Posts Tagged ‘portrait photography marketing’

Many times people ask me for advice on how to get ahead

in their photography business.

Over the years I have noticed a few common consistencies and principles

at work. Principles that in my opinion say a lot about the person,

and, if you peeled back a few layers you’d realize these were a major

reasons why these folks were successful…

While others struggle.

The big one is this: They were willing to go beyond. Go the extra mile.

Stretch over and beyond what their comfort level would normally hold them back

on.

This is a very small percentage by the way. So my big question to you

is: Do you want to stick with the massess and keep doing what your doing?

OR…

Do you want to grow, expand, prosper and live out the rest of your life

doing what you’re passionate about?

Here’s a quick story that illustrates what I am saying. Bear with me, this is a good one.

When my daughter was very young, like many kids she was learning to swim at the local

pool. She was fearful, hanging onto the sides. Afraid to let go and swim into deeper

waters even though she only had a few feet to swim to to get to the “other side” where her

instructor was waiting.

One day, I was watching her. She’d let go of the side, and quickly grab onto it again, fearful.

She did this over and over again, let go, quickly grab on.

Then FINALLY, she let go and swam the five feet to her instructor. She did it!

Let me ask you this: Did she have a new set of skills to boost her confidence? No, she

didn’t. She never swam on her own before that time.

What did she have? The only thing I could figure was she had faith. Faith in herself,

mixed in with a dose of courage. Sometimes that’s the order of things. You know where you

want to go, and you need to have faith that you will pull together the skills to make it happen.

Too many of us hang onto the sides. Where it’s safe.

A small percentage let go and learn to swim on their own. Do you want to be in that

small select group? It is a minority. Because not everyone wants to let go.

The other area that I noticed that defines the successful is an insatiable hunger

and thirst for knowledge. That’s something I can certainly relate to.

The problem is, for many of us, our fears, or, our egos stop us dead in our

tracks and we don’t even open up the doors to knowledge. Learning and growing is where

it’s at and it’s what I discovered years ago…

And I can honestly say it was a major contributor to my success. And continues to be.

I guess that’s why I am so eager and willing to help others. People tell me time and time

again they are amazed at how open and willing I am to help.

It’s in my DNA. One thing I know for certain, many will not even act

or take advantage. Sad, but true.

But you don’t have to be part of that group. Join me and see for yourself

why the events I put together are truly some of the best in the industry. No holds barred.

I truly believe in what I am doing, and I think it shows. If you come out to my next event

in November, the Inferno 3 Day Workshop, which I am putting on with my good friends

over at Photography SchoolHouse, you’ll experience a cross section of speakers and

presenters all hand-selected by me, because they are photographers who have figured out

what it takes to succeed, and like me, are willing to share the wealth.

Think about it. But don’t wait too long. The time is sooner than you think.

Yours in success and photography,

Robert Provencher

http://infernoworkshop.com/

“If at first you don’t succeed, you’re running about average.”
~M.H. Alderson~

yours in photography,

“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 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.

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 photography

yet I can’t.

I do beleive there are many people in my situation.  I know I could be jealous that they get work

but 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 longer

See 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 time

on 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 primarily

from 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 Provencher

P.S. Read past issues of photography marketing gold HERE

yours in photography,

P.S. Read past issues of photography marketing gold HERE

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!

*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.

 

*Add as many low cost, high perceived value items in your packages.
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.

 

*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.

 

*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.

*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:

 

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.

 

 

My baby price lists has 9 pages and for most of my
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.

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.

Also, remember to never compete on price alone. Metrics other than
value aren't any good.

I have a lot more to say about this topic, and many examples to
show you.

Join me this Thursday, July 28th, 8:00PM EST, if you like, as I present a webinar on pricing for photographers.

 

Register HERE

 

 

 

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).

 

yours in photography,