Posts Tagged ‘photography marketing strategies’
“I work so hard to get where I am today….”
“Exertion makes weak people strong, sloth makes strong people
weak.” ~Socrates~
In this recent photography marketing newsletter, I received this response
email from Simone….:“….omg this is soo true.can I put in a really good topic suggestion in which personally i need help in myself.I would love to know how to deal with so-called photographers who think they know it all but their work is worse than minei.e quality and composition..mainly composition and they get ten times more work than I do and I have also been in the industry 2 more years than they have.It kinda hurts me..I work so hard to get where I am today and then these random GWC comes along.I just can’t cope with big-headed guys who think they know everything and think they can have a full-time job in photographyyet I can’t.
I do beleive there are many people in my situation. I know I could be jealous that they get workbut I don’t understand how they can get work and I can’t and their work is a lot worse of mine.I would so love your opinion on what you think. Simone.”Simone, thanks for the comments and your ideas. Let me address each of
your observations and give you and my readers a complete and honest
(would I give this any other way) analysis.What I have to say I feel is very key and very important to anyone
in business or anyone who wants to grow and expand.Life is all about growth. Expanding, and becoming the best
and most productive person you were meant to be. And in business
we have an excellent vehicle and opportunity to become the best
we were meant to be. At least we should be passionate and filled
with conviction about what were doing, in order to tap into
these passions. Business is an outlet. A form of expression.I assume you, and most other so called photographers are also
passionate about photography and business.Your first point:“I would love to know how to deal with so-called photographers who think
they know it all but their work is worse than mine
i.e quality and composition..mainly composition and they get ten times more
work than I do and I have also been in the industry 2 more years than they
have…”You are stating four things here:*they think they know it all*their work is worse than yours
*they get ten times more business*you’ve been around longerSee it?Are you sure they think they know it all? Usually people
who think they know it all manifest this in some way, AND,
we all know, they really know squat.They are all talk.But, you say they get ten times the work,
AND, with an inferior product. (or at least not as good as yours)So, they must know something. Since, they are out there
doing it, making something happen. No?Do you see where I’m going with this? The key could
be you. Maybe it’s something you’re doing, or, not doing.
There is a built in contradiction.Listen, one of the best, most poignant words of advice I ever
heard in business was from my mentor, Dan Kennedy. And this
point is relevant right here and now. Here it is:
“The key to success in business is by becoming completely immune
to criticism.”I’d like to add to that that one of the worst forms of
criticism is our very own. Self-criticism. Much of what you say about what the
other photographers are like could be coming from you. But let me
give you the benefit of the doubt, and assume they are acting like
they know everything yada yada…..I still say: “Who cares?”You shouldn’t. Become immune and stay centered and focused
only on what you are trying to achieve. Everything else is a waste of energy
and may seem like sour grapes to the outsider.The fact that you’ve been around longer is irrelevant as well. If they
are getting ten times the work, there has to be a reason. Their must be!After all, they’re getting the work. Doesn’t matter who’s better. People
buy for reasons we often aren’t aware of. I always said that marketing is the key.
What is it they are doing? Something has to be working in their advantage.I also have been saying for years that it takes much more than just being good.
Long gone are the days when one could open a photography studio up, hang a
sign, get some gear and a business card and business would come. Business
will not come to you, no matter how good you are or how long you been in business.That’s arrogance and laziness. One has to have goals that are clear, passion filled,
exciting and worth shooting for. And then act on them. Again, and again.In my opinion, the best way to deal with those photogs is to ignore them
and focus only on what you do best. And have a clear plan and the willingness
to act on those plans.For me, my personal experience has been to out-work, out-market, out-perform
and out-produce the competition. I am willing to go the extra mile.When you do this, you feel good about yourself. You don’t waste much timeon what others are doing, unless you see them doing something right.It’s all about what Gene Landrum talks about in his books on
success and power, namely, having a “Locus of Control”.“Individuals with a high internal locus of control believe that events result primarilyfrom their own behavior and actions. Those with a high external locus of control
believe that powerful others, fate, or chance primarily determine events.Those with a high internal locus of control have better control of their behavior,
tend to exhibit more political behaviors, and are more likely to attempt to influence
other people than those with a high external (or low internal respectively) locus of
control. Those with a high internal locus of control are more likely to assume that
their efforts will be successful. They are more active in seeking information and
knowledge concerning their situation.”There’s more to it than that, but the key to remember is in that last paragraph.
yours in photography,Robert ProvencherP.S. Read past issues of photography marketing gold HERE
The number one business killer
“A smile is the lighting system of the face, the cooling system of the head and
the heating system of the heart.”
the heating system of the heart.”
The number one business killer
Can you guess what it is? Let me give you a hint. Watch the video. It’s a short one,
28 seconds long….
28 seconds long….
That was me waiting at the service dept where I was bringing my motorcycle in
for, well, you guessed it, servicing.
for, well, you guessed it, servicing.
What do you think they’re doing? Who cares. What do you think I think
they’re thinking?
they’re thinking?
Likely something like: “We’re too busy doing important shit on our computers
over here. So go away. Don’t bug me. Besides, that’s not my dept. We’re in
products, not service. You scumbag! I’m not even going to lift my head and say hi,
back to Solitaire…..”
over here. So go away. Don’t bug me. Besides, that’s not my dept. We’re in
products, not service. You scumbag! I’m not even going to lift my head and say hi,
back to Solitaire…..”
I was standing there. Waiting. No one said a word. I felt like I was
invisible. The two people that were there had their heads glued to their monitors.
invisible. The two people that were there had their heads glued to their monitors.
I waited. Waited some more. Nothing. So I shot the video, partly out of boredom,
partly because I wanted to show you.
partly because I wanted to show you.
I guess by now you’ve figured out what the number one business killer is.
You might call it bad service. Although that is true, there is a bigger picture.
We see it everywhere. I get clients telling me that they actually called studios
(before they became my client) and no one called them back. For shame.
(before they became my client) and no one called them back. For shame.
The bigger picture is this: apathy. Folks, and those who hire them,
simply don’t give a crap. Ok, maybe they do. Inside. Way deep down,
if I cornered them and forced them to answer, they probably would say,
yes, I care.
simply don’t give a crap. Ok, maybe they do. Inside. Way deep down,
if I cornered them and forced them to answer, they probably would say,
yes, I care.
No you don’t! And if the real person responsible really cared,
they’d do something about it. Like what they do when they train wait staff
at our favorite restaurant. You KNOW they are well trained. NO ONE ever,
ever, never gets ignored at this restaurant. And it’s because the owners care,
and have taken the time to implement strategies into their day to day
operations that reflect this. Break the rules, and you’re fired. Why? Because
clients matter most. And we must SHOW them. Not just talk it up.
they’d do something about it. Like what they do when they train wait staff
at our favorite restaurant. You KNOW they are well trained. NO ONE ever,
ever, never gets ignored at this restaurant. And it’s because the owners care,
and have taken the time to implement strategies into their day to day
operations that reflect this. Break the rules, and you’re fired. Why? Because
clients matter most. And we must SHOW them. Not just talk it up.
The number ONE reason why people switch business’s is apathy.
No other reason comes close statistically.
No other reason comes close statistically.
How do you solve this issue?
At our local bank they have a welcome desk up front, as soon
as you walk in. And when you walk in, a smiley, pretty young lady
asks: “How are you?”
as you walk in. And when you walk in, a smiley, pretty young lady
asks: “How are you?”
What do you say when your clients phone or drop in at your
photography studio?
photography studio?
The bank folks get it. Well, mostly. I think they blew it in the
last year. How? Well, now I walk in, and now there’s a dude, in a suit! yucchhh!!
Some dude with a beard, older guy, my age. You know, executive
looking guy, grey beard. In a suit. Guess what he’s doing??
last year. How? Well, now I walk in, and now there’s a dude, in a suit! yucchhh!!
Some dude with a beard, older guy, my age. You know, executive
looking guy, grey beard. In a suit. Guess what he’s doing??
Need a hint? Watch that video again. You got it! His freakin
head is buried in the computer!! No way!!…way…..this sucks big time…
head is buried in the computer!! No way!!…way…..this sucks big time…
So I brought this up to our account manager once, whilst chatting with
her about some banking stuff, and asked who he was. I figured maybe he was
some tech dude playing with the computer and doing tech stuff,…in a suit.
Or maybe the CEO of the bank, dropped in, and he had to check his facebook status
and update it to something like: “stuck at a bank with no computer
and had to use the customer service one…how bad is my day…my suit
is wrinkled too…waaa!!”
her about some banking stuff, and asked who he was. I figured maybe he was
some tech dude playing with the computer and doing tech stuff,…in a suit.
Or maybe the CEO of the bank, dropped in, and he had to check his facebook status
and update it to something like: “stuck at a bank with no computer
and had to use the customer service one…how bad is my day…my suit
is wrinkled too…waaa!!”
Oh, he’s customer service. I thought, oh you mean customer turn off! This guy ain’t
working!
He’s not even saying hello. And he’s wearing a freakin tie!!! What?? I’m supposed
to somehow be impressed by this dude? Gimme a break….
working!
He’s not even saying hello. And he’s wearing a freakin tie!!! What?? I’m supposed
to somehow be impressed by this dude? Gimme a break….
Something’s failing here somewhere.
Don’t start whining and bichin’ to me about
business when you can’t even take care of the very basics of good customer
service.
business when you can’t even take care of the very basics of good customer
service.
Apathy.
Key: The most important asset you have in business is your list of clients and you relationship with those clients.
Nurture it. Call them. Send them love letters and cards, or newsletters or something. Show them you care at all levels…
Just do it.
yours in photography,
Robert Provencher
P.S. Read past issues of photography marketing gold HERE
How to create the ideal price list for your photo studio.
"Most successful men and women have not achieved their distinction by
having some new talent or opportunity presented to them. They have
developed the opportunity that was at hand."
~Bruce Barton~
having some new talent or opportunity presented to them. They have
developed the opportunity that was at hand."
~Bruce Barton~
How to create the ideal price list for your photo studio.
I get asked the question quite often. How do I create a price list?
Where do I start? What do I price my services at?
For me, I find it an easy task and not confusing in the least.
For those starting out, I can see where it might seem like a complete
maze of confusion. I get the sense also that many photographers,
especially the newbs, treat the price list like a holy grail of marketing.
maze of confusion. I get the sense also that many photographers,
especially the newbs, treat the price list like a holy grail of marketing.
As if it is the one thing that will solve any and all marketing issues. I'd like
to clear the air on this one right now and give you some solid strategies on
creating functional price lists. And how to use it as marketing tool. (not marketing strategy)
to clear the air on this one right now and give you some solid strategies on
creating functional price lists. And how to use it as marketing tool. (not marketing strategy)
First off, your price list is just that, a tool. In and of itself it is not a marketing
strategy. For some other business's, it can be. Think about the restaurant industry.
strategy. For some other business's, it can be. Think about the restaurant industry.
Some of the most advanced marketers in the restaurant industry analyze, scrutinize
and fine tune the menu to such an advanced level it has become an art form with a solid, measurable and technical strategy.
and fine tune the menu to such an advanced level it has become an art form with a solid, measurable and technical strategy.
Why? Simple. The restaurant is all about the experience. The menu is the
gateway to that experience. It holds the promise of magic, mystery and a
tantalizing journey of the tastebuds. It is very key!
gateway to that experience. It holds the promise of magic, mystery and a
tantalizing journey of the tastebuds. It is very key!
The restaurant industry studies, tests, tweaks and manipulates their menus
for maximum results. It is a key instrument. It makes sense.
for maximum results. It is a key instrument. It makes sense.
For photographers, I am reminded of one visit years ago at my very
first big city wedding show. I was doing "research". Looking for ideas
on how to market my own photography business, specifically booking weddings.
first big city wedding show. I was doing "research". Looking for ideas
on how to market my own photography business, specifically booking weddings.
I was let down in a big way. Sure, I got some cool ideas on booth design. But
that's where it stopped.
that's where it stopped.
What I found appalling was the fact that most photographers were simply standing
at their booths, jamming their prices lists in anyone's hands who passed by their booth.
at their booths, jamming their prices lists in anyone's hands who passed by their booth.
And their were hundreds doing this, and thousands of attendees dropping them
into their bags. I'm convinced most never got read. They likely got trashed.
into their bags. I'm convinced most never got read. They likely got trashed.
I was fortunate enough to have worked for two studios before I went on my own.
One studio was a high end industrial photography place, the other a high volume
franchise photographing portraits.
One studio was a high end industrial photography place, the other a high volume
franchise photographing portraits.
Both had valid and useful strategies in their price lists. When I went on my own,
I created my own price lists, but I didn't truly learn how to create the best
price list for my studio until I learned about marketing.
I created my own price lists, but I didn't truly learn how to create the best
price list for my studio until I learned about marketing.
Here's what I gathered so far on creating price lists for photography studios:
*your price list is just a tool, not a marketing strategy. It does however have
some elements of design and marketing. Don't rely on it and only it
to grow your photo business.
*your price list is just a tool, not a marketing strategy. It does however have
some elements of design and marketing. Don't rely on it and only it
to grow your photo business.
*Focus much more on good rapport, good product and service. Blow your clients
away in these areas, and the price list becomes secondary. Useful, but secondary.
away in these areas, and the price list becomes secondary. Useful, but secondary.
*Your market position will be far more valuable over the price list,
and how people respond to your prices and packages.
and how people respond to your prices and packages.
IE: If they don't know you, you have to earn their trust. You don't achieve this
with a great price list alone. You need to go through the 101 smaller steps to earn
their complete and heartfelt trust. No one by passes this step. In time, with market
position, people don't question as much, since the trust is pre emptively earned.
with a great price list alone. You need to go through the 101 smaller steps to earn
their complete and heartfelt trust. No one by passes this step. In time, with market
position, people don't question as much, since the trust is pre emptively earned.
*Have several price lists. One for each category. Nicheing helps speak to each
client and their specific needs. IF one for maternity, one for fairy portraits, one
for families etc etc etc. This way, you get to use the price list as opportunity to
better communicate to that market and create specific offers and packages. IE You
may not offer large wall portraits for maternity sessions, opting for smaller,
more intimate products that make sense and use terminology that is consistent.
client and their specific needs. IF one for maternity, one for fairy portraits, one
for families etc etc etc. This way, you get to use the price list as opportunity to
better communicate to that market and create specific offers and packages. IE You
may not offer large wall portraits for maternity sessions, opting for smaller,
more intimate products that make sense and use terminology that is consistent.
*Always package, never a la carte. I believe in the three or four tiered
packaging approach. One way to describe this is: Bronze, Silver, Gold and
Platinum. The lower and higher priced packages are there to put the middle
packages, the "target" packages, in perspective and make them more attractive.
packaging approach. One way to describe this is: Bronze, Silver, Gold and
Platinum. The lower and higher priced packages are there to put the middle
packages, the "target" packages, in perspective and make them more attractive.
*You determine the price, not the market. Of course there are some
limitations and logical parameters, but overall, you get to decide. In other words,
don't go to your ten closest competitors, average out there prices, and make yours
a tad less. Or, worse yet, ask your clients: "What would you pay for this?"
A large part of what determines your price is your ability to sell. Your confidence
and ability to not blink when you quote your price plays a role here.
limitations and logical parameters, but overall, you get to decide. In other words,
don't go to your ten closest competitors, average out there prices, and make yours
a tad less. Or, worse yet, ask your clients: "What would you pay for this?"
A large part of what determines your price is your ability to sell. Your confidence
and ability to not blink when you quote your price plays a role here.
*Add as many low cost, high perceived value items in your packages.
This is part of learning how to package and bundle your offers.
This is part of learning how to package and bundle your offers.
*Communicate in your price list and avoid weasel clauses. Any conditions
or exceptions will send doubt to your client. Careful not to create many mountains
or barriers. Your price list should create a clear, direct line of communication
with your client, and do this effectively. It, in a sense, becomes a sales tool when
used for maximum communication.
or exceptions will send doubt to your client. Careful not to create many mountains
or barriers. Your price list should create a clear, direct line of communication
with your client, and do this effectively. It, in a sense, becomes a sales tool when
used for maximum communication.
*Should you reveal and be open with your price list? Many will disagree
with me on this on, but I personally believe in being open, and generous
with my price lists. However, not in the sense of using it as a marketing tool.
For me, and my prospects and clients, it becomes secondary. A "oh, by the way,
here's the pricing menu.." sorta deal. I am open with them, but cramming it
in their hands and leaving it at that. I am not into hiding it, waiting and trying to
manipulate the client into coming into the studio first. I much rather focus on
creating a very strong market presence and position first. Sometimes the price
list is used as a qualifier. Scaring some away. But overall, my pricing is easily
accessible. Online, it's not "in your face", but available.
with me on this on, but I personally believe in being open, and generous
with my price lists. However, not in the sense of using it as a marketing tool.
For me, and my prospects and clients, it becomes secondary. A "oh, by the way,
here's the pricing menu.." sorta deal. I am open with them, but cramming it
in their hands and leaving it at that. I am not into hiding it, waiting and trying to
manipulate the client into coming into the studio first. I much rather focus on
creating a very strong market presence and position first. Sometimes the price
list is used as a qualifier. Scaring some away. But overall, my pricing is easily
accessible. Online, it's not "in your face", but available.
*Have a worthwhile product and service. Of course. This is a given,
often neglected idea. A gifted product is far more valuable than a gifted, well
designed, super perfected price list. Don't you agree? Enough said.
often neglected idea. A gifted product is far more valuable than a gifted, well
designed, super perfected price list. Don't you agree? Enough said.
*Give a ton of information in your price lists. My price lists are typically not
less than four pages. One page prices lists are used for special event photography
such as fairy day:
See sample:
less than four pages. One page prices lists are used for special event photography
such as fairy day:
See sample:
Click on image for larger version.
To a 17 page, multi-page price lists such as my wedding price list,
which you can SEE HERE.
which you can SEE HERE.
My baby price lists has 9 pages and for most of my
pricing there are dates on them. See example of that here.
pricing there are dates on them. See example of that here.
When I was very eager and working my butt off to book weddings,
my wedding price list was over 24 pages long. AND, I had each one
bound in a black folio style paper binder. It make a wow impression.
And, I booked a LOT of weddings. Still do. I also used it as
a guide to follow when interviewing clients.
my wedding price list was over 24 pages long. AND, I had each one
bound in a black folio style paper binder. It make a wow impression.
And, I booked a LOT of weddings. Still do. I also used it as
a guide to follow when interviewing clients.
There are other influence when creating your price lists.
Items such as history with your client. Do they know you, have an idea already?
Everything you do in your studio should support your prices. Any
incongruities will create tension and confusion. A confused client
is a non buying client.
incongruities will create tension and confusion. A confused client
is a non buying client.
Also, remember to never compete on price alone. Metrics other than
value aren't any good.
value aren't any good.
I have a lot more to say about this topic, and many examples to
show you.
show you.
Join me this Thursday, July 28th, 8:00PM EST, if you like, as I present a webinar on pricing for photographers.
Also, feel free to send me an email if you have any questions. I answer all!
Maybe not right away, but I do get to them. (unless they get missed because
of gremlins or spam filters).
of gremlins or spam filters).
yours in photography,
Robert Provencher
Why I Don`t Photograph Teams, Schools and Clubs
“All right Mister, let me tell you what winning means? you’re willing to go
longer, work harder, give more than anyone else.”
~Vince Lombardi~
longer, work harder, give more than anyone else.”
~Vince Lombardi~
Way back in the day, when I was starting out, eager to grow,
anxious to pay the bills for my young and struggling photography
business, I took on just about every job that came my way. And I was
grateful.
anxious to pay the bills for my young and struggling photography
business, I took on just about every job that came my way. And I was
grateful.
It was amazing to be able to simply be earning income doing
what I loved, photography. No matter that I was up at 5:00AM
to shoot a hockey team before they had a 6:00AM practice.
what I loved, photography. No matter that I was up at 5:00AM
to shoot a hockey team before they had a 6:00AM practice.
None of that mattered. As long as I was producing income,
using my skills as a photographer, I was pumped.
In other words, I was an opportunity seeker.
If I were a lawyer, you`d call me an ambulance chaser. Someone
willing and eager to take on any job.
And it makes a lot of sense. Ansel Adams said he learned more
from the `bread and butter` side of photography than any other area.
from the `bread and butter` side of photography than any other area.
Did I mention I also shot schools for two years full time before
I opened my studio? And shot ‘em for two more years
part time. I also waited on tables and disc jockeyed in order
to bring in extra income.You might say I was willing to do whatever
it took to make this situation work out.
I opened my studio? And shot ‘em for two more years
part time. I also waited on tables and disc jockeyed in order
to bring in extra income.You might say I was willing to do whatever
it took to make this situation work out.
I was committed. More on that later.
I was in good company. Ansel also shot schools, back in the day.
So did the Simone‘s, way back when. (the Simone’s are in my opinion
the best portrait photographers on the planet, bar none.)
So did the Simone‘s, way back when. (the Simone’s are in my opinion
the best portrait photographers on the planet, bar none.)
To me, every job was an opportunity. And I sadly see many
people throw away perfectly good opportunities because of
excuses and bad reasons. “buts” I call them.
people throw away perfectly good opportunities because of
excuses and bad reasons. “buts” I call them.
Opportunity. When opportunity comes a knocking at your door open it wide and
let it in. Don’t slam the door with any buts such as fears, lack of money or
resources. With the right attitude on your part you will manage to put together the
right resources to make it happen. Being resourceful is far more potent and
valuable than having resources.
let it in. Don’t slam the door with any buts such as fears, lack of money or
resources. With the right attitude on your part you will manage to put together the
right resources to make it happen. Being resourceful is far more potent and
valuable than having resources.
In time, you should also look for opportunities that suit you. In time. I often turn
away chances to acquire big contracts with clubs and organizations or sports teams
and schools. Why? Because I have made the decision that it is not the type of
photography I want to do. Twenty years ago things were different and I took just
about everything. It all helped but I’ve progressed to where I can now pick and
choose.
away chances to acquire big contracts with clubs and organizations or sports teams
and schools. Why? Because I have made the decision that it is not the type of
photography I want to do. Twenty years ago things were different and I took just
about everything. It all helped but I’ve progressed to where I can now pick and
choose.
You must find the market you want to dig for opportunities in and make sure it is
one that will be rewarding for you. Please note that a secret to success is choosing
a market that has potential for reward. Many make the mistake of deciding what
they want to do before picking the “who” they will serve.
In 1987 I was given a quote, so to speak. An 8.5″ x11″ flyer/poster, with words
of wisdom printed on it. I loved this quote so much, I grabbed one of my favorite
scenic images of an eagle in a tree, a silhouette, and copied this flyer, sandwiched
the two negatives together, and printed out copies for every room I worked in.
of wisdom printed on it. I loved this quote so much, I grabbed one of my favorite
scenic images of an eagle in a tree, a silhouette, and copied this flyer, sandwiched
the two negatives together, and printed out copies for every room I worked in.
To this day I still have one in my office. If you ever watched one of my videos
shot with me in my office, you can see this flyer directly behind me.I also have
another in my studio work area.
This quote has helped me for over twenty years so far. It is something
I still believe in, and if you want to know the secrets to success, read every
word, every message, and take it seriously like I did.
I still believe in, and if you want to know the secrets to success, read every
word, every message, and take it seriously like I did.
Here it is, without the sandwiched scene:
“Until one is committed there is hesitancy, the chance to draw back, always
ineffectiveness. Concerning all acts of initiative and creation, there is one
elementary truth, the ignorance of which kills countless ideas and splendid
plans: that the moment one definitely commits oneself, then providence
moves too.
All sorts of things occur to help one that would never otherwise have
occurred. A whole stream of events issues form the decision, raising in one’s
favor all manner of unforeseen incidents and meetings and material
assistance, which no one could have dreamt would have come their way.
I have learned a deep respect for one of
Goethe’s couplets:
Whatever you can do, or dream you can, begin it.
Boldness has genius, power and magic in it.”
-W.H. Murray-
ineffectiveness. Concerning all acts of initiative and creation, there is one
elementary truth, the ignorance of which kills countless ideas and splendid
plans: that the moment one definitely commits oneself, then providence
moves too.
All sorts of things occur to help one that would never otherwise have
occurred. A whole stream of events issues form the decision, raising in one’s
favor all manner of unforeseen incidents and meetings and material
assistance, which no one could have dreamt would have come their way.
I have learned a deep respect for one of
Goethe’s couplets:
Whatever you can do, or dream you can, begin it.
Boldness has genius, power and magic in it.”
-W.H. Murray-
So I don’t shoot teams or schools anymore. Nor did Ansel after a while. Or the Simones.
But, as was for me, as is for them, they were at the time “opportunities”.
And they had a purpose.
I was, as they were, committed to a larger vision. One that
required me to focus on my futur, not on the present moment.
required me to focus on my futur, not on the present moment.
Because the present is a fleeting moment. The big picture is where
we’re going and it is an area that demands the most of us
in terms of faith, focus and, as Einstein believed in, creativity.
we’re going and it is an area that demands the most of us
in terms of faith, focus and, as Einstein believed in, creativity.
Learning to innovate a vision, be creative is the true key here.
Not letting our fears, weakness’s, comfort friends, or “logic”
decide for us, for the wrong reasons.
decide for us, for the wrong reasons.
Tall order? You bet. But, that’s simply the way it is when you’re on your own
and running your own photography business.
and running your own photography business.
Personally, I wouldn’t have it any other way. I know others who have
incomes through pensions, spouses or whatever. They are missing
out. Why? Because they don’t have to. They aren’t forced into being
innovative. They are at risk of being too “comfortable”.
incomes through pensions, spouses or whatever. They are missing
out. Why? Because they don’t have to. They aren’t forced into being
innovative. They are at risk of being too “comfortable”.
SO when things get real tough. Real tough, as in
ready to throw in the towel and get a real job tough (I been there a
few times), I read those lines again, and get clear.
ready to throw in the towel and get a real job tough (I been there a
few times), I read those lines again, and get clear.
yours in photography,
Robert Provencher
When and what do you delegate your activities in your studio…and why?
“The first step toward success is taken when you refuse to be a captive of the
environment in which you first find yourself.”
~Mark Caine~
environment in which you first find yourself.”
~Mark Caine~
NOTE: I am on the road this week, taking a one week getaway by myself, on my
motorcycle. You can follow my adventures and personal projects, if you
like, such as the Antigonish, Nova Scotia 5 Mile Road Race I just ran in in
Luna Sandals, and other craziness, by friendin me on facebook.
CLICK HERE
motorcycle. You can follow my adventures and personal projects, if you
like, such as the Antigonish, Nova Scotia 5 Mile Road Race I just ran in in
Luna Sandals, and other craziness, by friendin me on facebook.
CLICK HERE
When and what do you delegate your activities in your studio…and why?
Good question. And one that doesn’t get asked that often, if at all. Yet, in this
question lies the answer to growth success, prosperity and freedom.
question lies the answer to growth success, prosperity and freedom.
In his book, “The E Myth”, Michael Gerber talked at great length about
how most people in business aren’t entrepreneurs (E=entrepreneur)
how most people in business aren’t entrepreneurs (E=entrepreneur)
but technicians suffering from an entrepreneurial seizure.
When I first read this, all the lights went on and the bells started ringing
loud! This made too much sense.
loud! This made too much sense.
He talked about how we’re busy, burning out, doing it, doing it, doing it, doing it,
doing it, doing it, doing it,…etc etc etc
Until we can’t do it anymore. And we quit, because we can’t fight anymore.
The secret is to learn to delegate, and knowing what to delegate. In a nutshell
Michael states that optimally one should be spending 90% of our efforts on
strategy, and 10% on the hands on.
Strategy includes the creation of systems that removes discretion at the level
of the employee (bing! fries are done!), but mostly-this is how I understood
it anyhow- a large part of strategy is marketing.
of the employee (bing! fries are done!), but mostly-this is how I understood
it anyhow- a large part of strategy is marketing.
Whoa!
Marketing. The lifeblood of your studio, or any business. And let’s not
be simple about this. It also includes not only the acquisition of clients
(which, in a nutshell is what marketing is all about), but in the aftercare,
the handling and on going maintenance of said clients, once you got em
in the door.
be simple about this. It also includes not only the acquisition of clients
(which, in a nutshell is what marketing is all about), but in the aftercare,
the handling and on going maintenance of said clients, once you got em
in the door.
Because your main source of future business will come from them.
Cool? Or what.
So one day a few years ago, I whipped up on a whim a chart,
so to speak. I called it, for lack of a better name, the Marketing101,
marketing activitiss and strategies chart.
so to speak. I called it, for lack of a better name, the Marketing101,
marketing activitiss and strategies chart.
Do you like it so far? I’m not sure it makes any sense,
but I’m trying here. Bear with me.
but I’m trying here. Bear with me.
I drew a line. ON the bottom of that line are the activities one should
always delegate.
always delegate.
Now, I should mention, if your starting out, you may have to wear all hats
and do all things, with the goals and complete intention of peeling away
these delegatable activities as soon as possible.
and do all things, with the goals and complete intention of peeling away
these delegatable activities as soon as possible.
Once you do that, you free up more time that you can dedicate to,
you guessed it, more marketing. Marketing is everything. Let’s always be clear on that.
you guessed it, more marketing. Marketing is everything. Let’s always be clear on that.
Call it strategy, if you like, like Michael does, but nevertheless, it’s all about
what you do to bring your client to the door and what you do to keep
them coming back.
what you do to bring your client to the door and what you do to keep
them coming back.
Don’t forget, in that list, to delegate the grunt work and menial
tasks. For instance, displays. The action of getting out there, creating
contacts to have awesome places to display, and the creation of said display
should not be delegated. But, once you have the strategies in place, then
by all means, free up your time by outsourcing and hiring minimum
wage help so you can better spend your time on the big picture
and further your marketing strategies.
tasks. For instance, displays. The action of getting out there, creating
contacts to have awesome places to display, and the creation of said display
should not be delegated. But, once you have the strategies in place, then
by all means, free up your time by outsourcing and hiring minimum
wage help so you can better spend your time on the big picture
and further your marketing strategies.
yours in photography,
Robert Provencher
Success in your photography business- How long should it take to achieve?
“One’s best success comes after their greatest disappointments.”
~Henry Ward Beecher~
~Henry Ward Beecher~
In my online photography forum, NoBsPhotoSuccess, someone
posted the question about what to do when a client calls and only
wants the files burned onto a DVD, and they want t cheap. They felt
that they, since they were just starting out, and, they DID not
have a studio, they only attracted these kinds of calls.
posted the question about what to do when a client calls and only
wants the files burned onto a DVD, and they want t cheap. They felt
that they, since they were just starting out, and, they DID not
have a studio, they only attracted these kinds of calls.
In brief, my reply, and further musings on the much, much
bigger picture that this scenario begs to be questioned…..
bigger picture that this scenario begs to be questioned…..
My reply…..
“….rarely, very, very rarely do we get asked for “dvd” sessions. when I do, we simply
inform them and let them go, not giving it another thought, unless we can
(and we try but don’t lose sleep over it-)help them
see the light.
…….it takes years to build a solid market position. And in this field, one needs to constantly work it. I do, all the time. And I didn’t become a success
overnight…hmmm, about 25 years so far, and the last 15 have been the sweetest.
But I never, ever take it for granted nor keep my eye off the ball. This has nothing to do with whether you have a studio.
constant, steady marketing…takes time…..takes time….don’t assume any
success or profits any other way.
Rob…”
inform them and let them go, not giving it another thought, unless we can
(and we try but don’t lose sleep over it-)help them
see the light.
…….it takes years to build a solid market position. And in this field, one needs to constantly work it. I do, all the time. And I didn’t become a success
overnight…hmmm, about 25 years so far, and the last 15 have been the sweetest.
But I never, ever take it for granted nor keep my eye off the ball. This has nothing to do with whether you have a studio.
If you moved into a studio next week, would that change everything? not much….
I say that, because we tend to look for external solutions. When the real
answer is
constant, steady marketing…takes time…..takes time….don’t assume any
success or profits any other way.
Rob…”
My reply was greeted with approval and applause by those who knew
what I was speaking about.
what I was speaking about.
So, this week, lo and behold, I receive an email from T. Harv Ecker, the
millionaire mindset dude. (I subscribe to his blog. He’s a smart dude
and his observations are always bang on.)
millionaire mindset dude. (I subscribe to his blog. He’s a smart dude
and his observations are always bang on.)
I thought I would share with you his timely and relevant advice on success…
From Harv T Ecker blog…..
“How long does it take to get to where you want to be?
The answer for most people is ‘Too long!’ In our culture of instant gratification, the
likelihood that it can take years to become a millionaire is enough to keep most
from ever trying.
The truth is few businesses make money in the first four years. In fact the average
business takes two years to lose money, two more years to pay back the money it
lost, and three more years to become profitable. In other words, it typically takes
seven years for a business to succeed.
For a lot of people that’s way too long, but for most fields of study, work, or
career, it takes about seven years to become a master. Seven years seems like a
long time, and in some ways it is, but in seven years how much older will you be
regardless?
One of the prime rules for success also happens to be one of the hardest to
swallow. I choked on it for a while, maybe because it’s so painfully obvious and
avoidable: that time is going to pass anyway. Seven years from now, seven years
will have gone by. Three years from now three years will have gone by, so
whatever you know you’re supposed to be doing anyway, get on with it!….”
yours in photography,
Robert Provencher
“It’s a bad time to be a photographer…there’s no money in photography anymore…”
“You gain strength, courage, and confidence by every experience in which
you stop to look fear in the face. You must do the thing which you think you
cannot do.”
~Eleanor Roosevelt~
you stop to look fear in the face. You must do the thing which you think you
cannot do.”
~Eleanor Roosevelt~
“It’s a bad time to be a photographer…there’s no money in photography anymore…”
Before I get into this weeks newsletter, read the following story
on believing and beating the odds….a quick story
about one of the greatest women athletes, Wilma Rudolph…
on believing and beating the odds….a quick story
about one of the greatest women athletes, Wilma Rudolph…
“The doctors said she would never walk. Her mother said she would. Wilma chose to believe her mom.
She was born prematurely on June 23, 1940 in St. Bethlehem, Tenn. She
weighed 4 1/2 pounds. The bulk of her childhood was spent in bed. She
suffered from double pneumonia, scarlet fever and later she contacted polio.
After losing the use of her left leg, she was fitted with metal leg braces when
she was 6.
weighed 4 1/2 pounds. The bulk of her childhood was spent in bed. She
suffered from double pneumonia, scarlet fever and later she contacted polio.
After losing the use of her left leg, she was fitted with metal leg braces when
she was 6.
To make matters worse, her family was poor and could not afford good
medical care. She was from a large family. She was the 20th child of 22
children. Her father was a railroad porter and her mother was a maid.
every week on a long bus trip to a hospital to receive therapy . It didn’t help,
but the doctors said she needed to give Wilma a massage every day by
rubbing her legs. She taught the brothers and sisters how to do it, and they
also rubbed her legs four times a day.
medical care. She was from a large family. She was the 20th child of 22
children. Her father was a railroad porter and her mother was a maid.
Her mother decided she would do everything she could to help Wilma to walk
again.
every week on a long bus trip to a hospital to receive therapy . It didn’t help,
but the doctors said she needed to give Wilma a massage every day by
rubbing her legs. She taught the brothers and sisters how to do it, and they
also rubbed her legs four times a day.
By the time she was 8, she could walk with a leg brace. After that, she used a
high-topped shoe to support her foot. She played basketball with her brothers
every day.
Three years later, her mother came home to find her playing basketball by
herself bare-footed. She didn’t even have to use the special shoe .
Long story short….Rudolph was considered the fastest woman in the world.
She won three gold medals in the 1960 olympics….”
And the rest is history.
Why do I tell you about Wilma Rudolph? Simple. Without belief
and hard work, your odds of success are severely limited.
and hard work, your odds of success are severely limited.
This all started last week when I emailed everyone with a notice
that Jaco Fourie, one of the best wedding photographers I have
ever met, was coming to Canada to put on a multi-day workshop,
and that there was three spots left (me thinks he sold out, but
if you’re interested, click on the link and follow to his original
page…) That link again is here. Just go look at his work and tell me his wedding
images aren’t some of the coolest, high impact wedding photography you’ve ever seen.
that Jaco Fourie, one of the best wedding photographers I have
ever met, was coming to Canada to put on a multi-day workshop,
and that there was three spots left (me thinks he sold out, but
if you’re interested, click on the link and follow to his original
page…) That link again is here. Just go look at his work and tell me his wedding
images aren’t some of the coolest, high impact wedding photography you’ve ever seen.
After I emailed y’all, I received this email:
“Gee Rob, I’d love to come, but I’m 2000 miles away.
Great pictures are nice, but when you have no business, you’re not taking any pictures.
It’s a bad time to be a photographer – so many studio doors are closing in my town – including mine.
I will still shoot part-time, but there’s no money in photography anymore, unless you conduct seminars and sell DVD’s.
Isn’t it interesting, people ( like you) have resorted to selling “how-to videos” to make
money. Sandy Puc is known for this in the U.S. She tours all year and never takes a
single photo at her own “studio”.”
Isn’t it interesting, people ( like you) have resorted to selling “how-to videos” to make
money. Sandy Puc is known for this in the U.S. She tours all year and never takes a
single photo at her own “studio”.”
My reply, and he caught me at a bad time. (I was feeling terribly
optimistic and up beat, and this was like a volley of stinging arrows,
so I got a little defensive….)
optimistic and up beat, and this was like a volley of stinging arrows,
so I got a little defensive….)
“(Name withheld), you’re dead wrong. I earn over 90% of my income through weddings,
babies and families. I make another 5% through education, which I do through a
neurotic need to help others, and my other 5% through real estate investments, which
are largely long term investments, since I do NOT have a pension to rely on.
babies and families. I make another 5% through education, which I do through a
neurotic need to help others, and my other 5% through real estate investments, which
are largely long term investments, since I do NOT have a pension to rely on.
Your observations are dead wrong. Sorry. Jaco and many, many others I know are in
the same boat as I.
Your views are poisonous and likely the true cause of your frustration and/or failure, if
indeed you’re experiencing any- or frustrations. Just saying. You’re arrows and attitude
sucks. The truth is I am calling it the way I see it and I do want to help, but your
comments are wearing me thin. You can hate me now and unsubscribe in anger as
others who feel the same way have done.
respectfully,
Rob”
You see, I just finished an interview that week with a guy by the name
of Robin Hickman, who lives and works in Bozeman, Montana,
has a stay at home wife and three daughters. And, he’s totally crushing
it when it comes to running his photography studio.
of Robin Hickman, who lives and works in Bozeman, Montana,
has a stay at home wife and three daughters. And, he’s totally crushing
it when it comes to running his photography studio.
Then reason he’s successful has a lot to do with marketing, but first and foremost,
it’s because he believes. And he has the right attitude.
it’s because he believes. And he has the right attitude.
You’re heard it a million times, and I’m gonna say it again, attitude is everything.
His happens to be a real bad one, tainted with mis-informed negativities, lies and
myths that he chose to believe in, therefore painting himself
into a corner and creating his own reality.
myths that he chose to believe in, therefore painting himself
into a corner and creating his own reality.
Attitude is SO important, I could write for days on it.
Also, some folks get real negative and whiney about photographers who sell
information. (his email had a heavy dose of anti-information selling to it.
I know there are debates going on right now, with some photographers
believing that any selling is somehow wrong, tainted and takes away any
and all credibility from the information being delivered….uh? I don’t get it.
I want information and devour it. Without it I would suffer and get stale,
dull, whiney, and god forbid, maybe even negative. Heck, I don’t care what
your background is. You could be a mailman with great research skills
and if you brought to me, say, for example, the top 20 best all time poses
for brides and how to light them, and put all the energy and effort into this
product, and it was good, I’m buying it! Or should I say, “investing” in it.)
information. (his email had a heavy dose of anti-information selling to it.
I know there are debates going on right now, with some photographers
believing that any selling is somehow wrong, tainted and takes away any
and all credibility from the information being delivered….uh? I don’t get it.
I want information and devour it. Without it I would suffer and get stale,
dull, whiney, and god forbid, maybe even negative. Heck, I don’t care what
your background is. You could be a mailman with great research skills
and if you brought to me, say, for example, the top 20 best all time poses
for brides and how to light them, and put all the energy and effort into this
product, and it was good, I’m buying it! Or should I say, “investing” in it.)
Thankfully they are the vocal minority.
When a photographer, or anyone, has some useful information for sale, if it’s good, I
want to invest in it. I have boxes and boxes of cassettes and books, DVD’s, CD’s and
manuals all information on growing myself, growing my business.
want to invest in it. I have boxes and boxes of cassettes and books, DVD’s, CD’s and
manuals all information on growing myself, growing my business.
Successful photographers have large libraries. Struggling photographers
have large teevees……
have large teevees……
Anyhoo, I was also chatting with Sandy Puc, since she got honorable mention
in his email. She cleared this up a while back in one of her recent webinars,
and here’s what she told me recently…….
in his email. She cleared this up a while back in one of her recent webinars,
and here’s what she told me recently…….
*****************************************************
From Sandy Puc:
“Just FYI- a little Sam business history.
At the max of my carer I was shooting 1250 session a year (by myself) and my staff
did another 750-950. We had 7 shooters, 38 employees. We were a high volume
moderately priced studio. It was that year that I reached my goal of 1.5 million gross.
(But I sold my soul to do it) The good news is that shooting that much volume, I
gained skills. To be fast and efficient
At that point (I was really burned out) So I decided to become a high end boutique
studio. To be honest, I was tired of killing myself. We raised our prices, changed our
look and tried to emulate the look and feel of success. We slowed our session count
but did not loose money in the process. Today, I shoot 4 days a week. Tuesday
Friday. I still shoot 7-10 a day (because i like that) I do not shoot weekends at all.
I have two other shooters. One that only works 3 days and does no more than 9
sessions a week and one that only shoots 1 day a week
(5 sessions). That is what they like to do, so that is what I let them do. We of course
make less than 1.5 million at the studio, but I my COST is down, my expenses are
down and we are FAR more profitable and far less stressed. We LOVE to go to work,
we LOVE to work with each other and we LOVE our clients.
we LOVE to work with each other and we LOVE our clients.
Changing my life has enabled me to share my knowledge with others. I love being an
instructor, but that will never take me away from my true love..Shooting.
Can you let (name withheld) know that I do indeed shoot more sessions that most
photographers do in a year. This year I will shoot about 350 (all by myself) in addition
my staff will shot another 750. It is true that we used to shot 2300 a year so we are
down, but that is a choice I made so that I could teach.”
**************
Emphasis and underlining mine.
I know many photographers who are rocking it. I also hear the complaints. Listen,
in any business, the rules are the same. It takes hard work, risk, constant and steady
growth in the face of adversity (for many, these days, it’s the “economy”- but as Robin
mentions in his interview, in spite of a tough economic downturn in his area, he’s still
very busy.)
in any business, the rules are the same. It takes hard work, risk, constant and steady
growth in the face of adversity (for many, these days, it’s the “economy”- but as Robin
mentions in his interview, in spite of a tough economic downturn in his area, he’s still
very busy.)
But I focus on the growth and profits and good stories.
So don’t buy it, that….“It’s a bad time to be a photographer…there’s no money in photography anymore..”….nonsense.
If you do, the it will become true for you……
Whatever you can do or dream you can, begin it. Boldness has genius, power and magic in it. Begin it now.
yours in photography,
Robert Provencher
“Will your Marketing Strategies work to market…”
“It’s not that I’m so smart, it’s just that I stay with problems longer.”
~Albert Einstein~
~Albert Einstein~
I recently received an email with a commonly asked question. Here is the basic
crux of the matter…..
crux of the matter…..
“Hi Rob,
Will your Marketing Strategies work for someone who wants to market Paintings to other photographers? Or paintings directly to clients?…“
Will your Marketing Strategies work for someone who wants to market Paintings to other photographers? Or paintings directly to clients?…“
I could easily re-phrase to to read:
“Will your marketing strategies work in selling and marketing to other markets?”
“Will your marketing strategies work in selling and marketing to other markets?”
Of which I could offer a resounding YES!
All good marketing transcends any and all markets, and is
easily applied to any industry. The only limitation is in our own
minds, and in the calcified beliefs and cultures evolved in other
industries through years and years of doing it a certain way. In other
words, one needs to ignore the way “things are done”
in any specific industry, and create new and innovative
ways that allow them to stand out, of course, following
the basics of solid marketing…..
easily applied to any industry. The only limitation is in our own
minds, and in the calcified beliefs and cultures evolved in other
industries through years and years of doing it a certain way. In other
words, one needs to ignore the way “things are done”
in any specific industry, and create new and innovative
ways that allow them to stand out, of course, following
the basics of solid marketing…..
The solution is innovation. Let me explain and give you
an over view of what marketing is, exactly, and how it applies
to any market or industry.
an over view of what marketing is, exactly, and how it applies
to any market or industry.
The first step one needs to do is answer the question:
“Is there a demand for this?”
“Is there a demand for this?”
Or, will people buy it?
Not, do people need it? Will they buy it?
If so, then who is that market?
Knowing your market and who they is essential. That way, you
can speak directly to them, in their language, addressing their fears,
their hurts, their anxieties and hot buttons, and pitch them
an offer.
can speak directly to them, in their language, addressing their fears,
their hurts, their anxieties and hot buttons, and pitch them
an offer.
The offer is the message. What you tell them about it.
How it will solve their problems. How is it bundled (think about
The Babies First Year Program that is so popular with many
portrait studios as an excellent example of a good pitch, a good
“offer”)
How it will solve their problems. How is it bundled (think about
The Babies First Year Program that is so popular with many
portrait studios as an excellent example of a good pitch, a good
“offer”)
The offer is key. What is the big benefit to them. How will it help them.
I always warn against creating offers that are solely based on
“best price”.
I always warn against creating offers that are solely based on
“best price”.
Why? The risk when going down that road
is becoming another voice in the crowd. You won’t get heard. You risk being
drowned out.
is becoming another voice in the crowd. You won’t get heard. You risk being
drowned out.
The key is to package and bundle something that is unique to your
business. This applies to ANY INDUSTRY!
business. This applies to ANY INDUSTRY!
How can you stand out and offer something that is unique, innovative and creative.
And by creative, I don’t mean nice logos or clean, witty, fancy image
ads. Nay nay…it has to be specific and measurable.
ads. Nay nay…it has to be specific and measurable.
By the way, if you want to dig through the newsletter archives and go looking for gold,
I guarantee you you will find tons of nuggets on marketing, mostly for
photography studios, in my photography marketing archives.
I guarantee you you will find tons of nuggets on marketing, mostly for
photography studios, in my photography marketing archives.
Onwards…….
Once you determine who your market is, and you’ve created a great offer,
Or series of offers, you must find and use the best way to communicate to that
market.
market.
All of this is not new. Dan Kennedy, amongst many other marketing gurus
I’ve studied over the years, follow the same steps. In a nutshell, they are
1-Market
I’ve studied over the years, follow the same steps. In a nutshell, they are
1-Market
2-Message
3-Media
3-Media
In that order. Most business owners fail here and skip over number one and two
and jump right into media. ooooppps! Big mistake!
and jump right into media. ooooppps! Big mistake!
Again, that’s where most fail. You don’t have to. If we look at why most fail
in these steps, we can learn. Most fail for very simple reasons.
in these steps, we can learn. Most fail for very simple reasons.
They are:
*laziness
*laziness
*the allure of image advertising and/or the siren call of a magic wizard who will
wave a wand (for a hefty fee) and apparently and magically make all
our marketing challenges go away.
wave a wand (for a hefty fee) and apparently and magically make all
our marketing challenges go away.
As if it were that easy.
Fact is, there ain’t no such a thing. The key and big answer is
we need to be responsible for our own marketing.
we need to be responsible for our own marketing.
Michael Gerber, in the E-Myth, states that most business owners
are nothing more than “technicians suffering from an entrepreneurial
seizure.”
are nothing more than “technicians suffering from an entrepreneurial
seizure.”
How true. He also states that the real root of a successful business is
in the systems and strategies being created, used consistently,
and implemented.
in the systems and strategies being created, used consistently,
and implemented.
That’s just another way of saying marketing. Marketing is strategic.
The more time we invest in that area of marketing, the better off we’ll be. You can’t get
far by trying to delegate that to an outside source (for a hefty fee)
or by simply copying what every else is doing in your industry.
far by trying to delegate that to an outside source (for a hefty fee)
or by simply copying what every else is doing in your industry.
And, if you’re always doing the grunt work, (being a technician),
you still won’t get ahead. You’re only allowing yourself to stay stuck
in the mire of everyday mundane tasks when you could be investing
your energies and time in building your business.
you still won’t get ahead. You’re only allowing yourself to stay stuck
in the mire of everyday mundane tasks when you could be investing
your energies and time in building your business.
In a nutshell, learning to me a marketer of whatever service
or product you’re into, is essential to business growth and
profits.
or product you’re into, is essential to business growth and
profits.
I know. I’ve lived this for years, no, decades, and practice what I preach
in my own photography business, and have consulted with lawyers,
weight loss coaches and more, always using the same, exact strategies,
without fail.
in my own photography business, and have consulted with lawyers,
weight loss coaches and more, always using the same, exact strategies,
without fail.
Let’s get back to your question:
“Hi Rob,
Will your Marketing Strategies work for someone who wants to market Paintings to other photographers? Or paintings directly to clients?…“
Will your Marketing Strategies work for someone who wants to market Paintings to other photographers? Or paintings directly to clients?…“
The first thing you must do is, like I mentioned earlier, see if
there is demand. Will people want and buy this service?
there is demand. Will people want and buy this service?
You could offer an initial discount for those who aren’t sure. Or a free sample
for qualified leads.
for qualified leads.
Or, better yet,
you could put together some fine examples from your portfolio,
AND, create a special report that reveals how they in turn could us
those same ideas, using your service, to market and sell this product in their respective photography studios.
you could put together some fine examples from your portfolio,
AND, create a special report that reveals how they in turn could us
those same ideas, using your service, to market and sell this product in their respective photography studios.
You need to ask. Show. Offer and explain. Preemptively answer
any and all objections. (Objections, by the way, hold the key and are
pure marketing gold. The more you have, the more ammunition
you can create. Ask as many possible objections and come up with some
solid, well researched answers and that will be a large part of your sales message and marketing.)
pure marketing gold. The more you have, the more ammunition
you can create. Ask as many possible objections and come up with some
solid, well researched answers and that will be a large part of your sales message and marketing.)
If no one answers the call, if they don’t ask : “yes, tell me more, I like what Isee
and am interested…..”then you’re either doing something wrong or you’re
product/service simply has no market.
If they raise their hands and show interest, then you’re off to the races.
You may have a winner. Knowing your market and getting into their heads
is key. When Dominoes Pizza went after sales, they didn’t stress
homemade pizza like mama used to make or best price, instead, they
knew their local market was college students and teens, and their most pressing|
hot button was time and speed. Hence one of the best offers I’ve ever seen:
is key. When Dominoes Pizza went after sales, they didn’t stress
homemade pizza like mama used to make or best price, instead, they
knew their local market was college students and teens, and their most pressing|
hot button was time and speed. Hence one of the best offers I’ve ever seen:
” Hot fresh pizza delivered in 30 minutes or less or it’s free”
Or something like that. You get the picture.
The point is, these fundamentals apply to all areas, all industries
and services. The best marketing can’t create demand. You need to
innovate and create offers.
and services. The best marketing can’t create demand. You need to
innovate and create offers.
Once you build your business, the best and meanest way to grow it
is by staying in touch with your past clients and/or those who
have expressed interest. And you need to do this using
the most effective ways that communicate to them. Typically, these
are not BIG media, but simple, effective and direct techniques such
as email, direct mail, phone…etc etc.
is by staying in touch with your past clients and/or those who
have expressed interest. And you need to do this using
the most effective ways that communicate to them. Typically, these
are not BIG media, but simple, effective and direct techniques such
as email, direct mail, phone…etc etc.
The most valuable asset you have in your business
is the relationship you have with your clients.
is the relationship you have with your clients.
yours in photography,
Robert Provencher
You have to have talent to handle the talent….
“Did you ever stop to think, and forget to start again?”
~Winnie the Pooh ~
~Winnie the Pooh ~
You have to have talent to handle the talent….Everyone handles success and talent in their own way. Most of us have little or no
control, it seems, as to how we will react when we do succeed and/or acquire
prosperity.
control, it seems, as to how we will react when we do succeed and/or acquire
prosperity.
In my opinion, it takes a skill, a ‘talent’, to handle your success and talent.
Why? Because success and prosperity don’t just stop there. In my opinion
life is a non-stop journey of challenges, growth and opportunity
to become a better person. No matter the age or situation.Some folks think that people with money are bad. They have no scruples and are greedy.
The reason they think this is primarily shaped by their experiences and in the people they’ve encountered in their lives.
Problem is, it’s narrow and limiting. Sure, some folks don’t carry their success
and wealth well. But that’s not a reflection on success. It’s a reflection on them.
and wealth well. But that’s not a reflection on success. It’s a reflection on them.
And finger pointing isn’t the answer either. That too is limiting and is only sour grapes.If some people are jerks, no matter rich or poor, talented or not, they’re simply
just that, jerks.
just that, jerks.
It’s like as if wealth seems to enhance it in some folks, because
they are not clueing into the fact that the buck doesn’t stop there.
they are not clueing into the fact that the buck doesn’t stop there.
There are life long challenges even when you reach the ‘top’. This is what
I love about business and what, in my opinion, many fail to grasp.
Business is one of the best teachers. Business is the best guru.
I love about business and what, in my opinion, many fail to grasp.
Business is one of the best teachers. Business is the best guru.
But we must let it teach us and not let our egos rule. In business
you will be challenged and prodded. The opportunity is to grow.
you will be challenged and prodded. The opportunity is to grow.
If you take up the challenge and the call to action, so to speak,
you will grow both as a person and in business.
you will grow both as a person and in business.
It’s awesome really. Truly. I would have it no other way.
The bottom line, again, is having the skills (talent) to handle
success is just that, a skill. And many won’t have that inherent skilset
when starting out, but, with enough conscientiousness and accurate thinking
(and a healthy dose of courage to counter the ever pulling effects of our egos)
they will acquires the skills and insight required.
success is just that, a skill. And many won’t have that inherent skilset
when starting out, but, with enough conscientiousness and accurate thinking
(and a healthy dose of courage to counter the ever pulling effects of our egos)
they will acquires the skills and insight required.
It’s a journey. Not a predictable, step-by-step process, as many
would like it to be.
would like it to be.
In the book Profiles of Success by Gene Landrum, he states that the one
common threads discovered with those who have achieved great powers and
success is that they moved around a lot when they were young.
common threads discovered with those who have achieved great powers and
success is that they moved around a lot when they were young.
This gave them an invaluable trait: adaptability.
(By the way, that book, and many other books by Gene Landrum
are absolute must reads for anyone serious about growing their business,
no matter the industry- photography, butcher, cook, shoe store etc etc etc…
a must read!)
are absolute must reads for anyone serious about growing their business,
no matter the industry- photography, butcher, cook, shoe store etc etc etc…
a must read!)
I was inspired by this idea in this newsletter, about having talent to manage talent
when I was reading on Peter Sellers recently. I googled
his name because I was curious about him, and I was having a chat with
some others about him, for no real reason.
when I was reading on Peter Sellers recently. I googled
his name because I was curious about him, and I was having a chat with
some others about him, for no real reason.
Here’s what I found:
“An enigmatic figure, he often claimed to have no identity outside the roles that he
played, but he left his own portrait since, “he obsessively filmed his homes, his
family, people he knew, anything that took his fancy right to the end of his life-
intimate film that remained undiscovered until long after his death in 1980.” The
director Peter Hall has said: “Peter had the ability to identify completely with
another person, and think his way physically, mentally and emotionally into their
skin. Where does that come from? I have no idea. Is it a curse? Often. I think it’s
not enough though in this business to have talent.You have to have talent to
handle the talent. And that I think Peter did not have.”
played, but he left his own portrait since, “he obsessively filmed his homes, his
family, people he knew, anything that took his fancy right to the end of his life-
intimate film that remained undiscovered until long after his death in 1980.” The
director Peter Hall has said: “Peter had the ability to identify completely with
another person, and think his way physically, mentally and emotionally into their
skin. Where does that come from? I have no idea. Is it a curse? Often. I think it’s
not enough though in this business to have talent.You have to have talent to
handle the talent. And that I think Peter did not have.”
Why do I find this fascinating and what does any of this have to do with running
a successful photography business?
a successful photography business?
Maybe it’s the simple idea that Peter was, it seems, out of control, and the reason
he was was related to his inability to handle his own talent.
he was was related to his inability to handle his own talent.
I find this strange and a an odd personality trait. But, maybe we are all afflicted in
some way, shape or form. And challenged by our success, when we do succeed.
some way, shape or form. And challenged by our success, when we do succeed.
Also, success is an inside job, no matter what the area of passion
I guess it’s all about being human. Passion, I bet, is also a talent. Think about
that for a second. Passion. How often do you see it in others? And when
you do, aren’t you amazed and impressed!!??
that for a second. Passion. How often do you see it in others? And when
you do, aren’t you amazed and impressed!!??
Passion is a talent (skill).
Here’s another take on it, an excerpt
from my book, “Exposed: The Naked Truth to Running a Successful Photography Business….:
from my book, “Exposed: The Naked Truth to Running a Successful Photography Business….:
******************************************
People ask me, “What does it take to be successful in photography?” I think many
people have an oversimplified idea, or they have thoughts about photography that
are impressed upon them from and within our culture and from movies and just
vague impressions that they’ve had, and then ultimately ends up being
oversimplified. Even photographers who have many years experience oftentimes
have a skewed impression and realization of what it takes to be successful in
photography. I’d like to clear that up once and for all.
people have an oversimplified idea, or they have thoughts about photography that
are impressed upon them from and within our culture and from movies and just
vague impressions that they’ve had, and then ultimately ends up being
oversimplified. Even photographers who have many years experience oftentimes
have a skewed impression and realization of what it takes to be successful in
photography. I’d like to clear that up once and for all.
My answer to everybody who asks the question, ‘what does it take to be a good
photographer or to succeed in photography?,’ is: passion. It’s a one word answer
–passion. All you need is passion.
To be fair, we should look at that word and to look at the field of photography a
little bit deeper and look at the business side. Because when you balance your
passion with the business side and you end up profiting from your talents and run a
successful business, it’s a really good thing.
You end up with prosperity, as well as the ability to create images on an ongoing
basis. To me, this is the ultimate state. It’s energizing! It’s invigorating! It’s
exciting! But it’s not easy for most of us, or for many of us.
I got into photography probably for the same reason that you and a lot of other
people got into photography–because they felt very passionate about it. And
because of the babes. When I was in college at the young age of 19, I first
discovered photography simply because it was one of the courses that I was taking.
I had no idea what was about to happen to me.
I had no idea that I was going to become so hooked and overwhelmed and driven
by this passion and desire for this media. I look back, and I look at that initial
experience and how it set the stage for what was to become and still is a life-long
ambition. That was well over 25 years ago.
I have heard many stories from other photographers who have had similar
experiences. But I also heard from many other photographers’ experiences that
miss out a very important element. This is the side of photography that is often
ignored, overlooked, or not given its due attention–and that is the business side.
Photography is a business. Obviously, if you want to earn an income and you want
to earn a respectable income doing something that you love, you have to approach
the business side very, very seriously. But you must strive for balance–balance in
business and balance in photography.
When I first discovered the importance of business and marketing and when I
started to apply certain fundamental truths about business and in marketing, my
photography studio really began to flourish. I always did fairly well, considering all
things. But I did exceptionally well, once I got serious about the business side.
yours in photography,
Robert Provencher
Some random thoughts on success and marketing from the road…
“If education is too expensive, try ignorance.”
~Dan Kennedy~
Greetings folks…..just got back from a two week adventure in Paris and Nice, France.
Traveled with some good friends and did quite a bit of walking, exploring
eating and as usual, marketing.
Marketing is a never ending constant in my life, and when I travel I find
more inspiration, more ideas, partly because I am removed from my
usual routine, partly because I am in a new place and my guard is down. Relaxed.
Open and receptive to ideas. I love it.
more inspiration, more ideas, partly because I am removed from my
usual routine, partly because I am in a new place and my guard is down. Relaxed.
Open and receptive to ideas. I love it.
Personally, I don’t understand how and why anyone can’t find so
much inspiration. Maybe it’s just me. For me however, marketing isn’t just
about business. There is a large creative side to it. It also involves personal
development and improvement. Everything plays together and one influences
the other. When I improve and challenge myself, it spills over
to many other areas in my life, including my abilities as a photographer,
marketer or as a person. It’s not something I care to “turn off”.
much inspiration. Maybe it’s just me. For me however, marketing isn’t just
about business. There is a large creative side to it. It also involves personal
development and improvement. Everything plays together and one influences
the other. When I improve and challenge myself, it spills over
to many other areas in my life, including my abilities as a photographer,
marketer or as a person. It’s not something I care to “turn off”.
It’s life.
One morning while everyone was still in bed, I was enjoying my coffee and apples, I dug through my laptop looking for something to read, watch or listen to. Lo and behold I found three audio files that I totally forgot about. They were from philosophersnotes.com and I believe were free samples. I forgot I had them and was excited t dig into some learnin’….
The one audio I listened to was a summary of the book entitled The Four Agreements, by Don Miguel Ruiz. Amazing.
Here are the main points I got from listened to Brian Johnson’s distillation and summary:
*there are four agreements:
- Be impeccable with your word.
- Don’t take anything personally.
- Don’t make assumptions.
- Always do your best.
I was impressed by the ideas and content in this book, and trying to explain it in a brief email would not do it justice. However, the big picture I got was truly enlightening.
Impeccable means never go against yourself, or others. No judgement, no blame. Feeling hurt by what others say steals force and energy.
I learned that when we’re not doing our best, there is a gap between the level we’re presently at, and our best. THE DIFFERENCE (the “gap”) is where depression, anxiety and disillusionment lives.
Knowing that, why not bridge the gap, and go for being the best we can be? Always. And without guilt, fears, or worse yet, worrying about others and their opinions.
When we reach for our personal power, we transcend social conditioning. With clear intent and impeccability.
Who stops us from being free? We stop ourselves. When we move towards constant improvement, we start applying what Tony Robbins calls CNEI (pronounced KaNei), which stands for Constant Never Ending Improvement.
Isn’t that what life’s all about?
The worse a person is, the less he or she feels it. (It’s called denial) Catching yourself noticing a negative is NOT a weakness.
This awareness makes you stronger if you let it.
“Detection of inner negativity is not a negative act, but a courageously positive act that makes you a new person” says Brian Johnson.
My first thought was, “without the guilt or pre-conditioned nonsense that typically gets in the way.”
Something to think about as we focus on improving ourselves.
What is your gap? That space where you’re at and that place that is your best.
Something to think about. With clarity and intent…
yours in photography,
Robert Provencher
