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Welcome to this week’s edition of the SeniorInspire the Newsletter!

This week we’re digging into one of the most important — and let’s be honest, most awkward — parts of the senior photography business: perfecting your sales method. Whether you’re flying by the seat of your sweatpants or have a system that’s only slightly more structured than a coin toss, we’ve got ideas to help you level up.

We’re also featuring our Mentor of the Week, the one and only Annie Marie, who shares a bit about her background, her mentoring style, and what kind of photographers she loves to work with (hint: look in the mirror).

And if you’re just here for the eye candy — don’t miss an image I love from Paige Day that’s moody, powerful, and basically dares you not to stare at it.

Alright, let’s get into it!

This week we're looking at something that gets asked often. Here's the question...

Do we really still need in-person ordering sessions in the age of online galleries and instant everything?

Ah yes, the great IPS (in-person sales) debate — still as divisive in 2025 as pineapple on pizza. Some photographers swear by in-person ordering as the only way to run a profitable business. Others haven’t done one in years and feel just fine about it.

So which is it? Is IPS outdated or essential? Let’s talk about it.

💻 First, yes — online galleries are convenient.
They’re fast. They’re easy. And let’s be honest: clients love the instant gratification.

If your sales model is more all-inclusive or shoot-and-share, online delivery makes total sense. You can be in your pajamas, sipping iced coffee, while your client cries over her gallery at 11:47 p.m. in hers.

No driving, no prep, no slideshow setup. It’s low-touch, and for some photographers, that’s the whole point.

💰 But IPS still delivers unmatched sales potential.
If you’re selling prints, wall art, albums, or any kind of tangible product, in-person ordering sessions are still the gold standard.

Why? Because people buy more when you guide them. When you walk them through the options. When you hold up a 16x24 canvas and say, “This is the one your mom will cry over.” When you remind them that digital files are nice, but prints are forever.

That stuff doesn’t translate in a Dropbox link.

🤝 It’s also about the experience.
IPS isn’t just about sales — it’s about connection. A well-done ordering session adds a personal touch that can elevate your brand and set you apart from the photographer who disappears after sending the gallery link.

You become a guide, not just a service provider. A professional, not just someone with a camera. That’s something clients remember — and refer.

📱 But in 2025, it doesn’t have to be all or nothing.
There’s a middle ground. Some photographers do virtual IPS over Zoom, screen-sharing a slideshow and walking clients through their options in real time. Others do hybrid models: online galleries plus a short call or in-studio meeting to offer guidance and suggestions.

And some simply use smart gallery tools that include built-in store features, soft selling prompts, and product previews to help nudge sales without lifting a finger.

🧠 Here’s the real question: What kind of business are you running?
If you’re doing high-volume, low-touch sessions? IPS probably doesn’t fit.

If you’re positioning yourself as a luxury, full-service photographer? Some version of IPS may still be your best friend.

It’s less about what’s trendy and more about what matches your brand, your client expectations, and your income goals.

👀 Final thought:
IPS isn’t dead — but it’s evolved. You don’t have to do it. But if you're wondering why your gallery sales are low, or why clients never order prints, or why they ask if you’re “just giving them digitals”… IPS might be worth a second look.

Have a burning question you want answered in a future column? Head over to www.seniorinspire.com/asknick. I’ll be there manning the phones and waiting for your questions...

Each week, I’m spotlighting one standout image from the thousands of senior photos we’ve featured over the years — in the magazine, on Instagram, and beyond. Whether it’s the light, the vibe, or just that unexplainable something, these are the images that made me stop and say, “Wow.” 

When we talk about images that move you, this one from Paige Day doesn’t just move — it explodes. It’s elegant, bold, and packed with so much energy that you almost forget it’s a still photograph.

Paige was one of our Rockstar PILFs in the 2024 issue of SeniorInspire the Magazine, and this image makes it very clear why. There’s something magnetic about the simplicity and power she captured here — a moment suspended in time, but full of motion and emotion.

Let’s start with the pose. It’s subtle. Graceful. But strong. The subject’s arm arches back behind her head like a dancer mid-performance, and there’s a quiet confidence in the way her body lines flow. It’s proof that a pose doesn’t have to be dramatic to make a statement.

Her expression seals the deal. Even though they're closed, there’s intensity in her eyes, yes — but also control. Poise. It’s not a performance for the camera; it’s a performance for herself. The confidence is inward-facing, and that’s what gives the image its quiet power.

Then there’s the flour. Or powder. Or stardust. Whatever it is, it’s magic. Capturing motion like this isn’t easy — it takes timing, precision, lighting and a whole lot of patience. But here, Paige nailed it. The particles swirl around the subject like smoke, revealing movement that’s already happened, like an echo frozen midair. It adds dimension, texture, and drama without a single prop in sight.

And that black background? Perfect choice. It lets the flour glow, the skin pop, the lines of the pose shine. There are no distractions — just shape, contrast, and tone. It’s a minimalist decision that amplifies everything else in the frame.

Let’s not forget about lighting. It’s subtle and sculpted — just enough to define her figure without overpowering the softness of the powder. The highlights are clean, the shadows gentle, and the overall exposure leaves nothing lacking. It’s confident lighting that stays out of its own way.

There’s also a level of restraint here that deserves credit. A shot like this could easily go overboard with lighting effects, filters, or color grading. But Paige let the moment speak for itself. The editing is clean, the tones are natural, and the overall mood is powerful without being overproduced.

In the world of senior photography — where personality, style, and creativity all collide — this image stands as a reminder that less can still be everything.

So yeah, that’s why I love this image.

I want to talk a little bit more about hybrid ordering and more specifically hybrid ordering with the all or nothing digital collections I sold...

When I first started, I offered hybrid ordering - online preview galleries I'd post 2 days before an ordering session combined with a sales session in the studio. After a few years of doing this, I finally hit my (at the time) $1,000 session average goal.

I was riding high, but up to that point EVERY workshop leader I encountered told me I was “killing” my sale with those online preview galleries.

So the year after I hit the $1,000 mark, I got cocky and ditched the previews. I went all-in on in-person sales and my clients were now seeing their images for the first time during the ordering session.

I was getting $1,000 doing it wrong, certainly my average was about to soar. Right?

No! After half a season, my average had dropped 20%. On top of that, my ordering sessions ballooned from a tidy 45 minutes to two hours plus.

I was panicked.

I switched back to posting preview galleries mid-summer—and my average immediately shot back up and stayed up.

I’m not saying this hybrid method is THE best way. But it turned out to be the best way for ME, my personality, and my limitations.

Here are 5 reasons I believe this hybrid method worked for me:

1. I’m not a natural salesman.

There was nothing I hated more than indecisive clients. Without giving them a couple days to preview the photos before they came in, sales meetings stretched to over two hours, filled with back-and-forth, second-guessing, and complaints about pressure (which I was not applying). Honestly, after an hour or so I’d reach the point where I didn’t care what they bought or how little they spent—I just wanted them to leave. Not exactly the best sales strategy.

2. Digital collections saved the day.

At some point, I added "all or nothing" digital collections to my price menu (another “no-no” back then). My goal was simple: get people to fall in love with so many photos during their two day preview, they'd come to the ordering session feeling like their best option was to buy all the digital files. I priced my cheapest digital collection 20% higher than the sales average I wanted, and because so many clients wanted them all and didn't want to narrow down favorites for two hours, my average climbed beyond what I'd hoped for.

3. Fulfillment was a breeze.

Switching to digital-heavy collections cut my costs and time dramatically. No endless framing, no pricey boxes and packaging supplies. My collections included a USB key with the full resolution files, a proof box for the coffee table, and a full set of 5x7 proofs to go in the box. Everything fit in a nice bag, and I could call it a day.

4. Clients were happier.

By letting them preview the gallery at home, they came into the ordering session prepared. Decisions were faster, stress was lower, and the vibe was way more positive. Happy clients buy more, complain less, and are more likely to come back or refer.

5. It gave me balance.

Hybrid ordering freed up my evenings and weekends. Shorter ordering sessions meant more time for editing, marketing, or—let’s be real—just living my life. For me, that balance mattered just as much as the sales numbers.

Like I said, this method may be completely wrong for you—every photographer has to find the system that fits them. For me, hybrid ordering along with offering digital files struck the right balance of sales, sanity, and client satisfaction… but only because I tested, adjusted, and took the time to figure out what truly worked for me.

Moral of the story? Your business, your rules—don’t let anyone else write your playbook.

This week we’re featuring the endlessly creative and wildly generous Annie Lang, who you may know better as Annie Marie. Based in Minneapolis, Minnesota, Annie has been a fixture in the photography world for over 30 years. But her impact goes far beyond the camera—she’s a mentor, designer, workshop leader, and all-around idea machine. Whether you're starting out or looking to push your work into more artistic territory, Annie brings energy, experience, and a deep love for helping others thrive.

Annie Marie
Minneapolis, MN

I know you offer more than just mentoring. Why don’t you tell us a bit about what type of mentoring you offer—as well as everything else you offer photographers?

That is a loaded question and I am happy to give more details! I have been in business for over 30 years now, and my passion has grown past just being behind the camera to being behind the success of others wanting to grow.

I offer mentoring in anything from the basics to studio lighting, inspiration/creative vision, editing, branding, pricing/product, to setting yourself up for success. I also offer portfolio reviews and print competition guidance.

I hold The Luxe Workshop, an intensive small-group workshop every spring (and an added one this fall), which is all about the creative process and creating more artful images. We dive into everything that is inspiration, styling, lighting, posing, and editing to create amazing images that are artful and unique.

I have a design site that has everything from studio marketing templates, logo/branding design, digital backgrounds and actions, to ebooks and guides. I want to be a source that photographers can come to when they need something to help them communicate with clients or make their ship run more smoothly and successfully.

Plus, I’ve started a YouTube channel where I share videos on the art of photography in hopes of inspiring others.

Who is your ideal mentee?

Since I come from a 30+ year background, I’m happy to mentor anyone… but I have a passion for those starting out who want to grow. I didn’t have that when I was starting out, and I love knowing I can be a positive inspiration to them.

.

Did you have any mentors starting out?

I did not. I was fresh back in the U.S., living in Miami, which I had never been to before. I knew no one, and back then the photography industry was very different—and very male-dominated. There was really no one to count on.

I think learning by doing is what has made me a stronger photographer… maybe because I made too many mistakes. And we know that’s a great way to learn!

How would you describe your own shooting style?

I think others could describe it better than me! For my senior and client work, I would say authentic, colorful, and connected. For my fine art work, it would have to be creative, storytelling, and clean.

What topics do you most enjoy mentoring on?

I sort of answered that above, but the creative process—from inspiration to styling to shooting to editing a final portrait—is my passion. But honestly, anything that I can do to ignite a fire or give someone advice that helps them move forward is my favorite.

What’s one “rookie mistake” you see a lot of photographers make that you try to help them avoid?

Not knowing their worth and charging their value. Not learning the basics of posing. Not understanding light—or just being lazy and not wanting to do it right. (Sorry… that was more than one.)

Let's say you had an introverted mentee, how would you adjust your style to accommodate them?

I’d probably wear something more conservative and not flashy… oh, wait. Not THAT kind of style. 😂

I always meet people where they are comfortable. I work with a lot of introverted, shy, or just-not-quite-confident photographers, and we go at their pace. I’m super chill and have no expectations. It’s usually my amazingly funny jokes that break them in.

What’s one piece of advice you’d give photographers who are struggling to stand out in a saturated market?

Most photographers just starting out (and some veterans) feel like they have to do what everyone else is doing (that was TOTALLY me starting out). But then you’re just stuck in the middle of a pack of samesies, trying to yell louder than the others.

To stand out… you need to STAND THE “F” OUT in a big way. Create a style or offer products that not every other photographer has or does. Price yourself a level above so you attract a level of clients that want “better.”

It’s harder and harder every year… but BE different. DO things differently. And eventually, you will stand out.

How should potential mentees contact you?

For more information on my mentoring or the other services I offer, you can reach me here:

Design/Mentor Site: anniemarieco.com

Photography Website: anniemariephotography.com

Email: anniebannanie123@comcast.net

Facebook: Annie Marie 

Instagram: annie.marie.photography

YouTube: The Art of Photography with Annie Marie

Just a final note: I’m an open book and love helping others… so please reach out if you ever have a need! (Or a great low-cal recipe. Or a great joke.)

Are you teaching a workshop on the horizon, I’d love to help you spread the word. NO CHARGE - No strings.

Just send me the details and a graphic, and I’ll get it in front of a bunch of senior photographers who might want in.

SeniorInspire the Newsletter goes out to about 2,500 senior photographers across the country, and more than a third of them actually open it (the rest are slackers who probably don't go to workshops either).

Anyway, just reply to this email with the details and a graphic, and I’ll get it in front of a bunch of senior photographers who might just want in.

Simple as that.

If you made it this far and have any opinions or ideas I'd love to hear it. Good, bad, whatever. Just hit reply or send me an email and let me know what you think. Thanks and have a great weekend. 

Thanks for reading this week’s issue of SeniorInspire the Newsletter. Whether you’re here every week or just dropped in mid-scroll, I appreciate you being part of the ride.

Before we sign off, it’s time for our Tune of the Week.

This one is "My Shot" from the Hamilton soundtrack. I had the chance to see the show on the big screen last week as part of its 10th anniversary celebration, and let me tell you... it still hits.

It’s also a solid reminder for all of us in business: You don’t get unlimited chances to refine your process, connect with clients, or make the sale. So whether you're running IPS, hybrid, or online ordering — now’s the time to dial it in.

🎧 My Shot - Hamilton Soundtrack

Make it count. Make it yours. Don’t throw away your shot.

Nick
SeniorInspire

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