Photographing Children of All Ages

Setting the Groundwork for a Successful Children's Photography Business

By Karen Rubin, M.Photog. Cr., CPP

A few days ago, I was having a casual conversation with a new acquaintance and the topic of my work came up. I explained that I was a photographer. "What kind of a photographer?" the man asked. When I replied that I was a photographer of children, his eyebrows flew up and he said "Oh, a photographer who knows how to make money!" Karen Rubin,

It appears that my long held secret has been let out of the bag. When I began photographing children twenty years ago, I couldn't find anyone in the Denver area to be my role model. All children were being photographed by discount chains, or old fashioned photography studios with dusty props and backgrounds. Since that time, the children's market has changed dramatically. Nearly every week now I am asked to advise someone who is interested in starting a children's photography business. In addition, I frequently hear from wedding and commercial photographers who are tired of struggling. They have switched to photographing children and families. Why? Simply put, it is because the hours and the money are great.

I have chosen to be a low volume studio photographer, averaging between 150 and 250 sessions per year. It is a niche that I am comfortable in - it's a niche that I love. However, this information can be used for a studio with many more sessions than our studio. On the spreads are a few tips that have helped me along the way.

These simple business strategies have worked well for me over the years. Although there is obviously much more involved in starting a business, these concepts will provide a solid foundation to any photography business. Karen Rubin,

TIP 1. Clients are not going to pay you money for something that they think that they can do themselves.

In 1984, my first decision was whether to photograph with a medium format or 35mm film camera. I chose a medium format camera because I wanted to create wall portraits that my clients couldn't make themselves. Today, I am photographing with a Canon 1Ds digital camera. Why? The same principle applies - my clients can't make beautiful enlargements of images from their 3-mega pixel cameras themselves. The tools have changed, but the philosophy still applies.

TIP 2. It is important to look at what other photographers in your area are doing, and then do something different-something that sets you apart from everyone.

Charles Lewis calls this your "unique factor". If you can't figure out what makes you different and/or more special than your competition, I promise you that your clients won't be able to figure it out either. Some unique factors for Karen Rubin Photography are: Karen Rubin,

a. A signature style portrait custom designed for every client
characterized by simplicity, superb craftsmanship and a
natural expression that moves the observer.

b. Customer service extraordinaire:
· We treat our clients with the utmost respect.
· We consider our client's wants and needs first.
· We never ask the client to wait.
· We always give our clients 100% of our attention when they are in the studio.
· We deliver their portraits on time or before the delivery date.
· We follow up with a handwritten thank you note.
· We provide a money back guarantee if the client is not completely satisfied.

c. I am their personal photographer-they will not have another photographer when they come to our studio. I am an award winning photographer, and a speaker/judge of children's photography backed by twenty years of experience in children's photography.

d. I am an active member of Professional Photographers of America as well as my state and regional association.

TIP 3. Find out what your customers want and help them get it. Karen Rubin,

This is another Charles Lewis philosophy that has worked well for me over the years. I always include a "planning conference" with my first time clients. I ask important questions such as "If you could have your dream image, what would it be?"

Sometimes the client will have an idea buried in their psyche that they didn't even know that they wanted until this question was asked. I spend about 45 minutes listening, asking questions and brainstorming with the client. We discuss clothing, behavioral psychology, prices, and policies. I help them prioritize a logical sequence for the photo session.

Finally, I ask them to sign an 'Engagement Agreement' with me. This makes us partners in the creation of their images. Although my portraits are not inexpensive, my clients are willing to pay more for them because they can get exactly what they want. The beauty of this is that satisfied clients become clients for life.

Karen Rubin,

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