Pixiq

Although many clients want something “unique and different,” they will usually want to be shown portraits similar to what they want before they’ll hire you. Weird, huh? The customer says they want something that’s never been done before but then asks to see pictures you’ve done before to prove you can do it! The mom wanting you to photograph her toddler wants to see pictures of other toddlers you’ve photographed, while the CEO (or their agent) will want to see portraits of other executives before they’ll give you the assignment. That’s why I have put together several different portfolios over the years. I have portfolios of family portraits, executive portraits, Christian weddings, Jewish weddings, Bar and Bat Mitzvahs, Communions, product photographs, illustrative photographs, and special effect photographs to show to perspective clients. While I won’t show my toddler portfolio or my special effects portfolio at an appointment where I’m seeking an executive portrait assignment, I will show similar portfolios that are germane to a particular assignment. Working in digital makes having access to a few portfolios easy, and you should have a few of them on your laptop and desktop computers.

Though showing your portfolio on your laptop is convenient, even the largest laptop LCD doesn’t have the impact of a larger screen and this is especially true if you’re showing vertical images. While a small-sized image can do wonders to hide sloppy technique or a less than perfect subject, it does very little to convince your client that they absolutely must have a 30 x 40-inch (76.2 x 101.6 cm) family portrait on their living room wall, and no matter what you charge for a 4 x 6 (10.1 x 15.2 cm) or an 8 x 10 (20.3 x 25.4 cm) print, there’s more profit in a single huge print than a flock of little ones.

In the days of film I would visit prospective wedding clients with a case of sample books and watch my client flip through them page by page. Eventually, I converted the same sample images into 35mm slides and projected them on any old light-colored walls in my customers' homes. The difference in their reaction was outstanding. The larger projections got “oohs” and “ahs” while the same images in smaller versions just got passed by. There is a lesson to be learned here: bigger images have more impact!

Since bigger images have more impact and selling bigger prints is more profitable, you might want to investigate ways to show and sell bigger prints. In the new age of digital imaging, a digital projector used in conjunction with your laptop can open up new possibilities for showing and selling these bigger prints. As an example, one successful portrait studio I know of has a projection room. Their projection room has comfortable seating and low lighting. They let their client choose a big, beautiful frame (hint, hint), hang it on a white wall and project their client’s portraits into the frame. Take a guess what? This highly profitable portrait studio sells a lot of big prints and frames! And, as an added benefit, because a digital projector and laptop are so portable, the same hardware used in your projection room can be used to project a set of wedding images on the wall of a client’s home.

Although the techniques I’m describing here are not for all photographers and especially not for young photographers starting out on a shoestring budget, they are mentioned to open your minds to the idea of selling bigger, more profitable photographs.

If you want to be a professional photographer or a professional portraitist, learn what it costs to run your business and create your work; always treat every client as if they are the most important person in your life (in a way, they are); always look to improve yourself, your photography and your business; and have the tenacity to never give up on your dream. I have to tell you, it’s going to be really hard at first, really, really hard, but don’t give up on your dream. Make a decision that you are in this for the long haul, and stick to it. And, if at some future time, you decide that being a pro is not for you, don’t get depressed. Always remember that photography is a great hobby, and you can have great fun doing it as just that. Good luck, and good shooting!