At Your Service

Contrary to what some may think, professional photography is not a commodity business. Looking for the right photographer is not like shopping for a TV set where you decide on the make and model of TV and then search around to find the lowest price.

When a company is looking to hire a commercial photographer, it can expect to get a variety of photo quotes. For a common assignment like a business portrait, the prices may vary by a few hundred dollars. For a large project, photography quotes can vary by many thousands of dollars.

The difference in pricing reflects the photographers’ different experience, talents, production methods and overhead expenses.
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The Importance Of Press Releases

A Columbia Journalism Review article by former New York Times reporter John Sullivan, titled True Enough, the second age of PR, talks about how public relations has become the dominant source of information for the media:

Some experts have argued that in the digital age, new forms of reporting will eventually fill the void left by traditional newsrooms. But few would argue that such a point has arrived, or is close to arriving.

“There is the overwhelming sense that the void that is created by the collapse of traditional journalism is not being filled by new media, but by public relations,” said John Nichols, a Nation correspondent and McChesney’s co-author.

Nichols said reporters usually make some calls and check facts. But the ability of government or private public relations to generate stories grows as reporters have less time to seek out stories on their own. That gives outside groups more power to set the agenda.

previous post on this blog touched on this same topic.

For reporters, this should be a big concern. Although at many newspapers, this doesn’t appear to be an issue. More press releases means less work for a reporter and less expense for a publisher.

For businesses, this should be a happy wake-up call.
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Let’s Make It A Date

Sometimes a potential customer will ask a photographer, “What day is good for you?” or “When are you available next month?”

The photographer should never answer, “Oh, any time is good for me” or “I’m open on the 3rd, 4th, 5th, 6th, 7th, 11th, 13th, 15th, 20th, 21st, 25th and 28th of next month.”

Both of these answers suggest that the photographer is sitting around doing nothing. While this may very well be true, there’s no need to broadcast that business is slow. If a restaurant has no customers, something must be wrong with its food, right?
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About the About

Most photographer web sites have an About Us page where the photographer writes something about their background. But this is often a waste of a web page.

First, potential clients don’t care about a photographer’s hobbies, where they went to school or what their dog’s name is. All of this is irrelevant to a customer who’s really looking for some indication that the photographer might be the answer to their photo needs.

Second, by talking only about themselves, the photographer leaves one person out of the conversation: the client.

Third, it’s just bad marketing. Every page on a photographer’s site should have some marketing value.
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Telling not selling

Most photographers don’t want to be a salesperson selling photography. Many hate to advertise or promote themselves. Most don’t want to call attention to themselves by yelling, “Hire me!”

Photographers generally just want to go out, make some nice pictures and then have a cheque magically arrive in the mail. Unfortunately it doesn’t work that way. You must show loud confidence in your business. If you’re not confident about you then the customer won’t be confident about you.

In the previous post, I wrote about advertising, marketing and being remarkable. In that post, it was suggested that advertising isn’t always the best option when marketing a business. But other forms of marketing are possible and even required.

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Remarkable Marketing

Andy Sernovitz, a marketing guy, wrote:

Advertising is the cost of being boring.

If your customers won’t talk about your stuff, you have to pay newspapers and TV shows to do it for you.

Robert Stephens,  founder of the Geek Squad, made a similar statement:

. . . advertising is a tax you pay for being unremarkable.

Have you ever seen an ad for Google or Facebook? When was the last time you saw a Starbucks TV commercial? How often does a pro sports league like the NBA advertise its product?
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List of Ingredients

Many years ago, professional photographers would often state that they used Nikon, Hasselblad or Sinar cameras. By pointing out that they used these highly-regarded brands, the photographers were hoping to be seen as being more professional than photographers who used other camera brands.

If a commercial client knew the photographer was using a Nikon, Hasselblad or Sinar, that client would be more confident that the photo assignment would be a success.

“Ingredient branding” is when an ingredient or component of a product or service has its own brand identity. An ingredient brand adds its own brand value to a business, product or service. Ingredient branding can help differentiate and elevate a business or product from its competitors. This can influence customer preference and help support higher pricing.

Well-known examples of ingredient brands are Gore-tex, Intel, Teflon, NutraSweet, Shimano, Lycra, Kevlar and Dolby.
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