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July 26, 2006
Getting Leads Into Your Business
The Idea: If you're like most business owners, you probably have one goal that never changes - bring in more leads that ultimately turn into good quality, paying clients. But how do you bring them in consistently? What methods do you use? Take a look at today's article and learn more about lead generation.
Virtual Photography Studio
Never assume your prospect has seen your ads. It takes up to 12 contacts before they notice you, and have a desire to contact you.

Virtual Photography Studio
The goal is not to change your subjects, but for the subject to change the photographer.
~Author Unknown
Virtual Photography Studio

Nikon has started a teaser campaign promoting a new compact 10.2 megapixel digital SLR. It should be available around the 10th of August.


Where Are The Leads?

Well that all depends on how much business you need in your studio.

Let's say that you want to photograph 30 weddings per year. How many leads you need to generate those 30 weddings would depend on a number of factors:

  • How much you charge for your weddings?
  • Do you leads know and understand your pricing before they contact you?
  • How good you are at turning leads into sales?

If your leads are pre-qualified, have a lot of information on you and your services before they contact you, know and understand your pricing, and have a strong referral, you might only need 30 leads to book your 30 weddings.

But if your leads come in with little knowledge of you or your services, they call in 'blind' from a vague advertisement with little information, and don't match your criteria for your ideal client; you may end up having to meet 10 to 15 prospects before turning one of them into a client.

Which would you rather have for your business: 30 prospects turning into 30 clients, or 450 prospects turning into 30 clients? Obviously, your ultimate goal should be the first option. The better you define your perfect client, and the better your marketing strategy to reach your perfect customer, the easier your business will be.

Lead generation is all about understanding your customers, and reaching out to them in a way that makes them need what you have to offer. Refine what you have until you've developed your "perfect" message. Not only will you become better at business, but you'll also have more time to concentrate on other things.

What's On Your Mind?
Q: I've sent out several postcards in my neighborhood advertising for family portraits, but the results have been dismal. What am I doing wrong?
A: Without looking at your postcard, I can't make specific comments. But let me go over a few things that might help you.
First, did you put a call to action on your postcard? In other words, did you offer a bonus if they signed up by a specific time? Or an expiration date? People are procrastinators. You have to push to make them take action.
Second, did you put your contact information, and tell people how to get in touch with you? That may sound basic, but I receive postcards all the time with no email address, no business location, no phone number, and no web address. You can't contact someone if there's no information.
Third, do you ask for the sale? Providing information is great. But people want a reason why they should take action. Why should they buy from you? Sometimes its as simple as asking people to buy.
Do you have a question? Let me know, and maybe your question will be in a future edition.
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