Tools for growing a photography business
Years ago I interviewed, in two parts, Reg Mess, master photographer, on selling.
I asked: “What is the most common sales objection you hear from clients in the sales room?”
Reg answered, and snickered: “I don’t.”
What he means is this….when it comes to the proofing session the clients are so primed, so educated, so pumped, so ready to buy, there are literally zero objections.
This ever happen to you? You dream of walking to a bridge, and chucking it all overboard, into the flowing torrent of water below?
You know, a box full of cameras, lenses and dreams.
Poof! Gone….
What a relief it would be. Get rid of the whole fucking mess.
You imagine what a relief it would be to quit the struggle. The whole shit-show.
The constant barrage of flippant stupid questions from ungrateful clients. Questions like:: “Can’t I just get all the files on a DVD??”
For peanuts. You work for peanuts.
You imagine how good it would feel to close the book on your empty calendar with few to no sessions.
Ugh. What a pain running a photography business. After you poured every last dime on gear and education, you think “Maybe it was all a lie.”
As artists, we tend to over-estimate the pleasure to be gained from quitting and UNDER-estimate the pain.
WE ALL DO IT! Be honest.
When you look in the mirror of honesty we don’t want to admit how hollowed out we became.
You think you can quit it all, turn and head the other way. But you can’t. Here’s why:
Your ambitions, your hopes, your dreams, even if somewhat delusional, were still YOURS. If you walk, you bleed.
A long slow deadening bleed.
The struggle is real. So we think. And we delude ourselves into believing it’s the photography industry.
When the truth is even uglier. Running a business is hard grueling work.
SO many don’t understand what I’m saying. Those who do have a chance at success.
DO I have to spell it out?
The biggest lie in making it in photography is simple. It’s not about the work you create. It’s all about the marketing you implement.
Get that and you have a chance. We’ve had it too good for too long.
The easy days, and the big lie that came with them, are over.
I don’t consider myself one of the lucky ones, still in business, still churning out profits and sessions even though many would consider me “over the hill” at 60.
I consider myself, still, to this day, a student of marketing. I avoid as best I can the delusion.
School is never out.
Robert N. Provencher – Your Master Coach Marketer
“If you want to be a profitable and successful photographer, then study profitable and successful photographers.”
It seems selling photography is getting tougher and tougher all the time. I know, I see it, experience it and witness some strange behaviors.
Questions from clients are revealing. For example, two recent scenarios from our studio and one from another studio who shall remain nameless.
“Can I come over take a cell phone picture of so and so’s family photo so I can run to Walmart and get some prints?”
Serious. This happened last week. My wife was stunned.
Another client contacts a studio and asks…..“The $150.00 credit we have towards the family session, does everyone in the family get the same $150.00 credit.”
Really?
Really.
Imagine if you will a crappy cell phone photo. Now, imagine a finely crafted portrait of the same subject. Fine, as in, ….“whoa..wish I shot that! I love that style! It’s stunning…” fine.
It seems many people don’t know the difference anymore between quality and crap.
To be fair, I am not gripping and running down grievance road. It’s important to know what’s going on in society so we can best “fix the problem”, assuming it is fixable.
So, on that note, here’s my best advice in three parts. Do this and sales will flow in your favor like water down a hill.
This is one reason I never was crazy about print competitions. Yes, yes, they help you grow and become a better photographer. But will it help you create products they want?
Know the difference. Is it ego based or strategy?
I was at one of our 3 day events a few years ago, during the night owl mastermind (everyone loved these!) and one lady was complaining about her lack of clients.
I asked her the obvious, how big is your town? About 2,000 she replied.
My advice? Move.
Get in front of the right clients. If they’re not there, you need to move to where they are, or, adjust your offerings to get the limited amount in your area to respond.
Know your market. This is the FIRST step in marketing. If you have a great product, and no one wants it, you don’t have a product. It’s that simple.
Kristi Elias is a great example. I interviewed her last year. She’s flowing in work and has an endless amount of clients because she delivers and is in the right area for her work.
I interview a lot of photographers every year because I am a student of marketing. Always will be.
And tomorrow night I am bringing in Stacey Fox. And you’re welcome to join us.
CHECK OUT her resume and the list of things she does to remain relevant in her industry.
Of course all members have access to the replay and download.
Thu, Nov 8, 2018 8:00 PM – 9:00 PM EST REGISTER HERE
Robert N. Provencher – Your Master Coach Marketer
“If you want to be a profitable and successful photographer, then study profitable and successful photographers.”
My first decade in the business of photography saw me in awe of others who, in my mind, had made it in photography. Heroes they were.
They were successful. They created amazing images. To be fair I am still in awe, but those formative years were essential since I was getting established and building.
Some made tons of cash, yet their work was ok. Others were really, really good at photography itself, and also made a decent living. All were my heroes. All inspired me to be like them or better even.
I noticed and valued it all.
As a matter of fact, I can honestly say my success can easily be attributed to watching, learning, being inspired by and “swiping” ideas, both in marketing and in photography, from others.
I don’t think there’s an area where those who sky-rocketed to success didn’t at one time start by copying another.
Musicians, authors, artists….all of them, at one time, asked themselves the question: “How can I be like that?”
If it wasn’t for that process, me thinks most grand achievements would have fizzled.
Swiping is real, legit and essential. You see someone who creates something you like. You copy, and you make it your own. It inspires you to grow into your own.
It becomes your brand, so to speak.
The worse thing you can do (and I see this all the time, within the ranks of the most amateurs who are starting out) is to let your ego get in the way, because you think you got it, you’re all that and more.
Big mistake.
Becoming a student of success in marketing and in photography is an essential step. Take it out and it’s like taking out the foundation on a building.
I’m still a student. Luckily for me I always remained somewhat naive and childlike. Ask my wife and mother-in-law. They’ll tell you how immature I really am.
It’s why I have so many videos, presentations, interviews, mastermind meetings…..every single month, year after year.
I’m looking for ideas….so I can steal.
Robert N. Provencher – Your Master Coach Marketer
“If you want to be a profitable and successful photographer, then study profitable and successful photographers.”
It’s been a while, but we’re back on the rails, railing about any and all things photography..including smart lifestyle choices, fitness, making money, boosting confidence and raw vs JPEG (not that again!)
The superman images James ranted on about:
It’s true, you don’t really need a studio to be successful in your own photography business.
But it sure is nice to have one. Here’s 7 reasons why it’s really cool to have one:
No, you don’t absolutely need a studio to make money in photography. Some markets in photography are strictly on location. And with good marketing, branding and networking you can be successful.
But I’m a studio guy. I like having my place, where I can create, connect, impress and call it “home”.
Because having a studio to me always felt like home. A base. World headquarters. Mi casa. My cave.
Ascension marketing, selling, busting out into many more different markets within my market and more, so much more, are possible with a studio.
Next Wednesday I am running the August 2018 Marketing Mastermind where I’ll go over some of the essentials and basics including actual promotions I’m running in my studio.
Join us! Your questions in advance are welcome…rob@wizardoflight.com
REGISTER HERE
Robert N. Provencher – Your Master Coach Marketer
“If you want to be a profitable and successful photographer, then study profitable and successful photographers.”
I love motorcycling. It’s like a disease. But NOT that the big ‘ol biker riding in a huge condo-on-wheels with monkey bars style of riding.
I’m more in it for the fun and adventure. That’s me in the image above, riding across Canada summer of 2008 heading to Alaska.
I’m more of a “…get on my 650, point the wheels to Alaska, and crank your right hand….let’s go!”
Monday last I bonded over biking with a dude at Toastmasters. He had brought up his love for bikes in a speech.
So, we bonded over bikes, and our preferred rides. We had a lot in common. This became apparent when he said:
“Load the packsack, strap it to the tank, spare pair of underwear and two pairs of socks.”
I got it.
This idea reminds me of what it takes to run a photography business, and where I get my best ideas. And how simple it really is.
Besides living and dying by the marketing sword, I get my very best ideas, strategies, inspirations and focus from other photographers.
So, tonight, grab a spare pair and join Nancy Tillberg and myself as we chat it up during a frontline webinar.
Nancy will be talking about:
*Dance schools for added income.
*Boutique Volume (this is a pretty cool topic and relevant to the type of photos currently being sold in the industry. I focus on dance but it can apply to hockey or gymnastics as well)
*Posing dancers for sales.
*Online vs traditional sales vs in person. (very short but can be worked into the webinar if you want. It’s already a part of boutique volume.)
*Her personal beliefs and experience in diversification
*Marketing & shooting at the market … high traffic marketing (I have a satellite studio at our local Country (farmers) market and get a very large part of my business from this venue. )
*Using cell phone photography to boost the business. I currently give workshops in cell phone photography and how peeps can take better pictures using them. I also touch on what you can’t do well with a phone and why a pro should take the most precious memories. I sell accessories for cell phone cameras at my market location. This is cool because I can build relationships and friendships, sell product, and maybe even book a session.
JOIN US (members get access to the replay)
Robert N. Provencher – Your Master Coach Marketer
“If you want to be a profitable and successful photographer, then study profitable and successful photographers.”