Lessons
Class Introduction
07:01 2How To Price Your Products
05:01 3Which Products Will You Offer
13:14 4Methods For Pricing
10:38 5Mark Up Factors On Products
05:46 6What Is Your Per Hour Figure
04:45 7What Is The Feasibility Of A Product
11:28 8Target Sales Average
08:04Session Fees Pricing Strategy
09:48 10Minimum Purchase And Incentives Pricing Strategy
05:53 11Bundling Pricing Strategy
25:47 12Pre-Design Pricing Strategy
10:33 13Album Pricing Strategies
10:33 14Example Pricing List
17:33 15Business Basics Overview
07:07 16Tracking Product Lines In Your Business
14:01 17Track Your Session Counts
07:19 18Know Your Sales Average
06:41 19Importance Of Data Analysis
10:14 20Overview Of Costs
13:46 21Professional Photographers Of America Benchmark Survey
18:57 22Creating A Vision For Your Business
08:25 23What Do You Want To Accomplish
13:31 24Take A Leap Of Faith
20:19 25Refine Your Vision
12:44 26Products That Sell
07:48 27Identify Pricing Strategies
03:03 28Portrait Pricing Strategy Example
15:57 29Album Pricing Strategy Example
09:21 30Online Pricing Strategy Example
08:21 31Fine Art Prints Pricing Strategy Example
05:54 32Packages Pricing Strategy Example
12:39 33Sales Strategies Overview
05:45 34Portrait Sales Session Overview
05:34 35Sales Strategy for Portrait Sales
22:56 36How to Present Images to Client
23:03 37Sales Strategy for Wedding Sales
09:49 38Album Pre-Design
18:51 39Marketing: Define Yourself
12:55 40Who is Your Ideal Client?
05:12 41Who is Your Ideal Partner?
03:27 42How to Start a Partner Business Relationship
08:29 43Marketing Strategies that Work
17:10 44Product Lines: Business Plan Part One
09:07 45Workload: Business Plan Part Two
08:23 46Sessions: Business Plan Part Three
16:06 47Expenses: Business Plan Part Four
11:14 48Clients: Business Plan Part Five
05:29Lesson Info
Class Introduction
So I just got back from Alaska. We were on assignment there for almost two months and one of the things on my bucket list was to experience the salmon run. And as I was up there I was preparing for this class and I got to see the salmon for the first time and they were incredible. I had no idea just the mass of salmon that were out there. And so if you look here, all of these things here are salmon out in the ocean and they're coming to where they were born, I guess. But there was something interesting that I didn't know about, not being from Alaska, is this thing right here is a weir and basically it's a metal sieve that blocks the entry to the creek where they came from. And so all these salmon are outside the weir and they're fighting to get back to where they wanna go and I thought that was so relevant to the photography industry. There are so many people out there that dream of being a photographer and that really want to pursue this as a career and it's hard, it's really hard. An...
d you guys are here today to make it easier. So as we experienced more salmon, we discovered there were grizzly bears out there that would pick them off, one by one, and there were of course, my family, out there picking them off one by one. But, the incredible thing is, with this weir in place, there were a few remarkable salmon that stood out and they charged ahead and somehow they made it through this tiny metal sieve and they got to the spawning grounds. And that is really extraordinary. And so, this class, these two days, is about giving you the knowledge of how to get around the weir so that you can get to the spawning grounds and build the business that you really want. So, it's gonna be intense. We are going to be strategic, we are going to put systems in place in your business so that you can get around this weir and get to the business of your dreams. And most importantly, we're gonna be creative in business because while there are principles that will make you successful, implementing those principles creatively is the answer to getting there. So, I'm super excited to share with you everything we've learned over the past two decades so that you guys can be the salmon that make it over the weir and get up to the spawning grounds and build the business of your dreams. Ready? Okay, let's do it. So how on earth are we gonna do that? We're gonna start with the burning question. How many of you guys are like, "How do I price my products? "I have no idea where to start," right? Everybody always says, "Raise your prices "and you'll be fine." Well, not necessarily. So, we're gonna start out talking about how to price your products. And there are two facets. There's one, what do you need to charge so that you're actually making a profit? But then, how do you present those prices to your clients so that they feel good about it and they see the value in you and they wanna invest with you at the level that you need them to? So that's what we're gonna start out with. And then, we're gonna go to business basics and this is the part where everybody's like, "Ugh, I don't wanna know about business," but this is really exciting. Have you guys ever wondered if you can afford an employee? Or you can afford to have a retail location? Or if you should really invest in that camera or computer or anything like that? This is the part that will give you that answer. That answer lies within your business and if you know what to look for in the numbers of your business, it'll tell you. And then you can make a sound decision so that you are sustainable in this industry. So that's business basics. Then, we are going to step away from all the numbers. This is my favorite part. And we're gonna talk about creating a vision for where you wanna go. It's just like climbing a mountain or kayaking or anything. You can put on all the gear but if you're in downtown Seattle, it's a really long walk to go climb Mount Rainier. So, you've got to know where you're going, how you're gonna get there, and then you can deal with the obstacles that you encounter along the way. So that's what creating a vision is all about, figuring out exactly what you want it to look like. And we'll share some of our story on this crazy journey that we've been on during this segment. And Peter and Abby will be joining me as well, my family. So then, we're gonna talk about products that sell. Have you ever wondered, "Should I offer a 30 by 40? "Should I offer this album? "Should I put a cameo on the cover?" I mean, there's a million different products you can offer. Which ones are best for you and your business? So we're gonna go through that and during this part as well, if you guys have a price list that you would like for me to critique, you can take your name off of it, I won't point any fingers at anybody. We'll go through some price lists and talk about what works in them, what needs to change in them, and how people will react to those price lists. So, that'll be an interesting segment as well. So we'll talk about how you can get your price list on that there. And then, the last part, sales. So now you've got this great price list, you've got a great product line up, what do you do and say with your clients to lead them through the entire process to your sales goal? And then, marketing. How do you get those clients in your door? You've got all this great information ready to go, how do you get clients to come to you so that they are supporting your livelihood? And then the last part, this is the most exciting part, the business plan. Has anybody ever written a business plan? Kinda, maybe? (laughing) Alright, this isn't a business plan to get a loan. That's like, you know, an encyclopedia of information. This is a business plan that tells you how many sessions you need to do, how much do you need to make at each session, how much you're gonna get paid to do this job. Would you ever go interview for a job and have no idea how much you're gonna get paid? No, of course not. So this is the answer to all of that. So when you guys walk out of here at the end of this, you're gonna have a business plan. You're gonna know exactly what you need to do to make this business work.
Class Materials
Bonus Materials
Bonus Materials with Purchase
Ratings and Reviews
Lindsay
I started my business a year ago with little formal technical photography education. It's hard to admit but I've been winging it, figuring out each small task that goes with photographing a session, editing one, and working with clients as I go. I may be doing things backwards, but now that I feel like I'm more comfortable in those small, specific parts of business, I need to figure out how to make this business sustainable and profitable. Kathy's class felt perfect for this time in my business to take a step back and look at the bigger picture of what I want to focus on and where I want to go (and how much I want to pay myself!). She uses realistic, specific numbers: something that's SO helpful and I feel like I rarely see in the photography community. And she breaks everything down in an organized and easy to understand way. The classes were easy to follow along with and Kathy's positivity and patient manner is inspiring and motivating. The fact that she used to be a school teacher is clear. Thank you so much Kathy (and the rest of the Holcombes)!
Jenny Farrell
I am so glad I was able to attend this course in person and receive all the wonderful and practical information Kathy shared with us. I also really enjoyed the connections with other audience members and side conversations with Creative Live peeps as well as the Holcombe family. What an inspiration this family is--lots of practical info, but also a great pep talk to not sell yourself short and get out there and do what you love, but use sound business practice while doing it. Thanks so much for these incredible two days.
Vanessa
Fantastic course! Very helpful instruction and how-to guide for anyone considering starting up a photography business. Kathy was an excellent instructor, with a wealth of knowledge and experience. I gained a good understanding of the practical everyday aspects of running this kind of business, and how to create my own vision.