The Pro Photo Business Forum

Whose Pond Is It Anyway?

Writen by: Scott Villalobos

In the wedding and portrait photography business, sooner rather then later you are going to have to ask yourself this question, “Why am I competing with Uncle Bob?” Perhaps the real question we need to ask ourselves is, “Why am I attracting people that would rather hire uncle Bob as opposed to me?”

In the words of wedding photojournalist great, Denis Reggie, “If your fishing in a pond with little fish in it, don’t be surprised if all you catch is little fish. If you want to catch big fish, fish in the pond that has the big fish. This often means changing ponds.”

Many people just starting out get stuck in this exact situation. They charged low, low prices to attract business and build their portfolios. Then the brides friends start calling wanting the same deal their friend got one or even two years later. The problem is now your more confident, have gained experience, have a decent portfolio, and you’ve finally figured out that you weren’t making any money so you decided to raise your prices. That’s great, but is your clientele willing to pay the extra? Not if you haven’t gotten new clientele and I’m not talking about new faces but different clientele. So as Denis says, “It’s time to move to a new pond.”

If you are just starting out how can you gain valuable experience without getting stuck in the low-end market? There are many ways to gain experience and build your portfolio without having to slit your wrist for your clients.

One of the best ways is to learn by proxy. This means working for other photographers either as an assistant and working your way into a second shooter roll, or if you’ve already cut your teeth on a few weddings and want to shoot your own, look for a studio that uses associates. No you’re not going to get rich this way, but you will gain experience without having all the responsibility of being in business for yourself. You will also be able to create relationships with other vendors. Why is this important? Because other vendors may be able to help you drop your lures in the big pond, so treat them well, they are like fish finders.

One thing that I’ve noticed in the last three or four years is that many people think they can follow in the steps of the Bella Pictures of the world. The business model is volume driven and nationwide service. This means they use alot of local photographers especially in the bigger cities. While there is a market for this type of service, there is an even greater opportunity for new photographers to gain experience and knowledge of the industry by going to work for one of them. However, this can also be a double edged sword as you may find them to be your greatest competition in later years, and these guys work cheap and create albums cheap. But if you think you can handle your own weddings and want to perfect your style and technical savvy this might be the way to go. You won’t get rich, you may not even make enough to pay the rent, but you can make a name for yourself and if your good get referrals for future jobs.

But let’s look at the problem. You keep hearing that your competing for business with either a family member, a photography student or a relative who is an avid enthusiast. What do you do then?

The answer is not necessarily saying that I’m a pro-photographer with years of experience. I was at the Bridal Extravaganza back in July and one of the best photographers in Houston ($10K+) came up to me and said, “There sure is alot of great photography here.” Many of these photographers are in their first couple of years in the business and the truth is they were darn good at their craft. There are alot of uncle Bob’s that are also darn good at their craft even though they are not professionals. How will you convince a bride and groom or even worse, the brides mother to lay down 3 to 7K with you?

To answer this question you need to know that being a professional means alot more then charging to photograph wedding or portraits or whatever. It means being a businessperson, a marketer, customer service oriented and good with people. If your not good with people you won’t get very far in this business. People have to like you. When people can make a connection with you they will be drawn to you and your services. You have to give the customer a professional experience. You need to show professional products in a professional way. You need to have a polished presentation & pricelist. You need to offer products that stand out. You need to let your customers know that you are not just a shoot and dump photographer, but that you actually care about them and their finished products. (I’ll get more into detail about this aspect in a later post.)

Ultimately if your choosing to compete with uncle Bob you will find that your not going to get anywhere fast. On the other hand, if you choose to compete with professionals, be a professional. However you choose to do it, if your starting from scratch and you find that your greatest competition is a guy named uncle Bob, you may consider changing ponds.