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What To Do When a Client Says “It costs too much.”

May 18th, 2016

one-dollarRecently we had a meeting at the lab. We set up a table with some of our popular products including gallery wraps. One of the attendees said she was going to stop selling them because she gets too many “I can get those at Cost Mart” objections when she tries to sell them.

My initial response was “Ok”. We do not sell the least expensive wraps. I have customers say the same thing to me. I didn’t argue. Instead, I tried to help her to understand the value of my gallery wraps over the cheaper ones at a big box store so she could explain that value to her clients.

This isn’t really a problem of cost – it is a sales objection that we all potentially face every time we talk to a client.

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How to Get Reviews for Your Photography Studio

May 18th, 2016

online reviews for photographers

Online reviews can have a big impact on your business. They have the power to boost your brand and drive sales. In fact, 90% of consumers read online reviews. That number trends even higher when shoppers are making an expensive purchase like professional photography.

It doesn’t matter whether you own a stand-alone studio or not – online reviews are just as important.

Think word-of-mouth is your most important marketing? 88% of customers say they trust online reviews as much as personal recommendations. When you have excellent reviews, shoppers are likely to spend more. For example, studies have shown that for every additional star local businesses gained on Yelp, they saw a 5-9% increase in revenue.

How do you get more online reviews? The easiest way is to ask for them. Send an email 24-48 hours after clients receive their photography asking for a review. Personalize the email, and it will make a world of difference. Mention the product they bought, their name and any personal interaction you had with them, too. Here’s an example:

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Photography Sales vs. Marketing: What’s the Difference?

May 11th, 2016

salesRecently we had a training session at the lab. During the break, one of the photographers said she wanted to hire a sales and marketing person. I told her they are completely different people. The best sales person doesn’t really know anything about marketing and the best marketing person may have no idea how to close a sale.

What do I mean?

While there are lots of great examples online explaining the difference between sales and marketing, it comes down to this: marketing gets people to pick up the phone. Sales gets them to write a check. A marketing person thinks about how to write a great ad for people they will never meet. A sales person thinks about how to handle an objection like, “I can get it cheaper somewhere else.”

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Use Irrational Logic to Raise Prices

May 4th, 2016

package-printsIn the book, “Predictably Irrational, the Hidden Forces That Shape Our Decisions,” author Dan Ariely argues that as consumers, we make decisions based on irrelevant information. Knowing this about our behavior can help you build packages of products that will increase add-on sales.

For example, Dan points out that we don’t make decisions based on price, but on price relative to something else – even when it shouldn’t be. For example, do you remember the old TV ad, “For about 70 cents you can buy a cup of coffee, or feed a child in Guatemala?” The other way consumers can be motivated is to offer items compared to less attractive products. We’ve seen this marketing principle used for years as “good, better, best.” It works. Give clients 3 options, and the majority will select the middle one.

Here’s how you could combine these 2 “irrational” consumer purchasing behaviors to build more profitable packages.

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3 Questions to Ask Before You Hire a New Employee

May 4th, 2016

newhireYou have two resumes to choose from for a second shooter or a front desk job at your studio. Both candidates have some skills. While big corporations use complicated personality tests to finally decide who to hire, if you’re like most bosses, you don’t have that time. Instead, you interview them, trust your “gut” and hope you’ve made the right decision.

The good news is that, according to research done at Wake Forest University, learning how a potential candidate will get along with you, your staff and your clients doesn’t require long, drawn-out personality testing. Instead, you can learn how a potential employee will behave by simply asking them how they feel about other people.

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4 Tips to Increase Facebook Video Views

April 27th, 2016

You already know Facebook videos are a great way to increase your fan’s interest in your services. But did you know that Facebook has compiled a list of proven tips to get more views?

Facebook had volunteers watch more than 850 mobile videos and decide which ones worked best. They compiled the data, and here’s what they found works:

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Add Website Photography to Your Commercial Photography Services

April 27th, 2016

northgate-building-afterIf you offer commercial photography, you probably show one or more services in the portfolios on your website:

• Headshots
• Interior/exterior photography
• Product photography

It makes sense. At some point, every business will need these services, especially when they need to update their website.

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Press Printed Cards on Sale

April 14th, 2016

folded-card-saleJD is offering 40% off all press printed cards!

This includes 4.25×5.5, 5×5, 5×7 folded and flat cards, as well as multi-fold cards. You can design your own, or use our designer templates for the same sizes and types.

The sale includes all paper options: standard, coated, pearl and linen. It does not include Slimline photo cards. Watch for the red text on the right to verify you are ordering a discounted product.

This sale runs April 15 to May 15. No promo code required. Discounts will be shown at checkout when you place your order.

Use this sale as a way to jump start your spring marketing campaigns.

Order your cards in JDLab2You. Click here to get started.

Teen Photography Workshop & Camera Cleaning at JDLab April 25th

April 12th, 2016

Leslie Conway

JDLab will host Leslie Conway’s “Teentography”, a PPM/PPA Merit Class on Monday, April 25th from 10am till 4pm at JDLab in Flint (map). Photographers can drop off their cameras for cleaning and lenses for calibration at 9am the same day. Register online here.

About Teentography

Teenography is a marketing program focused on empowering young women through photography.

Leslie writes, “All model programs should include the basics: Great pictures at an affordable price for them, good kids with great attitudes for you, and a good time for everyone involved. Some year-long model programs take on group shoots, community service and other bonding experiences to keep groups together. Mine does all the above, and goes the extra steps to help them get into the National Honor Society at an early age, get a great teen job even if they’ve never had one, and ups their odds of getting into the college of their choice.”

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Facebook Promoted Post Options

April 11th, 2016
Click to Enlarge

Click to Enlarge

Facebook has 3 ways you can Promote a Post on your business page:

1. Ads Manager
2. Promote Local Business
3. Boost Post

Knowing how each of these work and how they can help you promote a post is critical to marketing on Facebook.

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