Small town, saturated market, everyone is offering CDs, ugh

[Ensleygirl]

Hi everyone. I am beyond frustrated and need some professional advice. I have read a lot of information on here about the pros and cons of offering high-resolution CDs to clients. I live in a small county in Western NC (about 55,000 people in the entire county). There are AT LEAST 4 other photographers that I know of, in this county, that have just started doing photography in the last year. All of them are offering a session with a CD of all images for around $200. I think I am the only photographer here that does not offer a high-res CD. I don't want to offer one either, for the same reasons that you all talk about here. I don't want my images just online on Facebook or something. I want them on people's walls. I want them to have beautiful prints, not Walmart quality. In the next county over, that has a bigger city, you can't get your hands on a CD for less than $1500, and that's the lower end of the price scale.

I guess I am wondering if I have a chance at this when people can have a 1-2 hour session and get all those images on a CD for $200. I'm not trying to be a snob, but I think I'm better than these other people. And I offer more high-end products, not just prints. It seems like anyone with a DSLR is calling themselves a pro. And people are going for it. They are getting tons of clients. It's not that I am not getting clients, but I have lost at least 3 or 4 clients in the last two months or so when they find out I don't offer a high res CD. I have been getting paid to do photography for about a year, and I love it. I want to continue doing it, but I feel like it is a losing battle sometimes.

Any advice?

[jeff.amadon]

I don't want to sound harsh, but here it is:

There's no rule saying the customer has to buy what you're selling.

If you're doing this for money, you have to accept that you will be making some concessions to your customer. Yes, you're selling out. That's the point. If you're in it for the money.

It sounds like you have pride in your work. That's great, and I am not saying that's bad. If you really don't want to lower yourself to the level of the cheap other guys, that's fine, but if that's your market, then you're out of luck.

There are great restaurants all over the place that fail miserably while the McDonalds get richer and richer. The best TV shows get canceled because everyone's watching "Jersey Shore". No, it's not fair, but that's capitalism.

With all of that said, don't despair too much. Try some things, be creative. You have to differentiate yourself from the cheap other guys. Somehow. Good luck !

[zona5101]

You need to be prepared to explain why your work is different or better or longer lasting etc. You should try and keep the relationships with your previous clients very strong. Phone calls, mailings, specials etc. Working clients you have already shot is a goodness multipled...it's reinforces their choice in you as their photographer, you have an easier sell to your previously satisfied customers...AND they are one of your best sources for leads and references. When you can lean on a few of your past customers to speak to your quality or include a snippet from a letter of reference with your portfolio... what ever you can do to step up a level in presentation and delivery of your sales approach to project the added value you offer.

[Ensleygirl]

Originally Posted by jeff.amadon

I don't want to sound harsh, but here it is:

There's no rule saying the customer has to buy what you're selling.

If you're doing this for money, you have to accept that you will be making some concessions to your customer. Yes, you're selling out. That's the point. If you're in it for the money.

It sounds like you have pride in your work. That's great, and I am not saying that's bad. If you really don't want to lower yourself to the level of the cheap other guys, that's fine, but if that's your market, then you're out of luck.

There are great restaurants all over the place that fail miserably while the McDonalds get richer and richer. The best TV shows get canceled because everyone's watching "Jersey Shore". No, it's not fair, but that's capitalism.

With all of that said, don't despair too much. Try some things, be creative. You have to differentiate yourself from the cheap other guys. Somehow. Good luck !

I don't think you are being harsh at all. I appreciate your honesty and feedback. I hadn't really thought about it in comparison to the restaurant business, but you are exactly right in that regard. Yes, I do finally have pride in my work, but I do have a long way to go and a lot to learn. The money is nice, but I also have a family and a part-time job, so the money is extra, but very appreciated. I don't have a goal of being a full-time photographer because I homeschool my children, and that is already a full time job. My goal is to offer really nice photography to people who want something more/different than Sears or JC Penney studio portraits. It just seems like to me $200 is not enough for hours of really hard work, ya know? I don't know how these other photogs are making any money. If I do decide to offer a CD, I feel like I need to charge a heck of a lot more than $200 to make it worth it.

Thank you so much for responding and giving me some perspective to think about.

[Ensleygirl]

Originally Posted by zona5101

You need to be prepared to explain why your work is different or better or longer lasting etc. Youshould try and keep the relationships with your previous clients very strong. Calls mailings, specials etc. Working clients you have already shot is a googness multipled...they reinforce their choice in you as their photographer, you have an easier sell to are repeat customers...AND they are one of your best sources for leads and references. When you can lean on a few of your past customers to speak to your quality or include a snippet from a letter of reference with your portfolio... what ever you can do to step up a level in presentation and delivery of your sales approach to project the added value you offer.

Great advice! Thank you. Yes, I have explained to people why my work is different, and most people seem to agree and accept it. The majority of people keep their session. I just feel down when people cancel when they find out they cannot get a high res CD from me. I need to learn to not it personally, I know. I was just getting ready to send out some postcards to past clients this week. I am also starting a client referral program. I am preparing a new website right now, and I am definitely including a section for clients to post their experiences. Thank you so much for all the suggestions!!

At least in my case, I consider myself to be the only automotive photographer in my area (which I know is not true), but I can charge what ever I want because I'm the only one within a 100 mile radius that has been published in any major books.

My competition can't say that.

~Eric

[Jim Bryant]

I really hate to say this, but unfortunately in this day and age people would rather super size their fast food meals, purchase cigarettes and cheap beer instead of purchasing quality photography. To them, the cheaper the better.

[gturner]

Here is a interesting read and good business lesson - just had it open as walmart is starting to look at moving out this way

Wal-Mart You Don't Know | Fast Company

What ever you sell is a value proposition to the client. Offer top quality specific service and back yourself.
If however you feel your work is no better than the $200 offer, then you need to either practice or match it

[Xposurepro]

I say stick to your guns. Some clients will go somewhere else so they can get tons of images on a CD for $200 (and they will most likely get what they paid for). While those who have real money to spend will come to you. Truth is those other shooters aren't actually making money with their $200 deals once you factor time and what expenses they have into the equation. There's always those who will still pay top dollar for a quality product.

[Niresangwa]

why not start advertising in the next county over? seems you'd be the little fish over there.

ultimately once you've exhausted your advertising trickery, and if you still don't get the results you want, you're going to have to reconsider your business model, or reconsider your career choice.

there really is no easy answer, and ultimately no amount of 'stick to your guns' talk will put money in your pocket if there just isnt a market for your product where you live. its all very well being a principled high end photographer if you live somewhere that needs it. That's why there isn't a Tiffany's & Co. on the high street in your town I imagine.