At the same time, we're into Spring seasonality, and activity for many of you has picked up, you can never slow down looking for new business. So many of you forget that new business doesn't have to mean new clients. Today, you've got the most extensive set of marketing tools in the history of business, and they often combine new technology with some of the old tried and true relationship builders.

It's "Marketing Monday" and the perfect time to help you develop a list of things you should be doing all year long. This list is only meant to be a beginning and certainly isn't all-inclusive. But just maybe it will plant a seed or two to help you be more active in building your more revenue!

And, remember, as I've written dozens of time before - if your skill set sucks, finding clients and getting people to trust you means nothing. Any moron can get their first customer. The challenge is getting them to come back a second, third and fourth time, and tell all their friends. This is a word-of-mouth business, and nothing spreads faster than horror stories. However, if you've done an excellent job and exceeded client expectations, nothing has more influence than past clients talking about you and sharing your work. ​

"Profit in business comes from repeat customers,
customers that boast about your project or service and that bring friends with them."
W. Edwards Deming

• Your database: For those artists who have been established even just a year or two, I'm always surprised how everyone forgets their past clients. You've got to remind people who you are and create top-of-mind awareness whenever they think about photography. While email is great - texting gives you a new way to reach both past and future clients. And depending on the relationship, a personal phone call or letter might be a great way to build new business.
• Mobile Texting: Communication is continually changing, and the team at PhotoTexting.com is giving artists the ability to stay in touch with their target audience; simplify your marketing; close new clients faster, and build relationships that return new business. I'm using their Speaker App myself when teaching marketing classes. If you're not familiar with the potential for texting to build your stronger business, PhotoTexting is just a click away.
• Own your zip code!  Get out and pound the pavement! Get to know every business within your zip code. Offer your services. You might be the most focused wedding photographer on the planet, but that doesn't mean you can't help a business owner in the community with a new headshot; capture images at an event for the Chamber of Commerce; or post stories on your blog about vendors in your community, etc. You only need to introduce yourself and offer to be helpful whenever it comes to anything under the imaging umbrella.
• Be active in your community!  The best way to get people to know you're out there is through personal contact! Get involved in a charity or two, the local school system, your church, community centers, etc. And, it doesn't have to always be with a camera in your hands - this is about being helpful and giving back.
• Social Media: It probably should be first on the list, since it represents such a massive vehicle to help you expand your reach. Be active on Facebook, Twitter, Pinterest, and Instagram, with topics targeting your customer base. A few years ago, my good buddy, Scott Bourne, picked up a huge commercial job, just because he chose to follow somebody interesting on Twitter. That "follow" led to his new client seeing his images and hiring him for a specific project. 
• Advertising: It's still important, even in the age of social media! You don't need to spend a fortune, just be consistent. You need to be in the same spot of the local paper, community website, magazine, whatever the vehicle is in your community. If you plan on running a couple of times and then stopping to see the results, you're wasting your money!  You need consistency for a couple of months, and advertising alone isn't enough but needs to go hand in hand with other vehicles both in print and online.
• Develop a promotional schedule: I've written a lot about Vicki Taufer over the years. She created a complete promotional calendar with more picture ideas for Mom than Hallmark could ever think of! Develop your own calendar of events and then keep your community up to date with each promotion. And as we get into the fall, it's loaded with potential for Halloween, back to school, Thanksgiving and the December holidays. Plus, images from these events become terrific content for your blog.
• Use your blog! Your website is about what you sell, but your blog is about what's in your heart. I've shared so many posts on blogging, including topic ideas. This is a reminder to fill your blog with posts about topics of interest to your target audience. If it's brides, then start to develop content of interest to them. If your target is Mom and the kids, then start writing about tips to get the kids to relax in front of the camera or better yet, talk about what makes a day-in-the-life shoot so special. Give clothing suggestions, times of day, etc. And remember, if you're not blogging at least twice a week - then give it up until you have a stash of posts to help you be more consistent.
• Know your target! It's believed that 98% of the purchase decisions to hire a professional photographer, in the portrait, social specialties are made by women! So, if you're website is overly masculine, or you're advertising in Guns and Ammo, it's a mistake! If you know your target, then you can design a look and feel for your site that appeals to that audience. Fill it with content equally appealing.
• Network, network, network! You've got to talk to other vendors in the community and work together to hit your target. Look for partners who might want to share the cost of a direct mail piece, for example. A wedding photographer, along with a florist and travel agent, make perfect partners.
• Set up a networking luncheon. I've repeatedly written about this in the past. Find a good solid cheap place for lunch that has a private or semi-private room. Then invite every business in the community having an interest in the same target audience as you do. If you're a wedding photographer, for example, then it's going to be anybody in the wedding business, which includes, bridal salons, caterers, travel agents, florists, limo companies, bakeries, music promoters, tux shops, wedding planners, venue managers, and salons.  Come up with a flat price for lunch (you're not looking for a margin) and then invite them to join you once a month. Imagine the network you can build and the potential for cross-promoting each other's services/products. 
• Direct mail is still strong. Personally I love hearing about vendors who partner, share the costs and extend their reach by working together to hit a common target. For example a wedding photographer might work together with a florist and caterer to design a postcard and then mail it once a quarter. Check out Marathon Press for any of their marketing continuity programs. For example, here's the link to Maraton's 2020 program for seniors.
• Buy a list and keep building your data base. There are hundreds of companies selling lists sorted by lifestyle topics and zip codes! And, keep your database up to date. Every wedding you photograph has the potential to provide children and family clients down the road. Keep in touch with your past clients! 
• Thank your past clients: PhotoTexting offers a "Customer Appreciation App" which can be designed to offer virtually anything to thank clients. And, if you're looking to focus more on individuals or your specialty, consider David Ziser's idea from years back - do a free portrait sitting on the first anniversary of a previous wedding client. Imagine the word-of-mouth horsepower when a bride tells her friends about her photographer remembering their anniversary! If you're a commercial photographer, Dean Collins used to do something similar. For example, he'd contact the president of a company whose annual report or catalog he photographed and as a "thanks," he'd do a free family portrait for the holidays. This is all about relationship building - your strongest marketing tool.

 
Finding new business isn't rocket-science, but it does take work, time, patience and planning. The customers are out there, but you've got to make sure they know who you are, where you are, and how to find you!

Whether you're a pure beginner in the business of photography or a long time veteran, ClickCon is one of the next big conferences coming up in August, and you need to be there. I regularly write about the importance of building your skill set, networking and expanding your understanding of the craft. You need to attend every conference you possibly can. The video below will give you an idea of what it's all about and all in under one minute.

​What the video doesn't share is the lineup of speakers; the forty-four vendors who are sponsors, and the timeliness of a midsummer program to help you recharge your battery. Look at the schedule for great conferences, and there's very little on the calendar between now and PPE in NYC in late October.

​The ClickCon team made custom banners for each of the speakers at this year's conference. I'm going to be doing three programs, and just to keep attendees focused - a unique follow-up Q&A marketing program online a month after the conference.

How many programs have you attended, taken notes and then never done anything different? It happens to all of us, but a follow-up online get together is going to help you stay focused on marketing and building your business.

My first program is about starting a photography business; the second is about ideas to help photographers better price their products and finally "Midnight Madness" hitting all things under the marketing umbrella.

The list below is only a partial list of speakers with an anticipated sixty on the list for August. Click on any speaker below to link to the speaker page.

It's going to be an exciting conference. Looking forward to seeing you there.

What a kick!

Intro by Skip Cohen
 
My long-standing friendship with good buddy Scott Bourne goes back a lot of years and was founded on the respect I have for his business sense. There are a lot of things I do today, thanks to Scott's help, direction, and influence.

Today's post is perfect for this time of year as 2019 seasonality starts to take hold. It's one of the longest and most in-depth posts he's shared since helping me start SCU, and it's loaded with things to think about, especially the importance of being grateful for the career path you've chosen. I first published it in 2013, but there's no expiration date on wisdom and appreciation!

"Recognizing that the real reward of being lucky enough to be a professional photographer is the joy of knowing that you are protecting memories for others and those memories will last lifetimes."

I love that sentence from one of his last paragraphs - we're all part of a fantastic industry, and your clients deserve nothing but the best. If your heart isn't in it, then take a break and figure out what's missing.

​You can't create images that tug at people's heartstrings if your own heart isn't in it. 

​Today's post makes fifty-three in the Fast Food Friday series and what a series it's become. Every day it seems there's another new challenge to write about, not to fill up space, but to get you thinking about things you could be doing differently to help build a stronger business.  After all, that's what Fast Food Friday posts are all about - ideas to help make 2019 one of your very best years in business!

So many of you are right-brain creatives - you're artists with the drive to create, not run a business. At the same time, you know you need to pay more attention to the business, but technology and your creative genes keep pulling you away from the operational details. 

Well, today's post is going to hit both your creative genes and your too often dormant business/operational genes, and it's all thanks to so many questions I got this past week regarding my upcoming ShutterFest programs.

​The challenge has been photographers trying to decide what classes to sign up for during the two-day conference. ShutterFest has one of the most extensive and diverse program lineups in the industry, and so many attendees go into analysis paralysis when it comes time to make a choice on classes.

​Registration for ShutterFest has been open for months. However, the majority of attendees decided to attend months ago. At that point, everyone should have been thinking about where they need the most help in their skill set, marketing, workflow, etc.

The other night I got an IM from a photographer who wanted my opinion, "Should I take your class or ______?" As much as I understood her frustration at trying to decide, it's just not a question I could answer. Why not? Because, while I know from experience how good my programs are, I don't know her background, her skill set, how long she's been in business, the market she's in or what her weaknesses are?

All of you know what you do well. We all love the aspects of this business we do best. It's our comfort zone. When going to conventions, we naturally migrate to presentations about topics we know well. Rather than step outside our comfort zone, we take classes in areas we already know, looking for something we might have missed along the way.

Well, my headline says it all - you're only going to grow if you push yourself and step outside your comfort zone. You can't grow as an artist if you keep fine-tuning the same old skills. Here are a couple of easy examples:

The request I had the other night was from an artist trying to decide on my class which is ALL business and marketing versus a hands-on shooting class. Obviously the hands-on is going to be more fun, outside and with a group of photographers. My program is inside, a lecture and even though I pride myself on my presentation style and how painless I make the topic of building brand awareness, it's still a business program and outside the comfort zone for so many photographers.  But...what good is creating the most magnificent images of your life if nobody knows who you are? What good are stunning images if you can't earn a decent living?

Here's one more example, so many wedding photographers need to take a course in macro photography. But, put the topic on the agenda at any photography convention, and you'll only see serious hobbyists or outdoor/wildlife photographers. Yet, having a better understanding of great macro work will help with all the details shots in a wedding album especially ring and hand shots, which are vital elements to tell the story.

You've got three quarters of the year ahead of you with so many educational opportunities for classes, videos, and posts online along with other conventions/conferences. At each one look for those programs that will help you where you need it the most. Step outside your comfort zone; expand your skill set with and without a camera in your hand and build a segment of your network with people having different skill sets from your own.

And to answer my earlier question, of what do you call the ability to create stunning images if you can't earn a decent living?   A HOBBY!

​When I started this series, it was all about short easy things photographers could do immediately to build a stronger business. Over the last year, it's grown into a lot more and has included some long-range planning along with the "low-hanging fruit" originally in my plan.

Today's blue-plate special from the SCU Diner is a little of both. Remember, most of you are right-brain creative types. You pay attention to the operational side of your business when forced, but overall you'd love to be out capturing images all day and once a week turn everything over to an assistant to handle! Sound familiar?

Well, whether you're right brain dominant or left, today's special is all about asking for help. I used to think it was more of a guy thing, like jokes about asking for directions, but it's an issue with too many of you, and gender has nothing to do with asking for help.

Before I can share a lengthy list of places you can find help in photography, it's important to recognize asking for help isn't a sign of weakness. Here's a great example:

Years ago my father was doing his best to take care of my mother who was fighting Alzheimer's. He developed some severe anger issues, and his doctor suggested a support group. At first, he wasn't interested, but he and I turned it into a weekly event and the more we went, the more Dad opened up and shared his pain. The Caregiver Resource Center with the Friendship Centers here in Sarasota changed our lives. More importantly, Dad changed his style of dealing with some of his pain. Keeping things to yourself and not sharing your problems was a trademark of his generation, but the support group helped him understand he wasn't alone and it was okay to ask for help.

So, let's kill the myth right now that needing help and asking for it, is a sign of weakness. It's not, but instead an example of strength and the passion for growing your business and skill set!

"Be strong enough to stand along,
smart enough to know when you need help,
and brave enough to ask for it."
Anon

​Almost a year ago I shared a Fast Food Friday post about asking for help. While I covered a little of what I'm sharing today, no one post can cover everything. In my previous post on the topic I talked about the various associations and guilds you need to be a part of. I also covered a little about blogs and conventions, but we're at the end of the first quarter of the year, the "slow season."  NOW is the time, if you need help, to ask for it or search out the answers before business for 2019 starts to ramp up.
​

• Your Network: Building a strong network never slows down and it's one of the main reasons to attend every possible workshop and convention. Think of your network as a target with each ring being a different level of trust and expertise. At the center are those 1-2 people you trust the most. As you move out the expertise in each ring changes, but each person is a resource depending on your needs.
• Conventions, Workshops, and Conferences: Every event gives you a chance to find help both as an observer and a student in the various classes. For example, ShutterFest is right around the corner and a terrific boutique conference giving you a chance to learn something new. At the risk of looking like I'm doing an infomercial, click on the banner below for more information because it's the next show coming up. If you need help in virtually any direction in your business, the timing is perfect because it's April 23-24.

• YouTube: At least once a day you should wander into YouTube and hit the search button with the name of an artist you respect, a manufacturer whose gear you use or a topic. You'll be amazed at what comes up. For example, just in the Tamron channel alone, there are 189 videos; there are 139 in the LUMIX camera channel; Suzette Allen has close to 400; Behind the Shutter has 890; the SLR Lounge is over a thousand, and the list goes on and on! From webinars to short "how-to" pieces YouTube is loaded with content to help you raise the bar.
• Your Favorite Blogs and Websites: The list is endless with great articles, videos, podcasts, webinars, and interactive features. Photofocus is one of the largest, along with SLRLounge, and a long list of associates. Check out Sue Bryce education for an extensive variety of support. Obviously, if you're reading today's post, you've found the SCU blog, but check out the blogs by so many of your favorite photographers, educators, and vendors! I share content from a dozen different photographers every Monday and Wednesday on the Marathon Blog, and my partner at SCU, Chamira Young shares a lot of great content and podcasts on ProPhotographer Journey. And outside the industry, but completely focused on Customer Service is Shep Hyken's blog, always helping you with ideas on how to build stronger relationships with your target audience.
• Podcasts have become one of my favorite ways to learn because they can run in the background while I'm doing something else. And they're all over the place with good ones and bad - it's personal taste combined with your needs. Again, it's about recognizing you need help and finding a location for the inspiration.
• For Your Spirit: Reading is NOT obsolete. For me, my day regularly starts with Melody Beattie. There's no need to be embarrassed over needing a little spiritual help now and then. You need to feed your soul the same way you do your stomach every morning!
• Your Accountant: I've read so much bad advice shared with good intentions from photographers who think they've discovered a key to financial success and start advising their friends. You need to touch base with your accountant more than once a year to do your taxes. Get help at the end of each quarter, so you're not surprised when Uncle Sam is due to get paid.
• Facebook Forums: While help is all over the place, you need to be careful. Remember there are no erasers on the Internet, and too often participants get caught in discussions that create stress rather than help solve challenges. Nevertheless, there are some outstanding forums giving you a chance to ask for help when you need it. For example Michele Celentano and Gary Box are both sharing content all the time to help you improve your skills. And specializing in boudoir Jen Rozenbaum is like the energizer rabbit with new content!

Whether in person, via phone or email, there are so many of us here to help, but we can't help if we don't know what you're dealing with and what your needs are. The bottom line is we're an industry historically known for helping each other. We watch each other's backs, and while now and then a troll rears it's ugly head, overall, as sappy as it sounds, we're a family.

Stop thinking you're alone in the frustrations of being an artist and small business owner. Ask for help when you need it. And as for me, I can't help you much with your technique, but I'm sure available to help with business and marketing questions. Even better, if I don't know the answer, there's somebody in my network who does.

It's Marketing Monday and technically the last week of the "slow season" because business starts to ramp up in April. This is your last week to procrastinate about cleaning up those corners of your business you've ignored for too long. 

As a kid, I remember being told I couldn't go out to play with friends until I cleaned up my room. Later as an adult, I remember one of my dive buddies being told by his wife he couldn't go on a scuba trip until he cleaned his home office! Somebody reminding us to clean something up seems to follow us throughout life! LOL

Well, this morning it's my turn, reminding you that it's time to clean up your website, blog, Customer Service issues, your gear or maybe it's outside your office or studio and time to make sure your reservations for an upcoming conference are all set.

The list goes on and on, but here are some things to think about before business picks up substantially and you're running too fast to do maintenance.

• How's your "About" page? Unless it was a Pulitzer, your clients don't care what awards you've won. Talk about why you love being a photographer; how your clients trust you to capture the very best images or how you're able to capture memories and stop time.
• Need a new headshot? Most of you have terrible headshots and need something in line with your role as a PROFESSIONAL photographer!
• How's your "Contact" page? Give people a phone number and a way to contact you besides a template email form!
• When was the last time you updated your galleries? Only show "Wow" images - photographs so good that you'd just have to show one to get hired. 
• How's that blog working for you? Not great for most of you. If you're not sharing a new post at least twice a week, then put your blog on hold until you can be consistent. So, BUILD A STASH! Sit down this week and write 15-20 blog posts in advance. Share picture-taking tips, ideas on storytelling, what to wear for a portrait, info on upcoming community events, new products/services you're offering, tips on what to look for in a photographer...and the list goes on and on!
• Is your price list right? By "right" I mean are you going to make money this year or live on macaroni and cheese until you see your accountant in 2020!
• Got everything together for your taxes?
• Got your plans for the various shows and conferences this year? ShutterFest is at the end of April. ClickCon is early August. Then there are state and regional conventions all over the country.
• Are you doing any mailing campaigns this year? 
• Are you cross-promoting with other photographers or vendors? For wedding photographers, there are so many potential partners: bridal salons, spas, travel agencies, caterers, wedding planners, florists, limo services, bands, etc. For portrait photographers, there are children's stores, restaurants, venues, etc. Don't forget promoting with other photographers - you've only got so many days a year you're available!
• What are your seasonal plans for Mother's Day, Graduation and Father's Day?
• Got all the gear you need for the new year? From memory cards to camera bags, camera bodies and lenses the list is endless. And, don't forget to check your backup gear.
• Who's your backup? If something goes wrong and you can't cover an event on your schedule, what's your plan? Just like when you were a kid, you need to do a fire drill and see if you're covered.

No one single post can include everything, but without any hesitation, ALL of you have something you've put off doing to make your business stronger in 2019. Don't let the year start out with a flat tire! In the same way, you'd check everything out on your car if you were making a long road trip, do the same with your business. 

And, at the risk of doing a little shameless self-promoting - I'm speaking at ShutterFest April 23 and 24 doing two programs. The first is a double and is going to cover all the ideas above, and more - it's all about low-hanging fruit. Many of the ideas I'll be sharing will be things you can do almost immediately to build a stronger business. The second is all about fine-tuning your blog and making it an asset to your business instead of a liability in your growing list of responsibilities as a small business owner. 

If you get stuck trying to figure something out, you know where to find me, and I'm happy to help. We're all too close to our own businesses and sometimes it just takes another set of eyes!

One of the biggest challenges for every photographer is pricing. Whether you're new and just starting out in business, or you're a seasoned veteran offering new services and products, maintaining a healthy profit margin is critical to not only survive, but thrive.

Last week I joined my co-host from Mind Your Business and Beyond Technique, Chamira Young to talk about some of the mistakes photographers make when setting their prices as well as a few solutions. There's a lot of good content in this new podcast and thanks to PhotoTexting.com we expanded the topic into what is the next big thing in marketing and relationship building.

Think about how your clients communicate today versus ten years ago, or for that matter just five! Technology is changing every day and along with the changes come some remarkable opportunities. Understanding how texting can help you grow your business, reach more clients and reinforce your client base with a stronger sense of customer service is so essential to your success.
​
PhotoTexting.com's Mobile Price Lists App helps you book clients faster. See how it works for yourself! Text "pricing" to 800-240-6909 to see a sample price list.  You'll receive a text with a sample price list so you can experience what your client would experience if you were using the Mobile Price Lists app. NOTE: You won't be spammed, and you're not signing up for anything!

The Mobile Pricing App can include your pricing, specials and various options for prospective customers to book your business with one tap on their phone. And, you can customize your mobile presentation to be unique to your business and style.

The Mobile Pricing App is just one of a dozen or more apps to help you build a stronger business. Isn't time to check it out and learn what all the buzz is about?

By Scott Bourne

Pricing photography is the second hardest thing you will ever do as a professional photographer. (Finding the right clients is the first hardest.) It’s very easy to make mistakes when pricing and once they’re made, it’s hard to recover from them. So start out right.

One disclaimer: Not every pricing method works for every photographer. Much depends on the current state of the market and the genre (i.e., wedding, commercial, fine art, food, etc.) I’ll try to stick to some universal ideas in this post.

Start at the Beginning

You can’t effectively price your work until you understand what it is you’re selling.

You are not selling square inches of paper for the cost of printing them. For some reason, the first element that seems to enter some photographers’ minds when making a pricing decision is the size of the print. This “brick wall” has cost many photographers money. The most important thing to keep in mind is the value of your work, not the size of the print. You build this value by evaluating ALL the factors that go into making a salable image.

So what are you selling? How about your creativity and unique ability to capture something others do not see? Anyone can buy a camera, but can they capture the image exactly the way you do? How about the time you have invested in training for the moment when you captured the image? That time needs to be taken into consideration. Your mechanic, doctor, accountant, and lawyer all get paid for the time they spend doing the work. Shouldn’t you be paid too? You also have to consider the level of your present technical ability. The casual amateur should not be able to get the most out of the same equipment as an experienced professional.

And, speaking of equipment, you must also take into consideration the value of your gear. So, as you are deciding how to price your work, make sure you take into account and charge for your logistical skills, experience, time and your ability to translate your client’s desires into a visual statement. Know what you’re selling before you try to sell it. This will help you avoid many mistakes later.

Pricing Economics

In order to price something well, you must know the economics. Here are some key things to keep in mind:

A) Overhead
B) Profit margin
C) The market you are serving

Calculating your overhead requires that you consider all the costs associated with being a professional photographer.  These includes:

A) Equipment depreciation
B) Insurance
C) Rent
D) Licenses
E) Legal fees
F) Accounting fees
G) Payroll fees
H) Salaries
U) Taxes
J) Utilities
K) Production
L) Repairs
M) Printing
N) Postage
O) Office supplies
P) Subscriptions
Q) Professional dues
R) Advertising/marketing
S) Transportation/shipping
T) Travel

Calculating your profit may be a bit easier. You consider your cost of doing business by allowing for a percentage of your overhead to be applied to the cost of each job. From there, mark up your price to include a standard profit margin. This can be based on any number you want but a good starting point is to double the cost of your product (100 percent profit margin).

Selling or Licensing Images

Now you also need to adjust this figure based on the market type you are serving. Is the image being used in a small or large market? Will thousands of people see it or just a few? What is the perceived value to the client? How does the client plan to use your image? Who is your competition and what choices does your client have besides you for this type of image? Are there 50 photographers in the mix or only two or three? Consider these factors to calculate your fee.

When you sell or license an image, it is likely you will have to negotiate the price with a savvy photo buyer. Knowing how to negotiate can save you time, money and help you close profitable deals. Remember that negotiating is just problem solving. Both parties have something they need to accomplish and the negotiation makes it happen.

You must not take ANY of the issues that arise during a negotiation personally. The buyer is supposed to try to get the best deal that he or she can. That’s their job. Your job is the same.

The essential steps in the negotiating process are: establish rapport, gather information, do research, ask questions, and let the buyer do most of the talking. In any negotiation, the person who listens most is likely to gain more. In any negotiation, it’s always very important that you do more listening than talking. Otherwise, you will miss important clues, both physical and verbal, that will help you resolve the deal.

Before quoting a price, you must try to educate the client and build the value of the image you are selling. Make sure that the client understands the effort, time and expense you invested to make this image. If the image is truly one-of-a-kind or was made at personal risk, those factors translate directly into the value of what you have for sale.

Try to encourage the client to place an opening bid. If the buyer is the first one to name a price, I believe you will be rewarded with a higher fee. A good way to open the negotiation process is to ask a question like, “What’s the most you would be willing to pay to use my image or purchase my print?” If you are forced to begin the negotiation process by offering a figure, an alternative is to begin with a number that is twice your standard price plus 10 percent. Once this figure is given, you can work down from there.

But remember that if you give a number first, you run the risk of quoting a price that is much lower than the buyer was willing to pay, and you’ll never know what figure they were willing to pay. So, let your clients do the talking. Then, you should listen, take notes, and preferably wait for them to tell you what they can afford.

If the client has pricing objections, be sure to return to the rapport building and value enhancement stages outlined above. Usually, a price objection really means that there is another piece of information you have not uncovered.  It is likely that there is something else you have not offered that the client really wants or needs. This is why it’s crucial to listen more than you talk and ask plenty of questions to uncover hidden needs.

Once you have taken all the necessary steps, be sure to ask for the order. A surprising number of photographic sales don’t happen simply because the seller has forgotten to ask for the sale.

(NOTE: Negotiating with magazines is not possible unless you are a famous photographer with images that are in great demand. When you approach magazines, understand that you will only get paid their standard rates.)

The first post in our new PhotoTexting series talked about your first step in the process of taking your business to the next level, being assigned your own exclusive 800 number. Well, this week let's jump into mobile brochures.

Wandering into Google, I asked a simple question, "How many people text?" General information from several different sites showed some incredible statistics**:

• The number of monthly texts sent has increased by almost 8,000% over the last ten years.
• 90% of people ALWAYS have their smartphone accessible.
• 97% of American text at least once a day.
• Texting is the #1 most used way of communication among Americans under 50!

Twenty years ago I helped two friends design a product brochure and a workshop piece. I put what seemed like endless hours into creating and writing text for both brochures. And, while they both looked okay, they were printed pieces, expensive to produce because they were being printed in small runs and couldn't be easily updated. We had to guess at quantities. With one we printed too many and the other not enough. 

A printed piece is still a necessity to have, especially when meeting directly with clients but the world is changing. In the same way, we share pictures today with the Internet we're communicating differently. 

PhotoTexting.com is a new SCU partner, and I'm excited to not only be on the cutting edge myself but be able to share their apps with all of you. Having the ability to keep your company brochure updated with new images, text, and links to contact, special offers and pricing information is at your fingertips and easily changed/updated. 

Most of you know I refer to myself as the "Low-Tech Poster Child" of the industry. Well, if I can do this stuff so can you. At WPPI last week I used their App as a speaker. Instead of giving people a handout of notes from my presentation, with one text message to my number they automatically got back my notes and a link to my website, exclusive content and two short videos. They could choose what they needed.

And here's one more important statistic about texting**:

82% of text messages are read within 5 minutes, but consumers only open 1 in 4 emails they receive.

​Check out everything PHOTOtexting has to offer. There are so many different applications and ways for you to build stronger brand awareness, increase sales and expand your reach.

And nothing changes from my goal - ​I don't want you to just survive in 2019 - let's make sure you thrive!
​

​**Sources: StasticBrain, CTIA, Pew Research, Gallup, FlowRoute

We make a living by what we get. We make a life by what we give!
Sir Winston Churchill

​I've written a lot about the importance of community involvement over the years. It's so important to give back to your community, and being involved is one of the best ways to build brand awareness.  Here's how I stumbled upon a wonderful non-profit here in Sarasota.

We moved to Sarasota in 2011 to give my Dad a hand with my mother who was fighting the battle with Alzheimer's. That's when we discovered the Caregiver Resource Center, and we started attending the weekly support group for caregivers.

With our very first meeting, Dad started to change. He learned it was okay to be angry and feel frustrated; he learned he wasn't alone; and discovered it was okay to share everything he was feeling, something his generation was taught NOT to do.

My relationship with the Friendship Centers is going on eight years. And, Sheila's also involved, having volunteered repeatedly along the way. They're a seventeen-million dollar nonprofit providing support to thousands of people to thousands of people in south Florida.

I'm not writing to toot my own horn but reminding you how important it is to be involved in something in your community and the industry. I've heard so many photographers comment, "In my community, there aren't very many things to be involved in!" Seriously? There's a level of pain, frustration, and a place for photographers to lend a hand in EVERY community. Try these on for size:

Those are two of my favorite photo-centric organizations who are involved on a national level that will keep you engaged but let's move to the local level. Here are just a few ideas of resources to identify where you can help.

• Visit the Chamber of Commerce: In every community, non-profits are fighting to survive and help members of the community. Contact the Chamber of Commerce if you're having a hard time finding out who they are.
• Visit the Schools: Every school in the country is fighting for support. And, every time a funding bill doesn't pass in the community, the first things to get cut involve the arts. From the school paper to photography and music classes to the yearbook, they need help, and you've got the skill set to be a part of what they need most.
• Visit the Local Hospital: Living in Akron I remember trying to get Molly the Wonder Dog into the Puppy Brigade at Akron Children's Hospital. She passed every test until she had to sit still in front of a woman with a surgical mask. LOL - it scared her, and she cowered behind me. Check with your local hospital and see where you can help.
• National Non-Profits: From the Alzheimer's Association to the American Heart Association to the American Cancer Society to Big Brothers Big Sisters there's an organization in your area that needs help. 

Here's the bottom line - Jay Conrad Levinson, considered the father of guerrilla marketing put giving back to your community in the top ten things business owners need to do to build a stronger brand. Why?  Because people like buying products and services from companies they perceive as giving back. 

I know many of you are outside the US, but in every country and every community in the world, there are groups of people needing help. Your community, wherever you are, needs to see you as more than just another retailer. You're looking for your community to be good to you - so you need to be good to your community!

“You can have everything in life you want, if you will just help other people get what they want.” 
Zig Ziglar

​The longer I'm in this industry, the more everyday occurrences remind me of things I’ve heard or learned over the years. After a lifetime in some aspect of photography from starting out making emulsions in a research lab at Polaroid right through to yesterday’s phone conversations, email threads, and forum discussions, the non-photography lessons are relatively few in comparison to everything else.
 
Take this past Monday night’s sunset for example. We were at friends for dinner on Long Boat Key. We hadn’t been there before and didn’t know they were right on the water.  While I’m usually not without a camera, with WPPI this week, I’d left everything at home, packed for the next day’s trip.  All I had was my cell phone, which honestly didn’t do too bad a job, at least for Internet viewing…so there’s lesson one from Monday night – practice what you preach and don’t get caught short without a real camera.
 
But lesson two is a BIG one.
 
Years ago, I did a podcast with the late Mary Ellen Mark.  She’d been a nice friend going back to my Hasselblad days in the ’80s. She talked about why she loved shooting analog so much more than digital. As an example, she told me how she made her students cover up the LCD screen on their cameras to help them learn to wait for the “decisive moment.”
 
I’m paraphrasing a little, but this was her point,
 
“Shooting digitally photographers check to see if they got the shot and move on, but what if the real moment is yet to come? What if the emotion of grandma’s tears with a bride wasn’t at the hug, but seconds or minutes later?”
 
Last night’s sunset looked like it was going to be non-existent. It was all clouds and solid gray. Little by little the clouds started to break apart, and while we never got the kind of sunset that graces the covers of romantic novels, the sun found a spot to sneak through, and it was stunning, but only for a minute or two.  All I had to do was be patient and wait for it.

And here’s one more fun perspective. Having spent most of my life living inland, I love living near the ocean. Just about every vacation over the years was always near the water. I remember all those bittersweet moments when a vacation was about to come to an end, and we’d sneak in walk on the beach before packing, trying to make the most of the last night.
 
So, these days, whenever Sheila and I leave the beach one of us always says the same thing...“Hey, it’s not our last night!”

Often when I'm teaching a marketing workshop or doing a website review, the importance of accessibility comes up. It happens every time I come across one of my pet peeves on a photographer's website - the absence of a phone number. They've got everything there, EXCEPT a number for people to call. Typically that launches a rant on the importance of giving clients and more importantly, potential clients instant fulfillment in their ability to talk to you.

Many years ago we lost one of the industry's greatest managers and friends, Bruce Landau. Hearing the sad news, a number of us started chasing down people who we knew he was close to. I got to a well-respected photographer and educator on my list, but no matter where I looked I couldn't find a phone number. He'd recently moved, and there was nothing on his website. A few months later I saw him at a convention and apologized for not taking more time to find him. His answer left me speechless, "Yeah, there's no phone number because I don't want people calling me!" He honestly felt phone calls were a bother!  

So, fast forward fifteen years and I'm still seeing photographers who don't have a phone number. They use a template contact form for email, but don't respond quickly. They act as if it's the customer's job to become an Internet miner and find them! And when I've confronted some of these artists, their attitude is, "If they really like my work they'll find me!"
 
Think about your frustration the last time you called a company and couldn't find a way to talk to a live-body! We live in an instant-fulfillment world and that old expression of "strike while the iron is hot" couldn't be more valid.   

I'm very excited about a new SCU partner, PHOTOtexting, a very cool app that helps you market to and book new clients from your phone. I'm using their application myself this week at WPPI with presentation notes for attendees at two programs I'm doing in the Panasonic booth (934).  Think about the Internet, social media, how we use our phones - everything is changing from how we share images to how we can more effectively communicate and market ourselves.

This post is the start of a series of marketing ideas on how to build a stronger business in 2019, and it starts with being accessible and responding quickly to customer requests.  And, best of all for me - I'm excited because there's the potential to not hear excuses any longer from people who think they don't need a business phone line!

Check out everything PHOTOtexting has to offer. There are so many different applications and ways for you to build a stronger presence.

​I don't want you to just survive in 2019 - let's make sure you thrive!
​

​I don't pull posts out of the SCU archives very often, but it's Marketing Monday and a perfect way to remind many of you that great marketing doesn't trump your skill set! 

I wrote most of this post three years ago, I had just come back from WPPI and was surprised at the number of new photographers I met who thought they could rush the process of becoming a pro. I heard somebody comment as they were watching Michele Celentano during a live demo say, "That's easy for her to say!"

Not one of today's icons started iconically. They didn't just wake up one morning as if the Success Fairy wandered in during the night and sprinkled success dust over them and *poof* they'd made it to the top. And, if you talk to any of those people who we define as iconic, they'll tell you how they're still practicing, learning and experimenting. They never stop attending programs for the benefit of boosting their own skill set.

Don Blair at 74 was once asked, "What's the most incredible portrait you've ever done?" He immediately responded, "I don't know, I haven't made it yet!" Even then, considered one of the finest portrait artists in the industry, he was always experimenting in his search for the ultimate image.

Years ago Michele spoke at GoingPro Bootcamp, a program Scott Bourne and I put together. Her opening comments said it all, "Twenty years ago I was sitting right where you are now, wondering how long it would be before my work didn't suck!"  She then proceeded to share some of the worst bridal images I've ever seen. I got her to send me a couple of them featured above.

So, for those of you trying to rush the process, and thinking success is all in how creative your marketing can be - here are three things to think about:

• Stop thinking it's your gear that will make you a success. While great gear does open some new doors for you, it's understanding the skills you need that's more important. Vincent Laforet said at a Skip's Summer School program a few years ago, "When you don't have that long lens you wished you had, stop letting it hold you back. Just move in closer!"
• There are no shortcuts to becoming a great artist. Practice every day. Ralph Romaguera, a past president of PPA, compares being a photographer to musicians practicing their scales every day or a ballplayer warming up swinging two bats. You've got to practice regularly.
• Jealousy is a waste of energy. This isn't just about photography; it's about business envy. A lot of you need to give it a rest and stop thinking everybody else's grass is greener.  

                          "Envy comes from people's ignorance of, or lack of belief in, their own gifts."
                                                                                 Jean Vanier

And, there's the most significant part of the problem. Many of you are so gifted, but you've spent too much time following the icons. Just for a second today look in the mirror and if you want to envy somebody, check out the face staring back at you. If you've got the passion for the craft and the desire to be a great artist, then give it the time it deserves and start believing in your own gifts. Stay focused on what's in your heart and, accept as an artist; there's no such thing as overnight success.

Most important of all, know there are a whole bunch of us out here rooting for you and believing in your goals and willing to help when you need the support.

Intro by Skip Cohen
​
Welcome back to a new "Insight," a series of content-rich posts to help you build a stronger business and in today's post, protect your images. Working together with PhotoShelter we want to make 2019 your best year ever and as I've written in the past, thrive, not just survive. 
 
There's an incredible amount of outstanding content in PhotoShelter's archives, all directed to helping become a successful artist. I ran across this article by Allen Murabayashi, and he's writing about an issue critical to all of you - copyright! 
 
PhotoShelter has a reputation for helping you create the very best presentation of your work, but also help you run a stronger business. You've got to protect your photographs. So often I'm surprised how many photographers have so little understanding of copyright.  Check out the post below and start protecting your images - you've worked too hard to develop the skill set to capture and create them. Don't they deserve to be protected?

​​This post will be most relatable to those of you over thirty. If you're younger, you might need to take the trip down Memory Lane with one of your parents! 

Over the last two decades, the Internet has changed everything in the way we communicate and especially share pictures. The world has become a tiny place giving us the ability to share photographs with friends, associates and the public at any time. 

Along with the change in how we share pictures, how we communicate has also changed. The other day a friend shared a video with me of two teenagers unable to figure out how to make a call using a rotary dial phone! They only knew how to use their cell phones. And, with our phones, access to the world is always at our fingertips. 

SCU was built on a foundation of passion for marketing, business, and education.  Communication is a huge part of that passion. After all, what good is working on your technique to capture the most magnificent images of your life if you're not reaching your target audience?

Just like imaging and communication changing over the years so has marketing.

It's time to take how you communicate with your clients to the next level! With the help of PhotoTexting.com, we're excited to introduce you to a more effective way to reach your target audience!

With PhotoTexting Apps you've got dozens of ways to build a stronger business, increase inquiries and reach your target audience quickly; boost your inquiries; inspire more conversations and most important of all get your brand to their phone before they shop your competitors.

There's an endless combination of ways to communicate with your clients. Each app focuses on a different aspect of your business including customer appreciation, referrals, promotions, and business cards to name a few.

Stay tuned because we're going to be sharing a lot of solid content to help you build a stronger business; increase revenue and establish a more recognized brand!  

by Skip Cohen
​
​Welcome to "Insight," a new series of content-rich posts to help make 2019 the year you do more than just survive. We want you to thrive!

Dozens of times over the last few years I've written about all the great content available on the Internet. It's filled with ideas and topics to help you build a stronger business. Wandering through the PhotoShelter blog recently I ran across this gem about the importance of freelance photographers understanding the importance of knowing their costs.

It's a great article by Allen Murabayashi, but in all honesty, whether freelance or a full-time photograph/business owner, the issue of understanding your costs is critical. You've got a choice to make, and it could make the difference between macaroni and cheese every night or mixing it up, and being able to get out to dinner now and then! 

For years I've said photographers are typically one of the worst business groups on the planet. It's not all your fault, most of you are right-brain creative types, and you have little interest in the left-brain operational side of the business. But, you have to understand and respect the operational side because it controls your profitability and revenue!

PhotoShelter not only has a reputation for helping you create the very finest presentations of your work, but their blog is loaded with content to help you build a stronger business and brand. Check out the post below for help in developing a better understanding of your costs to do business!

Unless you’re phenomenally wealthy, you probably maintain a budget for your finances. For freelancers, budgeting (and cash flow management) is crucial because the lack of steady income and hefty capital requirements (e.g. a new camera) can require a bigger financial cushion.

During a PhotoShelter Third Thursday event, I queried the audience about whether they had used a Cost of Doing Business (CODB) calculator. A participant answered:

“I did it once, and I don’t know what the hell you guys are talking about. I just found that it was totally unrealistic. I added it up, and I still was like, ‘Where did this number even come from?’”
​
It’s true that the first time you calculate your CODB, the result can be shocking. Many people find that they’ve severely underestimated what it costs for them to run a business (or they don’t have an accurate accounting of their expenses).

​Everyone in the "kitchen" at the SCU Diner is surprised that we still haven't run out of menu items for Fast Food Friday. However, if you think about how many different aspects there are in running a business, then it really shouldn't be that surprising.

Fast Food Friday blue plate specials aren't always quick meals, but they are nutritional and fortunately, with the government shut down we don't have to worry about dealing with the FDA!

​(Sorry, with the nonsense going on in Washington and thousands of people not getting paid while the members of Congress still draw their salaries, it's hard to not have a little sarcasm spill over into today's post. Sheila had a great idea the other night, suggesting every member of Congress also have their pay docked and be fined $20,000 a day.)

Okay, back to this week's special - I do not profess to be an expert on this dish, but it is one I'm cooking today, and it's all from the heart! Let's talk about things you can do to find balance. And, while "balance" is such an abused all-inclusive word, we're really talking about adjusting your priorities. 

Today's special is my own recipe. It's taken me years to perfect and ironically, most of what I learned I first heard from my grandmother but wasn't sharp enough to understand! I'm hoping you can learn from my mistakes so you can make new ones of your own.

We all wear multiple hats as business owners, parents, spouses, friends, and children, just to name a few. The challenge comes in remembering you've only got one head! And, while the buzz-word today is multi-tasking, you're still only one person.
​

• "To thine own self be true!" Shakespeare wrote it long before my grandmother said it, but here's the point, and I've said it numerous times before, you can't create images that tug at people's heartstrings if your own heart isn't in the game! Being happy in what you're doing for a living is a critical component in balancing your priorities.
• You're not alone! Whether you're married or single, you've got a family and friends who are important. You've got to make time for them. Share your frustrations with them. They're part of your life because they care about you, but they're not mind-readers. You've also got to be available to participate in their lives.
• Set a time to punch out! Pick a time of day when you shut off the business. While it takes practice, it is almost that easy. I shut off the ringer on my cell phone around 5:30 every day. I only take urgent calls in the evening, and I ALWAYS have dinner with Sheila. 
• Where's your no phone zone? We learned this one from Michele Celentano. Her kitchen, like most of our homes, is all about family and friendship. Even as a guest, you don't touch your cell phone in her kitchen. The kitchen is a NO PHONE ZONE.
• Do you get enough sleep, exercise, and nutrition? It's the Trifecta you need to win EVERY day. Your body is like a bank account - if you're short on sleep, don't get enough exercise and have lousy eating habits you're going to be overdrawn. For me it seems rest is the most critical.  Everyone is different - I need 7-8 hours to have the most positive energy.
• You need to laugh more and worry less! It's easy to say, but not so easy to do. This is where your family and friends play a role, but you've got to make the time to let them into your life!
• Learn to walk away! Recognize stress! It comes in all shapes and sizes, but there are times when you have to walk away to recharge. You might even have to start completely over, but a fresh start give you a new perspective on whatever the challenge might be.
• Listen to your heart! Trust your gut - Most of the time your gut instinct is telling you exactly what path to take.

So, here's what works for me and it's taken me years to perfect it, and I'm still work in progress. I have a morning routine:

1. I start with checking my email and responding when necessary. The best advice in business I was ever given was to handle each piece of paper only once. Okay, so that was before the Internet, but the logic is the same. I read my email, make a decision, answer it and move on.
2. Next comes reading something that's inspirational. Melody Beattie is my favorite author lately. In the same way, many of you need that first cup of coffee; I need to feed my brain with something outside photography.
3. It's time for a walk! I'm an early riser, usually starting at 6:30. Around 7:30 Sheila and I take our morning walk. We walk for thirty minutes around the neighborhood. While the exercise is essential, it also gives us time to talk about the day ahead along with anything else on our minds.
4. Molly the Wonder Dog is next in the routine. Molly is let out, and I always go out with her. Then she's brushed, played with for a few minutes and fed. If you're a pet owner you already understand that special bond and how it adds to a sense of balance, even when things are most chaotic.
5. Time to open the "store:" Whether it's writing new posts, phone calls or thinking through what's on the agenda for the day, I'm officially into work.
6. Breakfast or brunch comes next, most often between 9:30 and 10:00.  I love to cook and we take turns, but Sheila and I ALWAYS have breakfast together. This is the equivalent of morning recess when I was a kid.  
7. Back to work for the day: I have a standing desk and another I can sit at, but I try and find a balance between the two. At any age, you should not be sitting for too long!  I'll work most of the day, head out for any errands or appointments and we'll grab something light for lunch early afternoon.

Obviously, there are phone calls and interruptions throughout the day, along with scheduled conference calls, appointments, etc. but at the end of the day, usually around 5:30 everything shuts down, and it's family time. Sheila and I have dinner together and then move to the TV for our favorite shows, a fast run through the news and maybe a movie. 

Our day typically ends around 10:00 PM watching a rerun of Friends. Why? Because the news used to be the last thing we watched and it's become so depressing we needed to laugh before going to sleep. I think back to my folks always watching the 11:00 PM news before going to bed. Well, these days it's all nightmare material, so we finish the day watching something entertaining.

That's our routine, but it only works if there's a lot of open, honest communication. Both of us have learned to share the challenges in our life, our aspirations, and disappointments. We've learned to trust each other and for example, when I'm off balance and too focused on a business challenge we talk it out. We're both work in progress and it's not always smooth sailing. But there's also that great quote about calm seas not making skilled sailors! 

Most important of all, take the time to be thankful. So many of you are obsessed with finding success, but you've never taken the time to think through what that really means. For me, it's about waking up with a smile on my face every morning. 

We've worked together to find balance. We're like a medieval castle.  We think of our home as surrounded by a moat. When the enemies are clamoring at the gate, we recognize when we need to help each other and pull up the draw bridge.

Over the years I've written several posts about playing offense when it comes to building your business. I'm a big fan of playing offense versus defense. Right now, even if you haven't done very much planning, you've still got time for some great marketing plays before the end of the year, especially if your skill set is in portraiture.

1) Halloween and the Fall: From Halloween shots to pumpkin patches and fall themes there are endless opportunities for you to get people thinking about portraiture. It's also an ideal time to launch portrait type activities in your community. And, don't forget homecoming dances at the high school! It's only October 22, and while you're cutting it close to do much for Halloween, with some good partners, you can still have an impact.  Even something as simple as a class for all the parents in your neighborhood, helping them capture better photographs of their kids on Halloween, has the potential to develop more goodwill and brand awareness for your business.

2) Thanksgiving: There isn't a mother on the planet who doesn't want new portraits of her family. Even more important there isn't a grandmother who doesn't complain about not having up to date images of her grandchildren!  So, when was the last time you did a Thanksgiving promotion?  When was the last time you planted a seed to get people thinking about how old their family portraits are?

Once again, education jumps in, whether it's a mini-workshop for your community or content for your blog, help your target audience with ideas on better picture-taking. There are things you do every day you take for granted that "Mom" doesn't know about - from storytelling to posing and lighting, you can set the stage to be the photo guru in the neighborhood!

3) Those BIG December Days: Christmas and Chanukah are terrific times to plant the seed for gift ideas, but don't shotgun the entire market. Think about your client base and everybody you already photographed during this past year or more. Go back to previous clients and get them thinking about reprints, additional albums and new images to bring the family up to date. You've got to be the one to plant the seed, and there's nothing better than the idea of a big framed canvas print as this year's special holiday gift. It might be an old idea to you, but not to most consumers.

4) Holiday Events: Remember all the different organizations in your community. Who's photographing the Rotary or Exchange Club holiday parties this year? What special events are sponsored by the Chamber of Commerce? How can your skill set enhance these events?

5) PTA: Parent Teacher Associations are active in virtually every school system from elementary through high school. Start getting involved, and as the school year ramps up, be active in the PTA to help strengthen your brand.

6) In the Classroom: It's the perfect time of year to arrange a visit to the school to help students capture better images. I'm not talking about the camera clubs, but every kid who has a cell phone. Again, think back to your expertise. For most of you if you had to shoot an entire wedding on a cell phone you'd get the job done - so, share that expertise with kids in the classroom.  This is one of those perfect applications for building goodwill, and with kids the right age, 10-14, you've got an intelligent audience with a passion for sharing photographs.

7) Call Your Lab: Technology NEVER stands still, and every day new products are coming into our industry. Last August I shared a post about a 30x60 print I have hanging on the wall OUTSIDE our home. It's Bay Photo's Performance EXT Metal Prints, and it's still stunning, having now been out in the sun, rainstorms and day in day out extremes of Florida weather. Visit your lab's website and check out all the new products to help you create more excitement with gift ideas this time of year.

And, take a look at Bella Art Prints from Marathon. They're stunning with great pricing.Check out this post featuring one of Bobbi Lane's favorite images. On a special project for Panasonic earlier this year we did an oversized Bella Art Album that was beautiful with each LUMIX Ambassador having a double page spread of images.  

8) Start 2019 Out Right: How about a head shot campaign in your community? Seriously, look at all the retailers around you, and they range from restaurants to realtors.  This is the perfect time to remind them it's time for a new headshot and get the year off to the right start! Have some fun and do it as a "Clean Up the Community" campaign and bring a little humor into the market. Let's get rid of bad headshots!

Creating awareness for concepts like these, especially if you've never done them before takes time. You might not score a hat trick the first time on the ice, but just being out there puts you ahead of most of your competitors. Remember to get a few photographs of you working with clients for your own press releases. Build your stash of images of you being involved in projects like these so you can create awareness in the community with more press releases and blog content in the future.

Don't forget to look for partners!  This is consumer bundling at its best, and you've got limo companies, florists, venues and even other photographers to help you absorb the costs and create the excitement! And, everybody is after more business and success this time of year!
​

We launched the Fast Food Friday series to give you quick ideas on fine-tuning your business. I called it Fast Food Friday because everybody understands the concept of a no-brainer decision to grab something at McDonalds, Arby's or my new favorite, Chick-fil-A. They're fast, easy and it doesn't take a whole lot of brain power to figure out what you're having for lunch.

A few weeks ago, thanks to Excire, we expanded the menu in the SCU diner offering full entrees, posts with more details and content to help you build a stronger business. Today's special is a perfect example.

​With the Photo Plus Expo show coming up in two weeks in NYC, now's the time for you to make sure you plan your trip BEFORE you get there. Plus, IUSA, WPPI, and ShutterFest all come along during the first few months of the new year.

Time is your most valuable commodity.  If you plan each trip you'll not only spend your money wiser, but you'll come home energized, better prepared to take on the challenges of being a photographer and business owner.

​It's essential for you to attend as many conventions/conferences each year as possible, but you might be surprised at why I believe that so strongly.

• Networking - a convention is an opportunity for you to network, but not just with other photographers, but the staff at EVERY vendor whose products and services you use.
• Education - photography is a career choice where you have to keep learning - your education is critical, and a good convention offers you a great selection of programming.
• New Products - This is especially important this year. Remember, 2018 was a Photokina year, and many of the major manufacturers introduced new products just a month ago in Germany.
• Recharging your battery - A good convention is a chance to energize your ideas about photography, marketing, and business. With a new year on the horizon, you've got to feed your heart and get time with old and new friends. You need to celebrate and appreciate the career path you're on, regardless of how long you've been on the "journey."

 
So, let's get specific and come up with things to think about and do while you're at the next convention:
​

• Why are you going? I know that sounds incredibly basic, but some of you go to party, others to buy and more of you to learn and network. Figure out what the most important thing is you want to get out of each show before you get there.
• Who are the companies whose products/services you use? Take a few minutes and look around your office, studio or the trunk of your car. Isolate every product you use as a photographer, and put the manufacturer's name on a list. Now, look at every company whose services you use. Your lab, frame company, web design, album company, etc. should all be on the list. Your first goal BEFORE you get to the show is to isolate every company that's involved in your business. 
• What products/services do you need? Last on the pre-show list, are there products you need for your business or new services you require? One year at WPPI many years ago, 45 album companies were exhibiting and probably 25-30 labs. If you're looking for new companies and products, this is the time to go exploring.
• Now hit the convention/conference's website! Get to know who's going to be at the show from your vendor/supplier lists. Your goal is to meet at least one staff member at every company on the list. This is a critical component in building an effective network.
• How's your credit line? Whether you're in a buying mode or not, take the time to establish a credit line with any of the major financing companies. Or, at the very least check the balance on all your credit cards. If you see something you want to purchase at the convention, it's a lot less stressful if you already know what you've got to spend.
• Print Judging: If you're in early enough and the convention offers print judging open to the public, make it a point to attend. It's one of the most valuable educational experiences you can have.  
• Walk through the print exhibit. This is a terrific time to get a feel for the trends in imaging because you'll see just about everything in the images being shared and you'll also "meet" artists who you might not have heard of.
• Don't be a storm-trooper! Start in one corner of the convention and walk every aisle. You'll have a chance to meet more people, see more products and learn about concepts you might not realize were in the market.
• Wear comfortable shoes and stay hydrated. You're going to be on your feet all day - respect the importance of staying on the top of your game.
• Bring business cards and some images. Personally, I've always liked being shown a 5x7 or 6x9 collage with 2-3 images with the photographer's address and contact information. Unless you've made an appointment in advance, most exhibitors don't have the time to look at a portfolio, or an iPad chocked full of images. However, leaving a cardstock piece or brochure with a vendor and contacting them after the show can be very effective.
• Make plans for breakfast, lunch and dinner meetings NOW. Reservations don't come easy in any convention city. Even if you don't know who might join you, have a couple of dinner reservations regardless.   
• Pay attention to those key vendors who you want to see and what's going on in their booth. Many of the exhibitors have guest speakers sharing great information in smaller more intimate venues, right on the trade show floor.
• You snooze you lose! Look I was young and stupid once too, and there are few things as fun as going out with friends and bar-hopping at a convention. However, you're at the show for a reason. If you need to sleep in late the following morning, your evening out with friends might become the most expensive investment you make in the show if you miss appointments or presentations you had planned to attend.
• Look over the programming. Plan which speakers you want to hear in advance. Plus, always pick at least 1-2 programs completely separate from your core specialty. Your growth as an artist and business owner will always be with presentations outside your comfort zone.
• Bring a camera...a real camera. Sure phones are fine, but you want to get some images you might want to use later on for press releases, your blog, Facebook, etc. You don't need your regular gear, but a decent camera will always produce better images than your cell phone. Look for opportunities for pictures with vendors and those speakers you admire. Your goal is to build a stash of photographs of you at the show for use in PR releases and blog content later on.
• Talk to the people around you when you attend any program. A photography convention is unique because you're all there for the same reasons. Make it a point to get to know the people sitting on either side of you. It's amazing what you can learn by just talking to each other.
• Talk to the icons! I'm always amazed by how many of you are intimidated by your favorite photographers. The truth is they're there to teach and meet other photographers interested in their work. Just walk up and introduce yourself and thank them for whatever inspiration they've given you. Honestly, they don't bite, but be respectful and don't charge into a conversation when you see them already occupied - just wait your turn!

The one thing I find most frustrating with attendees at a big convention is they just haven't planned their trip. They got their tickets and made it to the show and then completely fall apart. Plan each convention experience so that you're not wasting time and even more important, your money!

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It's a quote from "Life's Little Instruction Book Volume II,  and it's one of my favorites. Weeds, like dandelions, are pretty to photograph, but ever notice how they take over a beautiful lawn when not controlled?

Well, it's Marketing Monday, and I found this post in the archives from many years ago. It's perfect to kick off the week as a reminder to so many of who are dealing with "weeds" in your life. Maybe it's time to get them under control. 

Weed 1: Stop worrying about how much you still have to learn and pat yourself on the back for how much you know already. Photography is an art form, and nobody ever picked it up overnight. All your heroes started the same place you did, at the beginning.

Weed 2: It's time to shut off the negative people in your life. Not everybody is going to understand your dreams, but that doesn't give them the right to keep taking one second away from the joy of yours.

Weed 3: Stop worrying about having the right gear. Do the best you can with what you've got. If there really is something you desperately need to help raise the bar on your images, but you can't afford it, then find a good rental house.

Weed 4: Stop thinking you're alone in your frustrations as a photographer and small business owner. Here's where getting involved in a local guild or PPA chapter is going to help. You need to be involved in the local network, not just know about it. Join whatever/whoever is in your community and start getting to know other photographers, as well as them getting to know you.

Weed 5: Take some time to think through your definition of success. Most of you are halfway there, but since you've only defined success in monetary terms, you have no idea how much you've accomplished just by being happy.

Weed 6: Get out from behind your computer...often! Your business is going to be built on relationships, and you won't get to know the people who can help you the most if you're at the computer all day. Scott Bourne and I have talked a lot over the years about "owning your zip code." That means getting out, knocking on doors and introducing yourself to all the business owners in your community.

Weed 7: Stop talking and listen. There's that old saying about having two ears and only one mouth, so you've got to listen twice as much as you talk.

You've got so much to be proud of, but you've got to take it one day at a time, keep procrastination to a minimum and keep working to build a stronger skill set.  And, I guess this is the right place to remind you to stop thinking the grass is always greener on the other side of the fence!  (Sorry, just couldn't help it.)

Make it a great day everybody. Get control of those weeds!



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