New, qualified portrait clients for under $5.00 – tried and proven method!

Tired of spending advertising dollars with no results?  Are the clients you do bring in not spending?  Have you divided the dollars you spent on your recent campaign by the number of clients you actually brought in?

Here’s a system that brought us as many as 85 new portrait clients per year who really spent.

Seek out pre-schools and charities in your area and contact them to find out when their annual fund raiser is held.  They all have them and almost always have an auction.  Offer to dontate a session AND a gift size portrait.  It’s important that your donation be complete, so just a discount OR a session without a portrait is generally frowned upon.  You make your money on the upsell which, for us, averaged very well.  We only had about one recipient per year who made no additional purchase.  Here’s WHY it works:

• The recipient is happy to donate to the school or charity because it’s a wothwhile cause
• Your new client is someone who has enough money to give it away!
• If they never claim their “prize”, it costs you NOTHING!

If you have more questions or would like more detail, please contact me through my website at www.prismphoto.cc and I’m happy to help -always!

Next time: How to guaranteed your portrait clients return annually!

To contact me directly and for more information about Profitable Products for the Professional Photographer, please visit www.prismphoto.cc -TED

 

How to WOW your clients inexpensively!

What is your client’s reaction when they pick up their order from you?  If it’s a complete set of 4×6 photographs, do you hand it to them in a paper bag?  If it’s a DVD, are you presenting it in a paper sleeve so it looks like the backup of their previous year’s tax return?  If it’s an album, is it in the same packaging they would receive from an online printing service?

If you want it to look precious, the presentation needs to be precious too.  We all know that when you present your client with a DVD, it’s what’s on the DVD that’s valuable and NOT the DVD, but you can make it look like it’s worth what you’re charging before they take it home and view it.  Here are a few examples of ways to enhance your presentation:

These exquisite photo boxes can be purchased for as low as $24.95 each(w/shipping) and hold 150, 300 or 450 4×6 or 5×7 photos.  There’s even a box that holds photos AND discs.  When you present you client with their photos, they’ll surely say “WOW”!

Make your CD’s or DVD’s look precious with these upholstered folios with matching cases.  They available for only $17.95 each (w/shipping) and your clients won’t be able to wait to go home and view their images and/or video.  What’s more, their guests will be intrigued by this presentation and will want to know which photographer or videographer cares enough to offer such a unique presentation.

An upholstered album case will ensure that your client will display their cherished wedding album for everyone to view.  You can keep them in stock and insert your own photo in seconds.  This beautiful, acrylic cover album case is available for $43.95 (w/shipping) and available for 10×10, 12×12 and 11×14 albums.  There are also upholstered album cases without a cover photo available in 8×8, 8×10, 10×10, 12×12 and 11×14 for as little as $24.50 (w/shipping).

 

For very little additional cost, you can increase the perceived value of your products and “WOW” your clients.

Next time: New, qualified portrait clients for under $5.00 – tried and proven method!

To contact me directly and for more information about Profitable Products for the Professional Photographer, please visit www.prismphoto.cc -TED

Don’t hide behind your computer!

My previous post spoke about how YOU are what makes your business unique.  In order for a prospective client, whether it be for a portrait, wedding or other type of personal photography, can get to know you is through live conversation.  The ideal situation is a face-to-face meeting.  Because the next best thing is a phone call, try to set up a live meeting by CALLING, rather than emailing.

I’m a big fan of email and texting because you can contact someone 24/7 and they don’t need to be available at that exact moment.  Also, if there is information to be exchanged, it’s always best to have it in writing, BUT that’s not the best way to make the initial sale.  Sure, it’s much easier to have all of your communication electronically, but a bride, for example, wants to know what you’re like as she’ll be spending a fair amount of time with you on the most special day of her life!

Always try to respond by phone, ask a few brief questions and above all, LISTEN!  There’s always much more to be gained by listening than talking.  Learn what your prospective client is looking for, what’s important and get to know them.  This will also give them the opportunity to get to know YOU!  If you connect, you’re much more likely to have them hire you.

Next time: How to WOW your clients inexpensively!

To contact me directly and for more information about Profitable Products for the Professional Photographer, please visit www.prismphoto.cc -TED

Why you should be using a Pro-Lab

Is the money you’re “saving” really costing you more and not allowing you to grow your business?

Are you printing your own?  Have you become a lab?  Be honest; how much time are you really spending making prints and how much money are you really saving?

As a photographer, you make the most money and grow your business by marketing, shooting and selling.  Everything else is secondary and non profitable.  Here’s why:

Making your own prints involves purchasing equipment, an inventory of ink, paper, canvas, a service contract and/or maintenance on your printer(s) and possibly software, etc.  How long will the equipment last?  How many prints will it take to pay all of this back?  What’s more, if you’re not happy with a print (and there will be many), you pay for the remake as well as the original.

A high-quality, reputable Pro-Lab will always stand behind their work.  If it’s not right, they’ll remake it free of charge.  This means they will do their best to make it right the first time because of the additional cost of a remake and back and forth shipping.

Here’s how human nature plays into this.  First, you will tend to let a less than perfect print pass because of the additional time and money to remake it and as a result, your quality will drop.  I’ve seen this happen over and over.  Also, because you cannnot possibly offer all of the products and service of a high quality Pro-Lab, the tendency is to sell the products you produce in house rather than those you have to outsource.  Before long, you’re not offering all of the exciting products available today and your customers aren’t showing them to their family and friends.

A high-quality, reputable Pro-Lab will offer a large selection of products for all types of photography.  They do the volume of business that makes it profitable for them to do so.

Now, the real important part: You (and your staff, if you have employees) could be spending the time that you make prints on promotions, marketing, shooting and selling.  You will devote so much time (or perhaps already are) printing and producing orders that you just don’t have the time to market and grow your business.  You won’t spend the additional time with a customer for a face-to-face sale where you can really increase your income.

The bottom line is that you will become a $15/hour lab tech instead of a $150/hour photographer and salesperson.  Who do you want to be and how do you want to see your business grow?

Next time: Don’t hide behind your computer! 

To contact me directly and for more information about Profitable Products for the Professional Photographer, please visit www.prismphoto.cc -TED

What’s the GOAL of your website?

What’s the one thing that makes YOU totally unique that can’t be experienced on your website?  It’s YOU!

Think about it; you can show your images, products, services, prices, discuss quality and customer service, but the overwhelming majority of people seeking quality photography want to hire someone they connect with.  What’s more interesting is that they may not even realize that this is their own “hot button”.  If a prospective client can connect with you; everything else becomes secondary.  I’m not saying that it’s the only criteria, but it’s truly something that may convince someone to hire you over your competitor.

This can only happen with a LIVE conversation; whether by phone or better yet, in person.

Websites are an amazing tool that have revolutionized how we shop.  We can target the entire planet for very little cost.  If you or I are looking for a particular model of plasma TV, we can do a search and find the best deal because it’s the same product regardless of where we purchase it.  Not so with professional photography.  Most people who shop for photographers online do so as an elimination process.  They see your work, products, detailed pricing, contracts, payment terms, etc. and either rule you out or perhaps contact you.

So the goal of your website should be to make LIVE contact.  But how do you accomplish this?

The best way to increase the number of responses to entice.  Post a select number of outstanding images and use phrases like “unlimited coverage starting at $…..” or “custom coverage/packages available”, etc.  Don’t give the viewer so much information that they “think” they don’t need to contact you.

We have all purchased above our budget or even driven across town because we liked someone and wanted to work with them.  Make that person YOU!

Next time: Why you should be using a Pro-Lab

To contact me directly and for more information about Profitable Products for the Professional Photographer, please visit www.prismphoto.cc -TED

Time for a Makeover!

 

Whether you work from home, have a retail location or meet your clients in their own homes or even at a coffee shop, perhaps it’s time for a makeover.  Today’s clients are very savvy and want the very best, even if they want to pay the very least!  My first boss once told me “the less they spend, they more they demand!”  Perhaps he was right.  I remember a local catering hall in Rochester, New York and respected them highly.  Why?  Because no matter what their clients ordered and how much they spent, it always looked beautiful and they were always treated with respect.  We all need to do the same.

“How are you and your work perceived by your clients?”  Is it not only current, but innovative? 

• Make new samples!  This should be an ongoing process.  Are the images current?  Are they in pristine condition?  If you’re transporting them from place to place, are they showing signs of wear?  If they look precious, your prospective clients will think so and if not, it will be obvious to them.
• Frames, albums, folios and other display items should be updated with the newest and the best!
• If you want to sell high-end product, you MUST show it.  If they want something inexpensive, dig it out of your back room, sample case, etc.; don’t have it be what you regularly show.
• Examine what you’re sending your prospective clients home with?  Make it something you’re proud of and have it be an odd size, so it stands out.  Even a simple business card can be printed vertically or square.  Remember, most people do a lot of research and shopping and you want your promotional items to stand out.  You should always be sending something professional, whether it has prices on it or not, but make sure they have something to remember you by.
• Your website and Facebook page should be current.  If your Christmas special is still on your website, you know what you need to do!
• Time for a new promo portrait -if you want repeat business from your clients, set an example!
• Your voicemail message – change it up!  Make it sound inviting and thank them for contacting you, but make it brief.

Make YOU and your business more desirable.  Who do you personally like doing business with and why?  Think about what attracts you to specific people and businesses.  Many of these suggestions can be done at very little or no cost.  Regarding new samples, most suppliers offer ongoing sample specials in addition to seasonal promotions.  Take advantage of these.

Next time: What’s the GOAL of your website?

To contact me directly and for more information about Profitable Products for the Professional Photographer, please visit www.prismphoto.cc -TED

 

If you can’t beat ‘em – join ‘em???

Have you come to a crossroads in your business?  Based on your current business plan, it may be time to make some serious choices. 

You can’t be everything to everyone.  We all know that it just doesn’t work that way.

Are you noticing that photographers in your area who are producing inferior work and charging rates you can’t compete with are busy all the time?  Continuing to offer your level of service and products while trying to compete with lower priced photographers will put you out of business.  Everyone’s cost of doing business is different.  Producing high quality images, products and great service means more time and expense.  Besides, you will NEVER be the lowest priced photographer; someone will always be lower.  And do you WANT to be?  My guess is probably not.

To be financially successful, your 2 options are to “beat ‘em” or “join ‘em”.  You can either reduce your cost of doing business and lower your prices drastically -OR- you can come up with ways to make your products and services more desirable and keep your current prices or even raise them.  But how do you do this?

First, you must come to the realization that you may lose some customers (your least profitable ones), but you will be replacing them with others (who you will make real money from).  As stated above, you can’t be everything to everyone and this is how your business will grow and be more profitable.

Here are a few helpful hints:

• Offer products that don’t require expensive samples.  Many suppliers offer sample discounts or sample packs available at reduced prices; especially in January.  You may also be able to use stock sample packs.
• When increasing prices, add to your existing packages, coverages and minimums to show increased value.  This will prevent previous clients from directly comparing old prices to new.
• Offer smaller packages, coverages and minimums at very modest price increases.  This will give previous clients alternatives at a comfortable price point.
• Most important – make your most desirable package, your most profitable package and make it your middle package.  Most consumers purchase in the middle so design it with this in mind. 

Next time: Time for a Makeover!

To contact me directly and for more information about Profitable Products for the Professional Photographer, please visit www.prismphoto.cc -TED

What about the disc?

Digital technology has taken the “mystery” out of putting an image on paper.  The internet, coupled with social media, has allowed everyone to share images everwhere and instantly.  Most inquiries that photographers receive about services, products and pricing will include “what about the disc?”  The public has been educated and prompted by their friends to find a photographer who will provide digital files.  Many professional photographers have met this request with resistance as they have perceived this to be the loss of their profit center, which is the sale of prints, albums and other products.  Also, the “lack of control” of how the images are produced, creates a fear that the reputation of the photographer may be marred.  Here are my interpretations regarding these issues:

• If you can “net” the same or more actual profit, why not come up with a price structure to include the disc?  Give some thought to the hours saved producing finished products.  You may be able to spend more time marketing, photographing, selling to actually grow your business.  Consider a flat fee for the disc with no product purchase and then a sliding discount for purchasing the disc based on the total order.  You can even offer a discount off your print and product prices if your client has YOU make their prints once they have purchased a disc.
• Offer retoucing and album design services for a fee.  Statistics show that the vast majority of consumers who purchase image discs never do anything with the files.  There is a great opportunity here.
• Concerned about losing control with poor quality printing?  My opinion is that you should supply the highest resolution files possible because you can never control the maximum size your client will print.  Provide them with the tools to make quality prints and as I suggested above, offer them a discount off your regular prices if you fulfill the order for them.
• Another option is to only sell files that you have retouched and made prints from.  With printing consistency being better today than ever before, this will help to ensure a hight quality finished product.

We all know that the time and talent that goes into creating the images is what you’re selling, but what you hand over to your client is the CD, DVD or Flash Drive and presentation is everything.  Please check out www.prismphoto.cc for all of the beautiful CD/DVD Folios and large variety of personalized flash drives.  Many can be ordered individually!

Next time: If you can’t beat ‘em, join ‘em!

To contact me directly and for more information about Profitable Products for the Professional Photographer, please visit www.prismphoto.cc -TED

Simple tips to get more orders

The easiest and most profitable sales are from existing clients.

Most of the time and expense for every wedding and portrait involves the shooting and image preparation for viewing.  The biggest margins in wedding and portrait photography are from the sale of prints and products.

Here are a few ideas to help increase orders and also book more sessions and events:

1) Insert a coupon in EVERY order when you deliver it for additional purchases from that wedding or portrait.  Have a few different ones on hand to promote products that your client has NOT already purchased.  As one of my mentors, Larry Peters says “Never make an offer without a deadline”.  Without a deadline, there is no incentive to purchase now.

2) Insert a coupong in EVERY order for a promotion for the next session.  This can be a discount for the session, a free gift size print, a discount on the order or whatever you’d like.  Make the deadline appropriate to the type of client.  If it’s a baby for instance, make the deadline 6 months.  If it’s a wedding, make it a promotion for a portrait of their first child up to 3 months old, etc.

3) Insert a referral coupon for a friend’s wedding, portrait, publicity portrait or anything you’d like.  Perhaps work something out with another vendor as the gift.  This could be a free haircut at a salon, a free dinner at a restaurant, or anything else.  This will also strengthen relationships with other vendors who can help promote your business.

Next time: What about the disc?

To contact me directly and for more information about Profitable Products for the Professional Photographer, please visit www.prismphoto.cc    -TED

 

 

Be the wedding couple’s hero for under $20

Here’s something that will thrill every Bride & Groom and also spread your name to their family and friends.  Sometime during the reception, take about 15-20 minutes and create a honeymoon album.  It’s simple and inexpensive.  All you need is any type of photo printer and a 4×6 self-stick album.  Select 10 images and be sure to include the bridal party and all immediate family members along with a couple of really “fun” images.  Print them out and stick them down!  When it’s ready (perhaps when the couple finishes their dinner), present it to them at the reception to take along on their honeymoon.  The Bride, Groom and everyone around will gather and you will truly be a hero.

You can purchase these albums for as little as $9.50 each (including shipping) at http://www.PrismPhoto.CC  Your only other expense is the cost of 10-4×6 dye-sub or Inkjet prints.  Be the hero and book more jobs too once the word gets out!

Next time: Simple tips to get more orders

To contact me directly and for more information about Profitable Products for the Professional Photographer, please visit www.prismphoto.cc    -TED