marketing

Bad Driving

A Montreal photographer last week did an assignment for The Globe and Mail about an Olympic athlete and the car she drives. The athlete lives in Laval, Quebec, and she happens to drive a BMW Mini vehicle.

A Laval BMW Mini dealership saw the story and contacted the photographer to ask permission to use the picture for its Facebook marketing. The luxury car dealer offered the photographer a credit line.

Instead, the photographer asked for a nominal $150.

The car dealership refused and then just took the photo from the newspaper’s web site and reused it without any credit line.
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Pricing ups and downs

Many (most?) photographers struggle with pricing their services. Price too high and customers will think the photographer is gouging them. Price too low and customers will think the photographer does inferior work. Either way, the photographer loses.

Some photographers think that if they lower their existing prices, their business will increase. Their plan is to charge less and make up for it with volume.

But this means the photographer is going to do the same work and provide the same level of service, all for less money. Then they’ll do it many times over again, always for less money, and somehow it’ll earn them more money. But these photographers fail to understand three things:
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Increased earnings

It’s often said that there are three general types of media that a company can use to spread its business message:

Paid: the company buys an advertisement.
Owned: the company places information on its own web site(s).
Earned: the company gets free coverage in the news media.

Paid and owned are easy to understand and implement although most companies under-utilize their web sites. In these two cases, the company controls the message but both suffer from credibility issues especially with paid media.

Paid advertising only increases brand recognition (i.e. exposure). It does nothing for brand acceptance (i.e. trust).
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Press conferences

Last week, I covered a large press conference staged by a federal political party inside a big factory. The party’s media flacks told photographers where to stand, what to shoot and what not to shoot. As one of them said, “It’s our press conference. We tell you what to do.”

When reporters asked questions that the party didn’t want to answer, the reply was, “We don’t want to talk about that today” or “We’ve answered that in the past.”

The political party could’ve just sent out a press release but it wanted the photo-op showing its leader standing next to its new slogan-covered sign and mingling with the blue-collar workers at the factory.
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When Customers Say No

The photographer sends a quote for a proposed photography job and the customer either says “no thanks” or, more likely, doesn’t respond at all. The photographer is left wondering what went wrong.

A customer will say no to an offer because it’s the easiest reaction when they don’t have enough information or they don’t fully understand the photographer’s offer.

The customer may not know:

• How they can benefit from the photography.

• How well the photographer can complete the job.

• How much they can trust the photographer.

• What their proposed photography job really entails.

• What’s at stake by choosing the lowest-cost photographer.

When a customer says no, it may be an indication that the photographer did a poor job of informing and assuring the customer.

 

Worth its weight in money

Everyone has heard the saying that a picture is worth a thousand words. According to a real estate study, a (professional) picture is worth at least a thousand dollars.

A 2010 Wall Street Journal article cited a study done by a Seattle brokerage house which showed that professional photography increases the sale price of a home by anywhere from $934 to $116,000.

The reason for this is simple:

Better quality photography => more attention => more customers => more money.
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National Portrait Week

Another Black Friday and Cyber Monday have come and gone. The day after the US Thanksgiving (fourth Thursday in November) is “Black Friday” (for in-store sales) and the following Monday is “Cyber Monday” (for online sales). Although, some stores now stretch out their sales to last an entire week. In fact, the Thursday before Black Friday (i.e. US Thanksgiving) is now called Gray Thursday.

While these special shopping days are predominantly a US event, they do get some attention here in Canada. Several Canadian retailers hold their own similarly-themed sales on the same days.

What gets little attention, and absolutely no media coverage whatsoever, is that the Saturday between Black Friday and Cyber Monday is “Small Business Saturday”. The Canadian Small Business Saturday, like Canadian Thanksgiving, occurs in October. On Small Business Saturday, the public is urged to shop at a local small business.

However, none of these special shopping days benefit photographers. One could even argue that these shopping events don’t really benefit consumers (also herehere and maybe even here).

Perhaps photographers should create National Portrait Week which could run during National Photography Month (aka May). This would encourage people to get their portrait made, even a business portrait. This might help many photography businesses and it would most definitely benefit consumers.

The lasting value of a portrait is unmatched by any mass-produced, store-bought item.
 
(The Irish Professional Photographers Association has an annual National Portrait Day, which lasts a week. Customers can get a portrait for a nominal fee and all proceeds go to charity.)

 

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