re setting yourself up for a gold mine of other expectant mothers.
As a wrap up, remember it’s her comfort, her desires and her connections. Hit all three and you’ve reached the tri-fecta of maternity photography. Implement them effectively and you’re sure to move this portion of your photography business into a successful direction!