Are You Utilizing ALL Available Marketing Avenues?

May 17, 2012 by Leave a Comment

[by Kimberly Blom-Roemer]

There is more than one way to contact a client. Are you utilizing all of them? A truly successful marketing campaign maximizes various avenues:

  • paid advertising (both print and online)
  • paid direct mail
  • free publicity
  • workshops and seminars
  • lead generator programs
  • social networking
  • face-to-face networking

We all know about direct marketing – sending that periodic postcard out, buying the ad in the right industry book. But have you tried any of these other avenues? Do you issue press releases to your local media and trade publications? Would conducting a workshop make sense? Is your LinkedIN page up to date, and if appropriate, do you have a Facebook page for your business? And here’s the one I struggle with, face-to-face networking… people “buy” from people they like, and they only way they can like you is if they meet your personally.

via Strictly Business.

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Photographers Provide a Positive Solution

May 15, 2012 by Leave a Comment

[by Thomas Werner]

During difficult economic times it is easy to become frustrated as you work to hold onto existing clients while growing and changing your business. Do your best not to let your frustration enter into your work or your conversations, the end result will only be detrimental to yourself and your business.

Clients choose photographers, videographers, editors and artists based not only on their ability to problem solve and deliver an outcome that meets their needs, but to do so in a manner that is as problem free as possible. Personal vision, creative ability, pre and post production, professionalism, good business practices, experience, and technical acumen are integral, but they are just part of the problem solving package that we bring to the table as creative entities. Remember that the person hiring you also works for someone else. Their job may depend on not only on the quality of work that you deliver but also the manner in which you create and deliver it.

The next time that a client emails, calls, texts, facebooks, tweets, or invites you to a meeting, take a minute, clear your head, remove your emotions, and focus on the visual and production issues that the client is bringing to the table. Let them know how your unique skill set will solve their problem in the manner that best fits their needs. Then ask yourself how you can do so while making the project and everyone’s life as problem free as possible, while being paid fairly.

The challenges of a shifting a business climate can be frustrating. Don’t let manifestations of your frustration be your downfall. Remember, we are not entitled to success, we have to earn it, and working with your clients in a positive manner is one of the keys to that success.

via Strictly Business.

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Take a Risk! Photographer Rep.

May 14, 2012 by Leave a Comment

[by Selina Maitreya]

Years ago I was an agent, and repped a top photographer in Boston. I was in my game going on 40 portfolio appointments a month. Early on in the process I got very frustrated as ad’s would quickly look through my talent’s portfolio, flipping pages fast. I was usually in and out in 15 minutes.

One day after yet another quick meeting with a prospect that netted little connection and even less attention to the portfolio I left the office. I immediately turned around and went right back in. I plopped myself into a chair, and proceeded to ask my contact every question I’d ever wanted to ask. He was kind and helpful and from that very rocky beginning a new process for in-person visits was birthed. It’s one I share with my 1 on 1 clients every day. Its honest, impactful, service oriented and very quickly creates connection.

It also requires a bit of bravery, has been described as “out of the box” and I guarantee you, may make you stop and think twice. BUT…if you utilize this idea and make it your own, I guarantee you your appointments will last longer, you will gain more understanding of your client and their needs and you will make more of a connection with your contact.

When you call for your appointment communicate to your contact that you are interested in seeing them as you’d like to talk about what a valuable relationship with a photographer looks like to them, and that you’d like to discuss their photo needs and show them your work. When you are in their office, start by reminding them that you know that valuable relationships with photographers look different to different people and that you would like to know what value looks like to them.

Be sincere. You should want to know the answer to this question. You cant provide good service to your clients if you don’t know what that looks like to them.

If this process sounds like a stretch for you…stretch. Give it a try. In today’s competitive world, excellent service speaks volumes. My clients report that when they start their appointments this way, clients open up to them, they learn a lot and by the time they are sharing their work, contacts are engaged. They leave knowing much more about their clients, and their clients know that they truly care about them as well.

via Strictly Business.

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Lunch on Me, a photographer’s approach to getting a meeting

May 11, 2012 by Leave a Comment

[by Kevin Lock]

A successful photographer told me a long time ago that “keeping existing clients is so much easier than finding new ones.” I would add that keeping existing clients is much more important than finding new ones.

One way that I ensure repeat business from my clients is to make them feel special. I do this at every opportunity. Especially with my local clients. Why the local clients? Beside the obvious geographical reason, we share a community. For me that is San Diego. I know San Diego, and I like to share it with them.

I find out about events that my clients would most likely attend and I appear from time to time to mingle and give them a gentle reminder that I care about the things they care about and if I am not there working I am there having fun just as they are. It is kind of like sending a promo but a little more personal. Now this doesn’t necessarily quantify as a sit down ‘meeting,’ but it is is a meeting all the same. And at these events I often make more formal appointments either in person or by following up the next day with a ‘nice seeing you’ email.

My goal is to make clients really good clients and in the process develop not just a working relationship but a friendship. Once my client becomes a good client, I take it to the next level by getting involved with them socially. I offer to take them to lunch. Of course you have to be able to sense when it is appropriate and when it is not appropriate and read your client carefully. Perhaps you have a client that you don’t want to take to lunch ( I have a few ), or if you are single and they happen to be married, and you are of the opposite sex, well the last thing you want to do is have your client think you are hitting on them. Exercise caution and use your best judgement.

I like to take my good clients to lunch every 3 or 4 months. I am not pushy. I don’t hit them up every week. I often will send them an email asking if they were aware of a new restaurant or a spot that has been featured in the local paper/reader, and let them know I was thinking about checking it out. Just asking for their opinion of a place (that they might not have even had a chance to try or know about) can lead to a lunch ‘date.’ I keep it open and ask them to check their calendar and let me know when it would be convenient for them.

Amazingly clients often become friends over lunch.

via Strictly Business.

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Preparing for a Face-to-Face Photography Meeting

May 8, 2012 by Leave a Comment

[by Jenna Close]

I think I’ve mentioned this before, but I’ll say it again for the record: I’m an absolute, bona-fide chicken when it comes to asking for a meeting. The biggest problem with this situation is that in-person meetings are an extremely important aspect of marketing; far more potent than faceless mailers and multiple emails. The only solution I’ve found for overcoming this fear is the following:

Practice until it feels comfortable, then practice some more.

Call people you trust and perfect your phone skills in a safe environment. Put a smile in your voice. Watch your “ummms”. Strive to be natural, confident and friendly.

Actually listen to telemarketers. Once I made myself pay attention to people trying to sell me something, I learned a lot about what I DIDN’T want to emulate.

Go to a portfolio review. It’s a great way to practice talking about your work without the full pressure of a meeting. Study how you react in the face of criticism and learn what kinds of strange behaviors rear their heads when you’re nervous. I suggest taking it one step further when appropriate and question the reviewer about your desk-side manner. How was your body language? Did you appear nervous? Forget to make eye contact? What was their first impression of you as you sat down?

Ask a local photographer you admire to help you. Don’t ask them by email, CALL THEM. If they are willing, meet with them and ask for honest answers. If you can take the risk with someone you admire, you can do it with a stranger. If they say no, chalk that up to experience. Rejection is a part of this process, so it’s best to learn how to deal with it in a healthy way right from the start.

It’s OK to be afraid. You certainly aren’t the only one. I think a part of me will always be uncomfortable with this aspect of the job. However, doing whatever you can to build confidence will make the process far less excruciating.

via Strictly Business.

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