A testimonial from one of your happy clients is better than any headline the finest marketing copywriter could ever create. There’s nothing you could ever say about yourself that was as powerful as what someone else says about you.
To put it crudely, if I tell my friends I’m great in bed they’ll roll their eyes – but if my wife told them they’d just have to accept it’s true…
Getting testimonials from your clients is far easier than getting your spouse to publicly champion your love-making skills.
It’s all about persistence. I ask my clients in person when I show them their photos for the first time. If they don’t do it there and then, then I’ll try again when I deliver the end product. I’ll ask again in the thank you card I send them. Heck, if I’m desperate (perhaps because I love their photos and really want a testimonial to go alongside them on my website), then I’ll even send them a little gift as a bribe / reminder.
If you want to get your website near the top of Google then one of the best ways of doing that is to do some guest posting on other people’s websites.
This is where you write an article for them to publish on their website. Many blogs have a section where they provide instructions for guesting posting. They’ll tell you the kind of articles they’re looking for and how to submit them. They’ll always give you the opportunity to write a few sentences about yourself and link back to your website. Google then sees the link to your website and gives you some Google ranking credit.
Guest posting for photographers – not all websites are created equal
Getting a link from your Uncle Eli’s carrot farm website isn’t likely to be much help. Google won’t put much value on Uncle Eli’s website (because it doesn’t get many visitors, doesn’t have many pages, hasn’t been updated for 3 years etc.) so getting a link is no use.
However, getting a link from a popular photography or wedding blog would be useful to you. I’ve actually got a link from CNN when I wrote an article for their travel website www.cnngo.com
My recent survey of Get Pro Photo readers showed that the biggest problem most of you have is getting enough enquiries. In other words, you need some photography marketing ideas to help your business stand out from the crowd like a diamond in a bucket of beans.
Photography marketing is not about slapping a low price tag on your work and hoping that if you do a decent job then word will spread like syphilis and you’ll have people queuing up to hire you. Firstly, cheap prices don’t guarantee enquiries, but you may be starting to realise that already. Secondly, people who are motivated by price will probably only refer other people who are motivated by price. You end up in a cheapskate spiral of doom that’s hard to get out of.
You’re an artist. Do you really want to be photography’s answer to Walmart or Aldi? There’s nothing wrong with those stores at all – they’re both very successful and I’ve shopped at both. However, you’re not a shop that can sell hundreds of products a minute, you’re selling your time. There are only so many hours you can work, so you need to get as much as you can from each hour. Earning a great living all starts with your photography marketing. It takes the pressure of the sales process because you no longer look desperate and hungry. When you have a constant flow of enquiries you feel confident about increasing your prices because you no longer feel like you have to book everyone who walks through your door just to survive. You can let some people go, safe in the knowledge that the phone will be ringing again soon – hopefully with a more qualified prospect.
“The aim of marketing is to make selling superfluous.”
Interesting quote huh? For all you people who hate to sell, this may sound like sweet music. It’s rarely that simple unless you’re Apple or Justin Bieber! However, if your photography marketing is effective then the people who call you will be much easier to convert into a Continue reading
Do you stare at the stats of your photography website and despair? It stings when you’re not getting enough visitors and the ones who do visit never get in touch. I know, I’ve been there.
In the video below I’ve got a quick easy tip that will get you more website enquiries – not just visitors – ENQUIRIES! That’s the whole point of your website, to get the right kind of people giving you a call about your services.
It works particularly well for wedding photographers, but you could use the same technique for other types of photography too.
Take a look at the video and leave your comments below.
If you want even more help then sign up and get free photography business advice straight into your email and a copy of my e-book ’17 Secrets To Photography Success’.
This argument splits the photographic community in half like a disease riddled scalpel. Did I say ‘half’? Sorry, I meant to say about 95-5%.
95% of photographers believe they should put prices on their website because it’s helping people make a decision. How are people going to choose whether they want to hire you if they don’t know the price, right?
If you don’t put your prices on the website then people will just move onto the next website, right?
Sure, sometimes. However, if someone is truly only motivated by price (and fewer people than you think actually are) then they’re the kind of client you don’t need. After all, do you really want to photograph someone who doesn’t really care about the photography?
“Ah, but Dan you’re missing the point!”, I hear you scream. “Without prices on my website people won’t contact me.”
My answer is two-fold. Firstly, if your website doesn’t give any reason for someone to call you other than a tempting price then your website needs some work. Check out my photography mentoring programme, as I have many techniques you can use to get more website enquiries, Continue reading
Bear with my little story I’m about to tell. It reveals why some photographers can charge vastly more than others and still have delighted clients, despite the end product being virtually worthless.
I’ve been going to a chiropractor for several years. I pay £35 per session and must have paid about £500 over the course of our relationship. My back is much better than it used to be.
About 18 months ago I started to get a searing pain in my left hip. It would last for 4 or 5 days and then go away for a couple of months, before returning.
A wedding photographer with a dodgy hip is about as useful as a short-tempered yoga instructor!
A few weeks ago I decided I had to get it looked at before I ended up swearing in pain while one of my brides made her grand entrance.
My doctor told me he thought it was trochanteric bursitis (an inflamed tendon). He referred me to a physio. The physio looked at me for 2 seconds (literally) and told me I had one leg longer than the other. He recommended I go to the local pharmacy and get an insole for my shoe and to do some leg exercises.
Why do some photographers earn thousands for their family portraits, while others struggle to make minimum wage (after they’ve factored in their costs)?
Are their photos 10 times better?
Do they steamroller their clients with a barrage of bewildering sales speak?
The following video won’t just show you how to increase your family portrait orders. It also demonstrates why the best way to earn more is actually the easiest and least stressful approach. In the video I mention a piece of software I use called Proselect. It takes a lot of the stress and pressure out of selling. If you’d like to know more about how Proselect helped me triple (and then some!) my average order values then click on this link after you’ve watched the video.
I recently received an email from Alicia Caine from Served Up Fresh (another photography business expert) that I loved so much that I just had to share it. It’s all about being a scared photographer – something that crippled me in the early days too. But hey, if you never do anything that scares you you’ll never grow.
Here’s Alicia’s email:
I have an ancient Indian fable for you that surprisingly, is tied to being a successful photographer…
There once was a mouse in constant distress because of its fear of a cat. A magician took pity on the mouse and
offered to turn her into a cat.
This made the mouse’s heart sing…
until she became afraid of the dog.
So the magician instantly turned her into a dog.
But soon, she began to fear the panther.
So the magician snapped his fingers and poof she was now a sleek and powerful panther…
But soon, fear of the hunter nearly paralyzed her.
Thanks to everyone who filled out the survey, it’s really helped me get a better understanding of how I can help you with your photography career. You can still fill out the survey if you haven’t already, and you’ll still get the free E-book ‘How to get your clients to love you.’
Most Get Pro Photo readers are wedding and portrait photographers, which is great because that’s who this website is targeted at.
However I had a few questions about commercial photography, wildlife photography, stock photography, craft fairs and other non-wedding and portrait related sectors.
As the survey was completely anonymous I’m not sure if some of you are aspiring wildlife photographers who also photograph weddings, for example.
I’m no mind-reader, but I’m guessing there are roughly a gazillion wedding photographers in your area. You’re all clamouring for a limited number of weddings. Most photographers cross their fingers and hope a handful of brides visit their website, while others hemorrhage money on ineffective advertising.
Wouldn’t it be sweet if you had a wedding venue recommending your photography business? Most wedding venues have several weddings a week, so recommendations from them can quickly fill up your calendar.
So what does it take?
Blackmail? Threats? Witchcraft?
How to get a wedding venue to recommend you:
Do something for them
Wedding venues are just like you – they’re desperate to persuade brides to book with them. If they’re smart then they won’t be competing on price, as that’s a race to the bottom. Wedding venues want to show a bride how beautiful their ceremonies are and how wonderful their service is.
You can help them achieve their goal.
The next time you create a wedding album I want you to show it to the venue’s wedding planner and ask them if they would like one too. Most venues don’t have many wedding photos for couples to look at, let alone an entire album that shows a complete wedding in all its glory.
If you’re concerned about the cost, it doesn’t have to be a lavish album and it doesn’t have to contain all the photos that the bride and groom get. You just need to offer a hard-wearing, attractive photo-book that venues can show wedding couples to demonstrate how gorgeous their ceremonies can be.