Showing posts with label Client Interaction. Show all posts
Showing posts with label Client Interaction. Show all posts

Monday, February 25, 2013

On Your Blog: How Many Images is Enough?



Recently, a question was asked in a Facebook group ; how many images should someone put on a single blog post?

This is one of those areas where I think many people go overboard. Some blog posts have so many images and so much repetition, I'm clicking out before they even load. Really . . they don't need to be so big, and there certainly don't need to be 15-20.

If you feel the need to show more than a few, my suggestion is to build a collage that has multiple images, then upload it as a single file. It's more efficient use of your time and your blog space.

You have to think of it from the perspective of the viewer; if you were to interview them after having read your blog, would they remember a specific image, or did the impact get watered down by overwhelming them with tons of images?

You want them to remember you for something awesome. Show them 3 awesome images, and they'll remember. Show them 20 average images and they won't remember anything.

The problem is that we as photographers and artists fall in love with our own images. We had the experience of the session and become attached to these images. Our clients do the same.

However, random viewers on our blog look at this proliferation of images to which they have no emotional attachment and think "yeah, they're nice . . . <yawn> . . . this is the same one, only in black and white . . . <yawn> . . . why are there 5 of almost the same pose? . . . <CLICK!> . . . I'm outta here."

Pare it down to a number that's reasonable. You don't have to show 20 and you definitely don't have to show an image in both BW and color. You're the artist; you make that call.

That's why the collage idea works well . . . you can put a half-dozen images together and display them; boom.

It's about keeping the viewer engaged, not trying to show them every image from the session.

- David Grupa

More articles on this subject - Are Your Blogging and Facebook Habits Sabotaging Your Efforts?

Friday, November 9, 2012

Teach Your Clients to Refer You, and Reward Them for Doing it!



We all use some sort of referral program in our business to get new clients. However, are you educating your client on how the referral program works, or are you just stuffing a certificate in their bag with the hopes they'll actually read it? It's a shame to have invested your time, effort and money into printing beautiful referral cards if they're not even getting noticed.

It's a bit like the grocery store receipt. There are coupons on the back, but unless you actually look at them, you probably can't name more than 1 advertiser. Why not? You know what you bought, so why look at the junk in the bottom of the bag? It's probably just advertising . . .

In order for our clients to be good referral sources, we first need to ask them for the referrals and let them know the WIFM factor (What's in it For Me?)
 

"Mary, when you show your portraits to your friends, they're going to ask you where you had them created. Now, I know you always tell people that I'm your photographer and I hope you know I appreciate your referrals, but I want to do something more than that for you. So . . . for every person you refer to me (and uses this referral card) they're going to get $50 in print credits when they reserve a session with me! AND . . . for each one of these that comes back to my studio, I'll reward you with a $50 studio gift card as well!

When you get home, please take a minute and think of 1 or 2 of your friends who might be in the market for beautiful portraits of their family . . . and then pass these cards along to them. It's a win-win-win for all of us!"

I'm simply using the print credit as an example, but you can substitute whatever offer works best in your own studio or scenario.

You're thinking "But I could never actually ask people for more business . . . I think it makes me sound desperate!"


First, asking for business doesn't sound desperate in a situation such as this. You're simply reminding them to let their friends know that you'd like to be their photographer as well, and dangling a little carrot as incentive.


However, if you're not comfortable with actually saying the words out loud, you can always drop the certificate in the mail a couple of days after they pick up their completed. It gives you one more opportunity to thank the client, and your thank-you note can ask / explain the referral program.


It doesn't matter how you do it . . . just THAT you remember to ask! 

- David

Thursday, March 1, 2012

Showing Your Work - Just How Much is Too Much?


A question that comes up in conversation (especially among newer photographers) is "should I show my client before and after examples of their images so they can see just what I've done?"

While having examples of finished images in your marketing materials is acceptable to let the client know you will remove skin blemishes, soften lines and brighten teeth, I make it a personal habit to not show the SOOC (straight out of camera) image alongside the finshed product. Even thought the differences can be striking, I don't want the client to also see areas I've chosen to liquefy, or just how deep their wrinkles or eye bags appear without digital assistance. I just want them to love the finished product because they look beautiful. They will understand that I am a talented photographer whether or not I choose to share just how the image got to the final point.

One definite thing not to do is work the image in front of the client. I have spoken to so many photographers who have said something like "oh, just give me a minute and I can have that ready" or worse yet, actually done the Photoshop work while the client waits and watches.

Here's the reason for keeping the production aspect "behind the scenes". It completely takes the magic out of it and undermines your ability to charge for what we do. I can retouch a file in 3-4 minutes because I've gotten proficient in it after years of practice, not to mention the in-camera skills that made the file easier to finish in the first place.

There's a story about a woman who was walking through a park and she came across a man doing a painting. As she drew closer, she realized that the man was Pablo Picasso . . . and she became very excited. She walked up to him and said "Mr. Picasso, I have admired your work for so long . . . and I would love to have you paint my portrait. I will pay anything for that . . please?!?"

The man sighed, took the canvas he was working on off of his easel, replaced it with a fresh canvas and began to paint. About 20 minutes later he turned the canvas around to show her. The woman was elated! "Oh Mr. Picasso, it's beautiful! I can't believe how wonderful it is . . . and to be able to own such a personal piece of your art . . . how much do I owe you?"

Picasso calmly stated "Twenty-five thousand dollars."

The woman's tone abruptly changed. "Twenty-five thousand dollars?!?!? Why, it didn't even take you 20 minutes!"

Picasso, who had already replaced the canvas with his previous project, paused and said "On the contrary, my dear woman. It has taken me a lifetime."

Think about it . . . we didn't snap our fingers and get good. We were not overnight sensations. We've spent a long time learning, creating, perfecting. Don't devalue your work by making what we do seem "easy". Just because we've gotten good at a particular aspect of this business is no reason to make it appear that anyone with a DLSR, a computer and a mouse can be a Photoshop wiz.

And since we deserve to be well-paid for the amount of time, effort and money we've put into educating ourselves . . . please, don't give your work away.

- David Grupa

Thursday, February 2, 2012

What's Hiding in Your Mailbox?


We've all had it happen. You get a vendor or client who says something like "Didn't you get my email?" or "I sent you a message on Facebook!" It didn't show up when we clicked on our mail, but they swear they sent it.

Really? Are they just making up excuses?

Possibly not.

Mail services such as Yahoo mail and Google's Gmail employ some pretty intensive filters in order to prevent "spam" mails from reaching you. Since many of these unsolicited messages are sent from free email services, some clients may also be blocked or sent into the the "Junk Mail" folder. Depending on the virus scanner used on your system, this may also filter email which have a "suspicious" appearance. Unfortunately, these scanners are not 100% accurate.

Make it a habit to check your "Junk Mail" folder on a regular basis to make sure you're not missing an inquiry from a current or prospective client.

You're thinking "I already check my junk mail on a regular basis; this isn't news." If you do, great! You're a step ahead of the game. If not, you may wish to check that box more frequently.

Here's one that came as news to me, however!

On Facebook, click the "Messages" link on the left side of your home page. When you do, a small link opens underneath it that says "other". Clicking that may reveal messages from people who you haven't friended, or messages from groups you have joined. I found no less than 6 messages from colleagues and clients who I had not previously friended . . . some over a month old!



Fortunately, you can keep yourself from looking like an individual who doesn't pay attention to or return their messages simply by checking these areas on a regular basis.

Until next time . . .

- David Grupa

Thursday, January 26, 2012

Don't You Love Craigslist?


Yesterday morning, a colleague messaged me regarding a Craigslist ad in which the writer railed professional photographers for being ridiculously expensive and making "ridiculous amounts of money." 

I took the opportunity to respond to her and educate her on why professional photographers charge what we do.

---------------------

Attn: Wedding Photographers :) (Puget Sound)


Date: 2012-01-17, 8:57AM PST
Reply to: serv-zwumx-2804332414@craigslist.org [Errors when replying to ads?]


WHY is finding an amazing wedding photographer so difficult? :/

I am a Bride who is getting married this summer and have yet to find a decently priced, exceptional, amazingly talented, fun photographer.

WHY because the word "WEDDING" is involved photographers think they can change you $ 3,000.00 for wedding photos? Oh, because no bride is going to go without so they are going to pay it, because they HAVE to. They are ripping people off for all they have! Why when you want to get married it costs you AT LEAST 15 grand after all is said-and-done? Its such CRAP!! I love all you $ 3,000.00 photographers out there but i think your prices are WACK. All your doing is hanging out at a wedding taking tons of photos and editing them.. and thats owrth 3 GRAND!!! You're making so much money its crazy. I just wish people would be more realistic. I mean the "average" persons salary for 1 freaking month is somewhere around 3 grand. (Thats making 19$ an hour) So you're going to take someones WHOLE MONTH paycheck for one flippen day of photos? Just because you CAN!!?????? So that maybe they will not be able to feed themselves or pay any other bills they have, right? It makes me SICK!

I know im speaking for more than just myself right now. Alot of brides out there think the same thing. & I bet all you fancy photographers wont even read this. oh-well.
Maybe there are cheaper photographers that will read this and LOVE to take my photos :)

---------------------

Dear "Pissed Off in Puget Sound",


A colleague shared your Craigslist ad with me a bit earlier today. I wish I could say that "hanging out at a wedding and taking tons of photos" is "easy money" as you seem to think, but it's really not. While I agree that professional photography is not inexpensive, try working with a "weekend warrior with a camera" and see the difference. Sure, you may pay less money, but the resulting images will be of such poor quality, you'll be certain to feel "ripped off."

However, rather than tell you about award-winning photography, explain my credentials and attempt to convince you why a talented photographer is worth $3000 or more, I'm going to do some basic math instead.

First, let's talk about taxes. Don't you just hate opening up your paycheck at the end of the week and finding that Uncle Sam and friends have taken about 30% of your hard-earned dollars for federal, state and other taxes? Well, photographers have to pay them, too. That's $900 straight off the top of that $3000, leaving $2100. (You may think that 30% seems like a high number, but remember that since I'm self-employed, there's nobody else kicking in a percentage; the entire tax burden is borne by me.) Since there's no withholding, it's up to me to put this amount away so that I can make my quarterly tax payments on time.

Another huge chunk of the pie is a rather surprising expense to many people. We call it "Overhead" and "Cost of Goods Sold". In this category are visible items like albums, prints, frames and those items you take home. You don't want cheap things that will fall apart or fade, so I'm willing to pay a bit more in the search for a quality product. Remember, "good things aren't usually cheap, and cheap things aren't usually good." The photography industry is a showcase for that motto; really, ask around. (The pages of that "Snapfish" album will fade and discolor before your first anniversary.)

However, there are also other things in this group as well; things that we need to deliver our best to you, but are somewhat "invisible" to people other than business owners. They include our studio rent or monthly location payment, phone, computer, website and hosting, equipment and liability insurances (because we realize that we live in a litigious society), and local business and other licenses. Add in the membership dues to professional associations where we go for new techniques and to stay current so that we can deliver those amazing images you seek, and this Overhead category takes another 30% bite out of that $3000 so that just $1200 remains.

Then there's the equipment we use. Digital has brought some awesome advantages to photographers, but it comes at a price. New cameras and lenses are not inexpensive; we don't photograph with $500 Canon Rebels from WalMart. Since it takes a while to save enough money for this, I put away 10% of each job toward new equipment, equipment repairs, cleaning and maintenance. (Yes, I carry at least 2 working professional cameras to your wedding in the event something happens. A professional will simply pick up a new camera and continue photographing as if nothing happened. Your bargain photographer may panic or worse yet, not even realize that something is wrong. Not sounding like such a bargain anymore, is it?) Subtracting that $300 brings me down to $900.

Since I realize I won't be able to do this for the rest of my life (and I haven't found a sugar momma to support me) I'd better save something for retirement. Financial planners say that should be 10%, so there goes another $300. I'm down to $600 of the original price.

Being self-employed, I have to buy my own health insurance for me and my family. For an individual who's not getting it through their employer, this is NOT cheap. (I'm not going to use the term "WACK", but I think you get where I'm heading.) Another 10%, another $300 and I'm down to $300 "profit" from your wedding.

While I'd like to say that I take the remaining $300 and spend it on me, it's only partially true. As you do, I have responsibilities such as monthly bills, gas for the car, car payment, food, clothing . . . the kind of stuff you were mentioning.

Let's say I spend 6 hours at your wedding, another 8 hours editing your images, not to mention the meetings we've had that last an hour each. When you come back to select the images for your album, we'll spend another 2 hours going through choices and then I'll invest another 4 hours (minimum) designing the perfect album for you, prepping it for printing and sending it to the manufacturer. When it comes back, I'll inspect it and make sure it's perfect, then spend another 45 mins going through it with you when you pick it up. Almost a full 24 hours . . . divided by the $300 I got to keep . . . and I've just made $12.50 an hour. (Which totally blows the "You're making so much money it's crazy" theory.)

On a side note, over the past 36 years I have been photographing weddings, I can't even begin to count the number of ball games and other events I've missed. My kids got used to it; "You know that Daddy works on Saturday", but over the years it took its toll on my relationships as well. I refuse to make those mistakes again; those who refuse to learn from the past are destined to repeat it.

I'm sure you're probably tired of reading, but I hope you understand what I'm saying. Producing a quality product at a fair price IS what professional photographers do; it's always your choice to work with us or someone else. The problem is, what will you give up when you "get what you paid for?"

Respectfully,

David L. Grupa
Certified Professional Photographer
M.Photog.Cr., AFS-MNPPA

Thursday, September 8, 2011

Are You Unknowingly Referring Your Clients to Your Competition?


Recently in one of the many Facebook groups in which I participate, I was walking one of the members through a somewhat involved process. It got to the point where it was just going to be easier to pick up the phone and talk them through it rather than try to type out line after line of instruction in messages. I clicked on the person's profile and followed the link to their Facebook business page. Since there was no contact information listed, I located the website link and clicked through to that.

Beautiful work. Awesome images. But how do I find them? Oh, here . . way down in the bottom corner, a tiny "Contact Us" button. I clicked on it and all it lead me to was an email contact form. No address or city . . . what time zone are they in? Is it too early/late to call? Ehhh, doesn't matter . . . no phone number listed, either. 

I went back to FB and mentioned this to the individual and left my phone number so they could at least call me. When they called, one of the first questions I asked was "Why don't you have any contact information listed?" The reply? "I don't like to be bothered on the phone. I just want to deal with people through email."

Bothered? Really? Isn't this your business we're talking about? Aren't clients the reason we even have a business? Without them, we don't have much of an income.

If you are running a photography business and using your home or mobile phone as the business number, why not just leave a professional sounding message that identifies your business, thanks the caller for their inquiry and invites them to leave a message so you can return their call at your earliest opportunity? That way, it doesn't sound like they've called a personal number and gives them the impression that you as a businessperson care about them as a client. While a contact email does essentially the same task, it does not offer the personal voice contact that happens during a phone call.

It started me thinking about other ways that people unknowingly drive business away. Beautifully designed postcards, websites, product brochures . . . all lacking easy-to-find contact information.

If you look at product catalogs you receive in the mail (let's say Victoria's Secret, but any mail-order catalog works) what is on each and every page?  

Website. Phone number. 

So . . . now you've gotten them to your website. If it's a national chain, what else is prominent on the first page? Yup it's a . . .

Store locator. 

Why? Because customers want to know where to find you! Even though many of us do not run retail establishments, prospective clients still want to know where to find us!

Think of it this way . . . if you were going to invest serious money in any product or service, don't you feel better having contact information? A phone number to call and an address to visit all instill confidence in a prospective client. To me, a website with nothing other than an email contact form conjures up visions of a photographer wearing dark glasses and a trench coat with a camera and a laptop in a graffiti-filled alley whispering "Psssst . . . over here. Wanna buy a CD of pictures?" 

It amazes me to see so many websites without as much as an address or contact phone number. Sure, some people will fill out an email contact form, but what about those who want to talk to you and are in the market for your product or service RIGHT NOW? You know what happened to them, don't you?

They went to one of the other websites in their search results; one with full contact information listed.

Yup. They called me. 

- David Grupa

PS - Thank-you for the indirect referral!

Thursday, June 9, 2011

Does Your Website Give Potential Clients a Positive First Impression?


We all have websites, blogs and other electronic venues that we utilize for our business on a daily basis. For many of our clients, this is their first (and maybe only) contact with our studio.

So . . . when you click on someone's website and notice issues, do you tell them? I'm not talking about technical "your site isn't loading" issues, but rather, things such as repeated spelling errors and use of popular music that is copyright protected.

Do you say something? Do you drop them a note out of the blue saying "Hi, you don't know me but I'd like to let you know about a bunch of problems . . . "

If you get one of these emails, are you offended? Do you spend more time wondering why some random photographer was "creeping on your page" rather than being grateful that someone pointed out mistakes?

As someone who visits a lot of websites reviewing applications for volunteer groups, I have seen the good, the bad and the ugly when it comes to this form of marketing. Here are a couple of things that I notice immediately when visiting the websites of other photographers:

1) Loading Speed - How long do I have to sit while the little bar moves slowly across the middle of the screen, or the wheel spins for eternity? If it takes too long, how many of your potential clients get frustrated and click out without viewing your site?

    - Take a few minutes to resize your images before uploading. Web-resolution only requires about 4x6 @ 72ppi for a reasonable viewing size and fast loading.

2) Music - This is one of my personal pet peeves about websites. Since it's been discussed elsewhere on this site, suffice it to say that if clients are browsing from work, the last thing they want is to have loud music suddenly blaring from their speakers. This causes them to quickly exit your site, perhaps never to return.

    - Is there a way for the viewer to easily turn off the music without having to hunt for a hidden toggle? Are you able to lower the volume preset so it's truly "background" music?

    - Do you have the proper licensing rights to use the music on your website? Just because you bought the CD or downloaded the song does NOT mean you may use it in a commercial setting. (Yes, your website is considered a "public performance".)

3) Spelling and Grammar - Face it, this is an area where some people are just plain weak. Others get so wrapped up in the fluffy wording they will use that they forget to re-read what they have written to see if it makes sense or contains errors. While it may not seem like a big deal, you should know which is the correct word to use when you want to say there / their / they're or are / our / hour. Things like using an apostrophe unnecessarily on words ending in "s" doesn't add to your credibility as a professional.

    - Before you click the "publish" button on your blog or website, take a minute to look over your piece one more time. If you truly are not confident in your abilities to spell and punctuate correctly, have someone who is look it over as well.

4) Format - We are accustomed to working on large monitors, but that's not the case for everyone who visits your page. Are important navigation tools or items not visible unless the viewer scrolls up, down or sideways? Some never do, leaving your page because they "couldn't find what they wanted."

    - Make certain that your page formats well on laptops and non-widescreen monitors as well. Taking just a few minutes to make sure important items are easily visible will save headaches later on.

5) Contact Information - Finally, how easy is it for people to find your contact info? Can they contact you immediately by phone, or do you have email information listed as well?

    - I've heard from a few clients who told me "I called you because you were easy to contact. Your phone number and email is listed on every page of your site, so I never had to waste time trying to find a number or fill out a stupid 'contact form'."

    - Yes, you read that correctly. "Stupid Contact Form"; many potential clients want to be able to send an email from their computer or pick up the phone and talk to a live person (or at least leave a voicemail.) How much business are you losing because you make it difficult for someone to reach you?

Take a peek at your website today and look at it from the client's perspective. If you don't give a positive first impression, you may never get an opportunity to make a second one.

- David Grupa
(Enjoy "What the Duck"? See more of Aaron Johnson's work at www.WhatTheDuck.net)

Tuesday, May 31, 2011

Become a Certified Professional Photographer and Set Yourself Apart!


It's that time of year again; school is almost out, seniors are graduating and high school juniors are preparing for "Senior Year". For parents of a junior, odds are their mailbox is beginning to fill up with all sorts of info from colleges across the country, encouraging them to visit. It's a major choice and they'll want to help their student choose wisely.

Also in their mailboxes are lots of offers from photographers. Senior portraits are an important part of the year as well; it's the image which will be forever remembered in places such as the school yearbook, given out in the form of wallets and also occupy a place on the family room wall. There are lots of photographers to choose from, ranging from trusted studios to the upstart "friend of a friend who just bought a nice camera."

How do they decide? What separates you from the pack? The choice is a lot simpler than you think.

Become a Certified Professional Photographer.

Think of it this way; just because your friend owns a good scissors, would you let that person cut your hair? To be able to cut hair professionally in Minnesota, you have to take 1550 hours of training, perform multiple services on customers while supervised by an instructor, take a comprehensive written test and do a practical demonstration of your ability to perform your tasks in a professional manner.

Yet a bad haircut grows out in a couple of weeks!

So . . . do you think they really want to trust their families' memories, their once-in-a-lifetime events, their most important special occasions to someone who just picked up a new camera kit at Wal-Mart or Sam's Club, printed a handful of business cards online and now calls themselves a "professional?" Of course not!

To earn the designation of Certified Professional Photographer you will have to pass a comprehensive written exam measuring your technical expertise, successfully submit your work to a panel of judges for review and approval, and abide by a professional code of ethics. A CPP must re-certify through the Professional Photographic Certification Commission every 5 years to show that you are maintaining a high level of technical and artistic competency, assuring that your clients' expectation of the standards of excellence are consistently being met.

Your clients want quality portraits for their investment. Make sure they realize that they are getting their money's worth by becoming a Certified Professional Photographer.

For more information on becoming a Certified Professional Photographer, visit www.CertifiedPhotographer.com

- David Grupa

Friday, May 27, 2011

Who's Your Hero? Whose Hero Are You?


For as long as I can remember, I've always loved baseball. When I was little, my dad bought me a plastic bat and ball and we'd play in the backyard. We'd watch the Twins on our old black and white TV and root for Bob Allison, Camilo Pasqual, Tony Oliva and of course, Harmon Killebrew.

When I was 5, Dad took me to my very first Minnesota Twins game at the old Metropolitan Stadium in Bloomington. I can still remember my excitement when I first heard the PA announcer's voice over the stadium speakers; "For the Twins, Number Three, Harmon Killebrew!"

At that time, the Twins would host an annual "Camera Day" promotion during which fans were allowed on the track surrounding the field while the players would walk around and pose for pictures. My dad and I went to one of these games one year; I must have been about 8 or 9 years old. Mom had loaded a roll of black and white film into a 35mm camera for me and after some brief instruction, Dad and I left for the stadium. We found our seats, then Dad sat in the stands and let me go onto the field to take pictures of the players. I found a spot in the right field corner and waited while the players made their way around the grass. As Harmon Killebrew approached, I re-checked all of my settings and practiced focusing so I'd be sure to get a great shot. Right about the time he got to my spot, a man from behind pushed in front of me with his kids to get them in a photo. I was panicked! As the players were walking away, I began to think I had missed my chance.

Suddenly, I heard a voice - Harmon Killebrew's - say "Sir, would you mind stepping to the side so the gentleman behind you can get a picture?" The man who was in front of me moved over and Harmon looked right at me and said "That's a pretty fancy camera you have, young man!" I replied softly "it's my mom's."

Harmon posed for me with his hands on his hips, smiled and said "She must trust you very much to let you use it!" I got my photograph and left the field feeling pretty special.

Years later, he'd share a similar magical moment with my own son while at Twinsfest. As we waited in the autograph line, he looked at Joseph (who was wearing his Twins cap with a Baseball Hall of Fame pin on it) and said ""That's a pretty neat pin you have on your cap! Have you been to the Hall of Fame?" Joseph told him that he hadn't, but that he and I were planning a trip there later in the year for Kirby Puckett's Induction.

Harmon looked at him and said "You're going to love it; it's a very special place. I hope I see you there." Needless to say, a few kind words made the entire day for a 9 year old boy (along with his dad!)

Harmon Killebrew died from esophageal cancer this past Tuesday, May 17th. Last night, the Minnesota Twins hosted a Memorial Service at Target Field. Former teammates, family and fans were in attendance to fondly remember the man whose nickname "Killer" contrasted his calm, gentle demeanor. From his welcoming smile to the autograph that has become known as one of the best in baseball, Harmon Killebrew was not only the face of the Twins organization, but an ambassador for baseball to fans all over. It was an awesome tribute to a man who meant so much to so many people over the past 51 years of Minnesota Twins baseball.

To me, it was a fond farewell to a man who earned his status as a childhood hero early, then proceeded to add to his Hall of Fame legacy as time went on.

Over the past week as tributes poured in from former teammates, opposing players, sportswriters and fans, I paused to think of how many lives this man touched over the years. And at times such as these, I always wonder what I will leave behind. What will be my legacy? What will those, whose lives I have had the opportunity to touch with my craft, remember about me?

What's your legacy? What have you done to make someone's day?

I don't want to wait to find these things out. I do have the power to affect these things, beginning today and every day until I leave this world.

Thanks for all of the great memories, Mr. Killebrew. You will be missed, but never forgotten.

- David Grupa

(Double-click any image to enlarge.)

Monday, May 16, 2011

Separating Yourself From the Crowd; Part 2


With DSLRs available to everyone, it seems as if every day we run across another "faux-tographer". You've met them as well; they're the ones with a fistful of brand-new business cards claiming they are available to photograph just about anyone or anything with a dollar. We can sit here and whine about it, but as my high school coach always said, "our best defense is a good offense."

Let's look at a recent scenario. Last weekend I was invited to photograph a formal benefit event at which there would also be other "volunteer photographers" (ie: dads with cameras) taking pictures. I packed gear, dressed appropriately for the work I'd be doing, arrived early for setup and was ready to roll when attendees came through the doors. Sounds pretty basic, right?

To my surprise, the volunteer photographer working next to me showed up in sweat pants, a t-shirt and sneakers! I was a bit shocked, given the fact that many of the attendees were wearing formal attire, or at least dressed up for a night out.

This really got me thinking . . . I've always been aware of my outward appearance and the professional image I portray to my clients, but does everyone else feel the same? What are you wearing when you are working?

Here are a few guidelines I use when choosing my attire:

1) I want to blend in with the bulk of the crowd. If I'm at a formal event and the only one NOT wearing a tuxedo, I'll stick out. The same holds true if I'm in a casual atmosphere; I don't want to be overdressed and attract attention.

2) Comfort is important, but not at the expense of my professional image. If I'm photographing a senior, I can wear nice jeans and a graphic shirt. When I'm photographing a family, a business portrait or meeting with a potential bride, you'll find me in Dockers and decent shoes (yes guys, women notice your shoes!) Women need to remember that their ability to move freely is to be considered . . . and footwear needs to be <gasp> practical.

3) When in doubt, err on the side of professionalism. Very few people will ever find fault with you for looking good.

Put yourself in your client's place; what impression are you making on them? Are your choices helping or hurting your cause?


- David Grupa

Monday, May 9, 2011

Three Things You Can Do Today To Separate Yourself From The Crowd



Yes, we've all been there. Someone who meant to pay us a compliment referred to the gear we use as the reason for the images we've created. Sometimes, we can laugh about it. Other times, it just kinda sits there and bothers us. We know it's the photographer, not the camera. Of course it is!

But do your clients know that? In an age where digital cameras have become simple to use and every mom and dad who has purchased a DLSR kit is now printing business cards and calling themselves "photographers", have we taken the time to educate our clients as to the reasons we stand out from these "Camera Mommies and Daddies"?


Here are 3 things that you can do today to begin educating your clients:

1) Rewrite your personal bio. This should include a bit about your education in photography, so make sure to include any professional memberships and credentials that will make you stand out. Talk less about how "photography is my passion" and more about how your focus is not only on outstanding images, but also on great customer service. If you need a new professional portrait, visit a colleague or photograph each other and make sure it's updated and current.

2) Display your professional membership certificates and awards. Save space among your gallery wraps and display images to also frame your current membership certificates or plaques. Any awards you've received should also be displayed prominently. Be proud of your accomplishments; your clients want to know they are dealing with someone who is active in their profession. On the flip side, too many people don't do this and worry about it looking like they are "bragging". You are a professional who is taking the time to keep yourself on the cutting edge of the industry by continuing your education through these organizations. Brag, dammit! ;-)

3) Take a peek at your work. Are you overusing Photoshop actions and Lightroom presets? Is your "style" dependent on an action that you purchased from another photographer? Remember that these effects are available to anyone who pulls out the money; make sure your photography can stand on its own without the crutch of special effects.

And always remember, it's not your camera that created great images; it's your knowledge of how to use that camera!

- David Grupa
(Enjoy "What the Duck"? See more of Aaron Johnson's work at www.WhatTheDuck.net)

Saturday, February 12, 2011

Hints For a More Successful Bridal Fair Experience

If you're a wedding photographer, odds are you've spent your fair share of time at bridal fairs and expos. This is a busy time of year for events such as these; while they can be great events for marketing and displaying your product, they can also work against you if you aren't prepared. Worse yet, you risk damaging your image and reputation if your attitude is too casual.

Long ago, I decided that if I was going to invest the money, time and effort into doing these events, I was going to get the most bang for my marketing dollar. Time and money are too precious to waste.

While you need to make your table or booth appear inviting, simply having a few large photographs or a slideshow playing isn't going to make you stand out from the other photographers in the show. You need to do both some advance work as well as follow-up.

Here are five simple (yet important) tips about getting the most from your bridal fair marketing investment:

   1.  Do your homework. Check the vendor list in advance. See which photographers will be displaying, as well as other vendors. If you have (or would like to have) a partner relationship with the vendors in attendance, see if you can trade table space for a small display. For example, if you have photographed at a specific venue, printing a small quantity of marketing pieces featuring images from that venue could work in your favor. I generally give the vendor 8-10 of these shortly after the wedding. The card may be a small press card (4x5, 5x7) featuring your images of their work. (Of course, you've discreetly placed a photo credit along the edge of the card; something like © David Grupa Portrait - www.DavidGrupaPortrait.com.) The vendor now has a professionally-designed card with their work in-hand; I always attach a little note that says "how much I enjoyed working with them and hope to again soon. Please accept these marketing cards with my compliments."

Invariably, they'll want more cards. Since they're handing out samples of my work for me, I supply them at a "preferred vendor rate". You get referrals, they get great images. Everyone wins.

If you need something to spruce up your table or booth, check with vendors who do decorating or floral arrangements. You may be able to work a deal where you can have a fresh arrangement or decor from that vendor (along with a sign, crediting that vendor's work) on your table. Again, offer to give them images from weddings you've photographed where they have also worked.

   2.  Control your environment. If possible, set up your booth or table so that it allows prospective clients to come in and interact. Too often, the table becomes a barrier between you and a bride. I like to set up my images on easels along the sides and pull the table to the back wall. This way, brides can "come in" to your space. It also maximizes the space available and provides the illusion of a larger booth.

   3.  GET RID OF THE CHAIRS! There is nothing that makes a vendor look completely uninterested as a booth at an event where the vendor is sitting behind a table. Stand. Interact. If possible, put the chairs in a position where prospective couple can sit and view your work. Get off your tail and look excited to be meeting new clients.

Also, keep any food, drink, snacks, etc. out of view. A half-eaten sandwich or partial bottle of soda just looks sloppy and unprofessional.

   4.  Network. When traffic slows and you are able to walk away from your table, use the time to speak with other vendors who appeal to the same type of client with whom you wish to work. Trade brochures, build a referral list with other businesses. Even though a particular person may not be in a position where they refer prospective weddings your way, they may have other connections which will prove valuable. Talk. Smile. Exchange cards and info.

DO NOT become a clock-watcher. While I realize these events can consume a good portion of the day, don't be one of those idle people standing along the sideline muttering "45 minutes left" to other merchants. You paid for this time, so use it wisely.

   5.  Follow up. Many shows supply you with a list of registered attendees, along with their dates and contact info. A follow-up message via USPS or email is often an effective method of spurring a potential client to action. If you choose the email route, design an attractive piece using a bulk email program such as iContact. Using a program such as this will also allow you to track when the email is opened, as well as any embedded links that were clicked on.

Do the same with the vendors you met; drop them a note and a small stack of marketing pieces or business cards. Better yet, schedule a visit and offer to photograph their site in exchange for a small display in their sales area.

Of course, the main thing is to do something. Doing nothing simply pushes you to the back of the pack where you'll be soon forgotten.
Whatever you do, make sure you do it in a timely fashion while your name is still fresh in the minds of your prospects.

Good luck - happy marketing!

- David Grupa

Friday, January 7, 2011

Subtle lessons from a random email . . .

If you were to ask my friends and colleagues, they'd tell you that I usually have no problem coming up with something to say. However, some thoughts come more easily than others; meaningful writings can sometimes be a struggle.

When I opened my email this morning, the following message was inside. At first, it didn't look any different than any other "forwarded" email with a bunch of unfamiliar addresses in the "To:" line . . . until I started to read it. For some reason, it just struck me as important and relevant. Sometimes, things arrive at just the right time.

"When the student is ready, the teacher will appear." -  Buddhist Proverb

Here's what was in my email:

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Cab Ride

I arrived at the address and honked the horn. After waiting a few minutes I walked to the door and knocked. "Just a minute", answered a frail, elderly voice. I could hear something being dragged across the floor.

After a long pause, the door opened. A small woman in her 90's stood before me. She was wearing a print dress and a pillbox hat with a veil pinned on it, like somebody out of a 1940's movie.

By her side was a small nylon suitcase. The apartment looked as if no one had lived in it for years. All the furniture was covered with sheets.

There were no clocks on the walls, no knickknacks or utensils on the counters. In the corner was a cardboard box filled with photos and glassware.

"Would you carry my bag out to the car?" she asked. I took the suitcase to the cab, then returned to assist the woman.

She took my arm and we walked slowly toward the curb.

She kept thanking me for my kindness. "It's nothing", I told her. "I just try to treat my passengers the way I would want my mother to be treated."

"Oh, you're such a good boy," she said. When we got in the cab, she gave me an address and then asked, "Could you drive through downtown?"

"It's not the shortest way," I answered quickly.

"Oh, I don't mind," she said. "I'm in no hurry. I'm on my way to a hospice."

I looked in the rear-view mirror. Her eyes were glistening. "I don't have any family left," she continued in a soft voice. "The doctor says I don't have very long."

I quietly reached over and shut off the meter. "What route would you like me to take?"

For the next two hours, we drove through the city. She showed me the building where she had once worked as an elevator operator.

We drove through the neighborhood where she and her husband had lived when they were newlyweds. She had me pull up in front of a furniture warehouse that had once been a ballroom where she had gone dancing as a girl.

Sometimes she'd ask me to slow in front of a particular building or corner and would sit staring into the darkness, saying nothing.

As the first hint of sun was creasing the horizon, she suddenly said, "I'm tired. Let's go now."

We drove in silence to the address she had given me. It was a low building, like a small convalescent home, with a driveway that passed under a portico.

Two orderlies came out to the cab as soon as we pulled up. They were solicitous and intent, watching her every move. They must have been expecting her.

I opened the trunk and took the small suitcase to the door. The woman was already seated in a wheelchair.

"How much do I owe you?" she asked, reaching into her purse.

"Nothing."

"You have to make a living," she answered.

"There are other passengers," I responded.

Almost without thinking, I bent and gave her a hug. She held onto me tightly.

"You gave an old woman a little moment of joy," she said, "Thank-you."

I squeezed her hand, then walked into the dim morning light. Behind me, a door shut. It was the sound of the closing of a life.

I didn't pick up any more passengers that shift. I drove aimlessly lost in thought. For the rest of that day, I could hardly talk. What if that woman had gotten an angry driver, or one who was impatient to end his shift? What if I had refused to take the run, or had honked once, then driven away?

I don't think that I have done anything more important in my life.

We're conditioned to think that our lives revolve around great moments.

But great moments often catch us unaware - beautifully wrapped in what others may consider a small one.

People may not remember exactly what you did or what you said, but they will always remember how you made them feel.

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Take one minute to reread the bold, italicized line one more time. How will your actions make someone feel today? Is the experience we provide as important as photographs we create? What will your clients say about you when they show off their image?

It's often not about the money. People are willing to pay for service, quality and a positive experience. Too often when photographers offer "discounts", they end up discounting the experience as well because they're not doing it for their regular rates. Don't discount your attitude toward your client . . . you never know with whom they may share their experience.

Think about it.

- David Grupa

PS - You won't get any big surprise in 10 days if you forward this to ten people. However, you might help make the world a little kinder and more compassionate by sending it on and reminding us that often it is the random acts of kindness that most benefit all of us.