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August 23, 2006
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Are you trying to break into the destination wedding business? Would you love to schedule portraits at a beach resort during the summer? Do you want to start working with corporate clients in other major cities? What may be holding you back is the way you speak to your prospects.
 
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Photographers hold about 129,000 jobs in the U.S. Over half are self-employed.
 
 

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"Don't let your schooling interfere with your education."

- Mark Twain
 
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photokina 2006 is expected to be the biggest event ever, with 1,600 suppliers from 50 countries, and over 160,000 visitors. photokina will start September 26th.

 
 

It's All In Your Mind

T Harv Eker said in his book, Secrets Of The Millionaire Mind,

"You are not your mind. You are much bigger and greater than your mind alone."

Yet most of us put limitations on what we can do, every day of our lives. You are capable of anything; yet it all comes down to what you believe you can do. You define your own blinders, and move forward accordingly.

For many photographers, one limitation that I see over and over again is the need to meet with clients before you work with them. Why? Is it important you see their face before you photograph them? Usually the answer to this is no. Yet most photographers demand a meeting, and begin programming this meeting into their prospects head from the beginning.

In your brochures and advertisements:
Call to set up a meeting.
 
In your voice mail:
Leave your name and number, and I'll get back with you to schedule an appointment.
 
In your conversations:
What's a good time to meet?
 
Switching your business around to where you can work with anyone, anywhere and at any time, requires you to change the way you speak to your customers. You set the norm for communication with them. You control the meeting schedule. You set the standards for how your business will be conducted. Consider changing your communications to things like:
 
In your brochures and advertisements:
Visit our website to see our portfolio.
 
In your voice mail:
We'd be happy to provide you with more information at your convenience. Do you prefer phone or email?
 
In your conversations:
The best way to learn more about us is to visit our website to view our portfolio. If you need more information, submit your information on our fill-in-the-blank form.
 
Your customers will do as they are told - you just need to tell them your preferences. Changing your way of thinking will allow you to communicate in a much more effiecint way. And it will eventually allow you to deal with customers from anywhere in the world.
 
What's On Your Mind?
Q: How do I handle a group of photographers gathering around my booth at tradeshows? I've had this happen more than once.
 
A: Photographers love to see the work of other photographers. Yet monopolizing your time at a tradeshow is not in anybody's best interest.
The best way to handle this is to gently ask them to open up the space around your booth, and possibly scheduling a dinner at a later time to meet as photographers. You may say something like:
 
"I would really like to get to know each of you further, and learn about how our businesses can possibly work together. But today, I would really like to focus my attention on gaining new customers. Can I take your business cards so I can call you later this week? That way you can get back to your booths as well."
 
We met several other photographers at tradeshows over 15 years ago, and formed an incredible mentoring group that lasted for years. We travel together, celebrate holidays together, and are the best of friends.
 
Do you have a question? Let me know, and maybe your question will be in a future edition.
 
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  • Fotki
    This tool allows you to store and share photos.