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It's been busy! Life just rolls on forward and I try to make the best of it all- business, family, friends, education, motorcycling, photography...all rolled up into one huge ball called life.

It's weird. I can't figure it out, but I don't care. I love what I do! I don't know why I find that weird, but I do. Really. Maybe it's because I meet so many people that don't feel the same way about their jobs. This isn't a job, it's a PASSION! And it didn't just happen overnight.

Ok, enough. I'm feeling moved and excited and a tad melancholic. Must be those bittersweet sounds from the song I just heard. One of my fave U2 tunes "All I want is you."

I just downloaded and workflowed another portrait session. I often feel insecure while doing many sessions, even though I can chimp the images on the back of my lastest greatest Nikon D2X, and verify what I am getting, but I still don't get the full impact until I see them in the darkroom- the computer.

I still use Adobe Photoshop 7. I shoot JPEG. I create custom white balances for most shooting situations. I try very hard to get good exposure. AND, then I get to be creative!!- with expressions, posing, composition, lighting, oh yea, lighting. Let's not forget about lighting. And let's make it all come together in that one decisive moment when we fire the shutter and freeze time. Wow.....

Sound easy? Well, it is. That's why I love it now more than ever. It's easy. And fun. And energizing. AND, I'm making money doing something I love. Mama's happy. Everyones happy.

When I capture the images using all those elements I just mentioned, I then work on them in the darkroom (the computer) and, get this- USING THE EXACT SAME TOOLS I USED 20 years ago. Cool, or what??!! Did I learn this overnight? No. It took me 28 years to-date to become an "overnight success." Something to be said about persistence, longevity, sticking with the basic fundamentals and remaining flexible all at once.

ANNOUNCING: The No Bs Photo Success FREESTYLE WEDDING SUCCESS system. James Hodgins and I have been working diligently on a success system for wedding photographers and will officially launch it the first week of November. Inner circle members of our photography forum will receive first dibs on the initial offering will likely be our best price ever on that system- somewhere in the range of 40% off, time limited and exclusive to members only. After that it goes to the general population and will not be available at that price ever again. I promise.

And I promise you this won't be like anything you've seen before. Basically, it's many hours of us at actual weddings, with the captured images edited right into the video, so you not only get to see what's happening during the actual day, but instantly you see the resulting image- plus loads and loads of commentary, and workflow techniques. We also cover equipment, marketing, actual marketing pieces, sales, lighting and non-tangible essentials such as attitude.

There is much more to it, and I will lay out the details when the announcement date nears. One thing we proud ourselves in, is that we are just plain vanilla folks, marketing to, and photograph, everyday, plain vanilla folks. Not those super-sexy, 10+, ultra-beautiful brides and GQ looking guys. These are real everyday clients.

The Inferno At The Falls is pretty much sold out. It didn't take long, since there are almost 5 weeks left. There may be a few spots left, and if you hurry and scramble to scoop them up, and you are an Inner Circle member of No Bs Photo Success, you may just get in. This should be a really fun and thoroughly educational workshop. We have a tight agenda, filling up every spare minute with workshop content, presentations, education etc. As a matter of fact James and I are planning, and have scheduled for those who expressed interest, to sit with some members with us for dnner or lunch so we can talk shop, about their photogaphy business and other important topics. We even have a photo contest. Every attendee will get one ballot and they get to vote for whomever they wish. Prizes have been donated by our preferred vendors and at quick glance we've got over $2,000.00 worth of winnings to be given out for this contest.

This is the final cover for my first book: "EXPOSED: The Naked, Uncensored Truth To Running A Successful Photography Business" About 176 pages. The book is gone to press and when it's back and on my shelves, I expect all of you to order a copy. Unless of course you are easily offended by seeing me naked. But if you aren't offended, and you get it the visual pun, you'll enjoy the straight-up, call-it-as-I-see it approach to what it takes to be successful as a business person and a photographer, plus years and years of street hardened wisdom.

Now that's it's done, my next thought is What should I write about now? Oh no, I've created a monster! Well, can't say I haven't given it some serious thought, but am considering my next title: "EXPOSED: Secrets to outrageous sales in your portrait and wedding photography studio." You'll be the first to know.

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Photography Marketing Strategies
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Should you let your proofs leave the studio? Or should you keep all selling in house and show the client there images in our sales room? This is a very good question, and one that is bandied about whenever there is a collection of two or more photographers in the same room. It's perpetual in that it never gets resolved, and is forever one the hottest, most heated topics. You have people in both camps, sometimes vehemently opposed to the other.

The fact is forcing clients to buy, in-studio, during a sales presentation will INCREASE your sales. There are exceptions, such as grads and seniors. But for families, weddings even, it's proven. It works because you strike while the iron is hot, BUT, you need a controlled sales process that you can rely on over and over.

I used to do in-house selling all the time. I am a huge believer...UNTIL, I decided to let proofs go out. Why? Time, and sanity. I got really, really busy, and I had a wife and a daughter.

Doing all those in-house sales, or having to hire a rep to come in and do it for me was just way more than I am willing to put up with, SO, I created a system that works. I know I could make more sales by forcing them indoors, BUT who cares. Fact is I'm doing ok. When the proofs leave the studio you need to control the process and never let let it get out of hand.

Some key points to remember:
*Get a firm commitment on returning the proofs.
*Get a deposit, at least $100.00. More if you can.We get minimum $250.00
*Be strict on return dates. LESS than one week is the rule. The iron gets mighty cold FAST.
*Educate, educate educate. Use pre-emptive selling. Bring up points and answer questions that you know will be bouncing around in their heads, before they ask. A confused client will not buy.
*Create positive expectancy. Be perceived as a knowledgeable and professional expert with solutions. Be confident, loving, yet firm.
*If you have a no show (we rarely get these), call them RIGHT away.
*One of my closing thoughts I leave clients with just before I show them their proof show (outdoor sessions witll typically have one proof show with music, just for entertainment, and one for selecting), because I would get asked this a lot, is the "which image is the best" question. You know, "you're the professional, you know best." Couple things. I will create a work flowed image, real fast. Looks good. They get to see what their image will possibly look like once I've added some magic. Takes me 2 minutes, tops. And, I tell them before they even ask "Here's how you know which images are going to be the "best" ones. Trust your first impression, your gut reaction. If you like an image instantly, that's your heart speaking. Don't analyze or let your friends, mom, mother-in-law tell you otherwise..." Works everytime. They get this. One lady told me the other day "That's how I shop for clothes. I always trust my first reaction." Cool. I used this strategy when selling in-house, but I would look for reaction. I almost always knew which image she was going to pick way before she did, just on reaction. And that way I knew which image/images to close the sale on.
*When the proofs leave the studio, put them through a proven sales presentation.

The presentation I put them through is very similar to what I used to do when I did only in house selling.
Here's some of those key points:
*Make sure your clients know well in advance what is expected- no surprises.
*Have a controlled environment, conducive to selling.
*Do a presentation just before you start showing the images. Explain briefly the process. Tell them they don't have to make any final choices right away. You will go through the images to make sure the right ones are chosen. Explain in brief (they should already know this) again the key points about retouching/enhancing.
*Take control as you direct through the selection proces. Narrow it down to the bare minimum of poses. One, maybe two, for each grouping. This typically takes about 30 minutes. The closing should take an extra 20-30 more.

When I was film based, I had one of those opaque projectors. I would go through my 5"x5" proofs and select what I thought was the very best images. I would pre load one into the projector. The clients would come in, I would take for a minute or two, giving my usual presentation. Then I would turn the lights off, wait a second, than turn the projector one. WOW! What impact. Assuming you did a good job. That would always set the pace and pave the way for a great sale! I still do the same, except with our large LCD 30" screen. In my old studio, in the mall, where I had plenty of room, I used a video projector. It's all the same process really, just different tools.

Now, we use slide shows as well that they get to take home for a few days. It works, because we tested it for months before implementing it fully. You can download one such slide show from a previous shoot. PC only. Download then click on the icon. This one was one oftwo she recieved. The other one had no music, but did have a control bar so she could pause/fast forward etc and make her selections.Turn speakers up.
Rob's SAMPLE SLIDE SHOW (expired)

For MAC users, check out the images online here.(expired)

Final thoughts on selling: Having an established relationship with your client really helps. If they are repeat clients, this should be there already. If they are new, you can, and should make all attempts to build a trusting, person-to-person relationship built on mutual respect.

Having a good product, for obvious reasons, is essential. It's infinitely easier to suggest a wall portrait when it is truly worthy of being one, and if you feel real good about it. Enthusiasm is another key ingredient.

Every year I photograph whatever the our sympony needs me to photograph. The mastreo, candids for press release, new concert master..whatever. It's all on me.

The quartet is a typical yearly event. Below are a few samples from the 2006 shoot. I have a lot of fun doing these for them, and I am good friends with many of the regular musicians. I started this type of affiliation (if you ever got your hands on my marketing stuff you'd know this already) because I asked myself this question: where do my clients go, hang out, entertain themselves with etc. This, as well as the local professional theatre, were part of the answers I came up with. I now am the "Offical Photographer of the....." name the organization. Do I do it for money? No, there is none to be made. Well, not directly that is. I am after the crowd, the "herd" that is attracted to these groups. Besides, they have little or no money, operating on tight budgets. But I do get tons of exposure, free tickets, ads in the programs, displays in the lobbies, and the positive notoriety that goes with being "the man" behind the camera.

"Hello, I have been looking over the Marketing strategies material on the website and I really like it and considering purchasing the material. My husband and I are just starting out doing photography as a business and would like to know if we would still be able to promote and be successful using your system even though we do not have a portfolio of pictures yet. Also, do you have examples of letters and postcards that we can send to say various organizations and groups, for example, mothers groups, home school associations and private schools (Montessori etc.)?
Thank you, Christine G_____"

"Christine, when I give my marketing presentation to photographers the first point I make is to have a good product. In this presentation I show artistic images of scenes, and sunsets, and boats, and ask if these are desirable products that people would want and I make the point that there is very little demand or emotional pull with that style of photography. Then I show really nice wedding images, babies, families. You get the point. I stress this point as well: If you use good marketing and promote a crappy product, you are speeding up the process with which the world discovers you are crappy.

So, have a good product. Work on that as a top priority. That doesn't mean you can't learn all you can about marketing. You should, so you are better prepared.

"Hi there, I live in South Africa and have been doing school shoots for years. Just turned my garage into a home studio for babies, families etc. Doing the final touches and need all the advice I can get, didn't realize how different the two fields could be. Your downloads have been wonderful, MORE MORE MORE PLEASE!!! I love the fact that you are so honest with your info, most photographers here won't give you the time of day, let alone show you a lighting setup.

Thanks so much
Look forward to the next lot, hopefully newborns or family groups.

Cathie"

"Wow Rob, in going through the childrens system I have learned more in two weeks than I have in two years. Your material although the concepts are familar, you have managed to make them relatable, and even funny.

You may be the worlds best communicator.I love the fact that you are a regular guy and don't have this " I have come down from the mountain top" type attitude.

I cannot wait to see you in Nov ( I have signed up and the first round of beers is on me!) to personaly thank you for teaching us so much. I have a D70, a studio and even photoshop CS, now I am learning what I can do with these pieces.

You are truly a rightous dude.
Joe"

GURU CORNER:
By Inner Circle Member Bill Foster

Building a Portrait Business: The First Clients

In this instalment of Building a Portrait Business, I want to talk about what I did to get my first clients. When I was still in the planning stage of this venture, I got to thinking about how I could proliferate my name around the community on the cheap. Now, cheap doesn’t necessarily mean sacrificing quality, it just means I didn’t want to take out expensive magazine ads or anything like that.

The backbone of my marketing and advertising system is client referrals. With that in mind, I decided the best way to get my name spread around rather quickly is to solicit some help from some specific families that will act as an ambassador of sorts. I settled on 9 families strategically chosen to represent the demographic I want to reach. Some of these families hobnob with very wealthy people, others have young kids and associate with other families with young kids. Others represent a demographic of business owners who may be sympathetic to helping other enterprising people get a business off the ground. One of my ambassadors is a very good friend. He’s a born salesman. I built this friend’s website and he was so excited about it, he started telling everyone he knows about me. Within two weeks, I had 4 new web clients calling wanting to have theirs done also. Getting Chris to be an ambassador for my portrait business would be an excellent choice.

So, how did I do it? Well, I wrote a letter. I went to Office Depot and picked up one of those 100 sheet packets of paper/envelopes (I chose white linen for elegance) and sat at my computer to begin writing. I went through three drafts, each of which I ran by my wife who is excellent at editing and rewording things like this. Once I finalized the letter, I actually hand delivered them to my ambassadors. This gave me a chance to greet them in person and give them a quick brief on what I was doing. Fortunately, each of these ambassadors knows me as a photographer and in their opinion, starting a portrait studio was a natural step for me to be taking. They are familiar with my work and the images I make and many have asked me in the past to do family portraits anyway.

The basis of my letter was to let these ambassadors know that I am planning a portrait studio and that I would need their help. In exchange for their support, I would make a family portrait for them at no charge. No sitting fee, nothing. Included in the deal is a framed canvas wall portrait, still at no charge. All they have to do is throw a dinner party or other get together to show off the portraits I made for them. At this party, they don’t have to give a sales pitch or anything, just let people know who did the portrait and give a business card to anyone who asks.

So, what are the details about the printing, etc? Well, each print costs me rougly $150 in materials. That means my projected expenses for just the ambassador program is about $1,000. That’s excluding other business startup costs such as business cards, phone service, and other items. So far, I have done several of the ambassador sittings and have a few more to go. None of the families photographed have just taken the free wall portrait and walked away. Each family has purchased between $1,100 and $1,500 worth of extra prints. That’s right. They bought extra above and beyond the free wall portrait. I knew they would, because I’m giving them a $1,500 wall portrait for free and the images I’m making of them are pretty darn good. Not to toot my own horn here, but the things I learned from Rob about posing, lighting and retouching have brought my photography from ordinary to outstanding. How do I know? Well, my clients are going nuts for it. There’s always room for improvement, but, one mom saw the photos I made of the kids and she cried. ‘Nuff said, sale made!

Lastly, I want to talk about what I’m doing with my ambassadors. I explained in my letter that I don’t expect them to tell anyone about my photography until they experience it for themselves. I go through the entire process with them as if they were a regular client. I come to their house ahead of time to help them figure out what they need. I don’t bring a portfolio. I’m not in the business of selling portfolios. I’m in the business of selling large canvas wall portraits, so that’s what I bring with me. I have two large framed canvas prints that I carry in with me. One is a 30x40 of a family outdoors. The other is a vertical studio image (taken at one of Rob’s seminars) and is 20x30. The clients see the quality of the images, the dramatic lighting and know that they are not talking to Olan Mills or Sears.

We do a design consultation in the home so we know what we’re shooting for. What size print do they need? Is it vertical or horizontal? What colors look good in their home? These are all questions we cover so that the portrait sitting goes exactly as planned. I then come back to the house to show them the images. All of them are retouched and treated so the client doesn’t have to wonder what the final will look like. Right now, the proofing session is done on my laptop (I have a 17” powerbook that provides a large enough image, but eventually I will buy a projector for this.). We talk about frames and other small details at this time.

Finally, I deliver the final framed print and help them hang it. They will host their dinner party and hopefully bring in actual paying clients. So far, no dinner parties have been held yet mostly because the weather was so bad this spring, we just didn’t get the portraits done until just a couple weeks ago. In early June, most of the families will host the parties and we’re off and running. Fortunately, I have had a few calls from families who were told about me from my ambassadors without even getting the prints done yet. That’s pretty cool.

All in all, I’m excited about how things are progressing. I was disappointed about our terrible spring weather which really put a damper on getting things rolling, but now that it’s nice, people are ready to get portraits done.

Oh, if you’re curious about the letter I wrote, there’s a .pdf of it here.

Good luck out there.

--Bill

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!

"Follow your own particular dreams. We are handed a life by peers, parents and society, you can do that or follow your own dreams.
Life is short, be a dreamer but be a practical person."
~Hugh Hefner ~