Loaded with marketing tips, success
secrets, spelling mistakes,
'cuss words, odd-ball ideas and the occasional insult.
For the professional portrait and wedding photographer.
July 2004
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The Profitable Studio Newsletter
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Newsie bits
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*Hey, hey, hello again! Hope this letter finds you excited and pumped
about photography and your photography business.
*I can't think of a funnerer way to make money. Recently I attended a
seminar where a friend and fellow photog Joe Paulo
http://www.imagesbypaulo.com spoke at. Joe defines the word
"success" in photography.
Why? BECAUSE HE'S HAVING SO MUCH FUN..that's why. He kept going on
about how he tends to feel guilty because of his success and because
he's having so much fun. Hey, so the guy's got guilt issues, but he's
dealing with 'em and I know he really doesn't feel guilty. Maybe just a
tinge, especially when you look around and see everyone else slugging
off to work, waiting for the weekend, so they can complain about their
"jobs"...yeessshhh.
One of the reasons why Joe is a success is that he calls the shots,
he's in control. He decides when he works and how much he's gonna get
paid, but, he exudes confidence and warmth. He's one of those likeable
guys, and it's very likely his clients get along really well with him
and trust him too. He definetely isn't what I would call a techie type.
He shoots from the heart and he gets great results, which tells you
that the heart rules over head any day of the week, and his clients
appreciate that I'm sure. He's my kinda photographer! Looks for the
right monent to shoot, not the "perfect" exposure or colour balance.
Joe, you are on the right track! Way to go.
*Here's a marketing tidbit. I recently photographed my hairdresser's 4
year old daughter. She's on our 5 year Kreative Kids Klub plan. I tried
something different and created a beautiful classic looking portrait.
She was ecstatic. After I showed her the portraits amd had her
levitating with joy, I asked her if she'd like one for her hair salon.
What do you think her reply was? Here's the actual finished print I
delivered to her:
Anyhoo, I always thought that hair salons are vastly untapped as
potential display opportunities. Think about it. They get a steady flow
of clients, all captive in their chairs, and they have to look straight
ahead. So where do you think the portrait's going to hang? Not by the
wash basins, that's for sure. Have you noticed that hair dressers are
typically outgoing, you know, the extroverted types? So if my guess is
correct, the portrait on display will get talked about quite a bit.
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Back Talk
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Kevin Doble from Kevanna Studio of Fine Photography wrote me after the
last newsletter with comments on my wedding show talk.
His comments are in italics below:
ME: "But, if I had to do bridal shows for whatever reason, here's what
I'd likely do, in no particular order:
*not cram price lists/postcards/cards into everyones hands as they walk
by
I agree with not handing out to
everyone in sight years of doing the home show tells me they end up on
the floor and in the garbage if you must give something out bring
something for the flower girls and ringbears the kids will appreciate
it and the parents will be impressed.
*get some real knock out samples, bigger and fewer, as well as a
showpiece album Definetely
*monitor or tv screen whith continous loop slide show.."freestyle"
wedding photography Yes we did this
at the last show and it went over well, and we only used the lap top
next time a really big monitor.
*really cool draw-photo shoot and basket of goodies or
something....collect names and send out a letter to all those who are
on dates that I have open and offer something No never no way. Half the people there
already have their suppliers booked and are only there for the fashion
show and the freebees. The only real reason for doing bridal shows is
to let people no you are still out there and kicking ass. Its the
unmarried sisters of the brides you really need to impress.
*offer everyone in draw a consolation prize of an engagement session
and print
If you do offer a draw this is an
excellant idea, don't expect a high result, but you should get enough
to cover your printing and mailing costs, and of course get to impress
your name one more time in their heads. Realize a lot of them if they
already have a photog booked will simply toss this away. Capture their
wedding date on the draw stub and send them an offer for a one year
aniversary portrait
*hand out CD's"" with sample slide show/MPEG with me...selling/pitching
Excellant Idea I'm stealing it.
*get "out of the booth" and let the people roam on there own A lot of bridal shows don't have room for
this but if they do I totally agree
*candies/chocolates/flowers (one year I gave every bride a small red
rose...), something elegant... Yes
*sign with a headline/benefit..this would stand out since no one would
have one. (If you are brave enough on this one we could brainstorm
ideas) If you have a usp use it if
you don't create it and use it.
*follow up after the show..letters, postcards, phone calls..hard grunt
work stuff that no one does We keep
a note pad at the booth and write down all serious inquires and follow
up that week. We do not do draws and only follow up on the serious
inquires like yourself we really dnot need to do shows except to let
people that after 18 years we are still kicking ass
* I'd have price lists there but hidden in case someone asks."
We do the same. Mostly hand out left
over christmas cards and directing general inquires to our web site.
A photographer Kerri Allan from Scotsdale, Arizona, is convinced that
the big bucks in wedding photography is not had through bridal shows.
This, coming from a guy who attends them year after year, religiously,
and, he even started and ran his own show in my hometown (when he lived
here way back in the 80's). What's it take to convince a guy? My point
is this. If it ain't working, find a way to make it work...INNOVATE. Or
drop it.
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Q&A
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Robert Lawrence from the Uk emailed me asking me to look at his lastest
marketing piece. It was great, but in my humble opinion needed some
"tweaking" on the copy. Rob obliged me and rewrote parts of it so it
now sounds human, not corporate. I love what he done!! I plan to put
the actual piece in my next newsletter. Do not miss that one. You will
learn a lot from his efforts!
Read Rob's latest email. Can you spot the success principle?:
"Rob, Thanks for the prompt reply. I
would imagine you are swamped with requests for help (or is it like
Malcolm Mathieson's experience? He started one of his seminars by
saying that 98% of folks listening to his delivery would go home and do
absolutely nothing, so they could do themselves a favour and go
straight to the bar and have more fun! And a few got up and did just
that). As for the copy I took your advice and invented an imaginary
customer and just talked to them and wrote it down. It was a bit lumpy
at first but after a few revisions it began to take shape and flowed a
bit better. Curiously the one thing I don't really promote is the
fantastic location we are in. In one of your pieces you advise to
answer the questions before they are asked and turn them into
positives, so I just gave them a reason to come! I will drop you an
email with a link to the version that goes to print as soon as I finish
the artwork revisions. If you feel any of this is of use in your
newsletter then be my guest. I am writing this at 12.30 a.m. having
just got back from a wedding so pumped up that if I went to bed I
wouldn't sleep. Managed to get some shutter dragged, rear curtain sync
flash, in camera zoom bursts that are to die for. I LOVE this business
and your course has awakened a sleeping monster! It's an adrenaline
rush and we are having a blast (as are the clients). Best wishes"
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Success Corner
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See Spiderman yet? What an awesome movie. I loved Spiderman as a kid.
He was my favourite hero. There are several scenes in the movie that
bring up very important success principles.
When Peter Parker, aka spidey, second guesses his purpose he starts to
loose his powers. He's becomes clumsier, can't see very well, needs to
wear glasses to get everything "in focus", and cannot rely on his web
spinning powers. Once he becomes clear one what it is he needs to do he
looses the glasses, becomes very strong and has oodles of power
available.
This is true for all of us. It's called focus, or defineteness of
purpose. The more we know where we're going, the more powerful we
become.
I mention this in my marketing audio tapes; one of the first questions
a high priced, big faluting consultant will ask anyone is "Where do you
see yourself in five years?".
Listen, if you can't answer that question, you're lost. And I will also
tell you with absolute certainty IT
IS NOT AN EASY QUESTION TO ANSWER. But the future of your studio
depends on it. Even Spiderman struggled with what it is he wanted. This
theme is a main part of the latest movie.
No one gets off easy on it, but we all have a responsability. The only
option is to get a real job and sit on the couch cruising the TV
channels. Brain dead.
When you know what you want, you get what you want.
*Remember Shane from the last
newsletter? Shane had a meeting with some folks who wanted
him to build a website for their office (lawyers). I told him
great, but to get some hard cold cash up front. Why? Because as a small
operator, and as a techie minded nose-against-the-tree-can't-the-forest
he will be prone to under valueing his services, give away the farm and
possibly not get paid at all. Sound like any photographers you know?
The average income for photographers is around $30,000.00 a year!
Why? I think I know. Because we undervalue our services and mostly lose
our courage (this is called the "brass balls" theory, or lack thereof)
when it comes time to ask for the money. We become weak. It's almost a
human affliction.
So I told Shane my Rule #2 to success in business and life. (Remember
Rule # 1- Do What You Love).
Rule # 2 to Success in life and in business: Do what you Fear.
Our fears hold us back. The only way to loose them is to do EXACTLY WHAT IT IS WE ARE AFRAID OF.
(Like asking for money, and keeping a straight face while youre doing
it)
Here's the secret:
Their ain't no shortcuts. No "figurin it out first", reading about it,
analyzing or thinking...only doing. Why? Because in it is a gift, and
the only way to discover, reveal and fully "empower" ourselves, we
have to unwrap it first. It's in there. Just go get it! Hey, and
guess what, you also become a better photographer!!
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Blatant Promotion
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If you like shooting weddings and want to really kick butt with your
wedding marketing and images, you must get your hands on my system.
Go see here:
As a BONUS GIFT
I will throw in FREE a two hour DVD from my wedding two weeks ago AND a
thirty minute
slide show set to music showing the finished, workflowed images as the
client would see it.
Seeing the
actual shooting environment is one thing. Seeing the final results
really brings it all together.
This is an
excellent learning tool to help you bring in more satisfied wedding
clients and bigger profits with weddings.
(Samples above are from this wedding)
I had a friend follow me around and he shot "over my shoulder". It's
like as if you are right there. I talk a lot too, but it's all good
inforamtion designed to help others. Man, I wish I had that when I
started out, or anytime really. I'm always looking for new ways to
improve and learn and earn mopre money with better products.
That's
it for now folks! hope you enjoyed my bi-weekly rant.
Thank You
Robert Provencher
Hold on to your hats and take names! I will tell all! Muchos gracias!
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Email me: If you're excited, euphoric, lost, confused, happy, sad,
depressed....
I'd love to hear from 'ya!
I love a challenge, compliments (true or otherwise), comments,
feedback, ideas, contributions,.........
info@profitablestudio.com
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Thanks! Robert Provencher
www.ProfitableStudio.com
