The IPS Series: How to get your clients to love their artwork as much as you do

We’re starting a new series on the blog for photographers all about focusing on giving your clients gorgeous heirloom products that they are going to LOVE. 

You’ve seen the endless discussions and debates in online groups of photographers debating the two most popular business models in the industry— an all-inclusive model with the digital images included in the session fee, or a product-focused model where clients can choose their prints and albums through you and it’s often done as in-person sales (IPS).

I’ve seen photographers have tremendous success with both models, and it really is all about which one fires you up, which one you can get behind 100%, and which one makes you feel like you are providing the very best experience possible to your clients.

Personally, I’ve been using the IPS model for 5 years and it works wonderfully in my business.  I love getting together with my clients for their gallery reveal appointment after the session, playing their video slideshow, and watching them fall in love with the images we created together.  I love to see them get so excited as they choose their favorite images and decide where to enjoy those portraits in their homes.  I absolutely adore their reactions when they unwrap their packages and exclaim that it is so much more beautiful in person than they imagined, carefully turning the pages of their new linen album or unveiling their gorgeous new wall art.  

They come back for their next session, and before we’ve taken a single photo they are already talking about the album that they want to create or the new canvas they want to hang in their living room.  They realize that their portraits bring them so much joy where they can see them every day, and they don’t want to have them get lost on a hard drive somewhere where they will never see them or never get around to printing them.  They value the products and they value the service that comes along with it.  That is why I do what I do.

Whichever model you offer to your clients, you have to love what you sell.  If you love digitals, sell them!  If you love tangible keepsakes that you can see and feel, go with that!  That’s what it is all about.  If you love it and you are passionate about it, they will love it, too.

Me?  I looooooooove albums.  Some of my favorite memories growing up were sitting behind the sofa and poring through boxes of photographs and countless photo albums with my sister.  Now as an adult, I love being able to look through my grandparents’ albums that are many decades old, turning the pages that so many hands have turned and enjoying the stories that unfold on the pages.  So when I start talking about albums with my clients, they get excited right along with me and it makes them love these albums for their families, too.

I offer a few different types of albums to our clients.  These are the exact same albums that I print for my own family, so I really do stand behind their quality and beauty.  There is the fine art album, a beautiful linen album with ultra thick pages printed on photo paper with two different finishes on the pages.  The storybook album is a smaller album with press paper pages.  And finally, for a fun little gift I have added on the mini accordion albums that many families love sharing with grandparents.  

When I share our sample albums with the families that I work with, they get so excited to see the quality of these keepsake books and they immediately start imagining their photographs on the pages of the album.  We talk about sitting on the couch with their little ones, turning the pages and telling them their favorite family stories about when they were little.  These are not meant to be tucked away in a drawer somewhere, but to be enjoyed and to become a part of their daily life.

One of my favorite client stories recently was about Baby Blake.  She came to me for a newborn session, and returned for her first birthday session.  Her mom and dad told me that she was obsessed with babies, and that she loved looking at pictures of babies.  They had an album from her newborn session, and every morning she wanted to look through the book at all of the babies on the pages — she didn’t realize that every single photo was of Baby Blake!  This became her favorite book, and it’s going to become a memory that she has forever as she gets older and continues looking through the pages of her baby album.

I could say that I am so lucky that the families I work with value these products just as much as I do, but honestly, I don’t believe it’s luck.  I talk about our keepsakes all the time.  They are displayed prominently on my website, there are a ton of blog posts with product features, and I share these product photos all over my social media pages.  During the initial inquiry stage and during our first phone call, we start talking about which products will be the best fit for their family and get them dreaming about the new gallery wall they are going to create or the album that they will share with their children now and pass down to them 20 years from now.  They are excited to have tangible keepsakes before they even book their session.  I really do believe that when you are passionate about the experience you offer to your clients, you are going to get the type of clients that value the same things you do in their portrait experience. 

Stay tuned for our next post all about choosing products that complement your brand that your clients will love!

Rocking your business & your baby: Planning for maternity leave as a business owner

Hey, mom-preneurs!  

This one is for you.

We’re starting a new series on the blog called “Rocking Your Business & Your Baby.”  As I enter into motherhood with the arrival of our baby boy this spring, I am excited to connect with so many other mamas out there who have learned (and are still learning!) how to balance business & babies.

I’ve been a business owner for SIX YEARS.  Think about that for a second — my very first newborn clients are going to be first graders in the fall.  Wow.

For 6 years, this business has been my baby.  It’s held my hopes and dreams, it’s connected me with so many amazing people, it’s been the big thing that I work hard on every single day.  I’ve truly loved watching it grow and evolve over time, and seeing how I have grown and changed as a business owner in that same time, too. 

And now I’m adding on a new role, the most important role of them all: MOM.
 

I know that things are going to change for me as a business owner with the arrival of our baby boy.  This little business of mine won’t be my only "baby" anymore.  Working from home will hold a whole new meaning, and my time is going to look a lot different moving forward.  I’m excited to connect with other business owners who are rocking their businesses while rocking their babies, and to share some insights with all of you as I learn as I go!

---

Today we’re going to talk all about preparing for maternity leave as a business owner.  If you’re waiting on your little one to arrive — CONGRATULATIONS!  You must be so excited as you count down the months and the weeks until the day you finally get to meet your sweet little baby.  But if you’re anything like me, you might also be a little bit nervous wondering,
How in the world am I going to get everything done? 
How will I continue running a business with a baby at home? 
What will happen if I just drop off the face of the earth for a few months when the baby arrives? 
Can I even afford to take maternity leave?

I have had all of the same thoughts, worries, and concerns over these past 9+ months, so I’m sharing a little insight into a few things that helped me prepare for maternity leave with the idea that hopefully they will help you as you embark on this new adventure, too!

It’s never too early to prepare.
 

I hired a virtual assistant long before we even decided to have a baby.  Kristina started working with me a full 16 months before my due date.  I knew back then that there were so many things in my business that I could outsource to free up my time and attention that would be better spent focusing on other areas, and I found the perfect assistant to do that for me.  

We spent more than a year establishing a solid workflow where she completely took over some of the behind-the-scenes tasks that allowed me to focus on growing my business in other areas.  For example, because she took over social media and blog prep, I could streamline my marketing to bring in even more clients, and my sales to bring in even more revenue. 

Which leads me to number two…

Save, save, save. 
 

Save up as much extra income as you can before you go on maternity leave to cover your expenses so that you can enjoy some downtime at home getting to know your new baby.  You’re going to want to take time off to rest, bond, and find your groove at home as a family of 3 (or 4, or 5!).  Having the financial freedom to do that will give you one less thing to worry about.

As soon as we got pregnant, I started saving every penny because I knew that I wanted to take a few months off once our little one arrived, but we would still have bills to pay.  Actually, you’re likely going to have even MORE bills to pay than you do now because of hospital bills, baby items, formula, diapers, and all of the other expenses that come along with bringing a little 8-pound human home with you.  So plan to grow that business well before your due date so that you have enough saved up to cover at least 2-3 months of expenses during your maternity leave.

Automate your business as much as possible.
 

Preparing for my maternity leave felt a lot like what it was like to prepare to take a sick day when I was a teacher, times about 1,000!!!  I wanted my business to continue running, so I scheduled blog posts, social media posts, and newsletters that would go out automatically during the weeks I planned to take off.

This way, I can be out for a walk with my baby and a new blog post goes live.  I might be struggling through a sleepless two-day stretch, but my social media posts are still fresh and my followers see that we’re still an active business with a lot going on.  We could be visiting with the grandparents, and  a newsletter will go out advertising our summer sunset sessions.  

As a business owner, you are always marketing and reaching potential clients and past clients.  It's important to stay fresh in their minds so that they remember, "Hey, I really want to work with you!"  Automating some tasks to keep your business running even while you're taking a break will help to do that for you.

Your business can run itself if you prepare ahead of time.  IT’S A LOT OF WORK, but it’s worth it not to have to worry about a thing when all you really want to do is stay at home and marvel at how perfect your baby is. 

Block off time on your calendar, and stick to it.
 

I stopped traveling for sessions 1 month before my due date.  Since I drive back and forth between two states for sessions, I didn’t want to worry about going into labor while crossing the Berkshire Mountains, so early on in my maternity leave I planned which weekends would be my last ones in Massachusetts, and I made those dates known to all of my clients, stacking them full of sessions to save time and maximize profitability.

I also planned to stop working around week 37, so I wrapped up all of my client work by then.  All orders from sessions were completed, albums were designed, print orders were placed with my labs, and everything that I could package and deliver was sent out so that I wouldn’t have to worry about anything being left unfinished in case the baby arrived early.

I knew that I could still do behind the scenes work after week 37 (blogging, social media, newsletters), but it was important to me that all client work and obligations be done to have one less thing to worry about.

Plus, you’re going to want to take it easy before the baby gets here!  I was in full-on nesting mode and I spent months looking forward to having a few weeks “off” to clean, organize the nursery, prepare food for after the baby arrived, and spend some extra time with just my husband.  We fit in a few extra “date days” and other little things that we wanted to do that would be so much easier without a baby in tow, so take your time to relax and enjoy that end stage of your pregnancy without working up until the end!

Have a plan in place in case your baby arrives early.

It happens.  Babies arrive whenever they are ready, and if you’re counting on your little one not making an appearance until you’ve accomplished x, y, and z…. well, you might find yourself in a sticky situation!  So be prepared to be flexible and just go with the flow.  

If you allow yourself enough time to wrap things up before your due date, hopefully you won’t have to deal with too much of a surprise and be scrambling to get things done.  But let those clients towards the end of your workload know that you’re approaching your due date and that it’s possible you might need to reschedule their appointment if the  baby arrives early, or mail their order to them if you can’t deliver it in person, or that you might wind up meeting through video chat or FaceTime if you can’t be there in person for an appointment. 

This actually wound up being a blessing in disguise since our little one arrived THREE WEEKS EARLY, as soon as I had finished up many of those loose ends with my business tasks!   I had to reschedule one gallery reveal appointment, and one cake smash session.  Thankfully those clients were incredibly understanding and knew that my due date was right around the corner back when we booked, so it was no issue marking a new date on the calendar for them.  I was even receiving messages from them "just checking in" while I was at the hospital with our baby, and I thought it was the sweetest thing that we were on their mind!

Give them enough heads up, and thank them for their flexibility.  They’ve been in your shoes before, and they will definitely understand and be accommodating!

---

The most important thing is don't stress too much about stepping away from your business to focus on your family for a bit.  Your business will be there when you're ready for it, and you're going to find a whole new balance to your life as you adjust to being a mom AND being an entrepreneur.  

Do you have other topics you'd like to see in our "Rocking Your Business & Your Baby" series?  Let me know by sending an email to education@nicolestarrphotography.com.  I'd love to hear from you!

---

Behind the Lens: A Photography FAQ with Nicole Starr Photography!

Hey, photographer friends!

I’ve compiled a list of some of the questions that I get asked most often by other peers in the industry, and I wanted to share them on the blog today!  Enjoy a peek into some of my favorite things!

What’s in your camera bag?

I shoot with a Nikon D750.  I’m a huge fan of prime lenses, and over the years I’ve sold off all of my zoom lenses because I just didn’t use them often enough.  My favorite lens for outdoor sessions is the 85mm 1.4, and for my indoor sessions I often use the Sigma Art 35mm.  The 35mm comes with me to all of my Fresh 48 and lifestyle sessions, too!

A few unexpected items in my camera bag are a little rattle to catch babies’ attention, a stash of Smarties candies for a quick little bribe, and I can usually find slips of paper with everyone’s names written on them from past sessions so that I don’t forget anyone’s name!

My camera bag is a Kelly Moore bag that I've had for YEARS!  It's beautiful, durable, and it fits everything that I need.  Usually it carries 2 bodies, 2-3 lenses, and a few other odds and ends.

What studio lighting do you use?

I started using studio lighting two years ago, and it was a total game changer in my studio.  I use an AB400 with a PLM, and I sync it up with Cyber Sync triggers.  I highly recommend the studio lighting course, “Illuminate” by The Milky Way for anyone who is just getting started with studio lighting.

How do you get babies to look at the camera?  

Seriously, guys, I finish my sessions completely winded and exhausted after working so hard to get the babies to look my way!  I have a little rattle that I love using, and I also use a couple of squeak toys to get little ones looking my way.  If they’re on the floor, I’ll get down to their level and tickle their toes and chin, leaning back to catch their reaction on camera.  If mom and dad are in the room, I ask them to stand right over my shoulder to be sure the baby is looking towards me and not away from me.  Sometimes I have to resort to holding mom or dad’s phone above my lens with their favorite song playing on Youtube.  I avoid giving the phone to little ones at all cost because let’s face it — you’ll never get it out of their hands, and you don’t want to edit it out of every single image!

What are your favorite props?

I’m a bit of a minimalist when it comes to props (which is rare for a baby photographer, I know!).  I recently shared this blog post that lists the props I consider most essential in my studio.  I hope you find it helpful!  Just remember that these babies are so perfect just the way they are, and they don’t need to be surrounded by clutter that overwhelms the photo and takes away from the real focus of the portrait — them!

What are your favorite places to shop for DIY backdrop materials?

For my newborn sessions, I love buying jersey knit fabric by the yard at the fabric store.  Get something with a good amount of stretch, and buy at least 2 yards for the beanbag.  If you’re making your own wraps, you can do a 1/4 yard in a pretty fabric with good stretch.

I get all of my seamless paper through Amazon because of their Prime shipping.  Savage Seamless is truly the best.

For cake smash decor, become very familiar with the scrapbook paper aisle at the craft store.  I have bought nearly every color to create bunting, banners, hanging garlands, and elaborate backdrops for our birthday sessions.  Invest in one of those 12x12 plastic cases to store the extra paper in, and after each session you can fold the garlands up and store them in clear plastic bags for easy access next time.  The more you can reuse, the more profitable your sessions become, plus the less time you’ll have to spend making new decor each time!

How do you edit your images?

I spend most of my time in Lightroom doing adjustments to the images. I started out with LR years ago, and it's just the software that I'm most comfortable with and that works for me!  I've created a few presets that I use on nearly every image, and batch editing helps to speed up the process. 

In every session there are a few images that need to be taken into Photoshop for cloning, backdrop extension, headswaps, liquifying, or general cleaning up.  I do light retouching in Photoshop on these images, and then bring them back into LR to save them.  I find that I mostly use Photoshop for graphic design purposes, and I love it for that!  

Cake Smash Series: 70+ Theme Ideas for your Next Cake Smash Session

Your baby's first birthday is coming up, and it's time to party!  What better way to celebrate than with a portrait session?  Personally, cake smashes are my FAVORITE! 

We've come up with a list of the most popular (and also some of the most unique!) ideas for first birthday sessions and cake smashes.  We hope that you'll be inspired to plan a one-of-a-kind cake smash for your baby's first birthday!

---

Classic themes:

Twinkle, Twinkle Little Star
Construction/Trucks
Baseball
Nautical
Tea party
Circus
Flowers
Airplanes
Dr. Seuss
Rubber Duckies
Music/Band/Instruments
Sock Monkeys
Superheroes
Rainbow colors
Bohemian
Circus
Camping
Shabby Chic
Ballet

---

Animals:

Unicorns
Teddy bears
Farm animals
Woodland animals
Ocean animals
Zoo animals
Bumble bees
Monkeys
Owls
Whales
Butterflies

---

Seasonal:

Winter wonderland
Valentine’s
At the beach
Surf’s up
Cherry blossoms
Spring garden
Falling leaves
Halloween
Christmas
New Years Eve
Snowmen

---

Classic Children’s Books:

The Very Hungry Caterpillar
Guess How Much I Love You
Corduroy
Chicka Chicka Boom Boom
Oh the Places You’ll Go
The Little Prince
Peter Rabbit/Beatrix Potter books
Where the Wild Things Are
Make Way for Ducklings
Blueberries for Sal
Goodnight Moon
Harry Potter
Winnie the Pooh
Peter Pan
Alice in Wonderland
 

---

Food alternatives:

Spaghetti & meatballs
Watermelon
Pumpkin pie
Pancakes
Seasonal fruit (strawberries, blueberries)
Cheerios
Pineapple
Apples/apple pie for fall
Tacos
Waffles
Donuts
Ice cream
Pie
Cookies & milk

---

You've got the perfect theme -- now what do you decorate with?  I provide all of the decor for my cake smash sessions at the studio.  Here are some of my favorite items I like to keep on hand to make our sessions a little more whimsical, creative, and fun!

Decor ideas:

Paper bunting in many shapes
Tulle balls
Tissue paper puffs
Twinkle lights
Patio lights
Lanterns
Cotton clouds
Hanging flowers
Ribbon streamers
Flower garlands
Eucalyptus garlands
Fake flowers to hang from the ceiling
Mason jars
Beaded curtains
 

---

Don't forget to check out the other posts in our Cake Smash Series!