news0704

February is a write off....or is it? Just got back from a two week holiday in Costa Rica with my family. The week prior to that I was in the final stages of moving my studio to the new location. So, haven't been around much doing any business or sessions. I struggled with this, since, like a closet workaholic (I'm sure my wife would disagree with that and say that I'm out of the closet) it's hard for me to sit still for any length of time.

We travel every year for two weeks to someplace warm, the last 3 years Costa Rica. Beautiful country with amazing people.Go, just go.

I have to admit I get a little antsy at about a week into the trip. Ready to come home. I work all year, most Saturdays included, so I deserve it. I do however get a lot of satisfaction from my work and it somehow pulls at those "need to be be creative and productive" urges that so many entrepreneurs are afflicted with. That's why I take so many photos when I am on holidays, and my laptop (for sales letter writing;)

There's nothing like getting up at 6:00AM, fresh cup of home brewed Costa Rica coffee, fresh farm-picked fruits, sitting out on the veranda facing the sunrise as it makes its way up the palm and mango trees, total quiet except the wind and maybe the odd howler monkey making is way accross the tree tops, wife and daughter still sound asleep, and just me and my laptop. Ready for inpiration. I can't just sit and meditate for any length of time.

While away on holidays I like to stay inspired. I grabbed those moments where I could, when they don't conflict with family, and did manage to create some marketing pieces that have been brewing around in my head the last year.

My new studio totally rocks. It's almost ready. I am into "puttering" through the final stages of set up. I have found in the past that when I am setting up I need to think things through. Things like shelves, light brackets, backdrops etc etc. I've made too many quick decisions and they end up sitting there forever, never being used because of bad placement. Know what I mean?

A few things I also discovered is I do not need as much space as I though I always did. And I don't need all the "stuff". I rented one of those huge disposal bin. You know, they drop em off by your door so you can fill it with your stuff you no longer want. They bring it all to the dump and then send you a bill. I love it!! When I started to fill mine up, within two hours I had it overflowing. I couldn't believe my eyes. Jeessshhhh, I had a lot of junk.

So this is a sort of symbolic time for me. A purging. A new venture. As of yesterday I am no longer tied into any long term lease. I have a great house with a really hip new studio in the back yard. ( I will post so me videos soon, I promise). I get to set things up in my new studio with a new perspective that has been made sharper, keener and tempered by years of experience. In other words, I feel like all those small decisions actually count and will contribute to the whole picture which in and of itself is yet to be realized and experienced. But it feels good. Feels "right". More to come on this.....

While away I did read a few incredible books. Namely, "Freakonomics" by Steven D Levitt & Stephen J Dubner, "The Tipping Point" by Malcom Gladwell and "Your Marketing Sucks" by Mark Stevens. All excellent reads.

The first two books are by economists. These guys take an interesting and off beat look at why things are the way they are. This is good stuff for the brain. Helps you to look at things differently. Why things happen they way they do, but with a unique approach.

In "The Tipping Point", Malcom explains how a few people end up starting huge trends. He calls these people Mavens and Connectors. They are the types of people that evangelically promote ideas or products. When you get a few of them on your side promoting your photography business, it makes all the difference. I recall when I decided to take my marketing very serious, one of the descriptions I used for my ideal client was "a half crazed, wild eyed, maniacal and evangelical mouth piece". Fun, but commendable. Fact is I do have a small group of such clients. They spend a fortune with me every year, year after year, and send many referals my way.

In "Your Marketing Sucks", Mark makes some of of the most fundamentally sound and solid arguments for using marketing strategies that make sense, and not the usual EGO driven or image laden stuff. This is not a new idea, but mark does take a modern twist on it. The ideas he promotes are as old as advertising itself. Many of the masters of adverstising such as Claude Hopkins and John Caples wrote and preached them extensively in their day, and their books are to this day considered the landmark works. It's great to read about this stuff though. It gives me hope.

In spite of the fact that this info is out there, there is still only a small minority who practise it. It's baffling. But in business, at all levels, people (all business is "people") get caught up in the same old BS over and over and over again. Throwing money at image ads and using strategies for the most ridiculously reasons. Most of which is unaccountable, but drives the fuel that feeds egos. I write about this in my own marketing manuals, how ego is one of the big sins. I don't know that many get it. Ego in business, especially in the world of photography businesss, is rampant and out of control. BUT, if you're smart, this gives you an edge. If you're smart.

Anyhoo, excellents reads. Go buy.
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The Mastermind Forum Coaching Program is making a slow steady start. There are several members already signed on. If you are interested, there still is time. As mentioned in last months newletter, the deadline for my best offer is a few days away, March 6, 2006 to be exact. So go get it while the gettings good. The offer and the links will be expired after that date.

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DOMAIN HOSTING for photographers. UPDATE-The promotional page is still being worked on. The service is available so if you want to park your site somewhere, let us know. Email here

As mentioned last month, this service will include services and add ons to help photographers market there studios via the web. It will include items such as:

Are you going to WPPI this April? If you are, and you are a member of No Bs Photo Success Inner Circle Forum, you should know about the workshop that James Hodgins and I are giving to the first 50 members that sign up. This is a Customer Appreciation event. It's free, but space is limited. We've already had over half the seats accounted for so don't delay. Check out the details here.

James and I have been doing presentations for almost 5 years now. We teach, speak, nag, annoy, inspire and give it all in our presentations. Every year we've been doing this in front of hundreds and thousands of photographers who like our no-nonsense, down to earth "hey, I can relate to you guys" or "I learned more from you than all the others combined"

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Photography Marketing Strategies
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Helping people. That' what it's all about. Help them solve their problems and you got a client for life. Get a bunch of them and you got a reliable solid business model that you can rely on over and over, year after year.

How do you help them? Many photographers ask me about certain techniques and strategies. Many are looking for that "one thing" that will make the difference. Truth is, you need to take massive action and use dozens or hundreds of individual things that all added up have a Tsunami like effect, hitting many fronts in many areas.

Educating your clients and prospects is one of those areas. Some call it "consultive selling". Whatever you call it, it works, if done correctly. I am updating, revising and creating new items in my own photography business that use the consultive approach. In reality it is a part of the sales process. So I guess that makes it all a sales letter. Disguised. Hey, if you have aproblem with selling, you have two choices as far as I'm concerned. 1- Learn how to sell your photographic services or 2- Starve (or go get a "job").

But the fact is, when done correctly, your prospect will resonate with what you say and you stand a good chance of getting the sale. I have been a huge believer in using personality marketing, especially in photography. People react to people. So inject as much of who you are as you can. (CAVEAT: Not your ego...). Some of the old school hype style marketing is becoming jaded, so being genuine and real, and honest is a great andidote.

One of my favorite modern day advertising and marketing masters, Roy H. Williams, said it best in a recent newsletter of his. Here's a few snippets, but I urge you to go read the whole thing. (after you're done here of course).....;):

"....Unfiltered authenticity is the new cool...."..."We don't listen to big talkers anymore. Our collective silence toward them is our way of saying, "Talk is cheap. Now get off your idealistic ass and do something."

"Tom Hanks is the new John Wayne. Remember Hanks' portrayal of the dutiful but reluctant English-teacher-turned-soldier in Saving Private Ryan? He was just a regular guy, doing the best he could, trying to make the best of a bad situation. Kind of like you and me..."

Anyhoo, go read it all. This is hitting the nail right on the head. I couldn't help but smile when reading it. Thinking to myself "yea!!! YEA!! YEA!!!..."

It's also good to know that a man of his stature is extolling this philosophy. I am in good company because I felt this way for years

So be real, be genuine, be in touch with your clients. Be human. They will respect you, and buy from you. I have a whole series of reports, booklets, lift notes emails that I am re-creating to help market my studio, much if which will be web based. Here's a sample of a new report I recently made. Tell me what you think. It's still in "rough" version. Rob's "Preparing for your session" report

What does it take to succeed? Have a vision, create a plan and get at it. That's it! There ain't no more.

I hate exercising, but do it most days anyways. It' the same in business, especially at first.

The first few sets of excersises are the hardest. I know that. Whenever I start, I focus on the big picture. It gets me through the pain and agony of the first set. There are two pictures that I focus on at that time. One- Getting to the next set where it actually starts to feel good, and Two- the overall effect of excersising: How I look and feel and my health.

This is when you need to go the extra mile. It's like everything else in life. It's what you do after you put in the 40 hours that produces the fruits of your labour. And often those initial 40 hours are the toughest. So when they are done, we're about ready to crash in front of the tube and do nothing.

Whatever you consitently focus on and apply your self to will start to produce results. If it's not working, change something, 'cuz something ain't working. Don't blame outside forces, blame yourself. What can I do better? Where can I change for the better? What steps, no matter how small, can I take? Ask yourself clear compelling and provocative questions.

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Testimonials
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"Hello Rob, I'll try to keep it short, I'm sure you are insanely short of time with all that you do. YOU AMAZE ME!!!
I just survived my 1st year of business, and it's going quite well I'm as busy as I can handle at the time. But I know I need to become a better multi-tasker. As of now I'm a mom of 2 (4 & 6yrs of age) and trying to set-up my photography studio full time. Where I find myself struggling with the post production part ( all the time I spend in front of the computer and the conficts this is cause with the other half) I want to make these images to have a wow factor and that blow my clients away. I know in time my computer skill will become more naturally/easy but time management skills are my main issue.
All I know is that what you are doing for us as an industry is making us stronger and your guidance is very much needed. At times I question myself as to price and already I'm hearing that I'm expensive (but I keep telling myself that I'm still getting clients and feel that I busy enough) as the competition literally "down the road" is always offering free sittings and sheets of images for 15.95(laminated) etc. I get lost in my own belief system. Your newsletter always encourage me and make me feel better. You inspire me and get me pumped up again. So please keep up the great work and I most definately will be signing up.
The one thing I'm scared of is that I hate reading and always think where will i find the time to go through this mountain of info. this is one of my goals is to become a doer and not a thinker. So I know I'm taking steps in the right direction and I know that is exactly what I need to build my career.

Thanks again Rob!!!
Donnica Davis"

My name is Casey Winson, I'm 22 and I've just completed my Bachelor of Arts (Graphic Design) degree, majoring in photography at Charles Sturt Uni in Wagga Wagga. I'm enrolled to do photography this year, and make a double degree out of it and graphics.
I've been searching the web over the past few years trying to find someone who understands what I am about and the kind of stuff I really want to be doing with my life... and finally I found you! Your images are amazing, and so unique to everything else I'm sick of looking at. I had a look at your 'no bs photo success' webpage and there are some really amazing images on there also.
Your website doesn't mention where you are based, and I would really be interested in doing some sort of work placement or experience with you if you're not over the other side of the world! I'd be more than happy to send you some of my work if you want to see what my style is like.Thanks, and hopefully I'll be hearing from you soon!
Casey Winson"

GURU CORNER:

Joe Girard, in his bestselling book "How To Sell Anything To Anyone", (excellent read by the way) talks about when he first started selling cars. He noticed how all the other salesmen would come into work and hang out drinking coffee waiting for their turn at the next showroom walk-in prospect. He decided to do something different and not duplicate the efforts of all the other salesmen. They were, in his opinion, wasting their time and effort, so he created a system to start using his time and his own marketing strategies in a very distinctive and unique way.

You see he didn't have much, other than time, so what he started phoning people straight from the phone book, cold. Yea, that's right, right from the "A's" on through and he used every moment of his work to make as many connections with as many people as possible. He tracked every call and every possible lead. When he made a sale he started a database and kept in touch with every client, every month, month after month, year after year, without fail, without le up, tirelessly working his marketing plan. And it worked for him. Boy did it ever. He built his reputation up to the point where he eventually became recognized as the best salesman in the world by the Guinness Book Of World Records. He sold more than anyone and won this incredible status, as well as all the other perks that go with success, many years in a row. He even made it as guest on the Tonight Show with Johnny Carson.

That's it for now folks! hope you enjoyed my monthly rant.
Thank You
Robert Provencher

Hold on to your hats and take names! I will tell all! Muchos gracias!

"No committee will ever approve a great ad, they'll castrate it. But in their minds they're merely "tweaking it, softening it, taking off the offensive edge." Subject a talented ad writer to a lot of second-guessing and he or she will reward you with ads that all your friends and family are guaranteed to like. Congratulations. Now you've got ads that sound exactly like everyone else's."
Roy H. Williams