marketing

National Portrait Week

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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 here, here 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.)

 

USB flash drives for photographers

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In case another photographer is looking for a supplier of custom USB flash drives, here’s a follow-up to a previous post about the inevitable(?) switch from optical discs to USB flash drives for delivering client photos.

After looking through many sites, I went with Flashbay (flashbay.ca or flashbay.com). The account manager I dealt with was very helpful. The only hard part was deciding on a style of drive. I chose 4-GB “Kinetic” drives with medium-sized magnetic boxes. There are much fancier boxes but I’m assuming that most of my clients will throw out the box anyway.

The Kinetic drive works like a ballpoint pen: click on the end and the USB connector pops out; click again and it retracts. Pulling the drive out of a USB port automatically retracts the connector.

The medium-sized, clear plastic box, about the size of a deck of playing cards, is big enough that I can insert a business card (or maybe I can create a small thank-you card?). A smaller-sized box would make the overall presentation look too small. The little magnetic snap on the box is surprisingly effective.

Another option, although not as good from a marketing point of view, is that stores like Staples and Best Buy sell various branded and unbranded USB flash drives. Staples also sells tiny plastic boxes (meant to hold paperclips?) that can hold a USB flash drive or two.

 

It’s not the pictures

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If one photographer quotes $150 for a business portrait and another photographer quotes $800, which of them will win the customer’s business? Despite the obvious price difference, it’s not obvious which photographer the customer will choose.

There are two types of customer: the price shopper and the value buyer. Although it’s common for some folks to alternate between the two, for example: be a price shopper when buying groceries and be a value buyer when shopping for clothes.

Some people will always choose the low-price option. These customers are price shoppers and they care only about cost. What they pay is more important than what they get.

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Nothing is better

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Some photographers don’t understand the value of nothing.

Customer: I want to buy this $1,400 refrigerator. After you deliver it to my house and install it, I’ll pay you $200. How does that sound?

Store clerk: Our cost on that refrigerator is $800. If I accept your $200 then we’ll be losing $600 plus the expense of delivery and installation, and we won’t make any profit.

Customer: But isn’t $200 better than nothing?

Store clerk: Of course not. Forget it.

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Message Tailoring

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When a commercial or corporate photographer markets their photography services, they must remember that a business client is quite different than a retail customer. Even then, business clients are not all the same.

For a retail customer, someone who buys family portraits or wedding photography, the pictures themselves are the final product. But for a commercial customer, the pictures are a business tool, a means towards an end.

With a small business, where the photographer deals directly with the business owner, the customer’s primary need when buying photography services is to increase their sales. But with a large business, the customer’s needs change. Sure, a large company still wants to increase its sales but that’s not the primary motivator when hiring a commercial or corporate photographer.

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Time to look

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Following on the previous post that photography is much more influential than text, here’s a quote that might be familiar to some:

In a world which is expanding day by day, literature is no longer enough . . . Our busy age does not always have time to read, but it always has time to look.

Those words are from French writer Theophile Gautier who was commenting on the power of visual arts including the new art of photography. The quote is from 1858.
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Searching in all the wrong places

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After searching through twenty-four Toronto photographers’ web sites yesterday, trying to help a customer find a suitable photographer, I gave up. The customer needed some fashion-style photography which I don’t do.

One photographer’s web site stated, “I specialize in fashion, beauty, weddings, portraits, children, maternity, glamour, food, product, catalog, commercial, editorial, landscape and pet photography.” Whew! Everything but the proverbial kitchen sink.

Another photographer said he was “based in Toronto, Vancouver, Montreal, New York, Chicago, Los Angeles, Miami, London, Paris, Rome and Sydney.” Jeez, talk about covering all your bases!

The slideshows on one site contained 89, 112 and 172 pictures. Who has the time to click through that many photos?

One site required the viewer to click through four splash screens before getting to the actual content. A few Flash-based sites barely functioned. One site popped open a new window for every photo. Several sites had unreadable text. And yes, a couple of sites had music playing.

One photographer wrote, “I am a very busy photographer but I have decided to accept bookings for 2012.” Gee, how considerate of that photographer!

From time to time, photographers should pretend to be a customer searching for a professional photographer. See what customers have to put up with while tediously searching through endless photographer web sites. Then apply this information to improve their own site.

 

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