“It’s income tax time again, Americans: time to gather up those receipts, get out those tax forms,
sharpen up that pencil, and stab yourself in the aorta.”
Dave Barry

by Skip Cohen

​It's Hump Day, and while it might be considered by most to be the slow season in photography, it's not the slow season for the operating side of your business. NOW is the time to start the scavenger hunt for everything you spent money on in 2024. DON'T WAIT UNTIL THE LAST MINUTE!

I'm always amazed at how many small business owners, especially photographers, don't take the time to review all the costs involved in running their business. I am not an accountant, but here's a list of things you should review so you don't miss anything when you're doing your taxes!

No matter how brilliant your mind or strategy,
if you're playing a solo game, you'll always lose out to a team!
​Reid Hoffman

by Skip Cohen

​I've written a lot over the years about partnerships, but there are still so many of you who believe marketing is a DIY sport. You insist on flying solo, believing it gives you maximum control over success. Sadly, being a "one-man band" limits your reach, creativity, success, and often reaction time.

Partnerships give you an edge because you can draw from each other's creativity, databases, brand awareness, and skill set. Plus, each partner becomes an ambassador for the different companies involved. You're pooling your resources and expanding your reach dramatically; and in the process, either saving money or increasing your exposure to levels unaffordable as a solo act.

Here's a list of potential partners that I've shared in previous posts over the years:

Boudoir Photographers: Get together with a lingerie boutique and a spa, makeup artist, or salon. Also, because a beautiful boudoir image is very often intended to be a gift with a little romance attached, an intimate restaurant in your community might also be a great partner.

Pet Photographers: Talk with the manager at your local supermarket or pet shop to find out who the rep is for some of the big-brand pet foods. You've also got animal shelters, pet boutiques, veterinarians, and doggy daycare facilities.

Children's Photographers: Toy stores, summer camps, playgrounds, kids' clothing boutiques, and restaurants geared toward kids make great partners. You might even find a pediatrician or pediatric dentist interested in getting involved with something creative.

Family Photographers: You're looking for any company that targets families. Family restaurants, decorators, parks, and special events targeting families all have potential. Years ago, on a Hasselblad program in Cleveland, a photographer told me about a landscaper who built him a backyard shooting area in exchange for promoting their services. The logic was that anybody who was paying for a family sitting more than likely had an interest/need in landscaping.

Commercial Photographers: This one's a little more challenging, but think about what a client is looking for. This doesn't work if you're targeting Fortune 500 companies. However, a program to target small business owners in a community could tie in a local magazine/publication, a printer, and a courier service, for example. The promotional offer might target people who need a new headshot.

Wedding Photographers: Wedding photographers are always the easiest because there are so many different business entities involved: florists, wedding planners, bakeries, salons, bridal shops, limo companies, musicians, tux shops, travel agents, venues, and the list goes on and on.

Last on the list for every specialty - don't forget other photographers! There's only so much time in a week for you to shoot. Bringing in competitors who compliment your style helps build strength and brand recognition in the category. Sooner or later, you're going to send another photographer a referral, so why not build the relationship now?

Right now, everyone is dealing with the same challenges - trying to wrap up as much business as possible before the year ends. With the holidays and the spirit of seasonality, it's the perfect time to start planting seeds for 2025 and consider some strategic partners to grow your business and in turn, success!

The strength of the team is each individual member. The strength of each member is the team.
Phil Jackson

Greatness happens when the person with the wild imagination
collaborates with the person who knows how to get things done.
Unknown Author

Today's post is out of the SCU archives. I'm sharing it, not because I didn't want to write something new today, but because the topic seems even more relevant. As the industry changes, it's taking more and more creativity to make your work stand out. Yet the basics for success NEVER change.
​

by Skip Cohen
​
A few times over the years, I've referred to myself as one of the luckiest guys in the industry. One example is having the privilege of working with all four of the icons above. Don Blair and I wrote our first book together. I have dozens of Monte stories from so many different workshops and programs. Avedon made me lunch once in the flat above his studio, and Scavullo's dog tried to take a piece out of my leg on a couple of different visits.

I chose these four because I had the privilege of spending time with them, and there are so many of you who never got to see them in action. There are so many other artists for each of us to remember, along with contemporary icons active in the industry right now.  The common denominators between all of them are the traits below.

Kicking off the last quarter of the year, it's the perfect time for all of us to remember the ingredients that made those four above iconic, along with the traits of so many younger contemporary artists we admire today.

Image Quality:  They NEVER compromise on the quality of an image. Exposure, composition, expression and impact are as consistent as the sun coming up every morning. 

Lifestyle Quality:  They maintain a lifestyle of giving back and a strong sense of family and friendships. They have integrity, they have poise and they follow through on their promises.  They also surround themselves with people with similar commitments.

Loyalty:  Whether it's to the vendors they work with or their friends, their loyalty is rarely questioned.  Everyone watches each others backs and the mutual respect and admiration, at least from my perspective, is pretty much unmatched in comparison to most other industries.

Humor:  They don't take themselves too seriously. Think about any program you've attended that you loved and learned something - I'm willing to bet you laughed...a lot.  Today's photography icons are comfortable with admitting when they do something stupid, have fun with a client or completely screw up a job and live to tell about it.

Humility: Not everyone has it, but even those few we might consider a little arrogant - if they knew how they were being perceived they'd be upset and ready to work on a different persona.  So, I'm not sure if the quality I'm trying to describe is humility or a willingness to listen, but they've got it.

Confidence:  They believe in their abilities, their willingness to learn new skills and they understand their camera gear and photography cold - there's no second guessing and no "chimping."  Even when they talk about a new idea or technology, you'll pick up a unique tone in their voice, almost as if they've been shooting that way for years.

Diverse Skills: It goes with confidence, but there's nothing they can't shoot.  We might know them as a portrait photographer and then we'll see work that's fine art, landscape or architectural - they refuse to be type-cast into any one skill set. They may have a signature specialty, but none of them are one-trick ponies. They're always experimenting with new technologies and growing their skillset. 

Passion: It's the last word on the list, but it drives everything they do!  It's not just about photography, but about life in general - they simply never stop loving the craft, their lives, their friends, families - you name it and passion is what drives them to succeed.

Here's the bottom line - how do you stack up against the ingredients? Or more importantly, how do your customers feel you stack up?

Happy Hump Day!

Life is short, break the rules. Forgive quickly, kiss slowly.
Love truly. Laugh uncontrollably and never regret anything that makes you smile.
Mark Twain

by Skip Cohen

Ever get sad news that pushed you into a period of reflection?

Here's the short backstory: A friend from high school, Art Healan, passed away this week, and while it was a surprise to us, news like this is coming more frequently as we get older. Art sent me an IM on Facebook wishing me a Happy Birthday back in May. Getting the email this morning about his passing hit me hard.

When I lived in Ohio, Art and I would catch up for lunch now and then. He was a great guy—easygoing—and we kept in touch sporadically over the years. 

Thinking about being surprised that Art had passed away got me thinking about the challenges we all face in living life to its fullest. I went searching for a few great quotes to share. 

There'll be two dates on your tombstone and all your friends will read 'em,
​but all that's gonna matter is that little dash between 'em!
Kevin Welch

Here's my point, life is simply too short and none of us can stop time. But as you get older, time seems to go by faster and faster. If you're unhappy with some aspect of your life, then start working to change it. Whatever dreams you have, figure out what you need to do to turn them into reality.

And to Art -  You will be missed buddy...we didn't keep in touch that often but thanks to social media, we kept the friendship going for a whole lot of years. "You have left some wonderful memories that will never fade from my heart."

by Skip Cohen

This is that strange time of year when it's quiet from the consumer side of life and in limbo for many small business owners. It's the perfect time to hit the reset button and clear your head. But before you kick back it's also time to tie up loose ends from 2023 and do a little prep work for the new year. 

From loose ends to preparing for the year ahead, here are some quick ideas:

• IUSA: If you're headed to IUSA at the end of this month, NOW is the time to think about meals. Everyone's schedule fills up very fast once they're in show mode. So, think about who you want to catch up with at the convention and start making plans for breakfasts, lunches, and dinners. Remember. NEVER EAT A MEAL ALONE! Grabbing a meal together is the perfect way to catch up with old friends, associates, and vendors. 
• Cleaning up 2023: It's not a perfect world, and shi** happens. If you've got orders and promises that weren't completed in time for the holidays - don't let them sit beyond today. And don't be afraid to contact an upset customer with a solution to whatever the dilemma. If you're stuck for an opening line on a phone call, try this: "I can't blame you for being upset. Well, the buck stops here; how can I help?" The key is establishing empathy right at the beginning of the conversation.
• Partnerships take time to develop. While things are relatively quiet, are there companies you'd like to work with on the local level for the new year? From florists to caterers to event planners - this is the time to plant a few seeds for projects and corss-promotions in the new year.
• How's your skillset? What do you need to expand your business and keep building your reputation as the best in the community? What courses are you signed up for at IUSA or other conferences coming up?
• Need more gear? Now is a great time to pick up new gear, but take your time thinking you need the latest model of whatever it is you're looking to buy. While sometimes the latest models of cameras, lenses, printers, etc., have significant improvements, the changes are often just marketing, not technology. Just take your time.​

Here's my point - yes, we're at the start of the "slow season," but that doesn't mean it's slow for you as a business owner. This time of year is always a balance between things you need to do ASAP to wrap up last year and the need to kick back for a few days and clear your head. As I wrote recently, now is the time to do a little dreaming...with your eyes open.

by Skip Cohen

It's "Hump Day," and I do my best to keep it relatively short but still relevant. The "why" we do things is at the top of my mind this morning.

As a photographer, your target audience doesn't care what awards you've won, what gear you have, or how your grandfather gave you your first camera. All they want to know is "why" you love being a photographer and if you can be trusted to capture the kinds of images they want. 

Too many of you write your bios, forgetting about your audience. When it's time to open your heart, you submerse yourself in meaningless factoids about your skills. If they're reading your bio, they're already interested in getting to know you better - don't bury them in your list of print competition awards, gear details, and the history of your business. Tell they why you love imaging. Share why your clients trust you to capture what's in their hearts.

It's the "why" that makes us all more interesting. It's the "why" that makes my story different from yours. It's the "why" that takes millions of stories from people worldwide and gives them color, emotion, and commitment.  

In terms of my "why" - I simply love photography and the business of helping more people understand its importance. I love working with so many of you to help you see your potential, and in turn, you help me see mine. I feel a special rush walking into any photography convention, conference, or trade show.

And it's not just conferences and conventions - In a few minutes, I need to head up to Clearwater (near Tampa) to catch up to a whole bunch of great friends on Scott Kelby's The Grid. Eddie Tapp is in town and a guest, along with Larry T. (founder/inventor of Platypod), Larry Becker, Judy Host, and the whole Kelby Media team. It's that energy of being together with great friends that confirms I love this industry.

Stop worrying about "what" you do and start sharing with people "why" you do it. The "what" is from your left brain and a series of cut-and-dry statements; the "why" is the right brain and is all about your personality, passion, and emotion. Plus, your "why" is unique, while your "what" is often the same as everybody else's.

Happy Hump Day!

by Skip Cohen

​Last year, right about this same time, I was running a series called "Sound Advice." Looking back through my archives, I ran across this post on diversity in your skill set. It's only a four-minute sound bite, but it's relevant to so many of you.

I'm hoping most of you are starting to fulfill holiday orders – but that doesn't mean you can't still think about your immediate future from a "what if?" perspective. When business is bad, life becomes a lifeboat drill. We examine all our costs, procedures, etc. Often, the things we change and cut back on are issues that should have been addressed long before the crisis.
 
So, think back to the height of the pandemic – when events were all canceled, people were paranoid about virtually everything – and we all hunkered down. Now, think about your plans if another crisis were to happen, even the most local event that forced you to change your business model.

Do you have the skill set to tackle something else, or are you strictly a one trick pony? What's your backup plan?

It's a short sound bite from last year, and while references to 2022 aren't valid, the concept of diversity couldn't be more important and worth considering. With IUSA coming up in January and more conferences and workshops on the horizon, whether LIVE or online, what will you do to expand your skill set?

by Skip Cohen
​
Hump Day thoughts are short ideas to help raise the bar on your success, especially during this upcoming holiday season.

Most of you, at one time or another, have been involved in a brainstorming exercise. Most often for me, it happened in marketing meetings in my Polaroid days and later at Hasselblad USA. The whole idea is based on a small group of people doing a brain dump of ideas/solutions related to some aspect of business. 

There were no rules - just talking slow enough for somebody to write down the ideas - back then on a whiteboard. There was no such thing as a bad idea. The fun began once the ideas were compiled - how to enhance, combine, or boil them down into an actionable program.

Here's my point - if you're stuck for promotional ideas for this holiday season or ways to kick off the new year, take the time and start writing down ideas. Don't think anything through initially - just write them down. Give yourself an hour or two in an environment without interruptions. 

And if you need a little help, bring in a family member, associate, or friend who knows a little about your business. You might be surprised by what comes out of a bit of brainstorming! All it takes is one idea to grow into something to impact your business.

Two heads are definitely better than one and by brainstorming as a team and sourcing ideas from each other,
you have a better chance of coming up with a strategy
that will allow your business to overcome a setback or challenge.
Richard Branson

by Skip Cohen
​
​Over the years, I've written and talked a lot about establishing a networking luncheon meeting in your community. It's the perfect way to build relationships with other vendors and, in turn, create more business. This is relationship building at its very best.

Let's use a wedding photographer as an example, simply because it's so easy to understand the other vendors.

• Find a small restaurant with a private room and an inexpensive luncheon menu. It's nothing fancy, just a good space for privacy and a lunch at $10-20. We're not out to set a culinary standard; just have lunch.
• Invite vendors in the community who share the same target audience. Who you invite is up to you, but think about the power around the table if suddenly you get to know a baker or two, travel agent, bridal salon, wedding planner, florist, spa, salon, tux shop, music promoter, limo service, etc. And remember venues and caterers. Over time and building the relationship, you might even get a venue or caterer to provide lunch. 
• Everybody pays for their own lunch. You can work it out in advance with the restaurant so you're covered on the final check.  
• The agenda is simple – introduce yourself and thank them for coming. Then, go around the room and let everybody take 3-5 minutes to introduce themselves and their products/services.
• State your purpose – by getting to know each other, there might be opportunities to work together, share the cost of direct mail campaigns, cross-promotions at holiday time, or sponsorship of something in the community. 

​
All of you have the same target audience: bridal clients. Getting to know each other and building relationships is vital to building your brand and, in turn, a more robust business.

Speaking of relationship-building - pick up a copy of Scott Stratten's book Unmarketing. It's an easy read and outstanding for planting the seeds of ideas to help you build a stronger business. The subtitle says it all... "Stop Marketing, Start Engaging."

Nothing will help build a stronger business better than relationship building. And as I've written in the past, partnerships also reduce your cost and expand your reach. A networking luncheon, pulled together by you, supports the leadership position you want to establish and is almost unlimited in the potential for new ideas to work together in your community.

​Happy Hump Day!

by Skip Cohen
​
It's Hump Day, and here's a suggestion to keep in mind as you put together future promotions. I've heard so many stories from photographers over the years who put together what they considered a great promotion, but it failed with minimal response. Most often, it was because the perceived value of the promotion wasn't as strong as they thought it would be. Whatever you offer, it has to have VALUE.
 
Value-added marketing is defined as delivering more than your customers are expecting through content and experiences. https://blog.duda.co/

For example, if you've put together a promotion for free goods when a specific service or product is purchased, you've got to make sure your target audience understands the true value of the promotion. We all know when a company pitches us for something they're giving away that has a $299 retail value, you can buy the product for half that through regular retail.

Years ago, my daughter, as a fifth grader, wound up on a kid's TV gameshow and won $2000 in prizes, which were taxable at that amount. But the real value was, at best, around $800! It didn't change the fun or the value of the experience, but it does make a point about value.

Your challenge is to establish promotional value that exceeds customer expectations. They need to understand the offer, what the product or service does, and how it fulfills a need they have. This is why I love cross-promotions between non-competing companies.

A promotion between a wedding photographer and a florist, for example, both have products the client needs. They also have money to spend with both companies. Last but not least, the consumer understands both the florist's and photographer's product line and has a need for both.

Hey, it's Hump Day, and these posts are always meant to be short and easy to think about - and if you're stuck for promotional ideas, you know where to find me if I can help.

Happy Hump Day!

by Skip Cohen

​We've all grown up knowing the importance of a good breakfast, but we rarely think about feeding our minds daily. Sheila and I have a couple of motivational books we read each morning. And yes, we read these short pieces out loud to each other and talk about what we just read. While to some of you, it might seem a little hokey - it helps us both focus and know what we each have on our plate for the day ahead.

My reading this morning was perfect for this topic:

by Emily Silva, Sunrise Gratitude - Before you begin your day, take some time to plan the way you want your day to go. Allow your mind to focus on this intention and visualize how you can incorporate it today. See yourself as you want to act, respond, and communicate. As your day progresses, remind yourself of your intention. An intention can be a guidepost for each day. If you feel off course, remember your vision and act, respond, or communicate from the guidepost.
 
Happy Hump Day!

by Skip Cohen

​Sheila and I share a motivational reading every morning, and I cracked up when today, Hump Day, the reading referenced camels!

Out in the desert, a camel can sustain itself without food or water for weeks. To survive, it stores up energy for the harsh environment. A camel's ability to conserve energy and water helps it make journeys and sometimes carry heavy loads. This is a reminder that we all have inner resources. If we tap into our intuition, we can make difficult decisions, heal, and thrive. Even when we are going through something hard, what we need is available to us. - Emily Silva, Sunrise Gratitude

It's a straightforward point today and a reminder I wanted to share. We all have challenges to deal with, but so often, we forget to take the time, slow down, and think through a solution. We tend to panic first and act later after forgetting everything we've learned over the years.

We also forget to pull in the key people at the core of our network, or we go to the other extreme and pull them in immediately when the solution to whatever the problem was right there in our intuition all along. So the next time you run into the wall - take a timeout. Kick back a little and think through the challenge first. 

​Most important of all, don't give up.

Happy Hump Day!

The fool speaks, the wise man listens.
Ethiopian proverb

by Skip Cohen

Hump Day thoughts are short reminders to help you build a more substantial business. And as I've written previously, I love the camel shot for the header each week. So, until I run out of things to suggest, welcome to Hump Day.

We live in a rushed instant fulfillment world, and so often, even in a simple conversation, people aren't really listening because they're already thinking about what they want to say next. We often draw the wrong conclusions simply because we heard what somebody said but didn't really listen.

Going back to my Polaroid days, I wrote some pretty good promotional programs for the photo specialty dealers, which was my channel of responsibility. But honestly, I didn't come up with the ideas; the camera stores and Polaroid salesman did! 

All I had to do was talk to a salesman and ask, "If we doubled your sales quota for next year, what would you need to make your number?" And with retailers, the same kind of question, "If you were going to double your Polaroid sales for next year, what would you need from us?"

Then I'd kick back and listen to the responses - they had all the answers. From extended billing terms to advertising to better in-store displays...the list went on and on. Not everything was doable, but that didn't change the collection of great ideas I was pulling together.

Here's the bottom line...You've got two ears and one mouth - so listen twice as much as you talk!

I found the piece below about listening skills - we all need a reminder now and then. All the answers you need to build a stronger business are all out there - you just need to listen!

​Happy Hump Day!

Service to others is the rent you pay for your room here on earth!
Muhammad Ali

by Skip Cohen

​It's Hump Day, the middle of the week for some of us, and just another day for event artists working the weekends. But, this is a great time for short posts planting a few idea seeds to help you grow your business and elevate your brand. Besides - the camel shot is still one of my favorites!

If you're not involved in your community, you're missing one of the best ways to expand your reach. You need to give back and be perceived as more than just another retailer. And, if you do it right, it's a great way to build more relationships and get people to know you.

What good is working hard to create the finest images of your career if nobody knows who you are?

• Look for nonprofit organizations that are aligned with the causes you believe in.
• Getting involved can be done with or without a camera in your hand. Your goal is to get your name out in the community.
• Use your "real estate" in social media to write about events sponsored by your chosen nonprofit. So on Facebook and your blog, for example, share stories about the organization you're working with, and include images from various fund-raisers they're doing.

​
And for those who like to say, "Our community doesn't have much going on," take another look. Every community has something. Sometimes your most rewarding involvement will be with the smallest nonprofits. If you're still stuck, check out senior centers, programs for veterans, high school art programs, adult education centers, pet adoption centers, and local hospitals, just to name a few.

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

by Skip Cohen

Because I love the illustration from Adobe Stock above, and it makes me smile, I'm going to stay with doing a "Hump Day" feature. It's too much fun not too! I'll do my best to keep it light and continue this series of quick thoughts to help you through the back half of the week and build a stronger business.

Years ago, I did a podcast with Matthew Jordan Smith as my guest, and we talked a lot about special projects.
Special projects help you stay focused on your creativity. This is especially important when your bread-and-butter business isn't as glamorous as you had hoped. A unique project allows you to be in complete control and can be virtually anything you decide to capture.

And you never know when a special project can become something bigger than you planned. Special projects can become exhibits, gallery shows, books, and even new businesses. For example, Matthew's book Future American President was based on an idea that was part of his life for at least three years before publication.

Most important of all is a special project helps to keep your sanity! Special projects help you stay focused on your passion for the craft beyond whatever pays the bills. When did you last shoot for your most important client - yourself? So often, what might have started as a just-for-the-fun-of-it idea evolves into something more focused and substantial.

Well, it's Hump Day, and the rest of this week is perfect for finding yourself a special project involving your skillset, camera, and unbridled creativity.

Perfection is an illusion.
If we keep waiting for the stars to align, we will reach the end of our lives regretting that we never tried.
Stop the waiting game and take action toward the change you want.
Emily Silva

by Skip Cohen

​It's Wednesday, hump day, and If you think about it, there really is no middle of the workweek any longer. The expression started in the 50s when Saturday was a coast day, and no businesses were open on Sunday. Today most retailers run seven days a week. Plus, if you're a wedding and event photographer working Friday - Sunday, there is no "coasting" into the weekend.

Still, and probably just because I love the illustration above from Adobe Stock - I'm going to keep it light and start a series of quick thoughts to hopefully help you through the back half of the week.

After making a big change in their life, we've all heard people comment, "I wish I had done it years ago!" Change doesn't come easy for most of us, and big changes are always slow, depending on the risk involved. In business, especially, there's a lot to consider.

But the challenge so many of us have is finally taking that leap of faith to make a change. Whether it's big or small, we procrastinate too much through the process. The point is, we're looking for perfection - exactly the right change.

One of my most favorite quotes is thanks to Zig Ziglar:

There's my point - stop chasing perfection, but don't slow down on continuing to set high goals. Whether it's running your business, working with clients, raising the bar on your skill set, or simply recognizing what it takes to make you smile every day - all you can do is your best. And if there's something slowing you down then just like a garden - it might be time to do a little pruning!

Happy Hump Day!

What fools call wasting time is most often the best investment.
Nassim Taleb

by Skip Cohen

​It's "Hump Day," and for whatever reason, I wandered into cyberspace to check out when the expression got started. Here's what Google gave me:

Wednesday first came to be known as hump day since at least the 1950s. The expression figures Wednesday, the middle of the workweek, as the hump people get over to coast into the weekend. Throughout the 20th century, Wednesday was especially referred to as hump day in an effort to liven up the drudgery of the workweek.

If you think about it, there's no middle of the workweek any longer. In the 50s, Saturday was a coast day, and no businesses were open on Sunday. Today most retailers run seven days a week. Plus, if you're a wedding and event photographer working Friday - Sunday, there is no "coasting" into the weekend.

But here's how I use "Hump Day:" I have several ongoing projects. On Wednesdays, I like to waste time. "First and second Tuesdays" (see my previous post) are always a little insane. By Wednesday, I want to look at what I've done and what I have coming up, and I'll often take time to kick back a little to think through my game plan. I review my calendar, check out any deadlines I have coming up, and then do some of the prep work for specific things I'm working on. It's a day to reflect a little and then ramp up for things I want to complete by Friday's end.

We all should have our routines, but sadly, for those of you just starting out, it's natural to be reactionary. You're trying to be all things to everybody. You'll eventually lose focus, and that's when something gets missed. It took me a lot of years to recognize my own limitations versus my available time. I had no choice but work to get a little more organized.

Learn from my mistakes so that you can make new ones of your own. Establish a few standard routines you do each day that involve various aspects of your business. And while marketing is a category that needs to be ongoing all the time - remember, your greatest marketing tool is relationship building. Make sure you have time allotted for customer contacts and building a brand that demonstrates your accessibility and passion for the craft.