Photo Marketing Mentor

When I was kid there used to be a commercial that would air every night that asked the question “It’s 10 P.M. do you know where your children are?

I was thinking about that commercial recently and it got me thinking about your clients and customers.

Do we know where they are? More specifically do we know where the ideal ones are?

When I say I ideal, I’m talking about the people you absolutely love to work with.

In my opinion these are the characteristics of an ideal client: Read more »

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CLARION CALL 2 is AVAILABLE NOW!

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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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If you’ve followed me for any length of time you know that I talk a great deal about marketing.

Obviously I love marketing, well… good marketing anyway.

But, today I want to talk about something that I truly believe is not only the cornerstone of success, but the foundation of any successful marketing campaign. Want to know what it is? It’s very simple. It’s the ability to dream big and take action.

I was listening to a podcast recently with “Chicken Soup of the Soul” author Jack Canfield and in his interview he talked about the power of dreaming big.

As a matter of fact his direct quote was, “It doesn’t take any more time to dream BIG than it does to dream small” – end quote.

Jack’s words truly resonated with me ~ so much so that it inspired me to write the article you are now reading.

I pondered his words continually as I wrote and I want to share those thoughts (inspired by Jack) and how you can directly apply them to your marketing efforts.

1. Take 5 to 10 minutes everyday to visualize yourself experiencing success. This is self explanatory, but even if you think visualizing is woo-woo there is tremendous power in actually seeing yourself accomplishing something you truly want to experience.

If you have trouble visualizing, think about this way: visualizing is not hard when you realize that you already have hundreds (if not thousands) of random thoughts running through your mind all day, everyday anyway.

So if you’re going to think thousands of thoughts daily, why not carve out a small amount of time everyday to think the kind of thoughts that actually support you? Try it. Not only try it, but commit to it. It does work.

2. Be a joiner. I believe that the biggest problem facing most self employed people (especially Creatives) is isolation. No one knows better than me about the power of the computer and the internet.

“Get out of the house, put down the Blackberry, leave the laptop at home and take the time to actually connect with people face to face.”

Using myself as an example I love to sit at my laptop either at home or at a coffee shop writing, sometimes for hours.  Second to writing my next favorite thing to do is image editing either for myself or for my clients.  Sitting at your computer for hours tweeting is only one way to get the word out about your services and connecting with others. At the end of the day nothing beats face to face contact.

Personally, I believe that as we continue embrace the digital mobile lifestyle our internal need to connect with real live people will continue to grow stronger. So, in nut shell: Get out of the house, put down the Blackberry, leave the laptop at home and take the time to actually connect with people face to face.

Don’t assume that the only places where you make business connections is via stuffy networking groups. On the contrary, the venues where you can connect with others needn’t be stuffy nor pretentious.

For example, you can meet people while waiting in line at a gourmet food truck (don’t laugh, they’ve become all the rage here in Los Angeles) or over drinks (just be mindful of your alcohol consumption) or at a class, seminar, workshop or gallery opening.

Freely share who you are and what you offer (just don’t turn your introduction into a long sales pitch) more important that you demonstrate genuine interest in the people you connect with.

Support others in accomplishing their goals and be sure to exchange contact info and finally (this is key) . . . follow up!

3. Pour your purse into your head. In other words, invest in yourself. Don’t resist buying that book, taking that course, calling that mentor or key contact that you met at a networking event.

Keep this in mind: an opportunity is only as powerful as your ability to take action on it when it presents itself.

Commit to investing a percentage of your income back into growing yourself personally and professionally. With that said, I want to point out something: when you invest in yourself personally you’re actually investing in yourself professionally and vice versa.

If you haven’t yet figured this out: You are your business.

So to recap keep these three tips in mind as you move forward:

1. See it – Take just 5 minutes everyday to see yourself achieving (as well as experiencing) your dream.

2. Join it – Make a commitment to get out of the house at least once a week to connect with real live people.

3. Invest it – No one can invest in your dream if you don’t.

Starting this month, ear mark a certain percentage of your current income back to growing yourself personally/professionally.

It could be a new book or a class, it could be a new shirt to wear to social gatherings or it could be a massage or new journal. The amount doesn’t matter as much as your commitment.

And speaking of investing and connecting you can get started today by adding my new book Eye On Marketing: 41 Days From Struggle and Confusion to Clarity & Profits to your business building toolkit.

This book continues to garner attention that surprises me beyond words.

Eye On Marketing is a step by step daily action guide and resource designed to help you grow your photography or any creative passion that you want to turn into a profitable business.  Visit my page to read all the endorsements from industry insiders as well review all of the benefits and bonuses I included:

Over $97 dollars worth to be exact and my latest bonus includes a private readers only monthly Q&A call.  As a matter of fact our next call happens on Wednesday April 27th at 4 P.M. PST/7 P.M. EST.

Our monthly calls are the perfect opportunity for you to receive on-the-spot support.

I designed these calls to provide you with direct answers to your most pressing marketing and business building questions all for an unheard of investment.  Less than $25 dollars!

So please stop going it alone. Get the support and resources you need to turn your passion into a profitable business. Take the next step join us here.

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As a marketing coach and consultant I am always looking for ways to give my clients strategies they can use to acquire more and better paying clients.

But today I want to talk about something that is rarely spoken about for professional photographers.

And yet, it’s a subject that I know for a fact is vital to your success.

Focus On Providing Excellent Customer Service!

But before I talk about this I want to tell you what inspired this article.

Recently I decided to visit my local taqueria to get an order of my favorite Carne Asada taco’s. The restaurant offers really good food at even better prices, it’s a treat every time I go. I love the food but I can’t help noticing that no matter what I order or how busy (or slow) the restaurant it always to take fifteen to 20 minutes minimum or more to get my to-go order.

On a recent visit I noticed that they take phone in orders and so I thought “great, the next time I want dinner I’ll just phone it in”, pretty simple, right?

So a couple of days ago I was totally engrossed in work and I didn’t feel like cooking and remembered that my favorite taco stand takes phone orders. Instantly I grabbed my Blackberry, hit the speed dial (I’m a dedicated taco fan can’t you tell?) and within minuted placed my order to which I was told that my meal would be ready in 5 to 10 minutes. Great!

I finished up some phone calls and then hopped in the car for a literal 2 – 3 minute drive to the restaurant. Once I arrived I told the cashier that I wanted to pay for my phone in order and confirmed my name. I paid and the cashier promptly disappeared, I assumed to retrieve my order or so I thought.

He didn’t and I waited.

Soon two minutes quickly turned to ten and then fifteen. The regular amount of time it takes to get an order when I just walk in.

Of course my immediate thought was “why did I bother to phone in the order if I am still going to wait 15 minutes anyway?”

Now I know what you might be thinking about now “What does tacos have to do with my photography business?” Well I’ll tell you, it’s simple, customer service.

In the case of my recent experience I am a regular with this business, but that aside, isn’t the point of ‘calling it in’ the convenience for the customer?

My point being is simple, as a business owner make sure that you always take good care of your customers whether you sell tacos or photography. Attention to detail is the cornerstone of customer service and good customer service is the name of the game if you want to have a sustainable business. Especially in this economy.

I’ll share a phrase with you that I love, “People don’t care how much you know, until you can prove how much you care”. In the case of my recent experience of course I realize that things happen. Perhaps they became inundated with orders right after I phoned in mine.

I certainly noticed a substantial line forming immediately after I paid but the point I want to make is not as much about the product as it is about the service.

Our clients have a lot of choices today, but for the purpose of this article I can practically guarantee that there is a photographer serving the exact same client as you, possibly in the next block. Certainly in the same town or city.

“People don’t care how much you know, until you can prove how much you care”

My point being is that if you can’t compete on subject matter or photographic style, and you certainly shouldn’t compete on price the only thing you have left is service.

Now more than ever how you engage and welcome new clients into your business, how quickly you deliver the goods, how cared for and acknowledged you make your clients feel goes a long way towards how profitable your business will ultimately be.

So you see at the end of the day it doesn’t matter what you sell. Business is business and customer service or the lack there of could be the deal breaker in how well your photography studio runs.

My challenge to you this week:

Take some time this week to explore how well you are connected to your clients, pay extra special attention to the way you service them before, during and after the transaction.

Some questions you should be asking yourself:

• How easy do I make it for potential or current clients to reach me?
• What is my current turn around time for deliverables? And can it be improved?
• Do I offer any premium services? Another way to look at it is, do I offer anything that’s special, that would stand out for a potential client?
• Do I make it easy for my current and former clients to give me referrals?
• Have I recently surveyed my current clientele to see how they would rate my level of service?

Finally make notes on how you could improve. Your people will tell you what they want if you ask them.

Final question: What could I implement this week to wow my current clients and make them pick up the phone or come in?

The bottom line: Even in this funky economy people are still looking for places to spend money. But more than that they want acknowledgement, they want to be heard and above all else they want excellent service.

Even if your current clientele base enjoys working with you but you do nothing to encourage them to maintain a relationship with you, then you can consider your investment of both the time and money to get that client a bad investment.

Why? Because you have work twice as hard to find another client to replace the one you lost. Have you ever heard the saying?, “It’s easier to get someone whose already done business with you already to do business with you again than it is to find a new client”

Your action plan:

Review the questions posed in today’s lesson

Put a plan in place today to wow the clients you currently have and/or find a way to reconnect with the ones you’ve lost contact.

And if you don’t want them back for whatever reason, create a profile of who you do want to work with and expend your marketing dollars and time to wow them.

Either way dedicating yourself to go the extra mile can go a long way towards growing your bottom line.

I would love to know one thing you do to wow your current clients! If you have an idea that has won over your clients and encouraged them to give you repeat business please share them in the comments below.

Join My Best Customer Service Idea Contest:

The best customer service related story or idea will win a FREE copy of my book (featured on the left): Eye On Marketing: 41 Days From Struggle and Confusion to Clarity & Profits.

This book has been a game changer for a lot of photographers who have read it.

The recently updated my book gives you 41 practical marketing and mindset strategies that you can use immediately.

To read the growing list of testimonials and get more details about the book visit this page.

But to be considered for the drawing don’t forget to leave your best customer service story or idea that you’ve used to wow your clients and get repeat business.

I will personally read all of the comments posted here on the blog and the best one will receive a complimentary copy of my book: Eye On Marketing: 41 Days From Struggle and Confusion to Clarity & Profits.

Who knows? If I receive enough really interesting comments I may decide to sweeten the deal with an extra ‘surprise’ bonus or two.

Good luck!

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Wow it has certainly been one action packed week!

For starters I began working with two powerhouse online marketers for pro-photographers Blogger & Publisher Cris Mitchell of ProPhotoResource.com, ProPhotoPublishing.com and Photographers Handbook and Search Engine Optimization Specialist & Author Zach Prez.

These amazing and generous gentlemen are graciously supporting me in helping get my message out to photographers by sharing my resources with their communities. In particular my new book: Eye On Marketing: 41 Days From Struggle and Confusion to Clarity & Profits.

The results I’ve seen this week have been nothing short of amazing with many copies sold over the past several days! It is clear that this book is shifting the way photographers and creative professionals create and build connections with their clients and customers.

I can tell you from personal experience that collaboration and sharing what you offer is the fastest way to increase revenues in your business. With that said without question the fastest way to experience similar results in your business is to make a commitment today to do the same.

I feel so strongly about this that I took it a step further!

As I mentioned earlier Zach is a Search Engine Optimization Specialist. But not just any SEO guy, but a specialist for pro photographers. How cool is that?!

Zach works directly with photographers in all genre’s helping them develop dynamic web pages and blog posts that get found, seen and read by their prospects many of whom become paying clients and customers.

Zach offers private one-on-one coaching, in addition to being the author of an amazing e-book titled the Photography Web Guide: 4 Essential Areas To Grow Customers Online.

I must warn you know that it’s a tiny e-book but boy does it pack a punch!

I purchased Zach’s book early last week and have slowly been going through it trying to absorb all of the great advice he shares. As a matter of fact I was so impressed that I reached how to Zach directly and asked him if he would agree to be interviewed by yours truly and he graciously said yes.

So yesterday I sat down with Zach for an amazing interview…. no, scratch that. It wasn’t an interview, it was a training! For example, one tip Zach shared will forever change the way I ‘speak’ about the images hosted in my own personal web galleries, it’s that powerful.

Anyway I could go on and on but instead I would rather invite you hear for yourself what this talented young man had to say. To catch the replay of our discussion visit this link to access the FREE MP3 and when you go there pay special attention to an amazing offer that Zach and I cooked up. I promise, it will literally transform the results you’re currently getting on your website and ultimately in your business.

Until next time, have a productive and profitable week!

All the best, Rodney

PS: There is a time limit on how long this recording will be available. I will be taking it down soon. So if you want to get it you need to act quickly!

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Learn what makes a photographer valuable from a buyer’s perspective. Vision vs. Budget. Still vs. Motion. Marketing tools that actually get noticed. Hear about the best ways to present and get face time.

Learn how an account moves through an agency and how to build your relationship with key players. Understand why your book always gets called in but you never get the nod.

Get into the heads of your customer via the head of Ms. Morton, one of Canada’s top art buyers and one of photographers favorite bloggers.

To learn more about Heather visit her blog.

Here are 10 key points from her discussion:

1. Tightly focus your vision as well as your portfolio. Clients prefer to work with specialist over generalists.

2. Focus on creating trust and relationship building (not just the sale) but setting the stage for long term sales opportunities.

3. To create effective promotions try to tie them to current and seasonal events. For example: if your photographic style is ‘Romantic’ in nature then create a promotional program promoting that fact (say Valentines Day for example).

In other words: Start looking at your work objectively and then create parallels between your subject with what’s happening in the world.

4. Be Nimble: in essence be a problem solver for your client, focus on coming up with solutions and efficiency including financial as well as job execution.

5. Art buyers look for story and how you execute a story demonstrates your ultimate value to them. Your portfolio must display consistency, not just ‘one stand out image’

6. Word of mouth plays a much larger role in how jobs are assigned than photographers may realize. Image, atmosphere and commitment is KEY!

7. Get in your expectations in check before you show your book. And be careful to always show new work when re-presenting your book to art buyers you’ve previously contacted.

8. Consistency in your branding is key. Use the same logo, color scheme, type font or whatever you use to stand apart and do so with consistency.

9. Your book (professional portfolio) should be a ‘work of art’. Put a lot of care and attention into creating a book that creates a visual opportunity for a potential art buyer. Your book should encourage an art buyer to spend time with it and create a lasting impression.

10. Make sure there is a match between what you create and what the agency needs. Invest time in doing your homework: check out the website to see what types of accounts they handle. If there is a match follow through, if not, continue to do your research to find agencies who would be a match.

Ready to go further?
This is just an overview, of course Heather went into much more detail during her session with Selina.  To learn the complete process on how to attract the attention of art buyers, how to build and maintain relationships and of course how to set the stage for long term sales add Clarion Call 2011 to your marketing resource library.

What is Clarion Call?
Clarion Call consists of 14 MP3′s that covers every possible topic for commercial photographers from art buying, to working with video and motion to rebranding your photography business and much, much more.

Right now until February 24th (that’s next Thursday) you can pick up this ground breaking program at either the Silver and Gold levels for a very generous price.

Visit the website to see the complete program and the topics offered. Be sure to scroll to the end of the page to see all three program options and what each entails.

Additional Bonuses:
If you would like more hand holding and personal attention, Selina Maitreya offers a Platinum Package that includes an expert coaching package and several incredible bonuses. See the page and be sure to scroll to the bottom to see the various packages.

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Sales! It’s the life’s blood of any business, basically it is your business.

If you aren’t making sales then you don’t have a business you have a hobby.

I know that may sound a little harsh but it’s the truth. So in today’s article I want to show three quick ways to increase your sales immediately.

My suggestion: The best way to get the most benefit from this article is to plan to implement these strategies as soon as you’re done reading.

I also want to give you a heads up that this article is a part of a new series coming to the blog in the coming weeks.  I’ve designed this new series to open the conversation about about sales and sales processes, so be on the lookout for those.

As always I welcome your comments so please feel free to share at the end of today’s post.  Also if this article inspired you in any way please share it with your fellow tribe on Facebook or Twitter the buttons are provided in this post.

3 Quick Ways To Increase Your Sales Today

1. Vow to Only Work With People Interested In What You Have To Offer -

I know this sounds simplistic but you’d be surprised how much time, money and frustration we create for ourselves by focusing our energies on the wrong people. I’m often asked in my coaching “How do I know if I’m working with or marketing to the wrong people?” Easy I say, “Look inside your wallet!”

Your sales results reveal everything about the current state of your business. It’s that simple.

If you aren’t making the money you want and need to make then it’s typically a result of one of two things, either the people you’re talking to aren’t interested in what you have to offer or they can’t afford it. Or, you’re not connecting with them in a way that encourages them to work with you.  Vow today to change that.

2. Stop Making A Big Deal Out of Asking For The Money -

I recently heard this via my business mentor who said. “When we go to the checkout line at Walmart with our cart full of items we’re ready to purchase and the cashier rings us up she doesn’t hesitate to tell us how much we owe her, right?” I echo that completly. The single biggest reason why creatives (or anyone for that matter) struggles in sales is because we make too big a deal out of asking for the sale in the first place.

If you and your prospective client are on the same page (meaning) they know what they want and they feel you’re the one to provide it then the conversation will naturally flow to asking for the sale. It’s that simple.  Don’t hesitate or feel like you’re being greedy or taking on your prospective clients money story.  More often your prospect will mistake your hesitation for lack of confidence in your abilities.

Don’t make that mistake, state you rates with confidence and back them up with skill, expertise and excellent customer service.

3. Get Real -

If you’re struggling in sales usually it stems from something deeper. Yes, it could be something logistical but for the purpose of this example let’s say your particular niche market is saturated with wedding photographers. Even in this extreme case, I still believe that theirs plenty of potential clients for everyones unique photographic style or approach.

Logistics aside for a moment, I’d like to ask you to go deeper. For example: how are you feeling about making sales calls? Do you hesitate, procrastinate or avoid? Do you waste time arguing for your limitations by saying things to yourself like, “I can’t take on a particular client because I don’t have the right equipment, or my book isn’t strong enough to go on prospecting calls with agencies or clients”.

I want to encourage you to take this opportunity to get real with yourself. If you’re struggling in sales ask yourself where you’re avoiding doing the things that are keeping you from the sales you desperately desire to create.

Remember this: You have a gift, something that the world needs and is waiting for you to express. My question to you is, “what are you going to do about it?” If after reading this article you find that you’re ready to take the next step I’m ready to help you increase your sales.

Take A Bold Proactive Step:

Did you know that I offer private one-on-one Clarity Into Profits Strategy Sessions?

Here’s what one of my clients said about our work together:

“After our my first meeting with Rodney I could see light at the end of the tunnel. He gave me real insight and solutions I could use immediately. With Rodney’s help I’ve already started to increase my income and have improved communication with my clients. I have not felt this much hope and excitement about my photography career in years.” ~ Inez Lewis, www.inezlewis.com

I welcome an opportunity to help you:
⁃ Improve communication with your clients
⁃ Find hidden profit centers in your business
⁃ Build your database
⁃ Critique your blog or website
⁃ Review your copy for a new program your considering
⁃ Uncover your sales blocks
⁃ Even help you build your team so you can free up your time to do more of what you love.

Email me today to schedule your own complimentary Clarity Into Profits Strategy Session. Or you can go to my FREE Online Booking System to see my current availability and put your session on the books.

The one thing I can guarantee is that you’ll leave our session with at least one nugget that will turn your business around and the best part it won’t cost you a cent!

That’s my promise to you.

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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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