Resolve to Be a Better Businessperson in 2012!

First off, I hope everyone enjoyed a wonderful holiday with the people they love the most. After all, that is really what it's all about.

Florida photographer Kevin Newsome has posted a series of YouTube videos with his opinions on different issues within the industry. They're relevant, thought-provoking and mildly entertaining. When a link to one of his videos on "Shoot and Burn" photographers was recently posted in another forum in which I participate, it opened the ever-popular discussion of "should I sell print or files?" While I don't want to get into that one one more time, I do think there were a few important points to be made.

One relatively young and opinionated member chose to point out that selling image files was the only way to make money and that Mr. Newsome was a "relic" and and "artifact" in the industry. This group member continued by stating "This dude is just afraid of losing his rip off of a business that needs to die and I'll be happy to be one of the ones to help make that happen."

Is he right? The fact is, we should all be concerned about losing our businesses, but not because we are "rip offs" or aren't embracing technology and selling files. We should be concerned about the fact that we are underpricing our products and services in an effort to compete with the MWACS and DWACS who enter this field daily. (Just think, there are probably hundreds of new "professional" photographers right now who are still trying to decide what to name their Facebook business page as they caress the shiny new Rebel they found under the tree!)

While I definitely have my own opinion, I'm not going to fuel the files vs prints debate here. What I am going to do is ask you to take a serious look at the amount of profit your studio needs in order to survive.

Photographer and educator Charles Lewis (another "relic" or "artifact") still talks about starting his studio and the number of hats one must wear to own their own photography business. He'd say "all I want to do is take pictures!" Of course, we'd all love that.

However, it takes more than just pushing a button. Those photographers who fail to do the sales, marketing and most importantly, pay attention to the numbers and bookkeeping are doomed to fail. You MUST find a way to make a viable living in this industry by pricing your product (whether image files or physical images) to make a profit.

Those who shoot and burn for cheap rates will be forced to find another source of income to supplement their photography. Those who sell prints for cheap prices will die for the same reason. 

It's not about the technology. It's not image files vs prints. It's not "relics vs young guns". It's each and every one of us vs ourselves and our own reluctance and hesitation to sell our products and services at professional rates that allow us to make a decent living while still doing something we enjoy.

Everything old is not necessarily bad, just as everything new is not necessarily better. Some things got to be old because they stood the test of time and have not crumbled under the pressure of change. Yet, embracing the "out with the old, in with the new" mentality can be a good thing in many ways. Perhaps the New Year is the right time to take the plunge with a new pricing structure. Maybe this New Year will be one in which you eclipse your old sales numbers. What if I told you 2012 would be your breakout year, simply by making a few positive changes in the way you look at your studio; not the photography itself, but the business of photography.

My suggestion for a great resolution for 2012 is to take a serious look at your own business model. Crunch your own numbers (or if that's not your strong suit, talk to a bookkeeper or accountant who can help decipher them with you!) We obviously love what we do and have a deep passion for the art. Make 2012 the year you get passionate about the business side of photography and start making it truly profitable!

Happy New Year!

- David Grupa

Louis Daguerre 224th birthday marked by Google Doodle

A Google Doodle has been created to honor Louis Daguerre, who devised the daguerreotype, the first successful form of permanent photography.

The French physicist developed the process for transferring photographs onto silver-coated copper plates.  Photo: GOOGLE

The search engine's home page honors the French physicist, who developed the process for transferring photographs onto silver-coated copper plates.

In the mid-1820s, Daguerre was looking for a way to capture permanent images that he saw in his camera – a large box with a lens on one end that shined an image on a frosted sheet of glass at the other. But nailing the chemistry took a lot of work.

First, he invented the Diorama in 1822, which was used to showcase theatrical painting and lighting effects.

In 1826, fellow Frenchman Joseph Nicéphore Niépce took a photograph of a barn, but the process took an eight-hour exposure. Daguerre formed a partnership with Niépce, according to the Franklin Institute, and ten years later learned how to permanently reproduce the same image in only twenty minutes.

His discovery was made by an accident, according to the writer Robert Leggat, who said Daguerre put an exposed plate in a chemical cupboard in 1835 only to later find it have developed a latent image.

Daguerreotype photography was born. (The name, of course, refers to Daguerre himself.) Each unique photographic image was made on a silver-coated sheet of copper exposed to iodine, developed in heated mercury fumes, and fixed with salt water.

Using Daguerre's photography method, naturally-moving subjects needed to remain completely still because the long exposure would take several minutes to allow the slower process to be able to capture – and focus on – the image.

The new process was unveiled at the French Academy of Sciences in Paris in 1839.

It became the first commercially successful was of getting permanent images from a camera.

The Google Doodle, marking Daguerre's birthday of November 18, 1787, features a traditional image of an early family photograph with the heads of the figures in the image replaced with the letters that spell out Google.

Sources: http://www.telegraph.co.uk/technology/google/google-doodle/8898339/Louis-Daguerre-224th-birthday-marked-by-Google-Doodle.html
http://www.csmonitor.com/Innovation/Horizons/2011/1118/Louis-Daguerre-photography-pioneer-honored-with-Google-doodle



 

Make a Difference with PPA Charities on 11.11.11

Every day, thousands of children suffer with facial deformities. Make 11.11.11 the day you help such children smile again!

You can when you help PPA Charities meet its Operation Smile fundraising goal this year by 11.11.11. A unique date like this comes around only every 100 years. So, make it count by designating it your fundraising day—your day to save smiles! If every PPA member donated just $11.11 on that day, we would raise enough money for over 1,000 children to receive the facial surgeries performed by Operation Smile’s medical volunteers (doubling our previous donations)!

Every little bit can help save a smile. Plus, donations of $111.11 and above will receive a PPA Charities t-shirt AND the chance to meet and greet Dr. William Magee, founder of Operation Smile, at the PPA Charities Celebration at Imaging USA! Donate $1111.11 and you’ll receive the above, be recognized as a 2012 Operation Smile Studio and a gift from one of our vendor supporters. The more you donate, the more smiles you’ll help save (and gifts you’ll earn). Go to www.PPAcharities.com for details.

Donate now to save smiles on 11.11.11!

Who Really Sees Your Facebooks Posts? What Message Are You Really Sending?

It's a funny thing. A few years ago, many folks were very leery of signing up for an account on the new thing called "Facebook" because they didn't want the world to see what they were doing or be able to pry into their personal lives. Yet a few years later, it seems as if the best possible app that could be developed would be one that warns social media users when their personal filters are completely off.

For example, this post appeared in my feed over the weekend.

It took me by surprise that quite clearly the photographer posting this update failed to remember that the client for whom they had photographed the wedding is one of their friends on Facebook. Yes, the client saw the feed (as evidenced by the comment.)

So . . . what message did the photographer send to the client? Was it a warm fuzzy "wow, I had an awesome time photographing a wedding this weekend" or was it more along the line of "I'm driving home from my stupid out of town wedding and now I'm going to be inconvenienced because I'm running into traffic"? While the photographer did not specifically state either thought, the tone of the message is one that could easily give the client the wrong impression.

Of course, I make it a habit to not use profanity around my clients or on my Facebook page. To me, it sounds unprofessional.

When making Facebook updates, it's a great idea to ask yourself this: if the person was standing right there, would the same words that you're typing on your keyboard be coming out of your mouth?

Of course there's another rule that may even fit much better. Sometimes, when you're angry or frustrated, the best and safest status update is none at all.

- David Grupa

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!

When Was YOUR Last Time?

As if I don't already have enough on my plate, I was flipping though Facebook friends today and looking at their profile images and it got me thinking . . . 


We invest a lot of effort and energy (not to mention $$) into convincing our clients why they should use a professional photographer, but what about us?


How recent is your last family portrait? Do you actually have a large print displayed in your own home, or is that just something we show off on our studio walls to help convince clients it's something they* need?


Better yet, when was the last time you updated your own professional headshot? What's the image displayed on your Facebook profile? Are your clients viewing a quality photograph of yourself, or are they seeing something that doesn't accurately reflect your professional reputation?


Everyone knows another photographer that you can pick up the phone and call. Maybe it's time you plan a "play date" with that person and update each other's images. It not only improves your appearance, but puts you in the client's position and gives you an opportunity to see how someone else works!

Prevent Damage to Your Camera and Memory Cards

Here's something that lots of people do and don't even think twice about . . . they put memory cards into their pocket without first putting them into a case.

No big deal? Ahhhh, but it is . . . all of the crap in your pocket (lint, small stuff, sand, whatever) gets into the pin slots on the memory cards and makes life miserable. It can really ruin your day when the card becomes unreadable, or worse, bends one of the pins in your camera!

Before putting a naked memory card into your pocket, use one of those little plastic cases the come with or get a waterproof one that holds multiple cards. They are well worth the investment! 

You can find a case such as this at most photo retailers for under $20. I've also seen them on eBay; popular brands are Pelican and JJC.

- David Grupa