Welcome to Grab Shots - Just like grab shots in photography these will be just as random. It's a series of random thoughts about the photographic industry, people in general, business and life. I'm going to keep them short and do my best to "plant a few seeds".
This is really a guest grab shot from something written last year, thanks to Mark Gunter... "Proclamations of superiority based on a difference in shooting style or post-processing techniques have no impact on the quality of the final image. They do, however, leave a lasting impression on potential clients who become aware of your statements. Build relationships instead of using slash-and-burn marketing strategies."
0 Comments
by Skip Cohen
One of the easiest ways to separate yourself from the competition is also one of the most forgotten, a handwritten note. Seriously, most of us can barely write a check without making a mistake, simply because we're so used to typing and texting everything we write. After SCU's Summer Session, Sheila and I both have received a lot of nice thank you notes. Each one has stood out in a different way and brought us even closer to people we've known for some time. There are new friends and old ones, but receiving a handwritten note is such a nice touch to building a stronger network. The images below are from a custom note card created by our good friend Kaylene Fister. Pay attention to the components that make it so effective. 1) Kaylene was an attendee at Summer Session in Chicago just a few weeks ago. So, the shot she used was from one of the excursions a group of photographers took into Chicago. She chose an image that has relevance, because it's taken at a time when we were all together. 2) The back of the card, shown below the image, has all her personal information. As a friend, I already have that information, but if I was a vendor or potential client she was hoping to develop into a more active prospect, all her website, social media links and email address are all there. 3) You can't tell from the images here, but she used a heavy stock paper, giving a stationery feature. Plus, it's an odd size, making it stand out even more. 4) Last on the list, was what she wrote. It was hand-written and meant so much to both Sheila and me. We were already big Kaylene fans, but the fact that she took the time to write something personal just adds to the strength of the relationship. So, the next time somebody does something nice for you or maybe it's just a vendor who takes a little extra time to help you at a convention, remember the power of a hand-written note. There's little that can top this age old method of communicating! by Skip Cohen
I've written a lot about this topic, but there's no such thing as too much. Here's the point: Your website is the equivalent of your storefront, your office and your gallery. It's literally become everything about the business you're in, having reach far beyond what in the old days would have been referred to as "bricks and mortar". In fact, websites have become so significant that in many vocations you can’t be in business without one. But here's the million dollar question of the day, when was the last time you checked how it’s working? Just about every day I find websites that never load or are simply so slow I lose interest. You need to check out your website every day and whenever you can, check it out on another computer. One of the attendees at a workshop a few years ago told me everybody in his office is set up to land on a different page of the website every time they turn on their computer. It's a brilliant idea and in this case they have six pairs of eyes checking six different pages/actions to make sure things are working right. When checking your website, if nothing else, pay attention to the following: Load Time: I know you like the music and ego-driving introductions, but don’t get carried away. If it doesn’t load fast you’ll lose your potential client anyway. Image Quality: I’m amazed to see how many photographers simply load in images to fill up space. If it’s not your very best work, don’t put it on your site. If you wouldn't buy the image yourself, then it's not your very best work! Diversity: You never know who’s going to look at your site. Display images showing your full potential and include a good variety of specialties, but make sure there's a logical connection between your galleries. You have to stay focused on your target audience. For example: wedding, family and kids all go together. But a photographer with a strong interest in showing commercial work might lose the chance if a potential buyer from an ad agency wandered into the wedding section of the site. Contact Information: Give people a way to respond and talk to you live. You’re in a service driven business and nobody has confidence in an email contact system by itself. Let people call you! Images: If a picture’s worth a thousand words, then give people images, NOT copy. Check out websites by those icons in the industry you admire the most. They're showing great images not killing you with paragraph after paragraph about their style, their interests, etc. There's a ton of information out there about making your website more effective. I'll be the first to admit, it's hard to practice what I preach sometimes, but at the same time, a great website should always be viewed as work in progress. That old expression of "If it ain't broke, don't fix it!" Well, I think it was Tom Peters who said, it should be "If it ain't broke you haven't looked hard enough!"</p> Illustration Credit: © Fantasista - Fotolia.com Every now and then an event comes along that serves to remind me just what it takes to be a great photographer. Yeah, it's about understanding the craft, creating great images, but there's also a very special ingredient, passion. While I write about the importance of passion on a pretty regular basis, I don't get to see it in action very often. Two nights ago, I had a front row seat. Our son, Michael was getting married and good buddies, Brent and Teri Ann Watkins of Sylvart Studios photographed the wedding in Ohio. We've all been friends since Brent I met in 2009 when we lived in Akron. Over the last four years I've gotten to know their style, love for the industry and so many of their different abilities, but watching them for an entire evening, working, was something totally new. I know from my own personality, I don't have the patience it takes to handle the chaos of a wedding. A "bull in a china shop" would be the best way to describe what it would be like hiring me to shoot a wedding, but here's what I witnessed first hand the other night. 1) Know your gear! Brent and Teri Ann were a well choreographed machine with back up gear, lighting, everything needed throughout the day and evening. Brent's thought process was simply invisible and he just naturally made the changes he needed to get the shots he wanted. Even a change of batteries never slowed him down in the eyes of his subjects. 2) Be pleasant! Okay, so this is so understated, but Brent and Teri Ann couldn't have been more fun to work with. Whatever anybody wanted they were there and always with a smile. There was no challenge that was too big to tackle. 3) Include the clergy. Right out of the blocks, Brent made it a point to talk with the officiant. "Hi, I'm Brent Watkins. I'll be photographing the ceremony, but I want to make sure I follow whatever rules you have." I've heard so many stories over the years about clergy who were hard to work with, but by being so supportive right in the beginning he made it clear he was there to simply capture the memories, not interfere in the process. 4) Let your images tell the story. We had a chance to look at many of the images, which early on Brent and Teri Ann had set up on a monitor playing during the reception. From details to scene setters to those core standard images, I was blown away by how they never missed a beat. I can't wait to see the finished album, because they truly were the bride and groom's eyes and even hearts for the evening. But the most impressive thing about the two of them in action is the way they work together as a couple. Obviously this wasn't "their first rodeo", but that doesn't change the fact that working with your spouse is no easy task. They really enjoy working together. There was no question they were a team with one goal, to exceed the client's expectations. Wayne Dyer is quoted as saying, "When you dance your purpose is not to get to a certain place on the floor. It's to enjoy each step along the way." Well, that's what I saw all evening long, watching Brent and Teri Ann in action. They weren't working together just to capture memories and create an album, but enjoying each step of the process and their passion for the craft was simply unstoppable. And that's what makes great photographers! If you're reading this for the first time then you missed a big typo with the post running twice, one on top of the other. A big thanks to Bob Coates for letting me know that I missed my number one rule - proof read what you write! LOL I always have something in the cue for a post, but this morning, while looking for some fun quotes, I ran across the Grand Daddy of them all.
"Life is short, live it. Love is rare, grab it. Anger is bad, dump it. Fear is awful, face it. Memories are sweet, cherish it.” Unknown There's absolutely nothing I can add to this quote. I know from my own challenges in life, every sentence hits home! It's the perfect quote for a Friday. So, here's wishing all of you a terrific weekend. A great time with family and friends and plenty of time to cherish memories. Here's a memory maker for me and yes I cherish it - the shot above was done by Michele Celentano at Summer Session a few weeks ago. note: quote found on Addicted2Success.com by Skip Cohen
I know many photographers see themselves as artists. We also know a picture is worth a thousand words. Unfortunately, too many photographers are incapable of basic communications and it seems to be an issue with young and old photographers alike. It’s one thing to have a typo here and there, but a completely different issue to simply not be able to express yourself when writing a letter, email or even a description of your business for a listing ad or brochure. In a quest to find a resource for so many of you I found a terrific site, Daily Writing Tips. Seriously, you can be creating the finest images of your life, but how sad if you can’t write a brochure or press release about your own work. And for those of you who would argue with me right now and say you don’t have the time, then at least consider a few of the following tips:
"There are a few standard times to make a new paragraph:
The bottom line is easy to figure out. Being a photographer isn’t just about creativity, it’s about communication and you’ve got to be able to communicate with the public. Often a client’s first impression of you will be something you’ve written leading up to your galleries or your the "About" section on your site. And last but not least, if you just won’t take the time to make yourself a better writer, start looking for people in your community who can give you a hand! And from Richard Peck: "Writing is communication, not self-expression. Nobody in this world wants to read your diary except your mother." Photo Credit: © Silvano Rebai - Fotolia.com by Skip Cohen
All of us have experienced it, the fear of failing: The fear of making the wrong choice, a bad decision and worrying about the consequences. There are even one-liners that instill that fear in photography… “If you screw up a portrait session you can always re-shoot it, but screw up a wedding and you need to leave town!” Well, here’s the reality of being a professional photographer. You’re going to make mistakes and some of them will be tough to deal with, but nothing is forever and there’s nothing you won’t learn from. Everybody has a story to tell about not backing up their data, missing an appointment, not having the right lens or equipment failures or simply taking on an assignment that was beyond their skill set. The trick to being a great photographer is staying calm, making as few mistakes as possible and when you do have a challenge, learning from your mistakes and utilizing your network. The worst thing you can do is withdraw and punish yourself for missing the signs that said you were headed in the wrong direction. If I’ve learned nothing else in life it’s a simple one liner about everything always working out for the better. I’ve seen it proven over and over again. So, wake up every day ready to take on the challenges of being a great artist. Learn everything you possibly can to strengthen your skill set and most important of all, in the words of Coleman Hawkins, a jazz musician remember: “If you don’t make mistakes, you aren’t really trying.” Photo Credit: © olly - Fotolia.com by Skip Cohen
A few years ago my wife got me into WalkTheTalk. (www.walkthetalk.com) They’re short reads with a point, that in the past I would have misjudged, thinking there wasn’t much to get out of these little motivational books. How wrong I was! Last night I was reading “The Power of 10%” and the subtitle says it all, How small changes can make a big difference. Just think about the impact a 10% change would make on different aspects of your business. Most of us tend to do the same thing. We’re not moved to do anything in 10% increments. We don’t even consider a 10% discount on a sale at most retail stores and we tend to apply that same lack of enthusiasm in our “outgoing” efforts as well. Now think about what 10% could do in your business. What if you set a goal to contact 10% more potential clients through direct mail and social media? What if next year you were going to attend 10% more workshops to improve your skill set? How about the decision to contact 10% more businesses in your community each week in order to make sure everybody knows there’s a great photographer in town…YOU! You don’t need to reinvent yourself and do the full home makeover to see dramatic changes in your business. Just focus on small steps, one at a time and in the process you’ll see big results. There’s a great quote in the book from Vincent Van Gogh: Great things are not done by impulse, but by a series of small things brought together! Illustration Credit: © vector_master - Fotolia.com by Skip Cohen Over the years I’ve written a lot about the importance of integrity in business. In fact, one of my favorite posts was written by my soon to be 91, Dad. He still does business on a handshake, as do I and dozens of good friends in this industry. Your word has to be your bond. Your handshake on any agreement is more than just a promise to somebody, it says you understand them, you support them and you intend to watch their back. It’s all about the relationship. Well, every now and then a situation comes along that fools so many of us. We miss seeing the wolf in sheep’s clothing. I've seen a few situations like this in the last few years. It seems like they're happening more often, but the truth is, I don't think they are. It's just that the world is getting smaller and with social media we hear more and we hear it faster! So this morning's post is dedicated to the long list of vendors I see from overseas who keep trying to gain a foothold in the US market. They seem to love the spam approach and like many of you I get my daily dose of developers from India, albums and frames from China and let's not forget the literary geniuses who can't write a decent paragraph, but think they're entitled to a guest post spot on this blog. While the following points are suggestions for companies outside the US - think of them as they apply to your own target audience. Ethics in marketing are universal! 1) The US market is unique. It is NOT like your country. Americans are NOT waiting for you to appear on the scene. I remember arguments with the crew in Sweden years ago…they always thought Americans loved Hasselblad so much that they could take price increase after price increase and nobody would care. American’s base their decisions on price, value and need – they rarely wait for any new product for very long. 2) Listen to the market. You’ll have a hard time doing business from your country, which means you have to hire somebody to be your US agent. Building a relationship with them means listening to their suggestions. Let them run this market. 3) Policies in your country in regards to deliveries, payment terms and customer service will not necessarily work in the US. You need to adapt to the standards of this market. In my early Polaroid days I spent almost three years overseas as the International Consumer Services Manager. It took me a long time to understand so many of our policies didn’t work in other countries and in fact, often were illegal. 4) Your success in the US market will be built on relationships and trust. People won’t develop a trust for your products if they don’t feel a bond with the company. 5) Do NOT try and manage your business from the other side of the globe. Language barriers, social differences and just the time difference alone make it difficult. We may be living in the global age and Skype is free, but that doesn’t mean a customer upset about a mistake in their order is going to be able to communicate with your staff. Here’s a great example – we’re all fed up with dealing with customer service support in foreign countries. I recently shredded my Airtran Visa because it took eight different phone calls to Barclay Bank and an incompetent staff in the Philippines. We have so many choices in this country and the best example of any company’s abilities is in the integrity of their management team. If you can’t trust the managers behind the product, then sooner or later you won’t be able to trust the product, customer service, the billing process and the list goes on and on. So, to you boneheads who insist on sending me weekly emails without an option to opt-out...you've been put into my spam filter and until you at least understand America is not the pot of gold at the end of the rainbow, you'll continue to get the cold shoulder from all of us! by Scott Bourne
One of the most powerful methods working photographers can use to get new business is the referral. In these days of social networking, transparency, etc., people rely more and more on their friends' opinions when it comes to selecting a vendor. How can you get referrals? Just ask. But it's HOW you ask that counts. You can beg, plead, borrow or steal. That doesn't end up delivering the result you want. You want enthusiastic referrals based on your performance. Words matter as does presentation. Accordingly, I submit one of the ways you might ask for referrals. A sign, carefully positioned in your place of business, with the following words, or something similar will do the trick. "Our studio is both sustained and honored by your referral of family and friends. Thank you." This approach is low-key and puts you in the best light for clients who would be inclined to refer others to you. Feel free to modify this as you see fit for your particular circumstances. Illustration Credit: © iQoncept - Fotolia.com Yesterday's post sparked some comments and got a few of you thinking about the journey you're on. Well, I wanted to stay with the same theme, perfect for a Sunday morning. If you love doing something, then like Nike's slogan, just do it! It couldn't be more simple to understand and of all people Bob Dylan might have said it best: A man is a success if he gets up in the morning and gets to bed at night, and in between he does what he wants to do. For me it needs a slight modification..."does what he loves to do." Sunday Morning Reflections are simply just that - a chance for me to make a point in as few words as possible! It's a long weekend and most of you are off tomorrow. Enjoy your family, friends and just kick back for the rest of the weekend. Happy Sunday, everybody! Photo: Google, www.last.fm |
Our Partners"Why?"Check out "Why?" one of the most popular features on the SCU Blog. It's a very simple concept - one image, one artist and one short sound bite. Each artist shares what makes the image one of their most favorite. We're over 100 artists featured since the project started. Click on the link above and you can scroll through all of the episodes to date.
Categories
All
|