The Business of Marketing your Business
Written By: Houston Wedding Photographer Scott Villalobos
It’s a short yet not so simple statement, infact it’s probably the most complicated aspect of any business and it is especially true of photography. Fact of the matter is it’s probably the first thing that came to mind after I decided to become a professional photographer. How in the world would I make any money with my photography and who would buy it? There is no shortage of information on this topic, to be sure, but with good reason. If you’ve found yourself struggling in the current economic climate or worse are just starting out in the current economic climate you will benefit by reading the rest of this article.
Identifying the problem – this is easy. You either need to bring in clientele or you need to bring in MORE clientele. Simple right? Not so much. You need to make sales to those clients. Before I go any further I need to give credit where credit is due, many of the ideas I’m about to expound upon are merely the arthritic echoes of those who have come before me.
There is an old proverb which holds true for every aspect of life, and for the sake of this article I’m going to apply it to the business of wedding photography. “There is salvation in the multitude of counselors.“ – Proverbs 11:14. That being said, in my meanderings across the information super highway I have encountered some profoundly interesting personages with much to say on the subject of marketing and success. Rick Brewer is one and his website, getmorebrides.com, is dedicated to the marketing aspects of wedding photography. Another would be Keith Lee of American Retail Supply, Denis Reggie of, well, Denis Reggie, and finally Mark Victor Hansen – coauthor of Chicken Soup for the Soul.
Now that I’ve mentioned the above I can say the following with unobstructed clarity – FOCUS PEOPLE! Over the top, maybe, but keep reading you’ll get the point in a minute. Focus is essential to becoming successful. I like this statement because we are, after all, photographers and we understand how important focus is to our images. However we’re not talking about taking pictures here, we’re talking about bringing business through our doors. So lets focus our imaginary cameras on the inevitable fact that you must become your biggest cheerleader, the star quarterback, the great American hero within.
If you were asked what business you’re in how would you answer? Your first response might be something wild like; oh I don’t know – wedding photography… And this is where you’d be wrong. The correct answer if you want your business to be successful would be the business of “marketing” your photography business”. This is why you must be you’re your biggest cheerleader. Who else cares as much about your business as you do? Who else is going to put in the blood sweat and tears that you do? Who else besides you is willing to sink all that cold hard cash into your baby while its still in diapers? Nada…
So this is where focus really comes into play. All the talent in the world doesn’t mean squat if you can’t make a sale, and you can’t make a sale unless you can attract customers. It’s a lot like fishing; you won’t ever catch fish in a lake where there are no fish. So move to a lake that not only has fish, but also the type of fish you want to attract.
One way to attract the right clientele is by getting people to advertise for you. I recently shot a wedding at an amazing venue, a venue that attracts the type of clientele that I wish to work for. I was invited to send them an album from the shoot and they in turn would show that album to their potential clients. Two great things are happening here. 1.) I’m getting great referrals from an amazing venue to people that can afford me. And 2.) I’m not competing with the 509 other wedding photographers that show up in the Google search for Houston Wedding Photographers. These are qualified leads that are interested not just in wedding photography, but in me personally.
Here’s a well-kept secret that you should already know but that bears saying for those of you who are unaware of it. If you’re not on page one in the web search engine you might as well not exist. Potential customers rarely go past page one when searching for a product or service. (This is a whole other topic so let’s not go there for now.)
Save yourself allot of frustration and money and make sure that you market to a targeted, qualified audience. Set clearly defined, realistic, short and long term goals for yourself and have them written down somewhere you will see them every day. Think about those goals every day and figure out how to achieve them progressively. You might even write them down on the back of a business card and put them in your wallet to look at during the day. Meet with and befriend people who can help you achieve your goals, weather they be with venues or organizations that cater to the clientele you wish to attract.
Remember Newton’s third law of physics. “For every action there is an equal and opposite reaction.” This law applies to the business of marketing your business. If you’re not exerting force or action there can be no reaction. Force yourself into action. However resistant you are to the idea of marketing, learn to embrace it and it will embrace you. But remember marketing is a process not an event, it doesn’t happen overnight, it may be months before you see results. Think of it as planting seeds, sooner or later something’s bound to grow. Plan now to succeed in the future.
Avoid negative people and negative thinking at all cost. There are no positive side effects to negativity. Instead direct that thinking into creativity. Seek out positive, creative, successful people and allow your thinking to imitate there’s. Be like Thomas Edison when a young reporter who boldly asked if he felt like a failure interviewed him and if he thought he should just give up. Perplexed, Edison replied, “Young man, why would I feel like a failure? And why would I ever give up? I now know definitively over 9,000 ways that an electric light bulb will not work. Success is almost in my grasp.” And shortly after that Edison invented the light bulb. He did not allow negative people to prevent him from attaining his goal and neither should we.
You are 100% responsible for your results. Evaluate yourself from a third person standpoint. Imagine that you’re evaluating a paid employee. Would you be happy with your results? Do you show up for work on time? Do you go the extra mile and are you creative and innovative? Are you bringing in sales or are you unknowingly pushing them away. Take a good hard look in the mirror and be honest with yourself. If you were working for someone else would your job be in jeopardy?
Brides are a lot like Gazelle. If you’ve ever watched animal planet you’ve seen Cheetah stalking Gazelle. Oh occasionally you will see a Gazelle wondering about the tall grass paying no attention to the Cheetah hiding in the tall grass only a few feet away, that never works out well for the Gazelle, but for the most part Gazelle are somewhat paranoid because they know that there are Cheetah near by and they know that Cheetah eat Gazelle. So they tip toe around looking for grass to eat, but they never take their eyes off the tall grass and they are always ready to bolt at the first sign of danger.
Brides are much the same, they are ready to bolt at the first sign of danger, but what are the signs of danger to a bride? There are many, but one of the biggest is when a photographer won’t let them speak. It may be totally unintentional, the photographer may just be really excited to be selling to a bride and telling her all about his new gear or his – dare I say it – photojournalistic approach. And really there’s nothing wrong with that, nothing that is unless the bride wants to say something and you don’t give her the chance. This is like spots moving among the tall grass to the potential bride. She could care less about your dual digic IV processor or the difference between L series and consumer grade glass. All she’s hearing is that you don’t care about what she has to say. You may not even notice it, but her eye’s have glassed over, she’s checking her watch and is wondering about the studio she passed on the way to see you.
Learn when to speak and when to keep silent and listen. Really pay attention to what your bride is saying and respond positively. Learn what works and what doesn’t. Learn to put out the right message, and learn how to shorten the process by understanding the process in which brides buy. If at all possible never ever say no to a bride. Saying no to a bride is like saying no to opportunity. You never know what good things might happen by saying yes. Don’t believe me, go out and rent “Yesman” staring Jim Carrey. Although the movie may be an over dramatized example the principle still applies.
Ultimately you want to dig your well before the drought comes, plant your seeds before the harvest has arrived. By doing the marketing you will ensure your continued success. And when the inevitable disappointments come look at them like Thomas Edison. Not as failures but as learning experiences of how not to market your business. In the end you will become what you think about becoming if, and only if, you put those thoughts into actions.
Houston Wedding and Portrait Photographer - Scott Villalobos www.rsvpstudios.com
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Welcome to the first of an ongoing series of articles about albums for the professional photographer. In this article we will examine the album as a professional value added product. Not just being a material object, the album is another way for your client to have an emotional re-connection to his or her event or moment. Sure, photos will be framed and hung on the wall and there may be a DVD; but unlike these, the album is a treasure to be viewed at one’s own pace. The experience will be an amazing and visceral time. The reason for this impact is that an album is an emotional, artistic and unique platform for photo presentation. It will become a family treasure, a keepsake allowing your client the ability to relive the moment in a stylish and personal way. Most importantly, your client has the ability to bring it anywhere he or she goes. This is what we call mobile marketing.
