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©EDMONSON Photographers

We have a wedding site, an Indian wedding site, a site for David, a site for me, and an associate site for weddings. Then we have a commercial site, a portrait site, a catering site for my brother-in-law who is a chef, an Italian event site for two of my sisters who are living in Rome, and a couple others. We use our sites and the blog to be able to cross link and drive traffic to each other. We also invested in the liveBooks SEO service and now about a third of our business comes from people who are just searching for us on the internet. Another third of our business comes from vendor referrals — people in the industry who we work with. A perfect example of that is the photographer Robert Evans. He shot Brad Pitt’s wedding simply because he had given images back to a florist he worked with. No one had done that for that florist before, so he stood out and they recommended him for the wedding. So if you can find ways to give back to your vendors, it always pays off because they’ll send you some business. The other third of our business comes from word-of-mouth bridal referrals and people who endorse us in the community.

We advertise on a few exclusive websites and we’re part of organizations that help us create buzz, like WPJA, WPPI, and PPA. We also advertise in publications in our local markets, but the best way to get publicity in magazines is to just send them images from real weddings. That’s a great way doing editorial work, and it also helps the magazines out. My basic analogy about your business is, it’s like you have a container that you want to put a bunch of water in. Some of the cups that you’re using are big cups, and some are Dixie cups. But the more you’re pouring in, the better off you’re going to be. So whether it’s SEO or word of mouth, every little bit helps.

Then when potential clients come to us or to our websites, we found that for all our clients, when they initially have contact with us, they want see content that is very targeted towards exactly what they’re asking us about. If they ask about baby photos, they want to go to a site that looks like nothing but babies; if they want us to do a wedding, they want to go to a site that is nothing but weddings.

©EDMONSON Photographers

Most websites I see have portfolios divided up into four or five different types of photography. Then they have their blog link there, and their pricing. And they blend together after a while, because all the sites are the same. Everybody is showing that they do a variety of stuff. We just found that, for us, to connect with our clients, especially a higher-end clientele, they like things that are rare and unique, or specialized. They want to go to someone that is considered an expert in their field. So if you present yourself as a jack-of-all-trades, you may come off as a master of none. Versus if you have different websites, you’re able to show these different clients that you invest yourself into this particular niche, whatever it is. All of a sudden they’re building this trust with you. And you’re giving them a reason to want to use you because they think this is what you eat, dream, and sleep about, is taking baby photos, or taking commercial photos, or taking wedding photos. And it doesn’t actually have to be that way. It’s just the way that you’re presenting it to them.

And then, when they’re looking at our work, we don’t come up to them and necessarily start telling them all the other different kinds of stuff we do. We just show it. It’s like when we meet with wedding clients, we still have a few of our commercial products up and available, because it builds our trust. We’ve shot a number of recording artists and we have their gold records up. And they’ll start to think, if this band I know trusts them to do their photography, why can’t I? Typically, people when they come to meet us, they already know that they like our work. The only reason why they come to meet us is to find out our personalities, because they’ve seen the work online or someone else has put in a good word for us. So we don’t have to do a lot of selling then, at the point that they’re coming to meet us.

Then over time, once they get to know you, they like you, and they love your work, you can introduce them to some of the different types of photography that you do if you have different sites. All of a sudden they start to be your ambassador looking for ways to help you promote your business. And when you’re talking about today’s economic times, we all know that it’s not a good idea to put all your eggs in one basket, because all of a sudden if that hype, for whatever reason, start to slow down, you’re dead in the water.

• Cable channel Bravo confirmed that a new reality show featuring celebrity and fashion photography duo Markus Klinko and Indrani is slated for a debut in January 2010. The glamorous pair were the creators behind iconic images including the album covers of David Bowie’s Heathen and Beyonce’s Dangerously In Love. American Photo’s State of the Art blog has more details. Another interesting development about photography invading mainstream TV is the anticipated launch of the Photography Network this September. An excerpt from their marketing pitch hopes Photography Network will be to photography “what HGTV is to home and garden and the Food Network is to food.” For a sneak peak, check out their demo reel.
• Following complaints from photographers and an NPPA letter to Amtrak in January, Amtrak issued a new set of guidelines last week that incorporate NPPA’s recommendations. The new policies state that Amtrak police should not “delete, destroy, or alter photographs and video, along with the directive that they shall not request others to delete, destroy, or alter photos or video either.” After a lot of mixed messages and mistreatment from Amtrak, this is finally some good news for photographers.
• After months of anticipation, the Getty Flickr stock collection is finally here. While most would agree it is impressive in terms of quality and quantity for something on Flickr, it comes with a hefty price tag also. We’d love to hear what you think about its potential and problems.
• Big congrats to beloved Scotsman Harry Benson for receiving a CBE from Princess Anne at Buckingham Palace yesterday morning! Check out Harry’s insightful advice for young photographers here on RESOLVE.

©SAS Becker

5. What might a weekly schedule might look like for a full-time wedding photographer?

In the perfect world, I would shoot three days a week, edit for two, schmooze for one, and do nothing else. Okay, realistically for a portrait/wedding shooter, one could hope to shoot for 3-4 days a week, mostly weekends. Do editing and post production during the traditional work day. Arrange to go out to at least one business-contact meeting a week outside of your client meetings. Make check-in calls to clients at night.

Business growth and development can happen in your off season; January and February are traditionally slow months if you are on the East Coast. You’ll need to plan your personal time off in advance. It is so important to keep up on the more mundane tasks when you are slower because (hopefully) you won’t have much time to prepare during your busy season. One of the hardest things I have found being self employed is that after a very productive shoot I feel like I deserve a vacation. Well, guess again… that’s when you should be planning for the next one. Which isn’t such a bad thing after all, when you love what you do.

Dietmar Busse's portrait of designer Isabel Toledo, part of his new Artists and Starlets project. ©Dietmar Busse

After high school, I was just traveling. I was going to go to university, but I was really too busy hanging out in Spain, Morocco, Turkey. I registered at Berlin University to become a lawyer. That was the only thing where you didn’t have to have a certain kind of average; they would let anyone become a lawyer at that time. And since my grades were very mediocre, they were just good enough to become a lawyer without being on a waiting list. The day I was supposed to start school, I got a little job offer taking care of a farm in Spain for German people. I went there, realized the job was not for me, and on my way back to Germany, I got stuck in Madrid. I was only 20 years old, and started going out and partying while university had started in Berlin. I was having a nice time being a club kid, and started to meet people there on the scene. Everyone was a model or designer or photographer. And this kind of sparked my imagination. Meeting people who were involved in that kind of business made it seem more possible for me to be part of the business, and I started to think I could become a photographer, too. I went with a model friend of mine to a photography studio to check things out and I just kept going back. The first assistant was a German guy, so I somehow got connected with him and the studio. And that’s how I started. I really didn’t know anything about photography; I never went to photography school or anything like that.

While I was going to that studio, I picked up books on photography and just taught myself. I went to the studio every day until I became an assistant, second assistant, and eventually first assistant. I worked at that studio for almost two years, from 1987 to 1989. After that, I freelanced. Well, I was also working as a bartender, night jobs. Just sort of getting by. The freelancing wasn’t going very well in Spain. There was not enough of a market. I planned to move to Italy, since I wanted to stay in photography and I wanted to stay on the Mediterranean. Me being German, I liked the idea of living where all the rest of the Germans had to go on vacation. I was getting ready to go to Italy, and then somehow, through fate, I met someone who had moved to New York City, and he gave me his business card. A month before I planned to go from Madrid to Milan, I talked to a friend, and he said, “You’re crazy, you shouldn’t go to Milan, you belong in New York.” And when he said that, I knew I was doing that.

Rossy de Palma ©Dietmar Busse

So I came to New York in 1991. I knew one person, the guy who had given me his card. I called him to see if I could stay at his apartment. He said yes so I just packed my stuff in two bags and bought a ticket to New York. I’d never been there before. I rather quickly found a job at Industria Super Studio, a big studio down on Washington Street in Greenwich Village that had just opened. I was very naive, and very nice, and Germans have a good reputation for work ethic. So I got the job I think just by my nationality. I worked there for few years on a freelance basis as a photo assistant. One of the perks of being so closely associated with Industria was that you could use their equipment and studio. They were very friendly and supportive. The payback was not so much in the kind of money they would give you, it was very much in the access one had to the other photographers, assistants, and their equipment. So I ended up working with different people. It was very open. It was a good place to become part of a network.

I worked like this until 1995 when I started getting my first gigs as a photographer. When I look back on it now, my transition from being an assistant to becoming a working photographer went really quickly. Within a very short period of time I was working for magazines, like the New York Times Magazine, Visionaire, Interview, and Paper Magazine. It was great. This is how I became a photographer.