For what it's worth, as I don't do many portaits on a paid basis..
I show people other portraits, some from my own portfolio, and other stuff I clearly tell them is 'off the web' and not my work.
I try to get a feeling for what they want, and you can tell from that conversation if they 'get' arty off center, side lit, sepia toned images, or they are 'ID photo' people.
I did one set of kiddie portraits last month where the family specifically requested photos that 'looked like' ones they had in a portrait book from a library! Which made my 'concept' conversation with them very short indeed! Luckily it was a simple setup, as I only have four flashes, and some of the studio work you find on the web and in books is very complex to emulate without a fully rigged studio.
Cheers, Me.
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