news0704

Loaded with marketing tips, success secrets, spelling mistakes,
'cuss words, odd-ball ideas and the occasional insult.
For the professional portrait and wedding photographer.

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The Profitable Studio Newsletter
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Courage is not an absence of fear, but going ahead anyway in spite of the fear.
When you act in spite of fears you become a better person for it.
And you allow success and CMP to come in focus.
Robert Provencher
PS...CMP stands for "Clear Mental Picture"

"Discipline is the foundation upon which all success is built. Lack of discipline inevitably leads to failure."
Jim Rohn

What's the best thing you can do for your photography business RIGHT NOW?
Read this newsletter in its' entirety.

*The all new No Bs Photo Sucess Digital Forum is up and running.
Check it out, loaded with photoshop tutorials, prizes and photoshop tips & techniques from two of the most outrageous No Bs'ers out there today.
No Bull!!!!......See you there! But read this first. Your success depends on it.

The No BS Digital Photo Success Showcase
Monday, October 25, 2004

How about Phoenix? cuz were heading that way too...

The No BS Digital Photo Success Showcase
Monday, November 8, 2004

I recently helped Heather out with her postcard mailer to seniors in her area.
Here's her original and my quick and dirty makeover. Let's have a look see.....

MADE OVER:

Now her postcard ain't that bad. It's nice actually. But let's not be afraid to make it work. In other words, let's sell.
I asked Heather to send me some images she had recently taken and I workflowed them for her. They are all on the made-over version:

What does the made-over version have that the old one doesn't?

Attention grabbing headline that TARGETS a specific group: ATTENTION SENIOR GIRLS. This, some people, find offensive, I'm sure. D'uh..why??? I''ll never know. There is no shame in being specific as to who it is you are after and being a littly gaudy and loud while trying to grab attention. There's no reason to be subtle here. Remember, you want to go after a market that you can get your arms around. One that you can start to describe. If everyone is your market, than NO ONE IS YOUR MARKET. This is all too often forgotten because we feel we have to be all things to all people. Big mistake. Really big mistake. Target target target!!
Many sample images. Why not! Images sell and people, especially woman, love looking at them. Did you know that woman are affected more by pics of woman and men by pics of men. I mean most guys won't admit this, but there is ample evidence to back it up. So use many images, besides it speaks volumes about what we are offering, especially if it is a very desirable style, or a unique style that we want to convey.
Copy intensive. Benefit loaded and curiosity questions and on and on..... I can hear the same tired old mantra over and over again..."too many words, people will never read all that copy". That, as many savvier marketers have come to realize, and use as a powerful photography marketing strategy, is pure baloney. Listen closely. Get this point: People will read all kinds of copy, IF IT IS RELEVANT TO THEM AND IF IT IS INTERESTING. Sorry for shouting. I just get flustered at all the bull fluff that gets pushed around as fact and taken as gospel truth. It makes me weary. When I create a newsletter I'd sit down and write writde write. I would bump into all kinds of clients who told me over and over they loved reading every word. They loved it!! Why? 'Cuz I made it interesting!. This brings up another point. The worst marketing sin is being boring. The big marketing lesson here is not only to make you stuff interesting, but be outrageous and add personality. This, sad to say, scares away most. But hey, more money for me and those who want to kick butt and use marketing that rocks!
OFFERS Not offers of any packages, but offers to call, or go to the webisite. This is what's called "two-stepping". Nothing wrong with that. It makes 'em work a bit harder, but that in and of itself also helps you to pre-qualify them a little more. It means they are a little more serious and willing to look into what you have to offer.
BIO PIC Having your own pic and a personalized line helps to lend credibilty and make you real person that is approachable and warm. Why try and sound corporate?? I don't get why so many want to sound and look and act like big gigormous, cold and sterile companies. This makes no sense to me. Promoting real human qualities and letting your real self shine through. People buy from poeple. Especially from people they like.

I should mention that I whipped this piece up in a matter of minutes. It's great to know photoshop techniques and have the ability to create almost any photography marketing piece or other studio items such as price lists etc. In the old days it would take days or weeks and many$. Nowadays, if have photoshop tutorials
and photoshop techniques you can do so much.

HERE'S MY OFFER TO YOU:

If you have marketing piece you would like me to highlight, analyze or otherwise dismember, let me know.
I will consider all who ask, but know that I will not hold back and your piece will likely make this newsletter.
So fire away.
SORRY. OFFER EXPIRED

A letter I got from some yahoo in Nepean, Robin Spencer:

"Rob,
I have this idea to include 2 sample Christmas cards for free in each portrait order from now until Christmas. Hopefully people will like the idea and order a complete set. BUT my lab has a 12 card minimum order from digital files. So my plan B is to get hold of a Christmas Card template that will work with Photoshop. I’ll add the customer’s family, gang up two on an 8x10 and just order that. Then buy a pack of envelopes to fit the cards.
So my question to you is do you have or know where I can get a free Photoshop Christmas card template?"

Robin, sorry I called you a yahoo..but you are. Everyone knows that. And you're a marketing maverick too. This idea I think is AWESOME!. I love it. What a great way to upsell a very desirable item. First off, your current clients are always your best clients. I think this will work. But will require some work and discipline on your part. As to the templates, who needs 'em!! Make your own. Get creative. Making your cards is the easiest thing ever. Unless of course you ain't shooting digitally. All you'd need to do is use some nice fonts, grab a pic of a tree or snow scene or get someone to make one for you. I would keep it simple and simply use a nice pic of the family and a nice looking font with a suitable poem or saying. I also would only give 'em one. This should entice them enough. I would also:

make the inside unusable by adding line that say things like. "Would like to order 20 of these personalized cards to mail to all your friends and relatives...blah blah blah..."
Include several offers.
Include a very tight deadline, so they must ACT NOW.
Call them on the deadline day if they haven't called you yet. Maybe even "sweeten the offer" a little.

This type of marketing is great. I love it. It stands out from what people see and experience all the time. But it takes a pro-active approach from you. This is where the true magic is. Where most photographers won't do much of anything with marketing, when you actually "scratch the earth" you entice a crop to grow forth. Great stuff. Hope you didn't mind calling you a yahoo....eheh..
Rob

While I'm on the topic of marketing, here's a few thoughts for you to consider when doing any type of marketing move:
Ask these provocative question with as much honestty and clarity as you can muster:

Here's an item I created for one of my long time clients. She called me in August. It was very "urgent". Her 88 year old mom had just been diagnosed with cancer and her time with us was very limited. She wanted a portrait session done of her mom in her yard with her greatest love of all, her flowers.

When I got there I had her show me around and talk about all the flowers. She went on and on and it was simply amazing how much she knew and loved flowers. I asked her to get dressed in her gardening clothes, you know, grungy old plaid shirt, boots and gloves.

If I had asked her to do this at first she would have been reluctant. (She had her "Sunday best" on when I showed up...) but after 30 minutes of her talking about her flowers she was very willing. I knew the daughhter wanted her in her gardening clothes and the mom wouldn't do it for her...but for me....she got her "grubbies on".

Anyhoo, I got a whole lot of awesome pictures and when the daughter came in 2 days later to see the final proofs I created a slide show with some really nice mood music. It blew everyone away. (she came in with other close relatives...). Long story short, mom passed away last week. The daughter asked me for a slide show for the funeral. I created a customized show with her music and added poetic verses...it was amazing. When she came in to pick it up she was ecstatic and hugging us all.

And she ordered a wall print of this:

You might ask..."well fine, but what if they don't order any extras because they have the slide show....?". Okay, think. These are the extras. We charge for these shows. Minimum order of $1,000.00 gets a free slide show included. What if they want just a show? I don't know, yet. Likely $700.00....or $1,700.00....Who knows, who cares.
My point is, this is a very desirable product. Don't think in limitations as to why it may not work.
People want this stuff. I know. I see it every week in my studio. It's called innovation.

Another wall print composite I just created for another one of my long time repeat clients. This lady may as well own shares in my company. She, and her sister, spent more money with me over the years I feel like she's invested in me and my company....I love that!!. It's the basis of a solid foundation.

Here's my 2 sided flyer I handed out at the mall 2 weeks ago when I had a display there for 4 days:

Some samples from my child portrait shoots in the last few weeks:
All repeat clients......

Some recent weddings:

If you want to succeed at photography marketing, I mean really take it serious,
invest in the right information and direction for your future.

And, if you want to take your wedding photography marketing up a notch or two, do the same.

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!

"There is no royal road to anything. One thing at a time, all things in succession.
That which grows fast, withers as rapidly. That which grows slowly, endures."

Josiah Gilbert Holland
1819-1881, Author

The Newsletter ARCHIVES are up.

Check 'em out here:
NEWLETTER ARCHIVES

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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,.........
I reserve the right to use any and all emails on this newsletter.
info@profitablestudio.com

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Thanks! Robert Provencher