Was an email that I got just last week. What a great topic. I am so glad you asked. I have a lot to say about how to stay motivated. It’s easier than you think. I have this entire ‘thing’ that shows you that when you focus on doing well you feel good automatically. So how can you do well? Watch the video:

Click here to view the embedded video.

It never ceases to amaze me the number of photographers who don’t carry business cards with them and hand them out on a regular basis. Only last month I handed one out which two weeks later brought me in £1,000 worth of business.
In the past I’ve handed cards out that generated digital photography work for me for up to a whole year later as a result.

The secret to getting work as a photographer this way is to make your business card stand out. That way it won’t get binned straight away and may even make it into a potential client’s contact file or on their pinboard. A friend tells me he visited a Picture Editor again after nearly three years and she still had his promotional business card up on her inboard.

I often exchange cards with other photographers on jobs where there is a large gathering of us. Partly to stay in touch, but also to see what they are using as their hand outs themselves. A surprising number of professional photographers either don’t have any card at all, or no photo at all on their business card and to me that seems to be missing a huge opportunity.

Cards with a nicely printed photo on decent heavy-duty stock don’t cost the earth. It’s worth spending the money to give a professional image of your photography business.
People do judge a book by its cover, whether we like it or not.

When I first started out my professional career as a photographer I made the mistake of handing out my home-printed business card to a rather famous photographer at an awards dinner. He was very rude about it and made me feel about 12″ tall because my handout was in his eyes unprofessional. That was a memorable moment albeit not a a good one.  It was also a reminder that not all successful photographers are nice people! But at the very least it taught me a valuable lesson.

Today I prefer standard size cards-they fit into business card holders and wallets easier than custom sizes and are less likely to get binned as a result. With printing companies like Moo you can choose up to 100 different images so it’s possible to hand out cards with images relevant to the possible client’s business. Not all images will work at this size- so make sure they are punchy and create a talking point. A simple composition works better than a ‘busy’ image on a standard sized business card.

Once you have your cards ready, make sure you carry them with you-even when your not working. Personally, I keep mine in a metal holder so they stay pristine. Just as bad as not having a card is handing out a torn and dog-eared example of your work!
Don’t miss any opportunity to tell people about your photography business and then make sure you hand out your card as a reminder.

About John Robertson:

About JR

I’ve been a professional photographer all my working life, starting out as a trainee on a regional newspaper at the age of 17. Here I learned to deal with people and acquired a keen eye for a picture that stands out from the rest.

Since 1987 I have worked as a regular contributor to The Guardian and The Telegraph amongst other national and international newspapers and magazines such as The Sydney Morning Herald, The Age, The National, (UAE), Time, The Atlantic Magazine and Der Spiegel. From my base in the East Midlands I have covered thousands of assignments throughout the UK and abroad.

Twice voted UK Press Photographer of the Year, along with many other awards, I strive to be amongst the best at what I do. Always trying new techniques and fresh ideas to capture my subjects with precision and artistic flare.

In the past ten years I have branched out into commercial photography and have found it very exciting to dive into new projects.I aim to transcend categorization in my work and I hope the diverse range of subjects, objects and places I have photographed show this.From David Cameron to Angelina Jolie and Joan Collins, my lenses have captured people from all walks of life.

I’m very passionate about photography and where it will take me in the future-I love what I do.Reliability, creativity,enthusiasm and top quality results delivered on time and within budget are what drive me.

Click on the image to listen to the video.

What’s your take on how long it takes?

In this case I can’t help myself!

Le Book, you are arrogant and ignorant.

What happened?

During the recent even Connections by Le Book LA event I was declined attendance. Actual note is below.

When I ran my company Beateworks I actually advertised in Le Book. My feelings are hurt but I’ll get over that – when I am done ripping them apart.

It can’t get better for a teaching example so let’s use Le Book as a great example of what NOT TO DO.

Why is this arrogant? Because the narrow mindedness of the organizers.  I get it that they want to get buyers in first. What do you think would help the people who paid thousands of dollars to exhibit at this event after that one day?  Further exposure and promotion to potential buyers and exhibitors. Through what? YES – bloggers and coverage. What goes on the internet is here to stay.

Why is this ignorant? Because I have only bad things to say about Le Book to the thousands of people who read this newsletter, the 4200 people who are in my LinkedIn Group Photography Business, the 10 other photography groups that I post in reaching another 35,000 photography industry people, my Facebook group, through Twitter and my community.  I certainly would not recommend Le Book to any of my personal consulting clients or anyone else I know. I don’t like them.

Why is this bad for their business? How am I doing so far? Bad press from a highly ranked and widely read photography blog where it’s all about investing in the right kind of business ideas. Where it’s about marketing, promotion and advertising for the photography industry. With my SEO I may even start showing up when you google Le Book soon.  Hey Le Book are you paying attention now?

Adding insult to injury: Le Book telling me that I can advertise and BUY my way into it a private cocktail party shall I want it that bad or pay them for promoting them to thousands of prospects. I think not.

I am shaking my head in disbelief while I am writing this. Just in case you wonder, I did write back to the gal who wrote the note and said ‘are you sure about this’, only to get no response.

Amazing that in the year 2012 someone still has not figured out that blogs, and free enthusiastic promotions are good for business. Whom have you come across who has displayed this type of arrogance and/or ignorance? Please share. Or do you think I am totally off slamming them now?

And yes, now that I threw my virtual temper tantrum I feel better. Phew!

Dear Beate,

Thank you for your interest in CONNECTIONS by LE BOOK LA.

Due to space limitations and guest list requirements, we cannot currently accommodate your invitation request.

For reference, CONNECTIONS is by invitation only and restricted to industry professionals who commission creative talentand services – such as brand and ad agency creative directors, art directors, art buyers, marketing/communication directors and editors.
However, non-CONNECTIONS exhibitors who are print/web advertisers of LE BOOK are invited to the show on January 26 from 6pm for cocktails and creative mingling within the show. If you are interested to learn more about how to fully take advantage of our  multi-faceted promotional network, please contact salesny@lebook.com for more information.

Kind Regards,

CONNECTIONS by LE BOOK
laconnex@lebook.com

SELLING FINE ART PHOTOGRAPHY: PHOTOSHELTER UNVEILS NEW FREE GUIDE

26-page guide provides key insights from seasoned photographers and industry experts on selling photos as fine art

New York, NY,  2011 – PhotoShelter (http://www.photoshelter.com), the worldwide leader in photography portfolio websites, sales and marketing tools for photographers, today released Selling Fine Art Photography, a free 26 page downloadable guide packed with success stories and tangible takeaways from industry veterans who know firsthand how to sell fine art photography online and offline. The guide can be downloaded here: http://bit.ly/psfineart

Selling Fine Art Photography delivers 12 interviews from photographers, gallery owners, online curators, and consultants who provide tips, strategies, and insights on what works and what doesn’t in selling photography as fine art. Experts weigh the pros and cons of online versus offline galleries and suggest how to get noticed by each, how to use in-person events and social media to your marketing advantage, and different ways to maximize your website to generate business. This guide provides an in-depth look at how several photographers found their way into the fine art world and determined what can sell, how to price and market their work, and what printing methods serve them best.

“This is a very helpful resource for photographers getting started in the fine art business, as well as those experienced pros who want ideas to fine-tune their marketing and sales” says Allen Murabayashi, CEO of PhotoShelter. “We’ve highlighted photographers, curators and other experts who have made smart decisions about ways to build an audience and market their fine art photography.”

About PhotoShelter
PhotoShelter is the leader in portfolio websites, photo sales, marketing and archiving tools for photographers. Over 70,000 photographers worldwide use PhotoShelter to power their success online, with customizable website templates, searchable photo galleries, e-commerce capabilities, and bulletproof image storage. Photographers can create a professional PhotoShelter website in under five minutes, or customize the design of PhotoShelter to power their existing photography website.

A complete solution designed to make the business of photography easier to manage – PhotoShelter offers image security, online image delivery, and advanced marketing tools like SEO and social media sharing capabilities so photographers can make their images work harder for them. To join our community or try PhotoShelter for $1, visit http://www.photoshelter.com.

All trademarks are the property of their respective owners.

The Issue with Pricing

 © by Anne Herbert

Now that you have a handle on what price based selling is let’s talk about how to get out of it.

You’ll need to change the way you think to the concept of value based selling.  By injecting value into your offerings and giving your clients an amazing experience before, during, and after the shoot, you can transform the way you do business.  You will also be attracting amazing clients who value your work.  It is known that there is a big difference between what people pay for and what people buy.  They may pay for pictures, but they are buying the experience they have with you.  Understand what customers want in your area.  What is their vision for the finished images?  Take a look at your local competition and make yourself original.  You’ll provide value!  Here are some examples.  Local markets all vary widely so not all of these will make sense for you.

• Offer a pre-session outfit consultation either by email, phone, or in person included with your session fee.  Not only will you provide value for your client, who may find this task daunting, but you’ll end up with better photos!
• Offer a complimentary home visit to assist in image placement.  You’ll be able to make sure they aren’t unhappy when they order that 8×12 for a space that should have fit a 16×24, and you’ll increase you’re sales and customer satisfaction at the same time.  You may be able to identify other areas for photos or wall collages that the client would not see without your insight.
• Offer a frame or other unique product option to differentiate yourself from the typical  offerings in your area.

Changing your pricing can seem scary.  You may even get less business at first, but you’ll be working with people who value you and your work.  You’ll never have to wonder if people are only booking with you because you are so cheap, wondering if they really like someone else’s work more.  Once you give those first new clients an experience with you they will start doing your advertising for you!  You can make the same amount of money doing one session than you could doing three or four priced low.  You’ll either work less and make the same amount or work the same amount and make much more.  Open up your potential.  As newborn, child, and family photographers we work incredibly hard to run our own businesses.  You aren’t ripping people off by charging more.  You are enabling a better customer experience, something that will leave them amazed.  Something they will tell their friends about.

Anne Herbert is a full time newborn and family photographer in Harford County, Maryland.  She also is a wife and stay at home mother to two little girls.  Her passion for photography lives among the brand newness of those first few days of life, holding on to those fleeting moments of childhood, and the magic of family.

(c) By Anne Herbert

Note from Beate: As you know I have been looking for a few new contributors from different sides of the photography business. This post is from Anne Herbert who learned a thing or two about building her newborn and family photography business after relocating twice. Both times she made her business successful.  Anne is a working mom and lives in Harford County, Maryland.

In an age where anyone can Google for a local photographer and shop around online, many photographers are tempted to set their prices low in order to make sure they get business.  The topic of pricing in the newborn, child, and family sectors of the photography industry is very controversial right now, with many seasoned photographers arguing that these low priced businesses are degrading the market for family photographic services.  I think they’ve got a great point, but don’t go changing your prices for them.  If you are a low priced photographer I’m going to explain why you should change them for YOU.

First lets examine your pricing.  If you came up with your pricing by drawing a number out of thin air or looking at competitor’s websites and taking money off the lowest price, you are doing yourself an enormous disservice.  What you are doing is selling based on price, which may bring you some business at first but will drive you out of business (or out of your mind) down the road.  If all of your marketing is based around how cheap you are, or what “great deal” you are having this month, you are sabotaging yourself.  Someone will always be cheaper than you.  No matter how many seasoned photographers blog or speak about the pitfalls of low pricing, there will always be a handful of people at the bottom of the market who don’t care and are selling their services for so cheap you have to wonder if they’ll even be able to be in business next year.  And there will always be the people who are in the business but don’t need the business for income, and they will be able to kick the rest of us on price every time.  This will never go away.

What I am suggesting is that you take a good look at your business and figure out where you want to fit in your local industry.  In order to do this you have to know, to the penny, what it costs to run your business.  Know how much you need to pay yourself in income each month.  Once you have these numbers, ask yourself where you want to be.  If you are afraid to raise your prices because you think you won’t get business, you are effectively asking your customer base to view yourself and your talent as the “WalMart” of your area.  And while you may get business, you will get clients who only come to you for your affordable prices and not your work.  You will be over worked and underpaid.  If you do good work, I assure you this is going to bother you six months from now if it isn’t already.  You’ll get clients who will nickel and dime you about all of the things you intend to sell them after the session.  You will be attracting bottom feeders.  If you are offering “sales” every other month these people are not ever going to pay you full price for your work.  Your sale price is your price.  So I ask again, what is the goal for your business?  I think you should let someone else in your local talent pool take the WalMart role.

Read tomorrow what I am recommending instead…

Part 2 – Read it tomorrow

Anne Herbert is a full time newborn and family photographer.  She also is a wife and stay at home mother to two little girls.  Her passion for photography lives among the brand newness of those first few days of life, holding on to those fleeting moments of childhood, and the magic of family.

If you are interested in becoming a writer for the highly ranked and widely read photography business blog please let me know. Contact beate at photobizcoach and tell me about your topic, show me your website(s) and let me know how often you’d like to contribute.

I welcome contributors from all over the world across all photographic categories. Ideally Reps, Stock Agency owners, retouchers/keyworders and of course photographers in all genres etc.

What: The topics have to be about the business side of photography.  Talk about getting clients, direct mail, successful email campaigns, how to get people on the phone, networking, mistakes to avoid.

Time commitment: Once a week, once every two weeks, once a month, just let me know what would work for you but you got to stick to it. I possible original content, but I am open to repurposed content if it’s good.

What is in it for you: Aside from glory and massive exposure.. I am known to be a huge promoter and I consider myself as exceptionally well connected. People who work with me end up working more.

Looking forward to hearing from you.

Just in case you haven’t heard about the most amazing exposure for any photographer – it’s just about time for the PDN Photo Annual. Get on it!!!!

This idea came to me after watching the Golden Globes. Morgan Freeman declared that he has never worked a day in his life for the last 40 years. Because to him his job is not work, it is his passion.

Luckily I am one to say that I feel pretty much the same way about what I do. When I get up I want to get up and work. I always loved what I do. Making my ideas a reality. Helping my clients to take their ideas and turning them into working, money generating businesses. Is there something better?

But, I read a lot of critical voices out there in the photography industry. It’s not fun for many anymore and passion turned into drag. Personally I think it is because the people who don’t make money loose their passion. It’s like love. Unless nurtured and feed – it dies. The bohemian lifestyle has always been overrated. I am one to promote generating income. If you do it, you may as well make some money with it – otherwise what is the point?

Let me turn the spotlight on you? Has your passion for our industry turned sour or is your light still burning brightly? Do you display that angry attitude that is a sure to turn off for your clients? Are you critiquing anything and everything feeling that ‘they’ are clueless whereas you are underappreciated? If that is the case your passion lackluster just turned your profession into a job. Your fire is out. This profession that you love so much doesn’t love you back.

Let’s remember this. To have passion ignites your spirits. It gives you wings. You feel good. Tasks are accomplished with ease and fast because you are feeling your blood pumping through your veins with excitement. You can’t wait. This makes you better than others because you are interested and interesting. It is written all over you. PASSION, I love what I do. A desirable formula and the only kind of people that I hire. Passionate people ask, tell me more and how can we do this. Passionate people get a kick out of being able to produce something that you can see right there and then! The instant gratification of looking at your camera and voila! There it is. Pure beauty, and uniqueness. What excitement. You did this. Isn’t that amazing?

If you have fallen into the job trap you forgotten what made you do this in the first place.  People who are doing a job ask, why should I do this or what good is it for anyway? They are downers and always have a negative comment ready. Not desirable and not people I or most other people want to hire.

Why do you want to read this job and passion comparison? Because I have always been on a mission to point out the negative people in our industry and I can’t stand the negativism. It is such a major turn off. There has always been a lot of competition. Do you think Morgan Freeman has had competition in the acting profession?

I want you to remember why you are doing this in the first place. And if I speak about fuzzy, touchy, feely things you should listen because I don’t do that all too often.

Get your attitude in check.  Start this year strong. Do what you need to do to remember what you are doing it for. Shoot, test, clean up your site. Observe your language and watch for that fire in your eyes when you talk about photography. Clients want to see that, it is irresistible.

What are your goals for this year to keep that passion alive? Are you ready to sharpen your business skills so that your base is strong to support your passion? What would that take for you to do? What have you been putting off that it is time to do now?

Please let me know how you are keeping your fire burning! I am curious to see what tips you have for our growing community.