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I'M GOING CRAZY!! But in a good way. It's been a busy month and I am late getting this newsletter out to you. I make no excuses nor feel horrible. Hey, life is busy. I've been shooting like mad, and just finished the No Bs Photo Success Inner Circle Inferno at the Falls. That, as many of you know, was three day intensive workshop.

We went all day and night. Mon-Wed. Sunday we had a "meet & greet" and I have to admit, I was beyond amazed. People came from ALL points in North America. St-John's, Newfoundland, Halifax, Boston, New York, Seattle, Vancouver, Puerto Rico, Alabama, Texas, North Carolina, Ohio, Michigan, and on and on. Sorry if I missed any. Those are the places I recall off the top of my head. There was over 100 people and it was electric.

I write these newsletters, as well as input photoshop tutorials and other photography tips on an ongoing basis at the other site, No Bs Photo Success, and prepare presentations, marketing, monthly interviews, answering photographers marketing and photoshop challenges, and more, all while running our full time studio and family life.

Phewww! Hey, in case you didn't know, there are several recently added free photoshop tutorial videos on the main page at No Bs Photo Success. Many new-found members tell us that when they watched these they found them so useful it was the thing that helped them decide to join up.

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My wife Tina has lost her mind! When I married her about 11 years ago she was a soft spoken, demure accountant. After I rescued her from that wicked, wretched world, and she started helping me out with the studio (of which I can honestly attribute her presence and link directly our success to!), she started several personal interest projects. Amongst some of her more notable ones is her reaching black belt status three years ago in Go Ju Ruy karate. More recently she signed up for flying lessons and is on her way to getting certified as a pilot. Yeeesshhh! I told her I had no interest in getting in a plane with her.

She also has been working on a management manual for photographers, and she gave a 2.5 hour presentation on studio management at the Inferno by The FALLS 3 day photography workshop. She was a huge hit and, even though you may think management a dry topic, she held the crowd of over 100 captivated and informed.

Many comments that I heard were things like: "I've been to many seminars and workshops, and you just never hear about this stuff..." or "Time to make some changes.." and onwards. Tina will be annoucing her management system and perhaps, if I am really, really nice to her, I can wrestle a sweet introductory discount for y'all! I'l keep you posted.

Dan Kennedy is my hero. I have been with him since 1996, buying his books, tapes, programs and I was in his gold coaching program a few years ago. Cost me a fortune. Or did it? I have spent as much as $8,000.00 in one year, minimum $2,000.00 every other year, and I can honestly say that the stuff I picked up from Dan is by far the best I have ever read or been exposed to. He is the only author who, when I read his suff, it feels like he's talking directly to me. Here's what I suggest you do. Go to amazon.com, search his name, and buy his books. They are dirt cheap when you consider the long term value and lessons learned. Of particual note is his Business Success book (This, and all his main books have been revised and are "loaded" with new stuff- I read them all years ago, but the new ones are even better!)

Color Management made easy, and sexy! We had a guest speaker at the Inferno, Rob Corrado, who spoke on, you guessed it, color management.Yuck! What a dry boring topic. Most speakers who speak on this topic are boring and dry!
First thing you notice about Rob is the fact that he is LOADED with enthusiasm, and he MAKES IT INTERESTING. Wow! Finally. Someone who knows how to teach this stuff so pea-brains like me can GET IT, and get it fast!
And Rob delivers. It is THREE EASY STEPS, as he promises. No confusion, no brain fog. JUST RESULTS. Rob has a video tutorial out and he will be letting it go at an introductory price of 25% off.. He tells me similar systems are sold are substantially higher prices. Rob is a true master of color management, and likely to be THE GURU in this field.

Rob says: "40 hours of colour theory seminars condensed down to three simple steps. What you need to know that will get you colour success. The Color Management for Photographers DVD Three simples steps. What you need to know and do to stop wasting Time and Money with your photo printing.

Reg $199.95
week special
$149.95

After one week special
$179.95

Rob Corrado C.P.C., PPOC, LPPO
Corr Vision Photography
www.corrvision.com
rob@corrvision.com
T (905) 508-4848
F (905) 508-0041

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Wanna stay warm this winter? Why not join us in Cozumel, Mexico. Mysef, along with Craig Minielly and James Hodgins will be presenting a more advanced lighting and posing workshop. Although this event will be more impromptu and informal, it is certain to be worth it. We guarantee it! Check ou the details here. And save $100.00 until November 18th.

EXPOSED: The Naked, Uncensored Truth to Running a Successful Photography Business it ready! You can order the book by going here. I will post more details on soon (when I squeeze in the time!). It's only $19.95 + $2.95 shipping, 170 pages

Here's a few samples from recent shoots:

Click here and download a 6 minute slide show I created for wedding prospects. (expired)
It's wedding samples from the last year, fast paced (thanks Judy Cormier!) and highlights my work.
Save as. Big file, 90 MB. PC only. Turn speakers UP!!
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Let's talk about the lifetime value of a client. What is a client worth to you? How long does it take to build up enough "goodwill" that they will come back to you, time and time again? These, and any other probing questions, are critical to the long-term success of your photograph business.

Listen, Rome wasn't built in a day. How do you eat an elephant?....the proverbial question is asked. Answer: One bite at a time. Same way you acquire a SIX-FIGURE photography portrait business. On client at time. But make sure you like you enough that they keep coming back whenever they need portraits, OR whenever you MAKE THEM OFFERS.

It helps to use the right tools, but if you can't get 'em, and hang onto to them for years, you're doomed. You will always be forever seeking new clients.Always. Tsk, tsk..shame. That's a lot of work and money wasted, and very, very scary in todays climate.

Photography studios are NOT what they used to be, so you should take this advice very seriously. Never take your clients for granted. Give them great work, service, innovative products, make it ridiculously easy to work with you, and collect their money. And love them!

Just looking at the samples above:

* the young family on the top far left: shot their wedding. They had baby portraits done, and just came back for more. When they came in for their first baby shoot, the mom told me about her wedding album, which incidentally was shot on film, all 35 mm, about 2000 (just before I went digital), and she said something that amazed me. She said she not only loved her wedding album, but she says she NEVER GETS TIRED OF IT. It's like a new experience everytime she looks at it she told me. Wow. So, I pulled out my little point and shoot and asked her if she would mind repeating that, on video, so I can use it as a testimonial for my website. Having someone else say it is way better, and way more believable than if I were to say it.

*The couple next to them. Engagement shoot. Getting married next year. She's the youngest of three sisters, last to get married. Guess who shot all the other weddings? You got it! And, family portraits too.

*Two boys on the right. I am like an uncle to them. When they come top see me, there's trouble, but fun (boys will be boys). Why? Because, like I said, I am like an uncle to them. Been photographing them religiously since they were babies, every six months. They are on the Kreative Kids Klub program, and drive in 50 miles each time. The oldest is about 7. That's a lot of memories!

*Family, four adults, four kids; shot the one couples wedding, and several portraits since.

*Dad, black and white, with son and daughter, Kreative Kids Klub. Their walls adorn their home with wall hangings. Photographed the girl 3 years ago with the Enchanted Forest session (fairy portraits- minimum $500.00)

*The 2 boys with mom dad. Sorta new, second session for them. I think they will stick around a while.

*Little girl pink flowers. She is the oldest of two children. Her young sister s on the Baby's First Year deal, our most expensive version, the Platinum. She was on the same deal too, and is now on the Siblings package.

*Two boys. Color shot. Can't recall, actually. They may be new, but think they've been through our studio once before. (Hey, I'm going from memory here. All I'm pointing out is the people I recognize , and their stories, just by looking at them.)

*Family, shot from up high. Stellar clients. The kind that buys gif certificates for all her friends, from us. Baby's first year. Second family portrait this year.

*Poeple walking in the woods. Kinda new, but not really. This was four families, and the daughter in law brings her second of two children to me for the Baby's First Year. Oldest child all done that program. And, she bought her in laws a wall portrait, which evolved into a multi-family shoot worth many times the gift certificate she bought them.

*Family on right. Home on the lake. I am photographing the daughters wedding next year. She stood in her friends wedding last July. Saw the pics, sold!

*The couple, girl in yellow, engagement portraits. Don't know how they found me. I should ask, and often do. They got these images on a proofing slide show, with music, and I have no doubt they will show that show dozens and dozens of times before their wedding day.

*The 3 muscle boys, no tops. Every six months. Grandma is a spender too! Mom and dad, shot their wedding about 8 years ago, shot her sisters wedding about the same time.

*Couple in the woods. Engagement portrait, same girl from family above.

*Little girl, orange top. Kreative Kids Klub. Not a big spender, but hey, it's the overall average that I care about.

*Dad with baby. First born, Shot their wedding in 2002.

*Cute girl with hand on face. Baby's First Year graduate. Younger sister in the program. Shot mom and dad's wedding in 2002.

*Mom and baby, black and white. baby's first year program.

*Family in red. Excellent clients. Repeat every xmas with sizable order.

*Three men and lady. This is for their yellow page ad. Bankruptcy trustees. Top notch clients, photographed their families, events (golf touney, huge biz anniversary "who's who" party), and owners 2 son's weddings etctectecetcetectecetcetecetcetectecetc

*Cute little boy. Our accountants boy. Second session.

*Baby. Baby's First Year, first timers.

As you noticed the vast majority are repeat clients. And this is a small sampling form THE LAST MONTH. I am not trying to brag here, but insist that I must be doing something right, right? And, there is something to the lifetime value of each and every client. You want to hang to them, get them coming back over and over and over AND telling ALL THEIR FRIENDS (this is the root of "branding, by the way- Not how cool or fancy your logo is...more on that next..)

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Photography Marketing Strategies
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Are testimonials effective? Should they be used as an initial lead generation tool "proof" builder? In other words, you are trying to attract qualified leads, would positive comments about others' experiences with your studio help? Testimonials are great to help you build credibility in any and all claims you make. We believe neutral third party commentary and assume it to be objective. For the most part. There is no harm in using them in any possible way, but there are ways that we can use testimonials with more precision and focus.

One of the best angles is when that commentary comes from the media. We somehow assume because it's the media, it's reliable. Even more profound is the fact that we as humans lean towards a very noticeable behavior that the experts call "social proof." In other words, we look at our peers, see what they are doing, and make our decisions, often unknowingly, based on a deep innner need to mimic others.

How can we use this when using testimonials? Simple. Try to match the testimonial to the prospect. If you have a bride who's ecstatic about her wedding pics, and say she was married at a particular hall or something unique to your area. If you meet a prospective bride who's getting married in the same place, show her the testimonial. It doesn't have to be written either. Why no use a video? Or a telephone recording. You could even market it as a useful tip. "Mary and Joe got married last year at the Art Museem, listen to what they had to say about their wedding day..". Which was a great day, and lo and behold, the pics (that you shot) we're awesome! You could match months too. Age. How about bringing a live bride or two to your booth at a local bridal show. With their albums.

Match the testimonial to the prospect, as best you can, in as many creative ways you can. If you market to doctors, get some doctor testimonials. Young families? Realtors? People who live in a certain area?

When a client leaves your studio, give them 10 or 20 customized biz cards, WITH THEIR IMAGES on them. They will hand them out. Especially if you offer some form of incentive. James Hodgins has been doing this with all his wedding clients. His wife Joce packages up the wedding proofs, the DVD, the customized cards and all in a really nice gift bag, with the cards. When they pick up their images they are blown away. Will they hand out those cards!?? Dang right they will. Unless you do something to really screw it up, and we'll assume you are blowing away your clients with service, experience and awesome images, that they CAN'T WAIT to give them all away. Your cost? Pennies.

About 11 years ago when I realy started to turn up the marketing engine in my photography studio, I created a description of the ideal client I wanted to achieve. for the most part, I reached my goal. Those sample up on this page tell the tale. I see them every month in my studio. They are loyal.

What was that description? Here it is" "Maniacal, evangelical, half crazed ectatic mouth piece..." or something off the wall like that. It's the "idea" that I was after. the perfect clients loves you, you love them, they keep coming back and they tell everyone about you. That's the ultimate testimonial.

My favorite marketing tool? Hands down, bar none, it's gotta the old fahioned pad and pen. I have pads everywhere. I list everything. I brainstorm. Commit it to paper. Outline, play, create, and put down every thought and idea, no matter how silly. If you have any challenge, any goals you want to meet, GO AND START WRITING. Don't think, do. This simple action is so easy, it gets the universe moving. It should by our first action step, as simple as it sounds. Don't underestimate the power of the pen, and your deisre.

Success is easy. I found that out. We are the creator or destroyers of our destiny. Have you seen "The Secret" DVD yet? I cannot recommend this DVD enough. It is essential to your success. I bought it a month ago, watched it four times so far, with 24 more time likely wthin the next 6 months or less. I showed it to my 11 year old daughter. She gets it. Everyone who's seen it gets it. It's amazing. I've known about the content since I was about 21, but this DVD puts it all together succinctly, in an entertaining and believable way. Don't get the cheap online version. Buy the $30.00 DVD. And, for Pete's sake DO NOT download a pirated version. I mean, geeeeezzzzz.

"Hi Rob, I just wanted to send a quick email and tell you what a great time I had in Niagara Falls. I came with reservations, but left with lots of ideas to implement. The biggest being "goal setting". As I mentioned during your talk, I was not a very good student and never completed University, but by applying passion, determination and goal setting, I was able to move to California and become President of an Aerospace company. I enjoyed the ride the last 29 years. In June I retired at the ripe old age of 49 and have decide to pursue my new passion - photography. Although my initial results have be more than satisfying - "goal setting" was missing. I plan to reintroduce to my life immediately. Thanks for the kick in the ass.

I enjoyed many of the other discussions and made some new acquaintances. I learned a ton!

On the flight home last night from Toronto to Los Angeles I was seated next to Ron Jeremy (google him if you don't know who he is). What a slob he is. Fortunately for me I had purchased your book and read the whole thing on the flight home. Great book! My biggest take away - "Do what you fear". Great advice.

Thanks for everything. I look forward to seeing you in Vegas.

Best Regards,

William"

William Innes Photography
www.innesphotography.com

GURU CORNER:

The following is from Roy P Williams, (The Wizard Academy). It came from his weekly email. If you aren't getting his emails, you realy should. The man is a genius. His books are amazing. Check em out here.

"Your Customer and You
Your prospective customer has questions about you. Where's the first place they're likely to look for answers?
Sadly, your wonderful "Big enough to serve you, small enough to know you" public image probably isn't going to be enough to walk that customer out to their car and drive them to your store so they can ask your friendly and knowledgeable staff.

They'll probably just walk to the nearest computer and invest a few keystrokes, don't you think? And if your website doesn't deliver answers, they'll find them:
1. on someone else's website, or
2. a discussion string where you risk being reduced to what a detractor said about you, or
3. they'll fill in the blanks using information gathered from the shadows of their own suspicious mind.

Think like your customer for a moment: A company's website is silent on a subject. Why might this be? At best, they're out of touch and behind the times. At worst, they have something to hide.

How many people do you suppose are looking for answers online?

Clear Channel Communications, the world's largest mass-media company (with 1,100 radio stations and 870,000 billboards) is currently courting suitors for a possible takeover. Google, an internet search-engine company launched in 1998 by two college kids, is on the short list of possible buyers. Clear Channel's market value is currently 17 billion dollars. Google's market value is currently 145 billion dollars.

So let me ask you again: How many people do you suppose are looking for answers online?

Does your website provide these answers?

In 2007, your website will need to deliver: Information. Clarity. Truth.
Your website should be a window into the soul of your company:

1. Anticipate your customer's question.
This is why you must embrace persona-based writing.
2. Answer the question transparently.
Statements that don't ring true will score against you.
3. Make the answer easy to find.
This is a function of website architecture.

Does it surprise you to learn that most website programmers think exactly backwards from how customers think? An organizational hierarchy that's perfectly logical in the mind of a programmer is often frustratingly illogical in the mind of a customer. (Rob's note: I've been saying that for years now! Webmasters DO NOT know about, or how to sell, or market or speak to your prospects. NEVER put them in charge of these jobs)

Your website architecture dictates your customer's experience. Architecture has nothing to do with graphics. Did your website have an architect? Or was it designed by the programmer? By the graphic artist? By you?

A programmer asks, "Does it function?"
A graphic designer asks, "Does it 'feel right' and represent us well?"
An owner asks, "Does it say what I want it to say?"
An architect asks, "Did the customer find their answer?"

Mass media says, "Create traffic first. Answer their questions after they arrive."
Search engines say, "Create answers first. Store traffic will be created by the answers you provide."

Your website should be a relationship deepener. Having already interacted with your expert, open-all-night website, customers will walk into your store the next day already sold. We're seeing it constantly.

Are you?"

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From photographer Robin Spencer:
" I keep telling photographers that insist on marketing themselves the same as every photographer in town that you have to be unique. When you get a chance check out this web site Here is a guy making high quality, unique wooden spoons.
It doesn't get any simpler than wooden spoons, you can usually buy a three pack at the dollar store. But this guy is selling them for US$20-$26 EACH. Plus has all the cooking show host raving about his spoons and pushing them. Yup, high quality and unique is the key."

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!

"Adversity causes some men to break, others to break records."
~William A. Ward~