Category Archives: Business

February 17, 2012

It’s Time To Rethink Professional Photography Business Models

By scottbourne

I’m haunted by things said to me by Guy Kawasaki and Trey Ratcliff. I’m also haunted by things that I’ve read by Seth Godin. The fact is, the photography business like ALL business occasionally needs to change. I’ve been thinking about this for a very long time. I’ve been studying it. I’ve been contemplating it. I can’t shake it. We need to change. The famous quote that Guy gave me on one of our Going Pro podcasts rings in my mind like a loud bell.

“It doesn’t matter what your business model is as a photographer. It matters what the customer’s buying model is.”

WoW! That just won’t leave me alone. I hate to admit it because nothing is harder than change, but change we must. Gone are the days when we can just send some negatives to the lab, order some cheap 8×10 prints, put them in a black folder, mark them up 400 percent and call it a day.

Digital delivery is here – the cloud is part of our lives. What are we going to do about it? Nobody has fought harder to protect the intellectual property rights of photographers than I have but lately, I see that as a mistake. Conversations with Trey Ratcliff have been particularly impactful for me in this regard. He’s embraced Creative Commons and seen his business soar.

I see other signs. Brides are increasingly more interested in having their weddings in digital format. Everyone wants a DVD or CD. For years I’ve said don’t do that! But now – I’m leaning the other way. Why?

The customer’s BUYING model trumps my BUSINESS model.

If the customer wants digital files and I don’t provide them the customer won’t buy from me. That’s a problem.

In the past, those of us in the industry with some authority fought against the “shoot and burn” business model. I am still against THAT model in the sense that shooting a wedding for $500 and giving the couple all the un-retouched files is a bad idea.

But if you charge enough, and get paid well enough, then I have no problem giving up the digital files. In the end it simply doesn’t matter what you or I think about this. All that matters is what the customer thinks. The customer is going that way – and the customer is going that way with or without us.

This requires much more thought and more discussion but I know one thing – I don’t want the customer going down the road that I am not on.
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This post sponsored by Album Epoca

9 comments   |  tags: , , , , , | posted in Business

February 16, 2012

Real Life Real Lessons for Photographers: Sometimes Smaller Shows Give You The Biggest Return

By skipcohen

A little over a week ago I spoke at PhotoPro Expo, Kentucky’s professional photographer’s convention. Held in Covington, KY it drew photographers primarily from Kentucky and southern Ohio. Covington is hardly the hub of the universe and I headed to the convention with my usual cynicism about state conventions!

I couldn’t have been more wrong or for that matter, stupid in my assumptions. It actually was one of the best conventions I’ve ever been to, reminding me of the early days of WPPI.

• David Ziser and his team put together an incredible platform including Vincent LaForet, Scott Kelby and Jerry Ghionis, just to name a few.
• Attendance broke the 1000 mark, incredible for a state convention like this, but proof of the saying, “If you build it they will come!”
• The trade show had an outstanding cross-section of vendors and actually sold out on booth space just a few weeks prior to the convention.
• The hotel, although a Marriott, set a new standard in service. Seriously, I’ve never been to a hotel with a staff more on the ball for helping their guests. From the guys at the front door to every waiter and waitress you felt appreciated.

Last on the list was the spirit at the convention. This group was excited to be there. Unlike the lack of enthusiasm at IUSA in New Orleans, this crowd was pumped! They were appreciative of the vendors for their support, excited about the speakers and the information being shared and everyone seemed to be involved, as if they had a personal stake in the convention.

The more I’ve thought about it, they did have a stake! This is their industry with a great show on their turf with speakers and vendors trying to bring them the help they need the most. This show is now on my list as an annual favorite – you should put it on yours!

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This Post Sponsored by: Smug Mug

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February 9, 2012

Photographers: The First Steps in Getting Yourself Published

By skipcohen

With several major trade shows and conventions coming up it’s the perfect time to talk about laying the groundwork if your goal is to someday get published.

Having your work featured in any publication doesn’t happen by accident. It’s the result of the very best networking! There’s that word, “networking.” While it’s one of the most abused words in business, here’s how it works in getting your work out there.

Right off the bat, think about your definition of being published. Yes, the cover of Time Magazine is the ultimate, but there are thousands of steps along the way that initially can still create personal satisfaction. For example, there are manufacturer and supplier websites, booth displays at trade shows, newsletters, sales brochures and thousands of magazines.

Unless you literally caught that one in a million shot, that’s so often a function of timing and luck, then you need to consider all the various options for getting your work seen outside of your own website and marketing material.

Here are some tips to help you get started:

Make a list of every manufacturer or supplier whose name is on any of the products you use in your business.
Review the exhibitor list at any upcoming trade show or convention you’re about to attend. Highlight all the matches with your first list and make it a point to go to every booth on the list to talk with the staff from those companies.
If you can set up appointments in advance to meet at a trade show, make the calls. You’re always better off meeting when you’ve established some foundation in advance and have a contact name, instead of just walking in cold.
Scared or just too shy to make the appointment? Here’s an easy way to position the reason for the meeting. First, do a little research to find out who you should be talking with. It’s usually somebody in marketing who has responsibility for material in the company’s literature or on the website. You’re going to use a completely soft-sell approach, “ _______, I know you’re going to be at WPPI in a few weeks and I’d really love to meet you. I’ve a big fan of _________.” That’s all you need.
When you do meet, have some of your work with you, but don’t overdo it! All you need is a few prints and ideally a marketing type postcard with your contact information and a few images. Don’t waltz in with a fifty image portfolio and even worse, don’t show hundreds of images on your i-Pad unless asked. The reason I love an old style postcard so much is that it’s something you can leave behind. Trade shows, especially a show like WPPI is incredibly busy and expecting to get anyone’s attention for very long isn’t realistic.
Follow up when you’re back home after the show with a thank you note, even an email is better than doing nothing. All you’re doing is thanking the person you met with for their time and reminding them you’re available to help with other projects in the future.

That’s your first step to building a foundation. It’s networking at its best and it’s all about being soft-sell. You’re going to want to do the same with your favorite magazines, websites and blogs, because every one of them has the ability to publish your images and help you build your brand.

Most important of all, remember that you have to walk before you run. In this day and age, everyone is impatient. So many photographers want the fame before they’ve really earned it. Fame is about building your brand and making yourself and your work habit-forming!

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This Post Sponsored by: Smug Mug 

2 comments   |  tags: | posted in Business

February 7, 2012

Real Life Real Lessons For Photographers: Sometimes You’re Just Out of Bandwidth

By skipcohen

It might be one of the hardest lessons to learn… You’re only one person and you can’t do it all! It’ll save you mountains of frustration if you just do the best you can with everything you have on your plate.

Here’s my own challenge from time to time. Every now and then I simply hit overload. Sometimes it’s my fault for agreeing to a few too many projects. Other times it’s just the nature of our business and convention season. The real lesson though is to see the signs when you’re on overload or as good friend Julieanne Kost at Adobe says, “I can’t do it because I’m out of bandwidth!”

Here are some suggestions to help you avoid the overload blues:

• Before you agree to take on a project look at your calendar, talk to your staff, assistant and even your spouse, whoever is involved in the business.
• Don’t be afraid to delegate other tasks to free up more of your time and utilize your expertise.
• Don’t waste time on things that honestly can be done later when you’re on deadline.
• Keep an eye on the low-hanging fruit – projects that are easy to implement and can be taken off your to do list easily.
• Learn to see the signs that you’re approaching burnout. Even more important do what you need to step away and clear your head. When you work too fast and let the pressure get to you, you make mistakes. A clear head will always help you with a fresh perspective on everything you’re working on.
• Keep associates informed of the status on time sensitive projects. This one is a key, because so often we all get caught up in thinking since we promised we’d be on time with something nobody will understand if we’re running a little late. I’m not saying you should make excuses, but just keeping a client or associate informed will help ease some of the pressure.

These days everybody loves to use the word multi-tasking. It’s one of the most abused concepts in business today and in fact, I found a great quote…

“Multi-tasking – Screwing everything up simultaneously.”

It’s okay to have a lot going on in your life, just remember that you can’t do everything at once!

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This post sponsored by Adorama – More than a camera store

2 comments   |  tags: | posted in Business, Motivation

February 1, 2012

When Cost Becomes the Focus

By skipcohen

Every now and then there’s a quote I find that completely sets the tone for a post. Jim Rembach, a consultant wrote, “When cost is number one in importance, you’ve already lost!”

While things have improved slightly, the economy is still tough. Professional photographers around the world are finding new ways to diversify, expand their skill set and develop new revenue streams. However, in the process I’ve heard the same comments so many times, “It’s too expensive! We can’t afford the change! We have to monitor our costs better!”

I’m not saying you shouldn’t monitor your costs. Being a professional photographer is a business just like any other. The difference is remembering you’re an artist. There are certain tools you’ve got to have and then there are those tools you’d like to have. There’s a huge difference and so often photographers hit the panic button and become penny wise and dollar foolish.

The same applies to your marketing budget. You’ve got to advertise and promote yourself. You need to publish press releases to the local paper and community. Here and there you’ve got to make an investment in time and sometimes money. That means you might need to spend some money and hire a publicist or a marketing assistant. You don’t need to completely disregard the cost, just pay attention and make sure you’re investing in the right activities.

The same applies to your role as a consumer. In the next two months you’re going to be attending the various conventions and trade shows. You might need a new lab or album company. Don’t fall into the same rut you deal with when one of your own potential customers questions your cost.

One lab might be higher priced than another, but what’s their quality, delivery time and other services they offer? One album company might have a better line than another and be more expensive, but you’re looking to be unique. Cost shouldn’t be the issue, but what you can offer your clients. What products will make your life easier and your business more efficient?

It’s an easy point to remember – it’s not the cost but the impact on your business that matters. Cost is short term. However, better efficiency, improved quality and expanded diversification lead to stronger revenue streams and that’s long term!

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This post sponsored by Adorama – More than a camera store

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