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January 2017 archive

Photography Business Coach Advice

 

Marketing For Portrait Photographers Podcast by Photography Business Coach 

Advice from a photography business coach on Sprouting Photographer

Summary of Discussion Topics:

Your business, and any business needs customers.

The important difference between marketing strategy and implementation.

It’s okay to make mistakes in marketing – don’t overanalyze.

It all boils down to lead generation and nurturing leads through the buying cycle.

Why you need to learn copywriting, and automate your content through the buying cycle.

Testing and measuring everything about your marketing – and what to keep track of.

Making sure all aspects of your business are realistic, including pricing and expectations.

The power of Facebook as an inexpensive marketing tool.

How to design an effective Facebook marketing ad campaign.

What to do with cold leads to warm them up to buy.

There is no right or wrong with marketing, just keep trying and keep learning.

Maintaining professionalism and avoiding the ‘bait & switch’ style of marketing.

The secret to marketing – get out there and market!

Listen to the full podcast on Sprouting Photographer http://www.sproutingphotographer.com/197

photography business coach                                        

ACCOUNTABLE – MEASURABLE – PROVEN

http://www.berniegriffiths.com   Enquiries….info@aswpp.com.au  Bernie +61418509228

photography business coach Bernie Griffiths

One Photographers Journey

Here is an email I received last week.
 In 2014 I was really busy (not much in the way of marketing got done) everyone that came to my door 90% were booking me, however at the end of the year I made nothing and my wage was below minimum.I was advised to put my prices up, so I revamped, did the number crunching and worked out what I needed to charge. I worked out what I needed each person to spend and created a package that would make people spend there.

What is really depressing is the people who are now enquiring are walking away saying they can’t afford it.

It is a very competitive market here with lots of photographers charging very little and giving files away practically for free.

This year has been extremely difficult trying to get money out of people. This is a case scenario I had recently.

I set up an Ordering and Viewing appointment for my clients and gave them an awesome deal because it was for two sessions. They came into the viewing and ordering session (they had already been to two prior so they knew the drill) they chose the photos they wanted and when it came to asking how they would like to pay for their order they both didn’t bring their wallets. They then asked if they could Internet bank it. Sure no problem, only they never paid. When sending them and email, I had no reply, text, no reply, fb message no reply. What can you do?

I’m at my wits end not sure what direction to go and how can I make this work, that is why I am writing to you because I am exhausted from trying.

I’ve learned from other successful photographers, and have taken on board some of their ways that sit right with me and don’t cost an arm and leg every month, however, nothing really has worked.

Regards
Pam

PS There is no full time photographers here as we all have other incomes.
Look forward to hearing from you.

PS I would like to keep getting your emails.“

What Is It?
What is it that is stopping you from growing your photography business?
I talk to photographers everyday who are all at different stages in their business.

Many of the photographers I coach are Master Photographers who have been in business for many years, while others are just beginning their business journey.

But we all have “blockers”.

photography businesscoach1

There are many obstacles or excuses that get in our way……

1.FEAR
-Failing
-Not being liked
-Losing money
-Being seen
-Getting too busy
-Rejection

2.CHANGE
-Don’t like
-Happy in comfort zone

3.ANALYSIS PARALYSIS
-Too much on mind
-Don’t know what to do first

4.TIME
-Not enough

5.LACK OF KNOWLEDGE
-Don’t know what to do

6.WANTING EVERYTHING PERFECT
-Having everything right

7.LACK OF SUPPORT
-Friends and family not on your wavelength

8.NO SELF ESTEEM
-Don’t believe in yourself

Pam’s main problem was 5. LACK OF KNOWLEDGE…she just didn’t know what to do.

We don’t know what we don’t know!

I will keep you informed about Pam’s journey, as she has made the decision to sign up for one of my 12 month Coaching Programs.

Changing Photographers Lives
“I just wanted to say a huge thank you for all your help this year.
We had another record month for December with 32 sessions booked in for next year.
I also wanted to tell you, I used your suggestion of a baby plan with newborn clients. I charged them $25 to add a 6 month and 1 year session after doing the newborn session. One family today came in and spent $3,090 for the 6 month session, so it is definitely working.” Kate & Chris Beuchner Uber Photography

http://www.berniegriffiths.com

Enquiries….info@aswpp.com.au Bernie +61418509228

 

 

I will keep you informed about Pam’s journey, as she has made the decision to sign up for one of my 12 month Coaching Programs.

Photography Business coach

Changing Photographers Lives
“I just wanted to say a huge thank you for all your help this year.
We had another record month for December with 32 sessions booked in for next year.
I also wanted to tell you, I used your suggestion of a baby plan with newborn clients. I charged them $25 to add a 6 month and 1 year session after doing the newborn session. One family today came in and spent $3,090 for the 6 month session, so it is definitely working.” Kate & Chris Beuchner Uber Photography

Photography Business coach
http://www.berniegriffiths.com

Enquiries….info@aswpp.com.au Bernie +61418509228

Photography Business Coach

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A Day For Photographers

SYDNEY Monday 13 FEB     NEWCASTLE Tuesday 14 FEB

Get rid of your Photography Business Frustrations!

After the fantastic success of the “A Day For Photographers” last year, we will be travelling around Australia throughout 2017, helping as many photographers as we can.

The whole day will have a focus on what makes a studio successful, and will include going through the following critical points. Sorting out Your Website, Social Media, Business Principals, creating a Price List, Photographing for Sales, Creating more Business, The Retail No Pressure Portrait Selling System and more….it will be a full day!

  1.   Developing Your Photography Into A Clear Brand.
  2. Getting the Right Customers.
  3.   Developing A Conversion System To Convert Leads Into Customers.
  4.   Building Your Price List To Maximise Sales.
  5.   Test and Measure Strategies To Keep You On Track.
  6.   Marketing for a Constant Flow of Customers.
  7. Becoming a Master Photographer.
  8. Facebook Marketing Strategies.
  9.   Developing a Perfect Work/Life Balance.

BOOK HERE

photography-business-coach-2

BERNIE GRIFFITHS Photography Business Coach

http://www.berniegriffiths.com   

THE KEYS TO A SUCCESSFUL PHOTOGRAPHY BUSINESS

After having a successful wedding/portrait studio for over 40 years, Bernie transitioned into being a Photography Business Coach. He is now the “go to” coach for those studios looking at taking their business to the next level.

His studio experience, expertise in Facebook Marketing, and down to earth approach to business, has enabled him to help and guide photographers in growing their business and generating more income.

Bernie is widely recognised as Australia’s Leading Photography Business Coach, and his presentation will be on the 5 most important things that a photographer should focus on to build a successful photography business.

HEATH WADE Master Photographer

http://www.heathwade.com

FROM STUDIO DREAM TO REALITY

Heath and his wife Mairead have had their highly successful boutique photography business in Newcastle for over ten years.

They started out as fresh-faced pups back in 2000, earning a living taking and selling local landscape images.

It wasn’t long before Mairead traded the classroom for the studio and Heath threw off his sparky’s pliers for life behind the camera, and they both embraced on a new venture together.

In 2005 Heath experienced a real ‘light bulb moment’, and passionately felt that he wanted to be part of the wedding/portrait photography scene.

He wanted to be the one capturing the roller coaster of emotions, love, friendship and excitement on camera, and so began his new studio.

Fast forward to 2017 and now Heath has been recognised and rewarded for his efforts, with State and National Awards and many ecstatic clients.

Heath is a qualified AIPP Master Photographer and was the NSW AIPP Wedding Photographer of the Year in 2013, 2014, 2015.

JOHANNAH BARTON  Website Designer

http://www.confettidesign.com.au

CREATING THE PERFECT WEBSITE FOR PHOTOGRAPHERS

Johannah is the owner of a branding and website design company called Confetti Design. She specialises in helping small businesses sell to predominantly female target markets. With over 20 years experience, she has worked with many photographers to enhance and project their brand, and create unique websites, that have delivered great results.

Johanna’s presentation will help guide you in creating your perfect website.

Is your website up to date and giving you the best chance of competing in such a competitive market place?

.MURIELLE SASSINE  Portrait and Glamour Photographer

http://www.vividimaging.com.au        www.blackboxportraits.com.au

WORK/LIFE BALANCE IN A HOME BASED STUDIO

Murielle Sassine, owner and operator of Vivid Imaging and Blackbox Portraits, developed a passion for photography at a young age. She pursued her interests in photography and obtained a degree in Visual Communication, establishing herself as a photo media specialist.

Murielle has run a successful photography business from home for over 17 years, and has achieved great success with her sales in the areas of portrait and glamour photography.

Her portrait sales last year were “mind blowing” and she had a record turnover for her business.

She will talk about some of the many challenges facing photographers who work from home and how you can get a good work/life balance.

EARLYBIRD $65 until 15th January …….NORMAL PRICE  $125 

BOOK HERE

Changing Photographers Lives

“I just wanted to say a huge thank you for all your help this year.

We had another record month for December with 32 sessions booked in for next year.

I also wanted to tell you, I used your suggestion of a baby plan with newborn clients. I charged them $25 to add a 6 month and 1 year session after doing the newborn session. One family today came in and spent $3,090 for the 6 month session, so it is definitely working. Kate & Chris Beuchner Uber Photography

http://www.berniegriffiths.com 

Enquiries….info@aswpp.com.au  Bernie +61418509228

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Photography Business Coach Soft Sell

Chase The Dream….No Excuses.
http://www.berniegriffiths.com

Australia’s leading photography business coach
The Sales Approach That Sells Without “Selling”

Have No Fear of Closing
Chase The Dream….No Excuses.
Introduction
I have owned and operated three successful photography studios over a period of 45
years. The reason for their success was that I developed a “soft sell” system that took
the pressure off me when it came to the sale. I was able to go into the sales process relaxed, and with confidence that I would maximise the sale to each and every customer.
Solid, predictable and consistent selling systems are the heart and life blood of any business.
I must admit that I did learn from my mistakes, of which I made many. Selling can be pressure for both the customer and the sales person.
It took me many years to realise that people love to buy, but hate to be sold.
Of course I have read numerous books on selling. They never gave a specific step by step of the process.
So here is mine. It is powerful and it may appear too simple for your brain to accept, but believe me it is based on my specific experience over thousands of portrait sales that have put hundreds of thousands of dollars into my bank account.
My “soft sell” system gave me a very high average sale. It changed my mindset. It will change yours if you let it. Don’t fight it, simply try it. Test it.
I believe that you can at least double your average sale.
You can easily lose thousands of dollars if you do not do your selling correctly.
Imagine if you only increased your average sale by just $100, over 50 sales that would equate to $5,000!
Most photographers do not see themselves as salespeople. That is why they fail, in the most important part of their business. Ninety-five percent of photographers in sales are failing miserably.
Change what you are doing and you’re going to succeed.

In my coaching I consistently see photographers break all their records in sales. How exciting is that! Imagine not having to close a sale, and instead the customers closing their own sale!
Just relax and let the system do its work. Let it come to its natural conclusion. You have to combat the fear of the sale closing, to overcome that obstacle.

photography-business-coach
Let The Customer make their own Decisions.
Forget what you would like the customer to buy. Let them decide on what they based on the information that you have given them.
Never Prejudge
Do not prejudge what the customer can or cannot afford. Don’t think that the customer doesn’t have the money to invest a lot in photography. This is a big mistake.photography business coach  I have known a customer deprive themselves of a new car, choosing rather to spend thousands with me, on family photographs.

Never Underestimate The Value of a Lifetime Customer
By not prejudging a customer, you can open your mind to the possibility that this customer will come back again and again over the years. Let your presentation, be carried by this excitement, enthusiasm, and belief.
Dress for Success
If you dress for success, the customer is more likely to take your higher prices seriously. I don’t mean over the top, but I do mean that you should dress professionally. Whether you are male or female dress appropriately when you are selling. It will have a positive effect on your sales presentation.
Practice, Practice, Practice
You must practice your selling system. I used to role play with friends or staff members, to perfect my presentation. Right up to getting the money. You must build your confidence before you present yourself to your customers.

Be Ready and Do Not Keep The Customer Waiting
Always allow plenty of time between each appointment, so that you do not keep your clients waiting.

The Simple “No Pressure Selling System.”
1. You should have a simple structured price list that leads the customer to buy your
core products, which in turn will help maximise your sales.
2. Prepare your customer for the sale by informing them of the viewing and purchasing procedure, prior to the appointment.
3. Show the customer a slideshow of edited images.
4. Get them to stand up and go through your prices with them showing samples and various sizes of your products on your wall.
5. Leave them with the price list and leave the room.
6. Return a few minutes later and don’t say anything.
7. Wait for them to ask questions and tell you what products they want.
8. Go back to the computer and sort the images to the products.
9. Ask for full payment.
10. Get them to sign off on the order.
Is it this easy? Yes, but you have to have confidence and practice this simple but very powerful sales strategy.
One of the keys to the success of this strategy is the structure of your pricing and products. These in turn should be connected to your branding and target market.

Listen and Learn To Shut Up!
Learn to “shut up.” All your talk is highly ineffective and completely unnecessary.
Most photographers talk too much. Learn to listen instead of talking. Listen to that potential client’s questions and concerns like you are being told the biggest secret in the world. You have to have big ears to listen to every word that they are saying.

Become a Record Breaker
This is my favourite strategy, because I love to set goals and break records. It keeps memotivated and focused on achieving more than I have already accomplished. If you are a record breaker, then you can never become complacent.

What is your personal sales record? What is the most that you have ever earned in sales?
Write it down right now. Now, what’s your record breaking goal? Write that down. Also, write down when you want to accomplish that goal. Now, put that record breaking goal and the date in front of you so that you see it everyday. Let me give you the three steps that will guarantee that you will break the record.photography business coach
First, you must know it in order to break it. Sales records are developed, recorded in the books and then broken. Set a goal of breaking your highest portrait or wedding sale, and the date of when I would achieve it. Always strive to beat your own personal record.

Don’t Forget To Always Follow-Up
Thank You Cards. You must send out thank you cards. Preferably a handwritten thank
you card instead of an e-card, because people get bombarded with e-mails. This is
something that I do regularly in my business to thank people for their time and consideration.
It’s not enough to just sign your name to some random thank you card. Take just a few moments to actually write the person’s name and a short blurb thanking them for their time, consideration in doing business with you. You must do this even if the person did not invest in your product. Remember, the key is to build long-term relationships.

Conclusion
I have shared my simple sales strategies with you, and I know that you will learn from them. Read this report often, rather than letting it sit on your computer. Implement these easy strategies into your current sales presentations and watch your sales grow.
I would love to hear of your record-breaking sales.

http://www.berniegriffiths.com
Bernie Griffiths has over 40 years experience
owning a successful wedding and portrait photography studio.
He has always been in the photography industry, beginning
as a press photographer at just fifteen years of age. After
that he became a manager in a photography darkroom,
processing and printing thousands of images.
Looking for greater challenges, at only twenty one years old,
Bernie managed to secure a dream job in working as a photographer
on a luxury cruise ship. He had a staff of three other
photographers, and cruised all over the world capturing the
passenger’s experiences, with sales for the photographs
reaching record levels.
Bernie opened his own studio when he was twenty-three
years old. He soon learned that there was a lot more to the
business than just taking photographs. The business needed
to create cash flow, for there were lots of bills to be paid. It was
at this point that Bernie became a photography student of
marketing and promotion. Using some well thought out new
marketing strategies, the studio began to flourish. So much in
fact that after only two years Bernie employed five staff, and
opened a second studio in a nearby town.
Bernie has walked the path as a photography business coach and now a , and knows the frustrations and day-to-day challenges.
He is a “down to earth” person who can relate to
all areas of a business.
There are short cuts that can lead you to accelerate your
success, both as a photographer and business owner. Talk
to him about secrets of success and he will bluntly tell you
that there aren’t any, once you know them. He will say,
“Work hard and always measure your results, and don’tmake
the same mistake twice.”
Using his unique retail selling system Bernie has turned over
hundreds of thousands of dollars in his portrait and wedding
photography business, and also through his consulting company,
has taught many photographers to do the same.
Bernie is Australia’s only full time Photography Business
. info@aswpp.com.au Mobile 0418509228

photography business coach

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