 At the end it’s not about what you have or even what you’ve accomplished. It’s about who you’ve lifted up, who you’ve made better. It’s about what you’ve given back. Denzel Washington  by Skip Cohen
In any business today, you need to stay focused on everything you can do to break through the noise and chaos in everyone's lives. One of the best ways to stay on your target audience's radar is to be involved in your community. Jay Conrad Levinson, better known as the father of Guerrilla Marketing, in a presentation I attended many years ago, listed "being involved in your community" as one of the top 100 things guerrilla marketers needed to do, and for a good reason. Simply put, people like to do business with companies they perceive as giving back. If you want your community to be good to you, you have to be good to your community. Spring seasonality is coming to a close next month, but that doesn't mean there aren't plenty of business opportunities all summer and right into year-end. But you need to keep being noticed as more than just a talented artist. You want to be perceived as somebody who gives back to the community. From local events to national nonprofits, every community has an organization that needs help! The best thing about help is that it can be defined in so many different ways—from financial support to your skills to just jumping in as a "worker-bee."
None of what I'm sharing today is a new topic to share on the SCU blog. No act of support is too small—the key is being involved. I'm not sure there's anything more rewarding or powerful in building your brand. You want to be recognized in your community as a person/company who believes in giving back and can walk the talk!
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 by Skip Cohen It's been a crazy week regarding special projects, eating up the clock, and finding time to post. It was so busy that I even missed my favorite day of the week...Throwback Thursday. I'm writing today as a reminder that we're down to the wire, and if you missed doing anything for the first "race in the trifecta," Mother's Day in the US this weekend, you've still got graduation and Father's Day over the next five weeks! Too many of you still consider active marketing something you only need to do when business is slow. You procrastinate and wait for your ship to come in, but when it does, you find yourself at the airport! I'm here to remind you that it's time to wake up and aggressively go after Spring Seasonality!  I use a lot of Adobe Stock photography, especially when trying to illustrate a point. So, I went to my download library and pulled four favorites from the archives. Each image makes a point. If you missed promoting your services and products for Mother's Day, crank up the volume and aggressively target family/graduate portraiture and Dad's for Father's Day. Based on the clock ticking down, I'd go after Father's Day, which is five weeks away. Think about it—most dads are missing an updated family portrait. Even more apparent is the target buyer—it's MOM! Women make 98% of the purchase decisions to hire a professional photographer in the portrait/social category. Plus, for most families with young children, Mom makes the choice regarding "What should we get Dad for Father's Day?"
Here's the bottom line today - This year has enormous potential, even in these bizarre times, and you're in a service minimally impacted by tariffs and politics. Don't miss the opportunity to finish the year feeling like the two kids below!    “Give them quality. That’s the best kind of advertising” Milton Hershey by Skip Cohen Ever think about the impression you make when a potential client walks through the door...of your website? A future client wandering through cyberspace is like shopping for your mother's birthday present. You know you need to get her something, but you don't know what. The solution is to wander through the stores in the mall looking for ideas. So many of you don't realize your website is one of those stores. In the United States, an estimated 273 million people, or about 80.4% of the population, shop online.This number is projected to increase to almost 289.91 million by 2027. (Google A.I.) When people come to your site, are they walking through Nordstroms, where everything is easy to find and nicely displayed, or is your site the equivalent of Macy's the day after Christmas? Your website needs to be an experience and have a look and feel that connects with the shopper. Fine-Tuning Your Website |
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*Quote by Janet Dailey
"Don't let the noise of others' opinions drown out your own inner voice!"
Steve Jobs
Steve Jobs
by Skip Cohen
While this is a Marketing Monday post about the business of imaging, Steve Jobs's quote is good advice for just about everyone I know in today's opinionated, polarized political environment. However, I'm staying on point and sharing ideas related to being a photographer, videographer, and small business owner.
Photography is an art form that family members and friends often misunderstand. They don't understand your passion. They assume you're going to starve in the process. They may never have seen your work and question whether or not you're good enough. They don't understand why you can't just go out and get a "real job"! Sound familiar?
On the old GoingPro podcasts, Scott Bourne and I talked a lot about surrounding yourself with people with positive attitudes. You need to block out the "Negators." It's not out of Greek mythology, but it should be. Negators are people who are so unhappy in their own lives; their only joy in life is screwing with yours!
The result is most often serious damage to your self-confidence. So, here are a few suggestions to help you stay focused (pun intended) and give you a little reinforcement. You know how to focus your camera, but do you know how to hold the focus on your career path and your business?
Most important of all...Listen to your heart. It sounds hokey, but you know what you feel inside. You know what your gut instinct is saying about your passion for being an artist. You know what's a good fit, but negativity will slow you down.
It's April, and the "busy season" is about to start picking up everywhere, in spite of everyone's fear of the unknown with the cost of living and the economy. But here's another way to look at all the challenges we're dealing with today—creating special memories with family and friends has become even more important. Nobody can take away great memories, and as an imaging artist, your skills in helping people capture them is even more valuable today.
You've got the best part of the year ahead of you. It's time to really dig into your journey. And if you need a little help from one of the industry's biggest cheerleaders - you know where to find me!
While this is a Marketing Monday post about the business of imaging, Steve Jobs's quote is good advice for just about everyone I know in today's opinionated, polarized political environment. However, I'm staying on point and sharing ideas related to being a photographer, videographer, and small business owner.
Photography is an art form that family members and friends often misunderstand. They don't understand your passion. They assume you're going to starve in the process. They may never have seen your work and question whether or not you're good enough. They don't understand why you can't just go out and get a "real job"! Sound familiar?
On the old GoingPro podcasts, Scott Bourne and I talked a lot about surrounding yourself with people with positive attitudes. You need to block out the "Negators." It's not out of Greek mythology, but it should be. Negators are people who are so unhappy in their own lives; their only joy in life is screwing with yours!
The result is most often serious damage to your self-confidence. So, here are a few suggestions to help you stay focused (pun intended) and give you a little reinforcement. You know how to focus your camera, but do you know how to hold the focus on your career path and your business?
- Surround yourself with positive people. While developing more positivity, it all starts by toning down the Negators in your life. Sooner or later, the Negators will hopefully come around, but for now, those people who are throwing up the roadblocks need to be kept on the sidelines. The only thing they're contributing to your life is stress!
- Look at old images. Go back and look at the images you captured early on in your career. It might have been a party you photographed, a landscape while on vacation, or maybe just a few shots of your kids. Now, compare them to where you are today. If you don't see a difference, you're in trouble, but most of you will see growth in the way you compose and expose today. As you get more experienced, there should be some serious changes seen in lighting, composition, depth of field, and your creativity.
- Roberto Valenzuela suggested a terrific tool for practicing the craft on a GoingPro podcast many years ago. He suggested you go back to the last wedding you photographed and look at all the bad images. "Look for what you missed and learn to understand why each image wasn't good!"
- Enter some images in print competition. This is a personal favorite. Whether you enter prints or not, at least attend the judging at the next convention, where it's open to the public. Listen to what the judges are saying about each print. Use their suggestions as guidance for your own work.
- Find yourself a supportive Facebook forum. There are so many groups within photography, and while you'll occasionally run across a troll who doesn't like the images you share, just remember, "Beauty is in the eyes of the checkbook holder!"
- Join your local chapter or guild of professional photographers. Sooner or later, everyone shares the same frustrations. A local chapter of other artists becomes a support group and an essential part of your network. There's a lot of good comfort in knowing your peers share some of the same concerns and frustrations.
- Don't respond to trolls! When you do step out into the public forums and get shot at by a troll, don't let yourself get caught up in the battle. Don't respond. They hide behind the anonymity of their computer screens. Your silence is far more effective at driving them mad!
Most important of all...Listen to your heart. It sounds hokey, but you know what you feel inside. You know what your gut instinct is saying about your passion for being an artist. You know what's a good fit, but negativity will slow you down.
It's April, and the "busy season" is about to start picking up everywhere, in spite of everyone's fear of the unknown with the cost of living and the economy. But here's another way to look at all the challenges we're dealing with today—creating special memories with family and friends has become even more important. Nobody can take away great memories, and as an imaging artist, your skills in helping people capture them is even more valuable today.
You've got the best part of the year ahead of you. It's time to really dig into your journey. And if you need a little help from one of the industry's biggest cheerleaders - you know where to find me!
“Even if you fall flat on your face, you’re still moving forward!”
Victor Kiam
“If you wait for all the lights to be green, you’ll never get started on your journey!”
Zig Ziglar
Victor Kiam
“If you wait for all the lights to be green, you’ll never get started on your journey!”
Zig Ziglar
by Skip Cohen
I started this series to help photographers overcome the chaos that prevents them from making their businesses a greater success. While some of you may think paying attention to your phone style is outdated, replaced by texting and emails, it's anything but obsolete. The art of conversation is desperately needed more than ever in business today.
How you handle yourself over the phone is at the top of the list of critical marketing tools. Even though email and texting drive the world, a live call is still one of the very best relationship-building techniques in business!
There was a time when "Ma Bell" used to teach classes on phone etiquette for business clients. I remember being sent to a workshop in my Customer Service days at Polaroid and thinking how stupid it was to suggest I didn't have the skill set to answer the phone. But it wasn't about answering the phone; it was about using the phone as a customer service tool.
At least once a week, I'm chasing a company to find an answer to a question. Comcast is one of the worst, but in all honesty, they're not alone. We live in a world of defaults and A.I. which rarely gets you to a live body.
Recently, it took me three transfers before I got the right department and an expert capable of answering my question at one of the most recognized companies in the world. Plus, my call was answered offshore, and only one of the four people I spoke with actually sounded sincere when empathizing with my complaint. By the time I got to the last person, I was so tired of being handed off. I was frustrated and rude, and it really wasn't the fault of the rep but the people who designed the response system of their company.
I started this series to help photographers overcome the chaos that prevents them from making their businesses a greater success. While some of you may think paying attention to your phone style is outdated, replaced by texting and emails, it's anything but obsolete. The art of conversation is desperately needed more than ever in business today.
How you handle yourself over the phone is at the top of the list of critical marketing tools. Even though email and texting drive the world, a live call is still one of the very best relationship-building techniques in business!
There was a time when "Ma Bell" used to teach classes on phone etiquette for business clients. I remember being sent to a workshop in my Customer Service days at Polaroid and thinking how stupid it was to suggest I didn't have the skill set to answer the phone. But it wasn't about answering the phone; it was about using the phone as a customer service tool.
At least once a week, I'm chasing a company to find an answer to a question. Comcast is one of the worst, but in all honesty, they're not alone. We live in a world of defaults and A.I. which rarely gets you to a live body.
Recently, it took me three transfers before I got the right department and an expert capable of answering my question at one of the most recognized companies in the world. Plus, my call was answered offshore, and only one of the four people I spoke with actually sounded sincere when empathizing with my complaint. By the time I got to the last person, I was so tired of being handed off. I was frustrated and rude, and it really wasn't the fault of the rep but the people who designed the response system of their company.
As seasonality starts to pick up again with Easter, Passover, Mother's Day, graduation, and Father's Day on the very near horizon, this is the perfect time to brush up on your phone style and bring a stronger sense of professionalism to your phone skills.
- How's your overall system of communicating with your clients? Don't rely on a contact form on your website that clients fill out and then click "Send." If a client is excited about your work, they want to talk to you, not fill out a form.
- Answer the call quickly, and if they leave a voicemail, return the call as fast as possible. When they do call, make sure your system is working right so you get the call or at least the message quickly. Make sure you call them back promptly because if you don't, one of your competitors will. It's only human nature to think something negative when you don't get a timely response.
- Pay attention! Don't take or make calls when you're in the middle of chaos. We all multi-task, but the key to a great phone conversation is being dedicated to listening more than talking. If you're in the middle of other things and can't give the person on the other end of the line dedicated time, then wait until you can.
- No matter what bizarre things are happening in your day, smile when talking to people on the phone. This is all about being cheerful and having a great attitude. You can tell when somebody is smiling on the other end of the line. Getting a phone call from a client is an opportunity for you to show your personality.
- Use your phone to play offense! With so many changes in the way we communicate today, it's becoming a lost art for people to use their phones for a conversation. When it comes to relationship building, talking directly to somebody is second only to a face-to-face conversation.
- Be proactive! Look over your database of clients and use the phone to keep in touch with those people most special to you. I'm a huge fan of texting and social media, including Facebook and email, but calling somebody you know and have worked with is still at the top of the charts, and you don't have to be intrusive. The other day, I was on an IM with a good friend, and after typing a few lines, I just picked up the phone and called him...my opening line was, "It's great to catch up to you on Facebook, but we've been friends too long for an IM...how are you?" We were both busy, and it wasn't a long call, but so great to actually talk to him rather than type!
- It's about what you say and how you say it. I wrote about this in a previous post, but when you have an upset customer, the best way to diffuse the situation is with a call that starts with, "I understand you're not happy with our service. Well, the buck stops here. What can I do to help?" You'll be amazed at the initial change in attitude just because you've established that you're there to listen, help, and resolve the challenge.
- If you have staff answering calls, give them the authority to make decisions. Most of you are small businesses and don't have the luxury of a large staff, but you may have 1-2 people who handle Customer Service. Train them and give them the authority to make decisions and be problem-solvers. It's great when there's a challenge to handle it quickly rather than return calls and add time to the resolution process.
"The greatest technology in the world hasn't replaced the ultimate relationship building tool
between a customer and a business...the human touch!"
Shep Hyken
between a customer and a business...the human touch!"
Shep Hyken
Looking for more great reminders on Customer Service overall? Check out Shep Hyken's blog. He's always sharing ideas on how to exceed client expectations!
Risk more than other's think is safe. Care more than others think is wise.
Dream more than others think is practical.
Expect more than others think is realistic.
Claude Bissell
Dream more than others think is practical.
Expect more than others think is realistic.
Claude Bissell
by Skip Cohen
It's Friday, and I've gotten into the routine of sharing my thoughts each week that's based on a great quote I've stumbled across. The quote above is a prime example, and it seems to be how I've aged into my life at this point, although I'm still work in progress.
The quote came out of Lou Mitchell's book on positive thinking. He went on to write some great advice:
Reflect on your current approach to life. Are you playing it safe and adhering to what others consider wise and practical? How can you start taking more risks, caring more deeply, dreaming bigger, and expecting greater outcomes --to live a life that genuinely excites and fulfills you?
Now, let's take that quote and apply it to the business of being a professional photographer and artist. Over the years, I've met so many photographers who play everything safe! To compare it to your skill set, it's the equivalent of always shooting at f8!
Years ago, I heard a great comment about growth..."Growth only happens outside your comfort zone." Well, nothing could be more true than the way too many of you run your business. What seems to happen is like a progressive disease.
It starts when you stop taking risks, even the smallest ones. Before you realize it, you've become a Master of Mediocrity, not caring about maximum quality. After all, you've convinced yourself that most consumers don't know the difference. Then your dreams slow down, and instead of imagining the future, you ponder what went wrong in the past. Last on the list, you've lowered your expectations because you're tired of being disappointed. The entire scenario becomes the ultimate negative self-fulfilling prophecy.
But here's the cool thing about all of this - nothing has to be forever. The power to change is all with you. Start by thinking back to the vision you had for your career. Next, what does it take to get back on track, or, is there a new track? What do you need to do? Last, put a date on your future...a timeline to grow your business and skill set to what you need to be more competitive live a more fulfilling life.
Everything will start to fall into place...just being in business today is a risk. So, risk, care, dream, and expect more! Stop living an f8 life because there's so much more when you shoot and live wide open!
Wishing everybody a great weekend!
It's Friday, and I've gotten into the routine of sharing my thoughts each week that's based on a great quote I've stumbled across. The quote above is a prime example, and it seems to be how I've aged into my life at this point, although I'm still work in progress.
The quote came out of Lou Mitchell's book on positive thinking. He went on to write some great advice:
Reflect on your current approach to life. Are you playing it safe and adhering to what others consider wise and practical? How can you start taking more risks, caring more deeply, dreaming bigger, and expecting greater outcomes --to live a life that genuinely excites and fulfills you?
Now, let's take that quote and apply it to the business of being a professional photographer and artist. Over the years, I've met so many photographers who play everything safe! To compare it to your skill set, it's the equivalent of always shooting at f8!
Years ago, I heard a great comment about growth..."Growth only happens outside your comfort zone." Well, nothing could be more true than the way too many of you run your business. What seems to happen is like a progressive disease.
It starts when you stop taking risks, even the smallest ones. Before you realize it, you've become a Master of Mediocrity, not caring about maximum quality. After all, you've convinced yourself that most consumers don't know the difference. Then your dreams slow down, and instead of imagining the future, you ponder what went wrong in the past. Last on the list, you've lowered your expectations because you're tired of being disappointed. The entire scenario becomes the ultimate negative self-fulfilling prophecy.
But here's the cool thing about all of this - nothing has to be forever. The power to change is all with you. Start by thinking back to the vision you had for your career. Next, what does it take to get back on track, or, is there a new track? What do you need to do? Last, put a date on your future...a timeline to grow your business and skill set to what you need to be more competitive live a more fulfilling life.
Everything will start to fall into place...just being in business today is a risk. So, risk, care, dream, and expect more! Stop living an f8 life because there's so much more when you shoot and live wide open!
Wishing everybody a great weekend!
by Skip Cohen
It's Marketing Monday, and we're also coming down to the wire, ending the "slow season." This is my tenth post in the Business Breakthrough series for this year. The concept is based on things you should be doing to help you break through all the noise your target audience is dealing with.
Regarding timing, just because incoming business is slow through the year's first quarter doesn't let you off the hook. Now is the time to prepare for spring seasonality and the year ahead.
Today, your Internet presence is the equivalent of a brick-and-mortar business just a few years ago. It's your storefront, and it's important to make a visit to your cyberspace real estate a memorable experience. Just like those stores people like to shop at most, they have a choice.
Although I've written a lot about your galleries over the years, it's a topic that I can't say enough about. Less is more - and you don't need to show every image you've captured - just the very best ones. The images you show in your galleries are important to "hooking" your clients into wanting to see more of you and then contacting you.
The goal is for your business to thrive, NOT just survive. Remember, the difference between "survive" and "thrive" is just a few letters combined with some well-placed energy!
It's Marketing Monday, and we're also coming down to the wire, ending the "slow season." This is my tenth post in the Business Breakthrough series for this year. The concept is based on things you should be doing to help you break through all the noise your target audience is dealing with.
Regarding timing, just because incoming business is slow through the year's first quarter doesn't let you off the hook. Now is the time to prepare for spring seasonality and the year ahead.
Today, your Internet presence is the equivalent of a brick-and-mortar business just a few years ago. It's your storefront, and it's important to make a visit to your cyberspace real estate a memorable experience. Just like those stores people like to shop at most, they have a choice.
Although I've written a lot about your galleries over the years, it's a topic that I can't say enough about. Less is more - and you don't need to show every image you've captured - just the very best ones. The images you show in your galleries are important to "hooking" your clients into wanting to see more of you and then contacting you.
The goal is for your business to thrive, NOT just survive. Remember, the difference between "survive" and "thrive" is just a few letters combined with some well-placed energy!
Cleaning Up the Images on Your Website
- NEVER put up an image that's less than your best! Every photograph needs to be a "wow" image, meaning it's so strong it's the only one you'd have to show to get hired.
- You don't need more than ten images in a category to demonstrate your skill set. (I did a website review for a photographer many years ago with 4000 images! Your galleries are about quality NOT quantity.)
- Wedding photographers - you don't need to break out a wedding in multiple categories. Everybody knows how a wedding unfolds.
- Show images that as a group tell a story.
- Demonstrate your skill set by showing different techniques.
- If you're going to show an entire wedding, then do it by showing actual album pages. This demonstrates your ability to tell a story.
- In most cases, if an image is over two years old get it off your site. Keep your images fresh.
- Keep your galleries in themes - for example: showing landscape shots because it's your passion together with children's portraits will only confuse your clients.
- Don't "biggy-size" your images - this isn't Burger King. Keeping images at an equivalent of 5x7 is plenty. Now and then somebody wants to give me images that fill my screen. It's distracting and most of the time won't show your work the way it deserves to be seen.
- Pay attention to where the fold hits your images.
- Give people click-on thumbnails, allowing them to see all the work your presenting in one category rather than just one image at a time.
- Don't repeat shots of the same people over and over again in non-wedding galleries. If you want people to consider you for seniors for example, you need to demonstrate your skills with more than just one model, and don't forget the guys!
- Make sure you can actually duplicate the techniques you show in your images. I've seen so many photographers who post images they captured while standing behind an instructor at a class. First, it's really not your shot. Second, you weren't the only person in the class, which means that other photographers have access to the same images and may be including them on the websites as well!
- ALWAYS make sure you have the rights to post each image - That means it's in your contract with the client or you have a signed model release.
- Test your site a few times a week on different browsers to make sure it's loading properly and looking the way it should.
A.I. Image from Adobe Stock by Skip Cohen
"Business Breakthroughs" are all about ideas to help you fine-tune your business. They're all about more ways to break through the chaos of reaching your target audience. And, since it's Marketing Monday, here's a checklist to help you raise the bar on customer service.
Too slow in your follow-ups? How's that working for you? Anyone who contacts you, whether they're a client, potential client, vendor, or associate, judges you on your response time, together with the accuracy of your response and your perceived sincerity.
Phone Calls: How quickly do you return a call to a client? Many years ago, Gene Ho, a wedding photographer in Myrtle Beach, told me how his system works in responding to clients. If he's on the road and unavailable, an assistant catches the message and texts Gene or gets back to the potential bride directly. Often, his studio has locked in the client before his competitors even open their emails.
Checking Your Email: Things really do get lost. Remember to check all your email boxes. Some of you not only have exclusive business email addresses but are also on Facebook, Instagram, Twitter (X), Pinterest, LinkedIn, etc. Messages can sit there for weeks with many of you. Also, don't forget the "other" box on Facebook messages. Plus, check your spam folders. Remember, people will always assume the worst when you don't reply promptly.
Email Templates on Your Website are meaningless if you don't check them regularly. Also, give people every possible way to contact you. I understand if you work out of your home and don't want to publish your address, but you can still give them an email address and phone number. What's most important is how quickly a potential client gets a response.
Customer Service Problems/Challenges: Do you resolve challenges quickly or let them drag out? The key to great customer service is to handle each problem as quickly as possible. It's so easy to build a strong reputation. When there's a problem, all you have to do is call the customer and say, "The buck stops here. How can I help?" Then, kick back and listen.
Appointments: Are you always early, just on time, or a few minutes late? There's a story I heard years ago about author Tom Peters. As the story goes, he was speaking to a room full of airline executives and arrived ten minutes late. They were aggravated that he wasn't on time. He stepped up to the microphone and said, "By all of your standards, this was an on-time arrival." Every client has to feel like they're your most important account.
Product Deliveries: Are you early, on time, or late? Nothing beats delivering early and exceeding client expectations, but few things can hurt your reputation more than having a client wait longer than anticipated.
Your Attitude: This is a tough one for all of us. It's hard to be upbeat all the time, especially when you're flat-out trying to catch up and the phone rings. Remember one easy pointer I was given years ago...if you smile on the phone, it comes out in the tone of your voice. The same goes for face-to-face meetings. Occasionally, I meet a photographer who forgot how to be happy. It seems so basic, but we all have to be a little Hollywood when dealing with some of the challenges of running a business. It's like the old Ban deodorant commercial: "Never let them see you sweat!"
"Business Breakthroughs" are all about ideas to help you fine-tune your business. They're all about more ways to break through the chaos of reaching your target audience. And, since it's Marketing Monday, here's a checklist to help you raise the bar on customer service.
Too slow in your follow-ups? How's that working for you? Anyone who contacts you, whether they're a client, potential client, vendor, or associate, judges you on your response time, together with the accuracy of your response and your perceived sincerity.
Phone Calls: How quickly do you return a call to a client? Many years ago, Gene Ho, a wedding photographer in Myrtle Beach, told me how his system works in responding to clients. If he's on the road and unavailable, an assistant catches the message and texts Gene or gets back to the potential bride directly. Often, his studio has locked in the client before his competitors even open their emails.
Checking Your Email: Things really do get lost. Remember to check all your email boxes. Some of you not only have exclusive business email addresses but are also on Facebook, Instagram, Twitter (X), Pinterest, LinkedIn, etc. Messages can sit there for weeks with many of you. Also, don't forget the "other" box on Facebook messages. Plus, check your spam folders. Remember, people will always assume the worst when you don't reply promptly.
Email Templates on Your Website are meaningless if you don't check them regularly. Also, give people every possible way to contact you. I understand if you work out of your home and don't want to publish your address, but you can still give them an email address and phone number. What's most important is how quickly a potential client gets a response.
Customer Service Problems/Challenges: Do you resolve challenges quickly or let them drag out? The key to great customer service is to handle each problem as quickly as possible. It's so easy to build a strong reputation. When there's a problem, all you have to do is call the customer and say, "The buck stops here. How can I help?" Then, kick back and listen.
Appointments: Are you always early, just on time, or a few minutes late? There's a story I heard years ago about author Tom Peters. As the story goes, he was speaking to a room full of airline executives and arrived ten minutes late. They were aggravated that he wasn't on time. He stepped up to the microphone and said, "By all of your standards, this was an on-time arrival." Every client has to feel like they're your most important account.
Product Deliveries: Are you early, on time, or late? Nothing beats delivering early and exceeding client expectations, but few things can hurt your reputation more than having a client wait longer than anticipated.
Your Attitude: This is a tough one for all of us. It's hard to be upbeat all the time, especially when you're flat-out trying to catch up and the phone rings. Remember one easy pointer I was given years ago...if you smile on the phone, it comes out in the tone of your voice. The same goes for face-to-face meetings. Occasionally, I meet a photographer who forgot how to be happy. It seems so basic, but we all have to be a little Hollywood when dealing with some of the challenges of running a business. It's like the old Ban deodorant commercial: "Never let them see you sweat!"
A customer is the most important visitor on our premises, he is not dependent on us.
We are dependent on him. He is not an interruption in our work. He is the purpose of it.
He is not an outsider in our business. He is part of it. We are not doing him a favor by serving him.
He is doing us a favor by giving us an opportunity to do so.
Mahatma Gandhi
We are dependent on him. He is not an interruption in our work. He is the purpose of it.
He is not an outsider in our business. He is part of it. We are not doing him a favor by serving him.
He is doing us a favor by giving us an opportunity to do so.
Mahatma Gandhi
"Do not listen with the intent to reply, but with the intent to understand."
Anonymous
Anonymous
by Skip Cohen
While today's short post is focused primarily on the wedding side of imaging, the skills of good listening apply to every business. It's the perfect topic for Hump Day!
One of the top complaints of new couples after the wedding is the photographer didn't meet their mindset with the finished photographs, video, album, etc. And the reason most often relates to listening skills. So, here are a few suggestions:
Your strongest marketing tool, which I've written about before, is building a relationship and trust. This applies to every specialty within photography, including commercial, boudoir, family, children, maternity, and the list goes on and on!
While today's short post is focused primarily on the wedding side of imaging, the skills of good listening apply to every business. It's the perfect topic for Hump Day!
One of the top complaints of new couples after the wedding is the photographer didn't meet their mindset with the finished photographs, video, album, etc. And the reason most often relates to listening skills. So, here are a few suggestions:
- You've got two ears and one mouth - listen twice as much as you talk! The original quote is modified from a Greek philosopher, Epictetus, who died almost two thousand years ago. Learning to listen is hardly a new topic!
- Ask questions with more than one purpose—for example, Bambi Cantrell talks about asking the bride who made her gown. The answer gives her an idea of what she's spending and her style - more contemporary or traditional.
- Build the relationship. We live in a texting and email world, and I often feel the art of conversation has been lost. Ask the couple how they met. Encourage them to share some of the funny experiences they've had together. Find out what they love about each other, their families, and their friends.
- Show them samples of your work. I'm always surprised when I hear about a photographer who doesn't have sample albums to share. All it takes is a call to your lab to make a duplicate album from a previous wedding or two.
- Ideally, having a couple of sample albums gives you the ability to demonstrate your storytelling skills. At the same time, you should have at least two different types of albums—one more traditional, the other contemporary. And don't be afraid to show other things you can help a client create with their images, such as metal prints, oversized prints and stationery.
- Whenever possible, do an engagement session. While it provides additional value to your pricing, the real benefit is getting to know the couple. A good engagement shoot helps establish your credibility so that on the wedding day, you're a recognized friend during a time when "logic doesn't reign as king!"
Your strongest marketing tool, which I've written about before, is building a relationship and trust. This applies to every specialty within photography, including commercial, boudoir, family, children, maternity, and the list goes on and on!
The Western Interstate Commission for Higher Education (WICHE) projects the number of high school graduates to peak between 3.8 million and 3.9 million in 2025.
This will be the largest graduating class in recent history.
(Courtesy of Google)
This will be the largest graduating class in recent history.
(Courtesy of Google)
by Skip Cohen
We're approaching that special time of year when seasonality kicks in for so many different specialties, especially seniors. Senior photography continues to be one of the fastest-growing specialties in imaging. Unlike when I was a senior (on the right), today, it's all about capturing the subject's personality. It's about the interaction between the senior and the professional photographer.
If you've got an interest in the senior market, you first need to ensure you've got the skill set, not just with your camera. You need great communication skills and the ability to build a relationship with your subject.
For many seniors, this may be their first time working with a professional photographer. They're as nervous about getting a portrait done as they are in dealing with some of their own self-esteem issues. That means your listening and conversational skills must be as good as your understanding of exposure, composition, and lighting!
Unlike when I was a senior (this is where my good buddy Scott Bourne would take a shot at me and suggest that Matthew Brady and I went to school together! LOL), there are so many different products available to enhance the relationship, starting with Graduation Cards.
We're approaching that special time of year when seasonality kicks in for so many different specialties, especially seniors. Senior photography continues to be one of the fastest-growing specialties in imaging. Unlike when I was a senior (on the right), today, it's all about capturing the subject's personality. It's about the interaction between the senior and the professional photographer.
If you've got an interest in the senior market, you first need to ensure you've got the skill set, not just with your camera. You need great communication skills and the ability to build a relationship with your subject.
For many seniors, this may be their first time working with a professional photographer. They're as nervous about getting a portrait done as they are in dealing with some of their own self-esteem issues. That means your listening and conversational skills must be as good as your understanding of exposure, composition, and lighting!
Unlike when I was a senior (this is where my good buddy Scott Bourne would take a shot at me and suggest that Matthew Brady and I went to school together! LOL), there are so many different products available to enhance the relationship, starting with Graduation Cards.
Click above for more information
This is your chance to help the 2025 grads celebrate with a great-looking Grad Card that contributes to the graduation announcement. Marathon Press has so much to choose from, with a special offer on gold foil enhancements available now through the end of May.
Just for a minute, think about what the class of 2025 has experienced. They were in eighth grade when the pandemic hit. They've had to deal with so many horrible challenges, including worrying about school shootings, of which, according to CNN, there have been over 180 over the last ten years. Then, add in the challenges with Mother Nature, the economy, and politics, and their role in the world going forward becomes even more special. These kids represent such a huge role in our future, and they've certainly earned the right to celebrate!
Grad cards represent one of the best tools you have to help families celebrate and appreciate the images you captured over the last year. Think back to the pride you had in the quality of the senior portraits you captured. Now it's time to put them to the very best use and create more ways to share the memories!
Just for a minute, think about what the class of 2025 has experienced. They were in eighth grade when the pandemic hit. They've had to deal with so many horrible challenges, including worrying about school shootings, of which, according to CNN, there have been over 180 over the last ten years. Then, add in the challenges with Mother Nature, the economy, and politics, and their role in the world going forward becomes even more special. These kids represent such a huge role in our future, and they've certainly earned the right to celebrate!
Grad cards represent one of the best tools you have to help families celebrate and appreciate the images you captured over the last year. Think back to the pride you had in the quality of the senior portraits you captured. Now it's time to put them to the very best use and create more ways to share the memories!
Click on "Sales Kit" for more information
by Skip Cohen
For six years, starting with the earliest issues, I wrote for Shutter Magazine. Authors were required to include a short video summary with each article for online promotion. It was approximately ten years ago we captured the two-minute video below. The fun of these videos was all in the challenge of getting people to remember what my point was. I knew if I could do something stupid in the video, readers might remember my point.
We're coming up with the start of spring seasonality in imaging, and relationship-building is more important than ever before. You need to OWN YOUR ZIPCODE. Every business in your community needs to know who you are and the support you can provide. And it doesn't matter what your specialty is - even as a wedding photographer being introduced to a real estate office; you have the ability to help them with all of their imaging needs with your skillset, network, and knowledge about photography/video.
We're one week away from the first day of Spring—it's time for you to come out of hibernation and start pounding the pavement. You've got to be your own noisemaker, and combining personal face-to-face introductions with email blasts, direct mail, and partnerships is an unstoppable way to build top-of-mind awareness.
So, when people in your community think about needing help with photography who comes to mind first?
For six years, starting with the earliest issues, I wrote for Shutter Magazine. Authors were required to include a short video summary with each article for online promotion. It was approximately ten years ago we captured the two-minute video below. The fun of these videos was all in the challenge of getting people to remember what my point was. I knew if I could do something stupid in the video, readers might remember my point.
We're coming up with the start of spring seasonality in imaging, and relationship-building is more important than ever before. You need to OWN YOUR ZIPCODE. Every business in your community needs to know who you are and the support you can provide. And it doesn't matter what your specialty is - even as a wedding photographer being introduced to a real estate office; you have the ability to help them with all of their imaging needs with your skillset, network, and knowledge about photography/video.
We're one week away from the first day of Spring—it's time for you to come out of hibernation and start pounding the pavement. You've got to be your own noisemaker, and combining personal face-to-face introductions with email blasts, direct mail, and partnerships is an unstoppable way to build top-of-mind awareness.
So, when people in your community think about needing help with photography who comes to mind first?
Old enough to remember the old ban deodorant commercial? The tagline was, "You never get a second chance to make a first expression. Never let them see you sweat!"
Throughout the year I do a lot of website reviews, and so many of you are missing an opportunity to make a solid first expression. A visit to your website needs to be a great experience. Just like shopping at Macy's vs. Nordstroms - you've got a choice to make in the experience you give visitors to your website!
Throughout the year I do a lot of website reviews, and so many of you are missing an opportunity to make a solid first expression. A visit to your website needs to be a great experience. Just like shopping at Macy's vs. Nordstroms - you've got a choice to make in the experience you give visitors to your website!
Is Your Website Exciting or Would it Put a Rock to Sleep!
Here are some ideas: easy fixes and things you can do NOW before business hits Spring seasonality.
While somebody will challenge me on this, you can't be in business today without a website. I also still feel a blog is important. Why? Your site is about what you sell, and your blog is about what's in your heart. Both work together, much like advertising and publicity. Together, a great website and blog can open doors, build trust, and help establish your reputation as a professional photographer.
But just like discussions on Facebook forums now and then about what photographers wear when shooting a wedding, you've got to dress the part. You've got to dress for success! These days, your website is the equivalent of a brick-and-mortar store - make a visit, starting with your audience walking through the front door, that's memorable and a fun place to "shop."
- Load Times: Don't just assume your website is loading the way you intend it. Check it on different browsers. It's estimated that 85% of the consumer market is on Chrome or Safari, followed by Edge and Firefox.
- Navigation: Is your site easy to scroll through, or do you need a team of miners to find the most important components and information? Don't make visitors mine for the information you want them to see the most.
- Mobile Compatible: Your website has to be accessible and easy to view on a phone as well as a computer. Google estimates that 60% of Internet traffic is accessed via mobile devices.
- Great Images: It's all about quality, not quantity! Stop showing images that anybody's Uncle Harry could capture. Every image you share, including your own headshot, should scream "PROFESSIONAL!" Stop filling up your galleries with average photos.
- Policies Don't Belong on Your Website: Too many of you have policies that would scare an IRS auditor. Save the policies on cancellations, refunds, etc., for the contract discussion, and stop scaring people away before they fall in love with your work.
- Contact Pages: Give people a way to contact you directly. There's no excuse for not listing your phone number! Make your phone a dedicated line for your business.
- Respond Quickly: There's no such thing as responding to any contact too quickly. Consumers have so many choices. Great customer service starts with your first response to being contacted.
- Continuity: Now and then, I review a website that looks like it was built by different contractors on a house. The home page has a distinct look, but the following pages don't seem to fit in. There's no excuse today for a website that's anything but upbeat and great-looking! DIY has its limits, and while some of you have the skillset, too many of you have been building things as you go along and need help.
While somebody will challenge me on this, you can't be in business today without a website. I also still feel a blog is important. Why? Your site is about what you sell, and your blog is about what's in your heart. Both work together, much like advertising and publicity. Together, a great website and blog can open doors, build trust, and help establish your reputation as a professional photographer.
But just like discussions on Facebook forums now and then about what photographers wear when shooting a wedding, you've got to dress the part. You've got to dress for success! These days, your website is the equivalent of a brick-and-mortar store - make a visit, starting with your audience walking through the front door, that's memorable and a fun place to "shop."
I am not a product of my circumstances.
I am a product of my decisions.
Stephen Covey
I am a product of my decisions.
Stephen Covey
Click above for more info by Skip Cohen
A few weeks back, I started sharing a quote each week from what's become one of my favorite motivational books, One Day At a Time by Lou Mitchell. Reading something inspirational first thing in the morning gets the gears in my brain moving in the right direction. The quote above was for today, March 7, and Mitchell went on to write:
Life often throws unexpected challenges our way, but it's our decisions that define us. Stephen Covey's words remind us that we hold the power to shape our own destiny. Rather than being passive victims of circumstance, we can choose how we respond to life's events.
And there it is, my whole point to wrap up the week. It's the decisions we make that lead us closer to our goals or push us farther away. Here's a great example from a few years back during the pandemic:
JP Elario is a remarkable photographer. When the pandemic hit, everybody was a victim of how it changed our lives, especially if you were a business owner and photographer. Well, JP looked at the challenge and created Facetime Portraits. He worked with his bridal clients, and captured stunning engagement portraits using Facetime, combined with his understanding of lighting, posing and composition.
When most photographers were desperately looking for ways to save their business, JP built a new income stream for engagement photography. His story was later picked up by the 6:00 PM news in Albany, which added to his brand awareness. Facetime Portraits didn't completely replace the lost revenue from photographing weddings, but it did create a new income stream. At a time when other artists were acting like a deer in your headlights, JP didn't let the panic of the pandemic slow him down. I grabbed a few of JP's images below to make my point.
Too often, we're victims of our own decisions, NOT the unexpected circumstances that arrived on our doorstep.
Wishing everybody a weekend ahead loaded with great decisions and time to reflect on all the things you can do to move closer to your goals.
Happy Friday!
A few weeks back, I started sharing a quote each week from what's become one of my favorite motivational books, One Day At a Time by Lou Mitchell. Reading something inspirational first thing in the morning gets the gears in my brain moving in the right direction. The quote above was for today, March 7, and Mitchell went on to write:
Life often throws unexpected challenges our way, but it's our decisions that define us. Stephen Covey's words remind us that we hold the power to shape our own destiny. Rather than being passive victims of circumstance, we can choose how we respond to life's events.
And there it is, my whole point to wrap up the week. It's the decisions we make that lead us closer to our goals or push us farther away. Here's a great example from a few years back during the pandemic:
JP Elario is a remarkable photographer. When the pandemic hit, everybody was a victim of how it changed our lives, especially if you were a business owner and photographer. Well, JP looked at the challenge and created Facetime Portraits. He worked with his bridal clients, and captured stunning engagement portraits using Facetime, combined with his understanding of lighting, posing and composition.
When most photographers were desperately looking for ways to save their business, JP built a new income stream for engagement photography. His story was later picked up by the 6:00 PM news in Albany, which added to his brand awareness. Facetime Portraits didn't completely replace the lost revenue from photographing weddings, but it did create a new income stream. At a time when other artists were acting like a deer in your headlights, JP didn't let the panic of the pandemic slow him down. I grabbed a few of JP's images below to make my point.
Too often, we're victims of our own decisions, NOT the unexpected circumstances that arrived on our doorstep.
Wishing everybody a weekend ahead loaded with great decisions and time to reflect on all the things you can do to move closer to your goals.
Happy Friday!
"Innovation distinguishes between a leader and a follower."
Steve Jobs
Steve Jobs
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Images above copyright JP Elario. All rights reserved.
by Skip Cohen
With WPPI coming up, here's a list of tips to ensure you get the most bang for your buck—and they work for ANY conference or convention! It's hard to get away, even at this time of year. But when you do, especially for a convention or conference, you want to get the most out of it.
In scuba diving, there's an expression, "Plan your dive—dive your plan!" You've got limited air and limited time, and it's always important to have a buddy. Well, a convention is no different. You've got to plan your trip, make the most of every minute at the event, and come home with ideas to improve your skillset and build a stronger business.
The one thing I find most frustrating with attendees at a big convention like WPPI is they just haven't planned their trip. They got their tickets and made it to Vegas, but then everything fell apart. Plan your WPPI experience, so you're not wasting time and, even more importantly, your money. Nothing beats the experience of a great trade show and convention, but it's up to you to get the most out of it.
And speaking of getting the MOST out of things - this is the sixth installment in Business Breakthroughs. So far I've covered everything from breaking out of your procrastination mode to new clients, building your brand, paying attention to your demographics and even content ideas for your blog or social media.
The links to each post are below - just click on any banner!
With WPPI coming up, here's a list of tips to ensure you get the most bang for your buck—and they work for ANY conference or convention! It's hard to get away, even at this time of year. But when you do, especially for a convention or conference, you want to get the most out of it.
In scuba diving, there's an expression, "Plan your dive—dive your plan!" You've got limited air and limited time, and it's always important to have a buddy. Well, a convention is no different. You've got to plan your trip, make the most of every minute at the event, and come home with ideas to improve your skillset and build a stronger business.
- Why are you going to WPPI? It might sound like a stupid question, but some of you go to party, others to buy, and more of you to learn and network. Before you get there, figure out what the most important thing you want to get out of the show is.
- Check the weather forecast for Vegas! It's pretty obvious we've aggravated Mother Nature this year around the country. Over the years at WPPI, there have been times when we had lunch outside by the pool and others when we had snowball fights. You're going to be out in the evening, so pack accordingly. I know this seems so basic, but I'm amazed how many people never check a few days before.
- What companies do you need to visit? 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 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 involved in your business.
- New products and companies: Are there products you need for your business or new services you require? One year at WPPI, forty-five album companies were exhibiting, and probably twenty-five to thirty labs. If you're looking for new companies and products, this is the time to go exploring.
- Visit the WPPI website: Find out BEFORE you get there who's exhibiting 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 to building an effective network. Here's the link.
- Check out print competition: Arrive early enough to attend print judging. It's one of the most valuable educational experiences you can have. Pick any judging room and go in and sit down for an hour at least. Listen to the comments from the judges and think about your own work.
- 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 submitted for competition.
- Walk the trade show, aisle by aisle! One of the best things about any convention is finding out about companies you may not have worked with before! Start in one corner of the show and work your way through EVERY company exhibiting, even if they're showing products you don't use.
- Wear comfortable shoes. You'll be on your feet all day—this is about function, not styling!
- Bring business cards and some images. I've always liked being shown a 5x7 or 6x9 collage of a few images on a postcard, with the photographer's address and contact information. Unless you've made an appointment in advance, most exhibitors won't take the time to look at a portfolio, or a phone/laptop chocked full of images. However, leaving a card stock piece or brochure with a vendor and contacting them after the show can have a lot of impact.
- Remember to say "THANKS!" When you do get time with an exhibitor you've wanted to meet, send them a short note a few days after the convention. It's the perfect soft-sell way to follow up and lock in more awareness for your role as an artist.
- Make plans for breakfast and dinner meetings NOW. Reservations don't come easy in Las Vegas anymore, and if you're going to be headed out for dinner, it helps to know where and when you're going. Think about making a couple of reservations in advance, even if you don't know who you'll be having dinner with!
- Update your phone book! Make sure you have the cell numbers for friends and associates you want to catch up to. There are few things as frustrating as wanting to meet somebody is at a convention, but having no way to contact them.
- Put the "social" into social media. So many of you have friends you talk to all the time online but have never physically met. You hang out in various Facebook forums with them and share a lot of great discussions about photography. Check to see who's going to be at WPPI and set up time to get together. It's a lot of fun to physically meet people who you've talked to regularly, but only in cyberspace!
- Lunch is tough to do at WPPI because everyone hits the food courts at the same time, along with the restaurants. That doesn't have to be bad, just plan who you're having lunch with and how much time you need.
- Check out special programming going on in the various booths. Many of the exhibitors have speakers in their booths doing short presentations. These programs give you a chance to fine-tune your skills and, at the same time, expand your network.
- 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 in Las Vegas. However, you're at the show for a reason, and 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.
- "Growth only happens outside your comfort zone!" Look over the programming — plan which speakers you want to hear in advance. Plus, always pick at least 1-2 programs entirely out of your comfort zone.
- Bring a camera...a real camera. 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 still produce better images than your cell phone. Look for opportunities for pictures with vendors and those speakers you admire.
- Call your insurance agent! If you're taking any serious camera gear with you, check to make sure you're adequately insured. I remember one year, a woman left all her camera gear in her room but did not check to make sure the door closed completely when she went out for dinner. Everything was gone when she got back, and she was NOT covered by her insurance. Another photographer had two lenses lifted out of his camera bag while he was listening to a presentation.
- Publish a couple of press releases! Let's talk about those pictures you're taking while at the show - use them for your own publicity campaign. For example, let's assume you want to expand your business and you're attending a few programs outside your comfort zone. Get a photograph of you and the speaker, and then write a short post about expanding your business into that new area of expertise. The same goes for any new equipment you might be looking at and buying at the show. A large format printer, for example, would be a great topic for expanding your services to the community. In the same respect, working with a new lab would give you access to new products to talk about.
- Utilize their assets without depleting yours! Get yourself approved with a leasing or a credit line before you leave for Vegas. If you're going there to shop for new gear, it's so much easier when you know what you can afford before you hit the convention floor.
- Talk to the people around you when you attend any program. A photography convention like this is unique because everyone is 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 and building your network.
- 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. They don't bite!
- Analysis Paralysis: Take time at the end of each day, before your head hits the pillow to do a quick overview of who you saw, what you learned and what companies you can scratch off your list. If you wait until you get home after the convention it will be too late!
The one thing I find most frustrating with attendees at a big convention like WPPI is they just haven't planned their trip. They got their tickets and made it to Vegas, but then everything fell apart. Plan your WPPI experience, so you're not wasting time and, even more importantly, your money. Nothing beats the experience of a great trade show and convention, but it's up to you to get the most out of it.
And speaking of getting the MOST out of things - this is the sixth installment in Business Breakthroughs. So far I've covered everything from breaking out of your procrastination mode to new clients, building your brand, paying attention to your demographics and even content ideas for your blog or social media.
The links to each post are below - just click on any banner!
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by Skip Cohen
It's Marketing Monday and we're past the halfway point of the slow season. It's the perfect time to share ideas on expanding your target audience and finding new opportunities for the year ahead.
Business Breakthroughs, is a series to help make your message as a small business owner and artist stand out. I want to help you breakthrough and crush the chaos that gets in the way of the messages you send to your target audience.
There are too many of you who thought just by opening your business and hanging a sign; customers would flock to your door. Well, it doesn't work that way. Think about how much noise is in our lives. You've got to find ways to get through that noise and utilize your very best marketing tool - relationship building.
It's Marketing Monday and we're past the halfway point of the slow season. It's the perfect time to share ideas on expanding your target audience and finding new opportunities for the year ahead.
Business Breakthroughs, is a series to help make your message as a small business owner and artist stand out. I want to help you breakthrough and crush the chaos that gets in the way of the messages you send to your target audience.
There are too many of you who thought just by opening your business and hanging a sign; customers would flock to your door. Well, it doesn't work that way. Think about how much noise is in our lives. You've got to find ways to get through that noise and utilize your very best marketing tool - relationship building.
If opportunity doesn't knock, build a door!
Milton Berle
Milton Berle
Whether you've recently just started or you're a seasoned pro trying to jump-start an established business, you've got to look for new opportunities. No matter what line of work you're in, every business has the same challenge: finding customers and keeping them. You've got to find that sweet spot that makes you different from what everybody else is doing.
Own your zip code: When was the last time you got out and literally knocked on doors to introduce yourself to every business in the community?
When I was a kid, I remember moving to a new neighborhood. A woman from "Welcome Wagon" came by the house to introduce us to the community's vendors. She left a basket of goodies, coupons, and information. You need to do the same thing, with or without a goodie basket.
Plus, we're coming into Spring seasonality with Mother's Day, proms, graduations, and Father's Day. This is the perfect time of year to meet every business owner in your community. You don't have to sell them anything; just wish them a terrific upcoming Spring! Remind them you're a photographer and artist and there to help with any imaging needs they may have.
All of your past clients: Everybody is so busy looking for new clients that they forget about building relationships with their existing base. These are people who already know you and have other photographic needs or friends who do, but you've got to stay in touch. Holiday and birthday cards, emails, phone calls, and even a personal visit here and there are all perfect ways to keep in touch. Remember, a great business is built on a foundation of relationship building!
Buy a List: These days, you can buy a list based on virtually anything and sort it right down to specific zip codes and even email addresses. For example, parents who send their kids to summer camp are a great target for family photographers. If you're a maternity/newborn photographer, the target audience is obvious - new parents. And don't forget the older crowd - what does grandma miss the most? Her grandchildren and it's a common complaint that they want more photographs. It's the perfect gift idea to plant the seed for a new family portrait.
Partnerships: I've written so much about not flying solo! Other businesses, including photographers, are the perfect partners to create excitement in the community. New alliances can be just what you need to "build some new doors." It can be as simple as sharing the cost of a mailing to actual cross-promotions of each other's products/services. Again, Spring is almost here, and you're going to be meeting so many different people at community events as everyone comes out of "hibernation." Think about those people you meet who might be terrific partners in the future.
Social Media: Each day, you have an opportunity many of you miss to expand your presence on social media. For photographers, those new doors are through a well-done blog, Facebook, Twitter, Instagram, and whatever new platforms are opening to reach new potential clients. Don't forget LinkedIn, which has a growing community and an interest in imaging. However, you've got to pay attention to your presentation, the quality of your images, and being helpful in what you're sharing.
Pet Photography: In the hierarchy of why people hire a photographer in the portrait/social categories, the top three reasons are brides, babies, and pets. It's also the perfect specialty to open a whole new category of other businesses to partner with, like vets, groomers, daycare centers, boarding, dog parks, etc.
Teach a Class: Most of you are qualified to teach at least an introductory imaging class. Help your target audience become better artists, regardless of what they use to photograph. Lighting, composition, posing, etc., are all skills you use every day. Now is the time to get the word out in your community for a "clean up" campaign. Have some fun with the concept, and clean up all the bad photographs!
Community Involvement: There's no such thing as being too involved in your community. Now is the time to build new relationships and grow brand awareness for your expertise as an artist. And your involvement doesn't have to include a camera in your hands - even helping in the refreshment stand at a high school basketball game will increase your exposure to members of the community.
Host an Open House: Again, it's a topic I've written a lot about in the past. You don't have to have a studio to host an event like this. Find a place with the space you need, bring in a partner or two, and then host an event to celebrate Spring. Working with partners, you have other databases to draw from as well. And don't forget to make sure the various community influencers are invited. Check out this past post featuring an open house Chamira Young did many years ago when she first moved to a new area.
You know how to focus your camera, but what about your business? Opportunities are everywhere, but you're the one who has to can find them!
Own your zip code: When was the last time you got out and literally knocked on doors to introduce yourself to every business in the community?
When I was a kid, I remember moving to a new neighborhood. A woman from "Welcome Wagon" came by the house to introduce us to the community's vendors. She left a basket of goodies, coupons, and information. You need to do the same thing, with or without a goodie basket.
Plus, we're coming into Spring seasonality with Mother's Day, proms, graduations, and Father's Day. This is the perfect time of year to meet every business owner in your community. You don't have to sell them anything; just wish them a terrific upcoming Spring! Remind them you're a photographer and artist and there to help with any imaging needs they may have.
All of your past clients: Everybody is so busy looking for new clients that they forget about building relationships with their existing base. These are people who already know you and have other photographic needs or friends who do, but you've got to stay in touch. Holiday and birthday cards, emails, phone calls, and even a personal visit here and there are all perfect ways to keep in touch. Remember, a great business is built on a foundation of relationship building!
Buy a List: These days, you can buy a list based on virtually anything and sort it right down to specific zip codes and even email addresses. For example, parents who send their kids to summer camp are a great target for family photographers. If you're a maternity/newborn photographer, the target audience is obvious - new parents. And don't forget the older crowd - what does grandma miss the most? Her grandchildren and it's a common complaint that they want more photographs. It's the perfect gift idea to plant the seed for a new family portrait.
Partnerships: I've written so much about not flying solo! Other businesses, including photographers, are the perfect partners to create excitement in the community. New alliances can be just what you need to "build some new doors." It can be as simple as sharing the cost of a mailing to actual cross-promotions of each other's products/services. Again, Spring is almost here, and you're going to be meeting so many different people at community events as everyone comes out of "hibernation." Think about those people you meet who might be terrific partners in the future.
Social Media: Each day, you have an opportunity many of you miss to expand your presence on social media. For photographers, those new doors are through a well-done blog, Facebook, Twitter, Instagram, and whatever new platforms are opening to reach new potential clients. Don't forget LinkedIn, which has a growing community and an interest in imaging. However, you've got to pay attention to your presentation, the quality of your images, and being helpful in what you're sharing.
Pet Photography: In the hierarchy of why people hire a photographer in the portrait/social categories, the top three reasons are brides, babies, and pets. It's also the perfect specialty to open a whole new category of other businesses to partner with, like vets, groomers, daycare centers, boarding, dog parks, etc.
Teach a Class: Most of you are qualified to teach at least an introductory imaging class. Help your target audience become better artists, regardless of what they use to photograph. Lighting, composition, posing, etc., are all skills you use every day. Now is the time to get the word out in your community for a "clean up" campaign. Have some fun with the concept, and clean up all the bad photographs!
Community Involvement: There's no such thing as being too involved in your community. Now is the time to build new relationships and grow brand awareness for your expertise as an artist. And your involvement doesn't have to include a camera in your hands - even helping in the refreshment stand at a high school basketball game will increase your exposure to members of the community.
Host an Open House: Again, it's a topic I've written a lot about in the past. You don't have to have a studio to host an event like this. Find a place with the space you need, bring in a partner or two, and then host an event to celebrate Spring. Working with partners, you have other databases to draw from as well. And don't forget to make sure the various community influencers are invited. Check out this past post featuring an open house Chamira Young did many years ago when she first moved to a new area.
You know how to focus your camera, but what about your business? Opportunities are everywhere, but you're the one who has to can find them!
"You will never find time for anything. If you want time, you must make it."
Charles Buxton
Charles Buxton
by Skip Cohen
I always try and keep it light as we head into the weekend, especially in the "slow season." Here's a thought as we hit the last weekend in February:
A photographer I've known for a fairly long time asked me for some help in determining where his business needs the most attention. I was happy to give him a hand, but he never came back with what he needed me to look at in his business. When I contacted him to see what had happened a few months later, his response was, "I just haven't had the time."
This is a short post today: While we can't stop time or hit a magical rewind button, we do have control of our time, but it doesn't just happen. When there's something we want to do, it's only going to happen if we MAKE the time.
Lou Mitchell, in his book Positive Thinking - One Day at a Time, wrote:
... time is one of our most precious resources, yet it often feels scarce. Waiting to find time for important activities and goals is futile...Reflect on your daily routine. Are there activities you wish you had more time for? How can you adjust your schedule to make time for these priorities? What steps can you take today to start making time for what matters most?
Just two points today: Take a little time and review your priorities. So often, just when we start to get a little momentum on something, we're distracted. We take our foot off the gas and slow down - like a gaper's block driving past an accident on the freeway.
I always try and keep it light as we head into the weekend, especially in the "slow season." Here's a thought as we hit the last weekend in February:
A photographer I've known for a fairly long time asked me for some help in determining where his business needs the most attention. I was happy to give him a hand, but he never came back with what he needed me to look at in his business. When I contacted him to see what had happened a few months later, his response was, "I just haven't had the time."
This is a short post today: While we can't stop time or hit a magical rewind button, we do have control of our time, but it doesn't just happen. When there's something we want to do, it's only going to happen if we MAKE the time.
Lou Mitchell, in his book Positive Thinking - One Day at a Time, wrote:
... time is one of our most precious resources, yet it often feels scarce. Waiting to find time for important activities and goals is futile...Reflect on your daily routine. Are there activities you wish you had more time for? How can you adjust your schedule to make time for these priorities? What steps can you take today to start making time for what matters most?
Just two points today: Take a little time and review your priorities. So often, just when we start to get a little momentum on something, we're distracted. We take our foot off the gas and slow down - like a gaper's block driving past an accident on the freeway.
You can't do big things if you're distracted by little things!
Unknown
Unknown
Second, by staying overly focused on our cell phones, we're always reachable. Put phones together with email and social media, there's no place we can hide. Too many of us take every call and never say "No," when asked for help. I'm not suggesting you say "No" all the time, just prioritize better. You can't be everything to everybody, but you can find balance. You can be present for the things that matter most.
The concept of always being reachable makes us present nowhere.
Peter Arvai
Peter Arvai
Wishing everybody a terrific weekend with time for the things that are most important in your life!
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