The last section of the business, I'm going to show you an experience how the girls look after the clients and how they. A real client and here we go. (smooth music) Everything Yervant and I have designed and applied to our studio appeal to their emotions and not the pocket. (smooth music) How are you guys? [Male and Female Client] Very well, thank you. That's good, so you're getting married on...? The 20th of October. Fantastic. We greet every client in a very comfortable lounge area. We have no products in the lounge area, our job is to just listen to their exact requirements. Would you like a coffee as well? Yes, please. Beautiful, no worries. (smooth music) The album is really about telling the story of the day. Anna, it's beautiful. It looks really nice. We then start showcasing a large variety of options. We have a lot of albums and image boxes to show them, because by showing them a large variety, you will engage them into at least one or two products t...

hat they absolutely want. This is our graphic studio range. Everything is customized, the papers... We have the largest range of albums from graphic studios in Australia. All our albums are Italian made. The more samples we have, the more chances for them to say, "Yes, I want the services of this studio." (smooth music) This is the designer art box, so you can how it's got all the glitter along the edge, but you can choose different colors, different textures, everything like that. This in here is the pre-wedding shoot. This is a price list I've prepared for you. Inside, I've put some examples of real clients, little Piccoli albums so you can go through and have a look. These are the hardback Piccolis. These are fantastic for gifts for the bridal party, and this is the price list all enclosed for you. Oh, fantastic. Once we have gauged the exact type of service they want from us, we will introduce our pricing structure and tailor-make a package that meets their exact requirements and budgets. I will put that all in a box for you to take away. That would be great, thank you so much. (smooth music) All right guys, so what we're gonna do now, is I've got your shortlist up on screen, so we're gonna go through together. I'm gonna refine and make the perfect selection for the photographer to design your album with. All right? Once the wedding has been shot, their proofs will be uploaded, so they can make a selection. Once we receive their selection for an album, wall prints, et cetera, we invite them back in the studio so we can through everything with them and decide what type of album, what type of paper, parent's albums, wall prints, et cetera, that they may require. (smooth music) Hi guys, how are you going? Very well. It's good to see you again. All right, I've got a beautiful design that Yervant's done for us from the last time that I've seen you. What we'll do is we'll go through each one, one by one, and then if you want to make any changes afterwards I'll take note of that, all right? Okay, brilliant. Beautiful. Once their album is designed, the couple are invited back in to do a viewing and we let them watch, page by page, their album design. This is their chance to either approve on the spot, or request some changes. (smooth music) A happy ending for all, a stunning album has arrived from Italy from graphic studio, along with their two sets of parent's albums. I've got all your beautiful albums here, which is really exciting. These are all your little Piccoli. 12 Piccoli libri, the pocketbooks for bridesmaids and groomsmen, which the bride and groom will give as thank you gifts. I package these individually. Little mignons. And the client is very excited to come in, have a look, and take home the final product. (smooth music) Guys, thank you so much. It was so good working with you guys. I can't thank you enough. I hope you love it. Thank you so much. It's absolutely beautiful. I'll walk you guys out. (smooth music) Okay, that's an example and most of the other times, this is how we present, this is the transition of booking us, going to the album and this. The colors have changed a little bit since you saw that video, now we've gone more cream, light colored. This is our price book, this is what we give always to our clients. We show a lot of album samples, and once we start to really see what they're relating to, we have the really small album samples, we give them this instead of a brochure because they're gonna go home, talk to mom and think. So, when they take this, it's an album in their hand. We give two or three of those in the box. Then we give them a price list. We don't mail them price lists, usually we prefer them to come to the studio, unless they're out in a different, then we market it a different way. Our price list and packages are all done in here, sorry. It's all good presentation and usually the girls put, if you saw the red chocolates, the heart chocolates, a couple of chocolates in the box, so it just makes it feel love, this is great bang, this is quality. When you open it, a big phone company, you open that white box, how beautiful is that? I got to that shop, I'm not gonna tell the brand, but you know what I'm talking about, I go to the shop even if I have everything in the shop, I still walk in and say, "What do you have under the table that I haven't seen?" It's an experience, you want to be there all the time. This is our first experience with the bride and groom. Now, if they don't book us, this is a waste if we look at it that way, but many times girls have come back to us and said, "Yervant, you were a bit expensive, "we didn't book you, we booked this other photographer, "and now we regret because we wished we booked you. "We don't have an album "and I brought my sister with me so she books you, "not even thinking." We get so many of these. Even brides come in with their files, so called files, and saying, "My father gave me this, "I don't know what do with them. "can you make one of your books for us?" It's extra business for me, but it's not going to be a Yervant book. You see what you are missing out there and this is happening even more and more. We can't do anyone this work because we are busy for ourselves. But, this is the reality. I'm gonna show you now the album. Now, we're starting to go my part. This is me (laughs). Up 'til now it was the girls' part. Now, it's the hero part, I can be more comfortable. (audience laughs) This is the album of the couple you just saw. (soft exotic guitar music) This is an example of the album. Already when I saw that, this is about two years old now. But, when I saw how shit, I'm bad, oh sorry, you didn't hear anything bad, did you? (audience laughs) I always upgrade myself, I always want to be better than I was last year. It's so important.

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Yervant

Yervant (Zanazanian) is an internationally recognized wedding and portrait photographer based out of Melbourne, Australia. He is a member of AIPP, the <a href=" http://www.aipp.com.au" target="_blank">Australian Institute of Professional Photography</a> where he has established himself as one of the most awarded photographers in Australia.

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topics covered in this class

Wedding Photography Business Portrait Photography

Ratings and Reviews

Claudia Montero-Kubli

I love it!!!!!! I am so inspired, I learned a lot! thank you Yervant for sharing your Talent with us this two amazing days! Thank you to all the CREATIVE LIVE staff you are awesome!!!! best time! I want to come again!

a Creativelive Student

I am SO grateful to CreativeLive as well as Yervant for taking the time to put on this class. So many times while sitting in this class I thought to myself "what have I been thinking?!" I have so much to learn! I loved hearing about Yervant's process for creating images, but what inspired me even more was his advice on how to view, and treat yourself as a professional. I completely agree when he said photographers are creative but we are "terrible business people." But I aim to change this in my business from this point forward, thanks to this class! Yervant's advice on how to value, protect, and sell your art is priceless. I have always valued printing and creating products clients can hold, but I don't think I understood the real emotional value in it until this class. When he pulls those images we just watched him create for the last two days, off of that printer, and they are there before our eyes, I had an emotional reaction to it. I want my clients to experience the same, so I must value it and create opportunities to educate my clients. Thanks for the kick in the pants that we all needed Yervant! And I hope this will not be the last time I get to experience your education in my life. I said this many times to other students during the class, but I will say it again here, I want to carry a mini Yervant with me every where I go! Thank you Creative Live and thank you Yervant!

a Creativelive Student

Yervant’s ardent love for wedding photography and capturing his brides in their best light is unquestionable. His love for this photography community and his regard for our respect in the world hierarchy is without reservation. Yervant’s willingness to share his knowledge and skill for all these things to come together is beyond generous. These are some of the things that help Yervant to effortlessly stand out as a photography master and this is exactly what this class is about… plain and simple.

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Wedding Client Interaction

Wedding Client Interaction

Lesson Info

5. Wedding Client Interaction

Lessons

Class Introduction

Client Focused Wedding Business

Marketing for the Wedding Business

Pricing & Sales Strategies