Don’t Just Sell Images—Sell an Experience

September 09, 2025•4 min read

by Wesley F. Tharp, M. Photog., CPP / Website: https://www.pixalongtheway.com/

I’ve always been naturally interactive with my senior clients—outgoing, conversational, and eager to connect. But it didn’t really hit me that this was something special until I was photographing a high school senior football player on his home field. We were well into the session—laughing, making jokes, and moving from the weight room to the field—when I noticed another player standing quietly in the end zone, getting his portraits taken by another local photographer. Out of respect, we quieted down to avoid being a distraction. But when our chatter stopped, I realized something: there was no sound at all coming from the other session. Just the photographer saying, “Turn this way… okay, now look over there…”

That’s where we as photographers come in.

No laughter. No real interaction. The player’s body language said it all—bored, stiff, checked out. I can’t be sure, but I’d bet good money his demeanor wouldn’t have changed much if he were headed in for a root canal over spring break.

Here’s the thing: photography isn’t exactly thrilling for many high school seniors—especially the guys. Many don’t know what they want from the shoot, and frankly, a lot of them don’t care. They’re just there because Mom wants pictures.

That’s where we as photographers come in.

As photographers, our job isn’t just to deliver great images that tell their story-it’s to give them a great experience. I always say, twenty years from now, when they’re dusting off those prints, they should remember what a great day it was.They may not remember you, but they should remember how it felt.

Why the Experience Matters

I’m passionate about this because sometimes, we’re it. We might be the only safe, positive, one-on-one interaction a teen gets during a stressful time. Let's be real: face-to-face communication is declining in the smartphone age, and rates of depression and anxiety among teens are climbing.I once read a powerful reminder:

"Kids have everyone talking to them—parents, teachers, coaches, counselors, bosses, friends. But we, as photographers, can actually listen to them."

That stuck with me. On more than one occasion, a parent has reached out afterward to say the photo session was exactly what their child needed during a difficult time.

So how do we create that kind of experience? Here are a few things we do to enhance the experience:

Ideas for Upping the Experience

1. Make the Studio Feel Like Home

When clients arrive, tell them to make themselves at home—and mean it. Our studio isn’t a museum. Let them drop their bag wherever, chill in the dressing room like it’s their bedroom, and check out props and furniture. Let them feel like the space is theirs.

2. Partnership Over Dictatorship

Make it clear from the start that their ideas matter just as much as yours. If they have a creative idea—even a silly one—encourage it! Tweak and guide as needed, but let them own part of the process. Don’t pressure them for ideas, but always be open to them.

3. Don’t Talk About Yourself—Make Them the Star

This is their day. Save your “back in my day” stories for your buddies. These kids don’t care if you were first-chair saxophone or threw a football over the mountains in ’82. Be relatable, be real—but remember: the spotlight is theirs.

4. Ask About Their Favorite Snacks and Drinks

A small gesture that makes a big impact. When they walk in and see their favorite snack or drink waiting, it instantly sets the tone. It says, I see you. I thought about you before you got here.

5. Ask About Their Music

Music has power. Ask what they like ahead of time and create a playlist. Play it during the session to help them loosen up and be themselves. (Tip: Ask for a few artists in case some of it’s not family-friendly.)

6. One Session a Day

Don’t stack clients back-to-back. Each senior should feel like they’re the priority, not just one in a long line of appointments. In addition to this, your energy will be up and fresh for each client. If you are worn out from a long day, it will impact their experience.

7. Show the Back of the Camera

Let them see how awesome they look early in the shoot. It builds trust and excitement—for both the teen and the parents.

8. Show Up for Their Events

This one’s big and may not be practical for all photographers. I go to their games, concerts, matches—whenever I can. It shows them (and their parents) that you see them as more than a client or a job. I’ve captured moments at events—milestones, big wins, even a dad getting tossed from a basketball game— that are priceless and totally unrepeatable. That’s how you build relationships that last.