You know how important your photographic images are, but what about your business image? Your business image may be more important than the images you create with your camera. And as with your photographic images, you must consistently delivery a professional business if you want to garner the high dollar weddings. What business image are you projecting, and how can you improve it?

Improve how you convey pricing, how you deliver your telephone and fact-to-face presentations, and you will book more weddings, and increase sales. Photographers too often forget that the search for a photographer is not done in a vacuum.

Brides are also shopping for a florist and caterer. The pricing from a florist is relative to the number of attendants, table center pieces, and a choice of featured bouquets. The caterer will charge according to the choice of meal, and the number of guests served. Brides will learn from this experience.

If your pricing brochures look like restaurant menus, with a listings of packages, a paragraph describing hours, numbers of pages included, and prices, clients will base their decision on price. Clients have no idea how many hours are required, or how many photographs they will need in their album. If you don't clearly explain why they should choose a particular package, as it relates to their wedding, they will most often choose the cheapest package or photographer.

When the cost of your wedding packages is relative to the size of weddings, rather than simply numbers of photos, or the number of hours you will be photographing a wedding, you will book more weddings, and fewer brides will choose the cheapest package. Create a strong desire for what you are selling by showing albums that reflect the day a bride has in mind. This is what is meant by the phrase, "You must show it, to sell it."

When a potential client calls for wedding pricing, you must be able to describe your albums in a way she can picture in her mind, as though you were describing the pages of her finished album.

Be excited, because enthusiasm is contagious. Treat every person who calls as though they could become your best client this year.

About the Author
Kirk Russell is the former Director of the getDigital Training Center and trained hundreds of photographers in the US  and South America how to make money with digital photography. He owned two portrait studios and was VP of Marketing & Sales for PhotoWave and ASPN.com. As President of Pittsburgh, PA based 3 Lenses Marketing & Design, he provides year-round marketing programs and unique digital product templates to professional portrait and social photographers. He also conducts training programs on sales and Photoshop techniques. He can be reached at (724) 625-8150 or email to krussell@3lenses.com.