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Let’s speak candidly for a moment. Are you tired of struggling to find new prospects and then struggling to get them to become paying clients?

When you ask a prospective client about their budget for a job you’re bidding on do you often hear the following statements, “We don’t have one” or “We don’t have a lot of money” or the always frustrating, “Oh, I have a brother or a friend whose just graduated from art school, maybe I’ll get them to shoot it for their portfolio”.

Let me ask you another question? How do you respond? Read more »

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It’s been said that is easier to get business from someone whose already hired you than it is to find a new client.

Think about how much it costs you in terms of time (and money) to acquire a new client.

As it becomes increasingly more challenging to acquire new clients (especially in this current economic climate) it is far easier to go back to former & current clients and ask for new business.

Unfortunately many photographers tend to be on the side of the fence where they are constantly prospecting and searching for new accounts. Nothing wrong with it, but it can be an awful time consuming process.

If find yourself in this situation one-way to break free of it is to ask yourself: “How can I serve my existing clients or former clients in new and better ways?”

Use The 9 Steps Provided In This Article To Get Ideas & Jump Start Your Process:

1. Create a list of all of the duties you currently perform for your existing clients

2. Make note of any functions that could be delegated to a third party vendor i.e. web or graphic design, copywriting etc.

3. If  your client don’t require photography services presently consider offering some of the services listed from the list you made in step 2.  These are things that could be supplied by a 3rd party vendor. You arrange the service for your client and handle the billing, deducting your percentage of course.

4. When hired by a new client, give them a “Getting Acquainted” questionnaire supplied in your welcome packet.

5. On the worksheet, ask what other needs they have besides the work that you’re hired to perform. Refer to your 3rd party vendor list when you bid for new assignments or offer additional services. You could also acquire the skill yourself and keep all of the profits.

6. Consider dropping a “I’m just checking in” note in the physical mail, preferably hand written on personal stationary to let former clients know that you’re available should they need additional services.

7. Include any recent articles, press clips, testimonials from previous clients or highlight any achievement or acknowledgement you’ve received to remind former clients why they hired you and why they should consider working with you again.

8. Another option: drop a ‘let’s do coffee’ card in the envelope along with (or in lieu of your handwritten note)

9. Always be developing relationships with potential 3rd party partners so when you have referral your team will be in place.

Bonus Tip:

Take a look at your most recent accounts. Refer to the list you created from tip number one and to start to think of ways you could provide a six month or a year long “Whenever You Need Me Service” program or package to your current roster of services.

Some additional steps to consider:

• First get clear about all of the services you currently provide your clients.
• Uncover what your client actually needs and wants
• Make sure that these are services that could be performed over a pre-contracted (6 months to a year is my suggestion) period of time.
• Line up all of your vendor partners that could perform some of these services (remember you handle the billing and oversee the fulfillment)
• Give it a substantial price tag.  *It should be at least 4 figures and higher.
• Give your package a benefit rich title (clients love exclusivity and special treatment)
• Emphasize the value of the package for example: (save time, save money, peace of mind, added value, etc.)
• Offer it only to your best clients.
• Make it easy for your client to yes.

I personally believe that packages are one of the best ways to support your clients as well as even out your cash flow.

As photography services become harder to sell as a stand alone product/service it’s become increasingly important to expand what you offer and how you service your clients.

With that said I’d love to help you mind the resources you currently have at your disposable. Helping you develop profitable packages and programs designed to increase your value is my speciality.

If you’re confused as to what to offer your clients or how to package them for a higher fees than what you’re currently charging I’d love to support you.

If you want to learn how to design, package, price and present profitable your packages to your clients then it’s time to contact me for a complimentary Focus On Sales Discovery Session

Visit my blog to learn more and to secure an Easy Six Question Application. Either click on the image below or following the link.

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Every seasoned marketer knows that a pre-qualified prospect is much more likely to do business with you than someone whose never heard of you.

With that said, today’s article focuses on list building.

Here is my list of six strategies that will grow your database.

1. Publish a lead capture form on your blog or website

Often your website or blog is the first point of contact that you’ll have with a prospective client. With that said it is vital that your online presence features a list building component. There is much debate as to whether photographers should publish an opt-in form on their website.

Unfortunately, I find the energy dispensed in these pointless debates be better spent providing your target audience with a compelling reason to give you their contact information so that you may follow up and eventually do business with them in the future.

SO…. I advise doing a little bit of research and then selecting an email marketing database service to handle your data collection and follow-up. There are several excellent ones from which to choose: Constant Contact.com, Aweber.com, 1ShoppingCart.com, My Emma and Mail Chimp are my recommendations just to name a few.

2. Give people a reason to part with their information

Publishing a data collection form on your site is the first step but you’ll greatly increase your chances for sign-ups if you can provide compelling offer. What makes a good compelling offer?

The answer to that question is as varied as the genre of photographers reading this article, but to put it simply, it all depends on what you do, who you serve and how they wish to be communicated with.

I’ll give a few examples: If you’re a commercial shooter meaning the majority of your work comprises of clients for advertising campaigns and magazine editorial most likely your website may or may not attract the attention of your end client (meaning the person who makes the hiring decision).

Most likely you will be marketing your website to ad agencies and sales reps. It would suffice to say that these agents and reps are not likely to volunteer their contact information especially their email address via your website as they are bombarded with unsolicited email as it is.

So with that said, this form of database collection will probably not apply to you.

On the other hand, a photographer whose clientele comprises primarily of private 1-on-1 clients i.e. wedding, family and pet portrait photographers, photographers who lead private workshops and especially fine art photographers for example would be better candidates to leverage their site traffic into subscribers.

Ultimately what makes a compelling offer is dependent upon your service. I’ll give you a few ideas:

Subscriber based pre-announcements of workshops you offer, preview’s of dvd’s and/or cd’s or other digital documents like e-books and special reports. Of course many of these things can published and distributed as downloadable content.

Other excellent options: add on services like private telephone or in person consultations, even a free preview class or webinar and add-on products like physical prints, books, etc.

The key is to prominently publicize your offer as a value added proposition in addition to general news, updates and information you provide.

3. Consistently extend the invitation to join your list on and off line

If you’ve discovered that your particular photography service lends itself to this style of marketing your goal should be to continually invite new prospects to connect with you.  For example, don’t just say, “go to my website  and sign up for my free newsletter or email updates”.

Instead, try talking about your compelling offer, for example: “I lead photo safari’s in South East Asia, and I offer a FREE DVD showcasing the highlights from my latest group tour that includes several bonus tips that I only share with my private students! Why not visit my website or better, give me your business card and I’ll send you a link to download the video, plus I’ll send you a complimentary subscription to my newsletter, how does that sound?”

Do you see the difference? The first example doesn’t peek the listeners curiosity or more importantly provide a strong call to action.

So think of something that you can easily produce and distribute and most importantly something that would be of sincere interest to your target subscriber and then promote the heck of it.

4.  Be engaging (and remember) “Getting people to subscribe is only half of the battle, keeping them engaged is where the real work begins”.

You must be engaging, get this wrong and your list will dwindle or worst become non-responsive.  As a matter of fact once you begin communicating with your list you should reasonably expect about a 10 – 20% percent drop off -or- unsubscribe rate overtime.

On the other hand if you consistently communicate valuable information and resources to your list (and not bombard them with sales messages) you can expect about another 10 to 20% will actually go to the next level and become paying clients or customers.

The remaining 60% percent or so you’ll probably never hear from -or- they will either move themselves to the next level and become a client and/or eventually unsubscribe. The key is not to worry or overly concern yourself with this.

Your goal is to cater to and nurture the 10 to 20% that wants to hear from you and at some point either now or in the future pre-qualify themselves to do business with you.

Other ways to engage your list:

: Publish weekly or at the very least bi-weekly e-news, tips and other information to your subscribers

: Occasionally make special offers, it could time limited offers of your exciting products or services

: Create an event, it could be either in-person or online. For example, if you recently published a book, teach a class, been interviewed or having an exhibition or anything that engages your subscribers share that news and encourage participation.

5.  Have a follow-up system in place

As you develop your database you must follow up.  I once heard a very successful business and marketing coach say, “Your fortune is in the follow-up”.  It’s true; you’ve probably also heard the saying out of sight – out of mind.  Well, if you aren’t consistently connecting with your subscribers they will soon forget about you. Guaranteed!

So with that said my recommendation is to balance your online with your offline marketing efforts.  What do I mean? I’m talking about doing some things consistently online for example: emailing current subscribers in your database and/or regular posting on Twitter or Facebook if you engage in social media.

At the same time you should plan to invest a few hours a week participating in offline activities and connecting directly with prospective clients like networking, cold calling, attending live events, etc.  The key at this point is not asking directly for the sale during these initial interactions, but creating an opportunity to connect later and deepening the connection you’ve already started.

As you continue to do both make it a point to invite prospective clients to visit your website or blog to further engage with you.

6.  Encourage sharing

Finally encourage sharing; the fastest way to grow your database is to ask your current subscribers to spread the word about you.  Whenever you send an email or give someone one of your business cards ask them to share your message with friends and colleagues in their database they feel would benefit in learning more about you.

If you use a service like Constant Contact or any of the other online services I mentioned at the beginning of this article doing this will be a quite easy.

Many provide a share link or button that you can easily plug into your emails.  Don’t underestimate the power of word of mouth.  It’s still very powerful.

With that said I’d like to encourage you to share this week’s article your colleagues if you believe they will benefit.

In addition, I’d like to extend an invitation to help you implement some of these strategies into your business.  Did you know that I offer a program called “Clarity Into Profits” Laser Sessions?

If you have a moment I’d like to take this opportunity to tell you more:

These are complimentary on the spot laser coaching strategy sessions where you have the opportunity to speak with me directly to get the clarity and support you need to run your business, instead of it – running you!

A question I’m often asked: “Is your program for everyone?” The short is answer is no, but I find that practically anyone no matter where they are in their business can benefit from having their business and marketing strategies explored by an objective eye.   My sessions are designed to provide you with options, focus and natural next steps.

If this sounds like you then I may just be the person you want to have a conversation with.  My session’s usually last about 15 – 20 minutes and they are completely complimentary.

To self schedule – please visit this link to view my “easy as pie” online appointment book.   Once you book your session you will receive an instant confirmation by email.  Plus another personal note from me.

So if you’re ready snap up one of these spots I encourage you to move forward today. I look forward to speaking with you.

WHO AM I:

My name is Rodney Washington, and I am a Marketing Strategist for Creative Entrepreneurs and author of the book: Eye On Marketing: 41 Days From Struggle And Confusion to Clarity Into Profits. Click the title to learn more and order your copy.

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Summer is typically a very busy time for wedding photographers, but what if you don’t photograph weddings?

Well, if you’re a portrait photographer you’re in luck because if you’re active on Facebook (or even considering it) boy do I have an opportunity for you!

Facebook is a brilliant platform for photographers of any genre but none better than those who shoot portraits.

With just a little ingenuity you can set up a very simple and affordable event offering Facebook Avatar portraits for your fans and friends on and off Facebook that can yield you a very nice return for a day’s work. Even if you aren’t currently active on Facebook (and why aren’t you?) setting up a presence on the popular social media platform is quite simple.

Once your account is active all you need to do is invite your colleagues, current and former clients and associates to join your fan page. Next, invite your associates to your studio or to a central location, I know of one photographer who recently held a Facebook Portrait day at a local furniture store.

You’re clients come in to have their portrait taken, of course you take more than one, and you deliver one freebie pre-formatted for their Facebook Avatar and of course they’ll want more and that’s where you’ll make money. The originator of this program made well over four figures for a day’s work hosting a Free Photos For Facebook Day.

These events are so easy to set up and run, that once you do it you’ll be hooked!

6 Benefits of Hosting a FREE Photos for Facebook Day:

1. You’ll be building good will within your community
2. Attract new potential long-term clients into your sales funnel
3. They’re a built in promotional opportunity that if done properly can actually pay for itself
4. Increase in cash flow, everybody needs a cash flow injection now more than ever
5. You’ll be providing a much needed service, (many local business leaders don’t even have one good photo let alone one for social media)
6. Some of your clients will definitely want to work you for a higher ticket 1-on-1 session

As I mentioned earlier these events are fast, fun and very affordable to set-up especially when you know the in and outs of how to do it. And speaking of that I have a wonderful product called FREE Photos For Facebook “Step-by-Step Quick Start Action System”. Last year I was introduced to the idea via the very talented portrait photographer Monica Sigmon.

Monica got the inspiration to host a free-photos for Facebook portrait session day at her studio in Williamsburg Virginia at a time when sales as well as the morale of her staff were down.

Sigmon took a look at her assets one of which was a growing presence on Facebook. The idea evolved when she made note of the “crappy” avatars of many of her fans and the light bulb went off. So she decided to invite her growing fan base to come into her studio to have their avatar’s updated.

Initially the idea to host the event was just a way to bring some energy into her studio. But once her clients begun arriving they got caught up in the excitement and that led to the success of the event. Of course as a photographer Monica provided many images to choose from and so as clients viewed their shots they wanted more than the promised freebie, much more. To tune of well over four figures!

The event was so successful that Monica and I got on the telephone where she revealed the entire process soup to nuts. I then took that audio recording and had it transcribed, we then added her templates that she actually used in customizable Photoshop PSD format, and I laid out the entire process visually using a process map.

Since then many portrait photographers have purchased this system and used it with similar stealer results. I’d love for you to get you’re hands on it and implement it in your business. Visit my page to get more information and to secure a copy.

For the ridiculously low price of $47 dollars this program is a steal. We wanted to keep the price low because we understand that times are still tight for photographers and didn’t want price to be a barrier.

Special Bonus: If you purchase the FREE Photos For Facebook Step-by-Step Quick Start Action System by Wednesday June 16th, I will throw in a personal 1-on-1, 30 minute telephone consult to answer any questions you may have. I generally charge $197 dollars for a strategy session so to get 30 minutes of personal time with me PLUS+ the course that can increase your income immediately you’re getting an unheard of opportunity at $47! So don’t wait. Act FAST…

Remember you have until Wednesday June 16th to get the private consultation with me plus a proven step-by-step system that will actually show you how to make money doing something you love while providing a much needed service to your clients all delivered via social media!

Order your copy TODAY!

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Attention The View From Here Fans! – My friend and colleague Selina Maitreya creator of The View From Here (Best Selling) MP3 Training Program just sent me a notice announcing the launch of her new community fan page hosted on Facebook.

Current owners of  TVFH reported that they wanted more community and more involvement with Selina so in response she created a community fan page. You can join the community if you’re a current Facebook member, if not (and why aren’t you?) you need to get with the program because you are missing tons.

Anyway, here is the link to join TVFH community – http://tinyurl.com/3x3etvx

If you haven’t picked up one of the most revolutionary programs for professional photographers on the market to date you really should consider adding it to your library. The View From Here is a 9-part audio program in MP3 format, meaning you can download it instantly, load onto your iPod and you’re good to go. In addition Selina has provided a handy table of contents in PDF format and a FREE 30-minute tutorial.

Many photographers have reported that they are listening to Selina on their iPods as they work, play or hang out at Starbucks.  In addition Selina has offered my subscribers a generous 50% discount! To learn more, listen to a fantastic interview I did with her and view a complete outline of the program click here – http://tinyurl.com/2ecssza

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Breaking Into Photo Assisting 101: 10 Steps From Searching To Working w/Tim Olsen of APhotoAssistant.com

For many aspiring photographers getting a job assisting an established pro photographer is the first step towards making that dream a reality. For some, assisting has become their main source of income.  And many photographers choose to continue assisting for the duration of their careers while continuing to shoot their own personal projects on the side.

Regardless as to whether you want to use assisting as a stepping stone to your own studio or you just a want earn some extra money while building your book there are definite pitfalls and shortcuts that you’ll need to be aware of.  If this sounds like you and you’re ready to learn how to break into the world of professional photo assisting from a pro whose been there then you’ll certainly want to join me and my guest Tim Olsen.

Tim publishes one of the few blogs exclusively devoted to the subject at: http://aphotoassistant.com/

You should be able to access the broadcast on the day of the show using the player below.  But just in case it doesn’t work go to this link - http://su.pr/1QZ1Te and it will take you to the show page directly.  Remember May 20th @ 1 p.m. PST. (Due to a scheduling conflict the date for this show has been changed to Thursday May 20th)

If you have questions you’d like me to direct to Tim please leave them in the comments field below.

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Today’s professional photographer has many details and concerns in running their business, so it’s not uncommon to become overwhelmed and run out of the one thing you need the most, Time!

I’d like you to take a moment and think about all the tasks you have to perform daily in your business: sending out invoices, filiing taxes, setting up client appointments, doing post production, team assembly, website and blog updates, sending out your portfolio to art directors, marketing. It’s enough to overwhelm anyone. Don’t you agree?

So with all of these tasks that you ‘must’ take care of, you still have to be creative for your clients and excute the work they need and are paying you for.

Many photographers mistakenly assume that finding an agent will at least take care of the marketing component of their business. But, the problem is that not every photographer looking for a agent will actually find one and even then, an agent only wants to partner with photographers who have an established marketing system in place.

So where does that leave you when you’re already overwhelmed and in need of attracting new business? Well that’s exactly what we discussed on this special teleseminar. On this call I revealed:

• The 7 areas where photographers need help the most.
• I uncovered the 3 areas where photographers get stuck.
• And finally I revealed the #1 most after solution by professional photographers take will care of everything practically with no effort on your part.
• As a Bonus I unveiled my new Done For U Marketing program that you invited listeners take advantage of. Won’t you join them?

The replay of the recording is available here ==> Click on the link to listen.

If the player is not visible you can download the file at the link provided above

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Done For U Marketing Teleseminar Replay

If you are ready to advantage of my offer for a “Complimentary 30 Minute Strategy Session” email at: rodney@photo-marketing-mentor and we will contact you to set up your “no obligation” appointment.

I look forward to helping you succeed in your photography business,

Rodney
PS: After you listen to the replay please feel free to leave comments. I’d like to hear your thoughts

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How do you get the word out about your photography business?

I’ve been thinking about putting together this product about how to market your photography business and after my recent Photo Marketing Summit a lot of people started asking me if there was going to some of a training program on how market their photography businesses and open new revenue streams.

Basically folks where just curious about specific techniques that the experts I interviewed used. But, before I do that I just put together this super short 10 question survey and I was wondering if you could take my really short survey and tell me what you need to know about marketing your photography business?

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