Let us help make 2010 great

M.A.P. Your 2010 Plan for Success!

Now that you are to the end of 2009 it is time to look ahead to how you are going to maximize the success you had in 2010.

To help make the correct decisions on how to expand your success in 2010 you should consider the following:

· Identify your growth areas
o Where did you succeed?
o Where were your profit centers?
o How can you maximize your profitability in these areas?

· Cut out the deadwood
o Where were you not able to grow?
o Why? Can the reason be changed?
o If so, how if not, why?

· Get lean in your operations
o Where can you trim expenses?
o Focus on cost reductions
o Eliminate unprofitable products and services
o Evaluate price structures for profitability

· Produce products for your demographics
o Study you actual demographic
o Understand their buying habits
§ Don’t sell above your client’s reach
§ Don’t sell below their expectations

· Understand the new economy
o As with any economic change the market has also changed
o How has the new economy affected your clients thinking
o Create a plan to address the changes

We can help you find the answers to all of the above. We have put together our brand new

Marketing Adjustment Program

Here is what we are offering.
· A resource CD containing a series of worksheets and evaluation forms to help you with the assessment process.
· Instructions on how to utilize the resource CD
· Three hours of consulting time with us to review and help you lay out an action plan for addressing your findings.
· A written assessment of our evaluation and recommendations.
· Review of final plan.

All of this for just $350* Regular value of this plan $695

Bonus—Order this package before December 24 and we will include a copy of our Market Planning Calendar and Workbook CD free. A $119 value
May not be combined with previous contracts or other offers or discount coupons.

Putting money down a rat hole

Have you ever attended a seminar, convention or workshop and heard a great speaker. They filled you with great ideas about how to improve your business, get more customers, and make more money. You leave full of ideas and motivated to change.

Then you get back home and the notebook full of ideas and the marketing package you bought from the speaker gets thrown in a drawer and forgotten. Why, because you may not have any idea how to implement the ideas into you business.

Often it is because the speaker told you of their success but weren’t in a position to help you modify their ideas for your circumstances.

This is where we can help. We have worked with hundreds of small business owners to help them tailor a marketing program which works. We work one-on-one with you to learn about your business and your potential customers. From there we help you modify marketing ideas and strategies to attract your targeted clients.

We want to help you. Before you invest another dime in someone else’s marketing ideas only to toss them aside without putting them to use you need to call us. We will help you decide what marketing will be most beneficial for you and your business, create a plan for implementing the concepts and a process for reviewing how well they worked for you.

This year instead of investing in more ideas which get thrown in the drawer—call us—we will help you put together a plan which will address your business and maximize your success. Rather than buy a canned marketing program we will help you create your own customized plan. And we can do it for about what you would invest in the canned plan—contact us today.

To get started fill-out our online form or call us at 309-962-8143.

Redefining the traditional business model

Anyone who has been in the photographic industry for more than ten years can attest to the fact of how greatly the industry has changed. We have seen major changes in the way we capture and manipulate photographs. This in itself has caused a fundamental shift in the way professional photographers do business.

In recent weeks I have paid particular attention to what is happening in the consumer photography market. After all, like it or not, the changes in the amateur market are what drives change in the professional market.

Recently I was reading a trade magazine for photographic retailers. The article discussed the wave of new technology and how consumers would be flocking to embrace the new opportunities to save and utilize the photographs they had taken.

The one are which really caught my attention was the availability of digital press products, particularly press books. At first I was frightened by the idea that the consumer could walk up to a kiosk and walk away with a finished digital press product.

Then I began to think about how the professional photographer could embrace this technology. It occurred to me that there was a wonderful opportunity in this new technology. What if the portrait photographer was to present their customer with a more illustrative storybook concept in capturing the portrait session?

You can leverage the strength of the retail photography market to grow your portrait business by offering these creative portrait sessions. The children and family markets seem to be the most logical areas to promote the storybook concept however the concept can be adapted to other markets.

In the past we have looked to offer portrait package or wall print discounts to solicit sessions. With this new opportunity your lead marketing product could be in offering a portrait story book. Think of the opportunities you have to utilize your creative abilities to create custom storybooks for your clients. You may also want to consider creating theme books which can be used in promotions. For example you may want to offer several theme day promotions throughout the year where the storybook is the hook in the offer.

The price point of having these books printed makes them a very attractive lead marketing product. Once a theme is created it can be duplicated for other clients. You can personalize the books with their session images and incorporating them into the text of the story.

Yes it is true they can order similar products for themselves but what will set you apart is your ability to capture the emotions and poses which will help illustrate the storybook. With the low cost of duplicate books you have a great opportunity to sell additional copies for grandparents and other relatives and maintain a strong profit margin.

In addition you maintain the integrity of your print sales and it will also allow you to consider some great add-on sales. These items would include the new jewelry and other digital product. Another idea I really like is in offering photo charms as an incentive in your session promotions. This is an especially strong idea in your newborn and first year children’s promotions. What mom or grandmother would not love a charm bracelet with photo charms of their children?

So as we move into a new paradigm of marketing in the photographic industry we can either embrace the new technology or allow it to be an excuse for not succeeding. If you would like assistance please contact me for more information on how to utilize these new products in your business.

Pretender or Contender—Life in a New Economy

The recession is over! It has been proclaimed by economists, legislators, and the media. It must be true. After all we believed them when they told us we were in a recession. And their message of doom and gloom led to one of the most difficult economic periods since the Great Depression.

Don’t get me wrong. There were other factors which accounted for the difficult financial times we have come through. Starting with banks making poor lending decisions, an auto industry’s sagging profits due to competition, poor management and greedy unions, and a healthcare system which has allowed profitability to take precedence over patient needs.

On top of all of this we have a government whose interference continues to be a detriment to economic recovery. The idea of government intervention in managing business is ludicrous. They need to focus on managing government not micromanaging the private sector. What has always made business successful is the ability to be free for innovation, product development and self management. We need to allow the free market system to work. The way that will happen is for it to be self driven and self controlled.

I will get off my soap box and focus on what is most important to you. Now it is time to get on with the business of building back your business. As consumers regain confidence they will begin to let loose of their discretionary money and you will want to be ready by having the products and services they desire. Now is the time to decide whether you are going to get serious about your business as a contender or continue to put in a half-hearted effort and remain a pretender.

There are three things I want you to consider: 1. Break out of survivor mode, 2. Marketing to the consumer mindset and, 3. Gain your competitions lost market share.

First, you need to change your mind-set. For the past two years many small business owners have buckled down and gone into a mode of just getting by. Scrimping in areas of their business which they felt were unnecessary. Two years ago this was wise but now is the time to rethink your business especially in the areas of marketing and promotion.

For those of you in the photographic and service industries you will want to pay particular attention to the social marketing opportunities which exist. This is one of the fastest growing segments of marketing. Why, because the internet has become the new hotspot. It is where people interact, they talk and seek information. Social networking will be vital to a small business success in the future. Be ready. Facebook, Twitter, MySpace, LinkedIn and the like will become some of the most powerful marketing tools available.

Next, become proactive in your marketing efforts. Consumers are looking for a deal. Don’t let your ego get in the way of your sales. Small business owners will need to become more innovative and creative in their product offerings and pricing structures in order to stay viable in the new economy. The need to offer products in ways never considered before may be what keeps you in business.

If you are going to truly be a long-term contender you will need to become serious about your desire to be in business. The business hobbyists will not be able to survive. Having a solid financial and marketing plan based in realistic goals will be critical.

Finally, you want to take advantage of your competitions lack of marketing during the hard economic times and their lack of preparedness in marketing in the new economy. Seek out weaknesses in your competition and exploit them to your full advantage. If they are not going to work to get customers back then it is up to you to show their lost customers what you can do for them.

There will be businesses who fail, they will be the ones who were not willing or able to adapt or commit to the challenges of a new business climate. There will be businesses that will succeed, those who have studied and planned to create a plan for how they will contend in the market place. They will have created adaptability and the ability to contend in a new economy.

Contender or pretender, it is up to you to determine whether your business is important enough to make the tough decisions and be a contender.

Dog Days of Summer = Your Busy Season

Now is the time of the year which most portrait photographers are in their most profitable months. Hopefully you are maximizing your opportunities. The hardest thing is to manage your schedule so you are not only taking care of business today but you are preparing for the inevitable slowdown after the holidays.

You need to consider several things:
Are you using your time to its fullest?
Are you setting aside enough cash to get you through the leaner months?
Are you preparing a strong marketing plan to maximize your opportunities in the lean months?
We can help you...

Get more done
Maximize your profitably
And prepare a marketing plan to jumpstart the coming year
Plus much more

Plans start as low as $295.

With 2010 comes the promise of better economic times. We can help you to be ready to take full advantage. Call us today or fill-out the simple web form to get started.
The first 10 to respond will receive our Surviving and Thriving DVD.

A $147 value FREE with purchase.

Ask if you qualify for our Pay As You Go consulting.

We are looking for a Business Development Manager

We are looking for a Business Development Manager

Start part-time and grow with our company.

Job Functions include:
Ø Outgoing sales calls to qualified leads and some cold calling
Ø Manage coordination of company schedule
Ø Negotiate contracts with potential clients
Ø Maintain client database—data entry
Ø Handle event planning for seminars and workshops
Ø Internet marketing management

See Our Job Posting on BloomingtonHelpWanted.com

Finding my way home

I have been home from my trip to the the northwest for about ten days. The six weeks I was gone allowed my to gain some great perspective on my life.

Convinced more than ever of God's call for me I have been allowed to more clearly define the role he is asking me to play. In addition to teaching and consulting I feel a sense of speaking more vocally of God's work in my life and how His love works in the lives of others.

Over the next few weeks I will be working on my speaking tour for 2010. It is an ambitious schedule of forty-five cities. I have come to recognize I am to not only teach my business classes but am to take time to witness my faith to those I encounter.

As I travel on this tour my goal will be to seek out and fulfill these opportunities. Whether it is one-on-one or speaking to a large group. In each city I travel I hope to find an opportunity to present a program on personal values, goals and spiritual gifts and how together they can form the foundation for anyone to find their own level of success.

Please, if you would be interested in having me speak to you or your church, study group or business association. Contact me. There will be no charge for these courses and I will make them available in the cities I travel through the remainder of this year and in 2010.

God has blessed me with this gift of teaching and has challenged me to use it to deliver this incredible message. Please let me share it with you and those you love.

Think before you post

Not only employees but business owners need to consdier what they are posting on social networking sites. The ability to be hired by clients can be severely hampered if they are reading about personal exploits.

Many clients would think twice before hiring a photographers or other service providor who brags about how drunk they got over the weekend. Think before you post.

Read the following:

Before a job hunt, put a lid on your tweets
Source: www.pantagraph.com
MINNEAPOLIS -- Rose McKinney recalls one job candidate who blogged and tweeted herself directly out of a job interview.

Value of small business

Why is it important for small business owners to support other small businesses? There are several considerations in where we spend our money which should help to clarify the value in small business owner’s spending money and sharing resources with each other.

First and foremost, you are a small business owner. Supporting those who are trying to also build a small business is good for you and good for them. Yes, you may pay a lower price for the identical product at a big box store. But can you get the same service and support from the big box. Generally the answer will be no.

Like you the small business owner understands the importance of providing outstanding customer service. Generally you will find the service from a small business to be superior to the big box store. Why, because you are dealing with the owner or an employee who has a more vested interest in seeing the business succeeds. With the same generality the minimum wage employee at the big box store could care less about the customer. They just want to finish their shift and get off of their feet.

It is that service which sets you apart from your competition. And do you know what? It is the little extra you invest in your customer that will keep them coming back to you. You may offer the same widget as the big box and it may be at a slightly higher price. The customer is willing to pay the extra when they are treated fairly and they feel they have a relationship with the business.

Having a strong working relationship with other small businesses allows for you to create a network and solidify your relationship in the community. These relationships can allow you to attract the kinds of customers you are looking. Customers begin to identify you as a contributor to your community.

This brings us to the next point. As a small business owner it is vital you become engaged in your community. Support the causes you find important. Be sure to let your community know how you intend to give back. People are more inclined to do business with companies which support them and local concerns.

You have a great opportunity to show you are reinvesting in the community which supports you. Unlike the big box stores who wire their deposits to some distant bank. The money they take from the community has little chance of being reinvested and used to improve the local community. Your dollars stay local and continue to work in your community.

The challenge comes for you to think about where you are spending money. Many small business owners feel the pinch and want to save all the money they can. This is understandable but you must consider the impact and example you make when you do all you can to buy from locally owned and operated businesses.

Why would you expect a fellow business person to utilize your services or buy your goods when you don’t support them? There are many arrogant business owners who feel they don’t need to do any of this. Their product or service is good enough that they don’t need to support anyone else. They are fools. This same arrogance will eventually kill their business.

Your customers do notice. When you buy cheap from the big box, what is that saying to your customer. If you are trying to appeal to the demographic that also looks for the best bargain then you are on track. If you are appealing to a demographic that is looking for the best quality and service then you need to be willing to utilize companies which are appealing to the same target demographic.

Thrift is important but thrift also involves understanding your return on investment. If you are able to attract a more affluent demographic because you are investing a little more on the goods you buy then you are in a position to increase your sales averages.

The big box store serves its purpose. One even operated on the mantra of “stack it high and sell it cheap”. If you want to be identified with such a philosophy then you are in the right place. If not consider supporting the guy down the street who is, like you, working to make a living, support his family and be a positive contributor to his community.

Marketing in a Can

Innovation may be a thing of the past for many small business owners. I have always been fascinated to watch how marketing trends develop over time for small business. It seems as soon as someone creates a concept and shows any amount of success other business owners follow it like bees to honey.

The small business owner believes that by simply following a marketing formula used by another they can achieve the same levels of success. Don’t get me wrong there are great marketing people running small businesses today with great success. But my guess is if you really study the reasons they are successful is because they took an idea and adapted it to their own situation and market.

As I continue to work with clients from all over the country I am amazed and sometimes amused by the frustration they feel when a so called “sure-fire” marketing campaign does not work for them. The comment is “well it worked for them”. It probably did but it doesn’t mean you can duplicate their success by following their program.

In order to maximize your success you have to be able to know and understand your potential client and their demographic. What are their goals, their wants and what motivates their buying decision. My experience shows the same target demographic in different regions of the country respond differently to the same marketing messages. Environmental influences do impact the thinking of your potential customer.

An example I will use from a much larger scale. A certain big box discount chain modifies the inventory they carry in their stores based on the population demographic. They have learned to track sales and marketing trends on an individual store basis. Then they are able to maximize profitability by offering the goods and services which are most saleable based on the information they have collected.

Usually when you see a “sure-fire” marketing campaign or someone tries to sell you on a marketing program based on national trends you want to be somewhat leery. Yes they can work but usually with some modification for your situation. I have yet to find a one-size fits all program which is successful across the board.

Pounding a square peg into a round hole only leaves the peg and the hole damaged and the hammer frustrated. When you begin to consider marketing for your business evaluate how you can best implement the concept. Answer the following questions.

Who is your target client? How can you best get information to them? What is the best way to present your offer to them? What products and services do they value and how are you appealing to their values? In answering these questions you will be able to formulate and adapt your marketing to your intended clients.

Now, evaluate how to best get your message out. Generally it will be a combination of media. Select wisely and be sure to evaluate the return on your marketing investment. Monitor where your clients are coming from. What media worked? What did not work and how can you adapt future advertising to maximize your investment.

Remember you need to maximize your opportunities and this starts with being sure you understand your potential customer and what will attract them to you. Be careful not to over invest in you advertising or in programs which may not be effective for you. Learn all you can about your client base and make that information work for you.

Some general ideas on photographng families

Family groups occur all year but are most prevalent around Christmas and on the occasion of weddings, because everybody naturally gathers together for these happy occasions. Many photographers encourage family photography at weddings because it’s convenient for the people and everybody is in a sentimental “family” mood. With the appropriate background you always carry with you to your weddings, the actual family group photography is very easy to do.

Some suggestions for family photography:

Photograph the largest group first and then separate the grown children’s families and photograph each family individually. Doesn’t matter if you’re in-studio or at a wedding (or are lucky and have been invited into the parents’ home for the day!) Take a helper who’s good with kids and it works fine.

To increase your potential sales (and be of great service to your customers), photograph the entire family as a single unit and then break them down into smaller units. Example: photograph the large group, then grandma and granddad alone, mom and dad alone, the kids alone, the kids with mom, the kids with dad, and each child individually. Honor any and all requests which will come up. The resulting big order will surprise you.

Family-group stuffers in your seniors’ finished work this year will increase family group sittings next year. Be sure the stuffer includes discounts for group sittings. Even though it’s a good idea, people will be more likely to do it if there’s a “hook” involved. You may want to offer a free session or a discount session and print.

Utilize your website and social networking pages to promote your family business. Link the seniors you have photographed to their family portraits. The same is true in photographing children.

More suggestions:

Be sure you display your very latest and best group portraits on your studio walls. Directory photographers don’t have this luxury. Hair styles change constantly. You need fresh prints to be current. This is very important. Gone are the days when a family group sample is good for two or three years. Change samples at least every year, if not every six months. Ask any sharp teenage girl to look at your samples, and ask her about clothing and hair styles. I guarantee you will be shocked, and you will order new samples!

If your family groups are just average, go to seminars and learn how to improve them. You need to be an excellent technician to compete in this market.

Posing-lighting seminars for family groups are available all the time. They will make money for you, perhaps hundreds of times what they actually cost.

Join a professional association such as PPA and/or your state association and any regional groups available. The benefits to you are enormous. They point you in the right direction.

Compete in regional print competitions to teach yourself what is necessary for success in family group photography. If you don’t know what you need to know, find out.

Retouching is pretty much mandatory for families, because you are dealing with several generations, which requires finished prints to be polished products. Gone are the days when you could just snap the shutter and deliver poor proofs. This doesn’t work for studio “pros.”

Clothing consultations are desirable. This is something you must do to be worthy of your higher price!

Hang (or offer to hang) your finished wall prints in customers’ homes, and to light the prints properly by furnishing (and charging for) portrait lights which attach to frames. Some will ask for track lighting, and you may want to have it done for them by somebody who knows about this stuff better than you do, but arrange to have it done to the customers’ satisfaction at their convenience. This will start a trend toward reliance upon you as the “expert” in the area, and they will deal with the expert more than they will with any itinerant family photographer.

Diffuse, vignette, do whatever you need to do to make the best finished product you possibly can; be sure to retouch and use the best lab you can find. Fine labs don’t cost, they make money for you.

Following is a Sample letter for family groups and stuffer for seniors:

You will want to use your studio letterhead. You may want to omit any salutation. You can’t know individual circumstances and don’t want to offend anyone.

First paragraph: thank them for the senior’s business. Graduation is only one of the many important events in your life. Congratulations! Great start!

Second paragraph: stress importance of and value of recording important events in their family’s lives.

Third paragraph: sales pitch. Our studio will provide you with the chance to continue recording these important events in your lives. A family group photograph is another excellent suggestion for you, which I’m sure you’ve already considered.

Fourth paragraph: make it as easy as possible to contact you for an appointment for this important occasion. “. You can also reach us at by phone or via e-mail at you@yourstudio.com.

Sincerely,
Your photographer

There is a great opportunity for professional photographers to repcapture the lucrative family portrait market. Sell yourself and the quality of your service to set yourself apart and utilize the marketing tools which your already have.

The value of small business supporting small business

Thought for the day. Attention Wal-Mart shoppers, there is a sale in our portrait studio today, 187 prints for $4.99. Make you cringe? Then why are you shopping there for items you could purchase from the small business owner down the street? What goes around comes around.

James Day at 7:57am April 28
Very valid point.

Kelly Schantz Cook at 7:59am April 28
Agreed!

Staci Severin Landis at 8:00am April 28
Wow.

Peter Alcivar at 8:02am April 28
Several years ago, while I was unemployed, I interviewed for a photographer job at the Wal-Mart portrait studio. They didn't ask to see a portfolio. The only requirement was that I had to get a haircut and shave.You get what you pay for.

Jessica Padgett Bell at 8:13am April 28
I couldn't agree more! You DO get what you pay for. I checked into a "photographer" job at our WM awhile back and was SHOCKED to learn that you didn't really need any photography skills at all- they send you to a week-long "training" and you are all set! And here I've been working and working and studying and practicing for YEARS when all I needed to do to be a photographer was take a week-long "class" at WalMart... ROFL :-p

Carrie Viohl at 8:17am April 28
I totally agree, Stacey! We shop local as often as possible... and the blood pressure stays down, too!

Amy Tilley at 8:30am April 28
I totally agree you get what you pay for!!! and it to makes me cringe!!But one point I want to make is.... Walmart was once the small business down the street and Sam Walton made the American dream come true!I sure hope when I make it really really big, people don't stop using me!! Just don't see the need to dog on wal-mart.

Jenni Merrill at 8:48am April 28
I refuse to shop at Walmart after seeing the movie 'The high cost of low prices' Sure it's cheaper but cheap is never good and good is never cheap. Also, I know a guy who works in Walmart produce and he admits it's bought in bulk and crap...he buys his produce at the grocery store next door! THAT'S saying something!

Stacey Friedlein at 8:57am April 28
Amy, My intention is not to take pot shots at Wal Mart but to help small buiness owners understand they need to consider their own actions when they see how their clients react to the differences in services between them and the discount stores.I admire Sam Walton also. I have read his book and found many useflul ideas. But when your business model (Wal Mart) is to undersell all of your competition then as a consumer and a competitior you need to realize how your decisions to support and compete create a conflitct in your business model.

Julia Gerace at 8:56am April 28
hmmm... I'm not sure if I have a problem buying socks and underwear for the kids at Walmart - I mean, where else would you go for that type of stuff? or, like papertowels...any suggestions?

Stacey Friedlein at 9:02am April 28
Julia,Do you have a local childrens clothing store and a locally owned grocery, hardware or drug store which may carry these items. The challenge is to seek them out. Let them know you are also an independent business person. It may be the start of a great business relationship.

Peter Alcivar at 9:11am April 28
There is a well-known project management axiom known as the Project Triangle. It's an extension of Jenni's comment that cheap is never good and good is never cheap. At its simplest, it can be expressed as "good, fast, cheap--pick any two". Although it sounds facetious, it really isn't. If you want something done well and quickly, it won't be ... cheap--we may have to hire more staff. If you want it done quickly and cheaply, quality suffers--we'll have to cut corners somewhere, and if you want it done well and cheaply, it won't be fast--we'll have to wait for downtime from other projects.http://en.wikipedia.org/wiki/Project_triangleWhile this is only obliquely related to the original post, it does underscore the need to understand one's priorities and the consequences of one's decisions, and that cost is only one consideration when making a purchasing decision.

Barbara Litchfield Hill at 9:36am April 28
I agree Julia. As a photographer, I don't view Walmart as my competition. The clientele who purchase "portraits" there are not the clients I'm seeking out. Plus, I've heard that Walmart makes no money off their portrait studios...they're only hoping you'll buy other stuff while you're there! I LOVE to support small business, especially women-owned, and do so frequently. But when it comes to buying toiletries, envelopes, etc., a girl has gotta do what she can in this new economy! As in all things, balance & moderation.

Stacey Friedlein at 10:59am April 28
Barbara,I certainly agree with your concept Wal-Mart is not your competition. What I am trying to get accross is if you are willing to make buying decisions based strictly on price then don't be uspet when your poteintial client does not utilize your services because of your price.The second point is supporting small business is good for your small business. The few extra pennies you spend at the local store can pay huge dividends for you in the future.

Kathy L. Phy at 10:01am April 28
I won't step foot in a Wal-mart if someone paid me. The place gives me a major headache

Fred Hinegardner at 1:22pm April 28
When I had a studio, I was glad Wal-Mart and 15 other similar operations did what they did. They took people off my hands that I no longer wished to serve. I instructed all my help to assist callers who could no longer afford me.I cut my photographic teeth shooting 97 cent 8x10 specials. I shot 200 sittings a week while the studios maybe shot 20. Experience helps a rapid learning curve.One day I saw a local PPA Master hiding behind some shrubbery, watching my operation. I waved. He ran. He later tried to prevent my joining "his" PPA. My subsequent history is public.I don't think whining or boycotting solves anything more than creating an energy drain.I have even recommended people who want to gain a lot of portrait experience in a short amount of time to go to work for one of these outfits. I retired at 50.

Randy McNeely at 8:24pm April 28
Stacey, I agreed with you on this that is why I have not been there since Christmas.

Allen Austin at 8:27pm April 28
The pictures are still over priced!

Lindsi Jones at 8:53pm April 28
barf..

Travis Cossel at 8:56pm April 28
Nothing wrong with shopping at Wal-Mart. If I need staples or a light bulb or a bunch of bananas there's really no reason to pay more somewhere else. I think the distinction comes with a business that provides more than just a product like everyone else. To be honest, there are people out there that are perfectly happy with Wal-Mart pictures ... and you're never going to convince them to spend more for a better product. Not everyone is your customer, you know?

Tony Cooper at 9:00pm April 28
'Zackly Travis. There's no mom and pops nearby that sell what I need for less... and none of them are personalized custom products, either. I'm not competing with WM... if you're a WM portrait client, you probably aren't mine, and were never meant to be. On the other hand, if you are my client, you'll likely never want to be a WM client again. :)

Jack Corzine at 9:02pm April 28
nope, sorry, I take my own pictures and do the cropping and touch up on the computer. Sorry Stacey, in general I do agree with you but if it is something that I can do I will. There is one thing I do wish to say though on this subject. That is simply that each and EVERY small business owner has a responsibility to provide the very best personal ... Read Moreservice available. Otherwise it makes the easy way of taking it to someplace like Walmart more appealing to people. I've been burnt by a small business photographer and it does make you much more wary of placing what can amount to much more money into someone elses hands (granted this is a rare occurance).

Stacey Friedlein at 9:17pm April 28
I appreciate everyone's comments. Here is a challenge for the small business owners. Next time you are heading out to do your shopping think about whether the items you are going to get can be purchased locally. You might be surprised.

I totally agree the Wal Mart customer is probably not your client but this is not the point of this post. The original reason for asking this question was to get small business owners consider the double standard of wanting clients to use their services but who may be looking for the cheapest solutions to their needs.

If you don't feel you can afford what you are selling it makes the selling proposition much more difficult.

I plan to write more on this topic in the future. Again thanks to everyone for their input.

Barbara Jones Adelman at 9:26pm April 28
Hey Stacey - this is kind of timely - I attended an event for ISU tonight and looked around at all the other small business women in attendance, met or got re -aquatinted with many and realized that this network of support and personal relationships is not only the beauty of our city, but also the connections that will grow my business - I should not expect their support if I do not attempt to support them. My goal for the rest of the year is a campaign of one on one support of local business and fund raising efforts in order to be a vital part of the community= even though the time and effort may be a little more, the benefits both to my business and my spirit I believe will be great (and cost effective)

Travis Cossel at 9:29pm April 28
Grocery workers aren't underpaid .. I've worked in the industry and the work isn't all that hard. There are certainly much more difficult jobs out there that pay the same or less (including my current job). The bottom line is that I would bet that for most of us, Wal-Mart employees are NOT our target demographic .. just like Burger King employees aren't our target demographic. This idea that I should pay more for something somewhere else to somehow better support our towns is bunk

Stacey Friedlein at 9:41pm April 28
Travis, I am concerned with your comments. If you are in business you should understand the value of doing business with other small business. It is good and healthy for you and for them. Discounting people based on their employment is also short-sighted.

Don't create your own doom and gloom

I love a challenge. Reading though group posts on Facebook I found this post on the Pro Photo Supply group page. I want to challenge each of the ‘broken’ things. I have written and spoken on this topic many times and wish to offer some insight. Grand, these comments are not directed at you personally. There are many small business owners who feel this pressure.

Grand Lubell (Toledo, OH) replied to Mark's post

There are a few broken things that we can't fix:

1. Given the number of unemployed, maybe 10%, the media loves to tell us. All of this hype makes the other 90%, still employed, very nervous. They want deals so low as if they were suffering themselves. Those deals then cut into small businesses, lower margins and kill personalized service. Wal-Mart made it on volume and tough negotiating. Small business can't do that. We need the media to end the scare.

My response: You are right. Perception is reality and people are nervous but it is incumbent on the small business owner to study their market, understand their buying habits and what motivates their decisions. The ‘Walmart” shopper is likely not your client. If it is then you need to be prepared to compete on price While clients may be more price sensitive creating value in your product is possible without jeopardizing your profitability.

2. Part-time and start-ups can work for less and make more. A real studio with taxes, insurance, employees, benefits, advertising, equipment, a building and real suppliers, are lucky to keep 40% of the sale. The start-up could have none of this. Many avoid sales and income tax. No insurance and little back up. They sell in a Starbucks. A $1,300 start-up wedding shooter will make more than a $2,500 brick and mortar guy. And many start-ups are talented. Also most start-ups use photography for additional income finding health insurance elsewhere,

My response: You cannot focus on what the other guy is doing. Taking the time to create a business plan to address your goals and needs and creating an effective marketing plan is the only way you are going to achieve financial success and ride out the tough times. One of the areas to evaluate as you assess your profitability is your fixed costs. If overhead is eroding to much profit then assess whether you should continue in a commercial location or if there is a less expensive alternative.

3. The Internet made us all equal. Also thank bludomain. Nice product for cheap that brought parity to the market place.

My response: The internet is simply a tool to be used to drive customers to your business. Anyone can have a webpage but it is how well it is used along with other marketing tools to promote your business which will determine your successs.

4. The PPA was not our friend. The copyright thing is dead. The energy should be on promoting professional photography, not policing our clients ink jet printers.

My response: PPA is your association. Make your desires known and look carefully at all the tools they have to offer. Copyright protection is a very small part of what PPA can offer you as a member.

5. Canon and Nikon brought our technology to Costco for cheap.

My response: Cameras are simply tools used to create our final product. Before your client can appreciate what you can do with the tool you need to appreciate at it yourself. Making an investment in education and product innovation is essential to set you apart from your competition. It is not the tools or the products as much as it is how you make your client feel about your interest and ability to fulfill their needs.

6. It became cool for art students to shoot weddings because photography was no longer a "dark" craft. The tech part disappeared.

My response: Establishing your style and your ability to capture images in a way which appeals to your client. You need to be concerned about selling your service and the experience you are creating for your client. Again, look within and stop blaming outside influences for the success of your company.

7. Fuji sold us out on the Frontier

My response: See number 5

8. Millers sold us out with Mpix

My response: See number 5

9. Albums Inc. sold us out with Life's Imprints

My response: See number 5

10. There will be a new crop of Debbie and Donnie Digitals born each day. They will come and go, drop both the price and exceptions will become so low that we will never catch up. Sure there will be a few who want the best. But what is the best? The best today is rapidly shot, miss matched color, grainy, fun photography. And Debbie does a great job of it.

My response: Stop blaming every outside influence and worry about what you can control…your quality, your marketing and most importantly your ability to give your client something only you can give them. YOU! Understand the best thing going for you is you. Creating a positive attitude about what you can offer your client and making them understand the experience you create for them is something only you can do will eliminate all of the objections you have listed. I think you are up to the challenge.

A great portfolio will get you customers who aren’t shopping for price. Dropping your price will put you out of business. Holding your price will put you out of business.I hear the fat lady singing and I'm not sure how to pull her off stage.

My response: You are right. Establish your pricing based on sound financial decisions, understand your target demographic and create products and services which cater to their needs and you can overcome the current economic news. Focus inward on yourself and your business and I believe you will find the success which you feel is eluding you. Ignore the fat lady, she is not singing for you.

What does it mean

Over the many years I have been teaching and consulting the questions about terms used in business has often been asked. I have put together a list of commonly used business terms and phrases with their meanings. Yes, this is just like those dreaded vocabulary lists we had in school.

The good news with this list there will be not test. Just an opportunity for you to have a better understanding of what the heck I am talking about when I write articles on business. I hope it helps.

Glossary of Business

Accounting-system of managing financial activity of a business
Accounting software-automates many of the functions of business accounting
Action cycles-a system of managing tasks to complete production goals
Administrative costs-expenses related to business management
Advertising-mechanism to create awareness, educate and attract customers
Assets-items of monetary value owned by the business
At-will employment-allows employer to hire and terminate employees without cause.
Break-even-level at which business income matches expenses
Budget-a system to monitor and project business financial activity
Business expenses-costs of doing business as defined by the Internal Revenue Service
Business goals-establishing an end and a means to get there.
Business plan-a device used to map out the direction a business wants to go. Used to assess business growth and mission.
Capital-accumulated liquid and tangible assets of a business
Capital expense-costs associated with acquiring assets
Cash flow-measures income and expense trends in a business
Cash flow forecast-projects future business income and expense
Closing the sale-the final steps in selling your product or service
Compensation-financial considerations given to employees or contract labor
Consultations-used to educate and gather information from clients
Contract labor-non employees who provide specific job functions for our business
Cost of obtaining business-expenses related to attracting new and existing clients to our business
Cost of sales (COS)-expenses related to producing the products we sell
Cost of sales (COS) percentage-the portion of gross sales related to cost of sales expense
Custodial accountant-an individual who handles regular record keeping of business finances
Database-a collection mechanism to hold customer or financial data and records
Depreciation-expensing and recapturing capital investment
Depreciation rules-government regulations on the amount of capital, which can be deducted on taxes each year.
Employee Covenant-a written statement of the employees job expectations
Employee handbook-guidelines outlining expectations, responsibilities and privileges of employment
Employee orientation-a time of training for new employees
Expense budget-a system to monitor and project business costs
Financial plan-the portion of a business plan dealing with monetary goals
General expense percentage-the portion of gross sales related to operating expense
General expenses-costs related to the day- to-day operation of a business
Gross profit-total of all sales revenue
Income-money received in exchange for sale of goods or services
Income and expense projections-evaluation and visioning of financial direction of business
Invoice-an itemized list of goods sold, including price and sales terms
Job description-a detailed list of functions, duties and responsibilities of employee
Liabilities-money owed by business to others
Limited checking account-used to pay irregular expenses, (taxes, insurance, withholdings)
Managerial accountant-consultant to business on financial operation
Marketing-creating a need for product or service
Marketing calendar-a system of managing marketing plan
Marketing plan-Portion of business plan, which determines the type of business and how it is going to attract the desired clients
Mechanics of pricing-method for determining selling price
Mission Statement-a promise created by the business for how they plan to conduct their operation
Money market account-a holding account for liquid capital, including depreciation recapture
Net profit-the amount of cash from sales left after expenses have been deducted
Operating expense-costs related to conducting business regardless of sales activity
Operational productivity-level of work completed in business workflow
Overhead-expenses, which exist whether or not business activity takes place
Owner's compensation-amount business owner pays himself in form of cash and benefits
Owner's statement of values-the business owner's vision of why his business exists
Partnership marketing-sharing marketing projects with other businesses
Personnel guidelines-rules for how an employee should conduct himself or herself in the workplace
Price point-a pricing level where the product will be sold
Probationary period-often given to a new employee. It allows an employer to evaluate the employees ability to perform job functions
Product lines-the various items a business will sell categorized by likenesses
Profit and loss statement (P&L)-evaluation of income against expenses to determine financial health of a business
Promotional planner-system to manage marketing programs
Pure cash accounting-method of recording income and expenses when cash in transacted
Recapture-ability to regain value of capital items
Regular checking account-handles the day-to-day income and expense of business operation
Relationship marketing-developing clients as marketing tools
Return on investment (ROI)-the value of a business measured against it's performance
Return on investment (ROI) formula-used to determine the value of a business
Sales objections-when clients begin questioning reasons for making the purchase
Sales presentations-showing and educating client products and serviecs offered
Sales projections-analyzing sales categories and their potential growth
Statement-a summary of invoices
Tax accountant-provides assistance in preparing tax returns
Technological productivity-using automation to achieve job functions
Time management-making the optimum use of one's time
Workflow-tracking how production elements are completed

So, you have weathered the storm

Congratulations, you have survived the first three months of the year. This is often the toughest period financially for many small business owners. This means if you are still in business you have survived, but did you thrive and do you have a plan for how you will continue to succeed in the remainder of the year.

There are three things you should think about as you look forward to financially better times. First, how are you doing financially? Did you hit your first quarter sales goals? If not, why not? If so, how can you translate that success to your future marketing efforts? Consider what adjustments you will need to make in the coming months to address your financial needs.

A good management plan allows for you to be more fluid in your business and redirect your business decisions as circumstances may dictate. It allows you to capitalize on successes and avoid repeating mistakes. The plan allows you to chart your business and set goals for its future. If you do not have a management plan in place it is still not too late to put one together.

Next, have you established a strong marketing plan? Are you ready to promote your products and services? To do so you should have targeted the demographic of your potential client. Then determine the best way to deliver your message to them in a way they will respond. Next, create your marketing collateral to build awareness for your offer. Be prepared to follow-up on leads and referrals and don’t be afraid to ask existing clients for these referrals. The point is, the chance an existing client will know someone who would also be interested in your service is pretty good. But you must ask them for these referrals.

And finally, your future, what are you doing today which will make the first quarter of next year more successful. It is not too early to be considering your marketing and financial goals for the coming year. There are indications the economy is getting better and people’s perception of the economy is improving. This bodes well for small business and you need to be prepared to take full advantage of the improving economy.

Your foresight and attitude will go a long way in improving the success of your business. Those of you who have maintained a strong business over the past eighteen months are keenly aware of how important having a good plan in place has been to your past success. Presumably you were successful because you invested the time in your business to make the necessary decisions to keep it moving forward.

Better days are ahead. Be prepared to take full advantage. Plan to succeed and work your plan. As always we are here to assist you if you need it.

Selling your image files

One of the major fallouts from the digital revolution has been the desire of the professional photographer’s client to have the files from the session. For many studios this has created quite a quandary.

As a studio considers how best to address this there are four areas you should consider. They are profitability, image integrity, studio reputation and position in market, and the goals of the studio.

The first factor in making a decision on offering the image files to the client is from a financial standpoint. Purely as a business decision you have to look at the bottom line. The question becomes at what price you offer the image files to maintain the profits necessary to achieve your financial goals. This can be done a couple of ways.

You may offer to sell the image files as an incentive to a minimum purchase requirement or as part of a package. Either way the total dollar amount of the required sale should meet your minimum sale requirement to maintain profitability. You cannot however offer the image files without the needed minimum order, to do so is unprofitable.

Some studios have gone to a larger upfront fee or minimum order and then sell duplicate prints at lower prices to combat the price issue.

Next consider how your original image files may be manipulated. If the file is utilized in ways which deteriorate the overall image quality or alters the image in a way which it was not intended. The impact is the concern of work being out there which may not be to your standards or be used in products which you do not offer.

You also need to consider the quality of reprints made from the image files and whether they are a reflection of the quality you can produce. Having your name associated with poor quality reprints can be detrimental to your reputation.

Where do you want to be positioned in your market? If you are trying to be known as a high-end more exclusive studio then you may be more interested in maintaining the image files for your client. If you are going to maintain the image files you need a system in place to protect those files for your client. Otherwise you may want to simply shoot the job and turn the image files over to the client and let them get their own reprints.

Neither is necessarily wrong but it is important you understand your strategy and how you are presenting your products to your customer. Remember your decision should be a reflection of your overall business goals.

New technologies will continue to offer challenges for your business. However the way in which you make decisions for your business does not need to change. As long as you focus on the overall goals and vision for your business and utilize them in making decisions it will be easier to keep your business on a successful path.

Ah, to sell or not to sell, that is the question

Ah, to sell or not to sell, that is the question. When it comes to selling digital files of the images created it becomes quite a dilemma for many photographers. There are probably as many schools of thought on this as there are professional photographers.

As the photographic industry has transitioned from film to digital capture the consumer has become much more astute to the process involved in creating the final images sold to them. Here a couple of suggestions to help photographers deal with this often times misunderstood process.

First, let’s consider the business side of this decision. The fundamental question is the photographer’s profitability. In other words what does the photographer need to make from each session to maintain the profit level they need to stay in business?

Understanding and knowing where the sales average needs to be on each job and pricing appropriately to achieve that average will assure you are profitable. So now the question becomes how to make the image files available to our client once we have met our threshold of profitability. Once it is met it probably begins to make sense, from a pure business perspective, to allow the client to purchase the image files.

With this in mind, once the client has reached a certain investment level with the studio it may be alright to sell them the image files for an additional fee. Creating additional incentives, bonuses and minimum order requirements are all ways to get the client to the purchase level the photographers needs them to be.

The photographer can also consider allowing the client to purchase reprints from them at a much reduced price once the minimum order requirement is met. This way they are still on control of the quality of prints which are being made.

The client may decide it is simply easier and better for the photographer to maintain the files and get additional prints from them if and when the need arises.

Secondly, and more fundamental to most photographers is the idea of giving up control of their image files. Losing creative control can be frightening and the products created outside of that control can put sub-par images on the street.

This should be a decision made by each photographer as a reflection to their desire to maintain creative control and the overall mission and vision for their business. Also, if the photographer wants to keep the image file it will require a system of file management, backup and storage.

Either way, consider only offering the image files which the client placed orders. If they did not like an image well enough to purchase an image originally why would they want the image file?

In summary, set your prices and create a structure which assures your profitability. Consider the pros and cons as they apply to your business and your desired ongoing relationship with the client and finally how you want to be perceived in your market area.

The Value of What We Sell

It is how much? For those of us who sell a service it can be a difficult process of learning our value. Determining the price of our services is one thing. Creating and understanding the value of our services is quite another.

Creating a price for our service is a mathematical process of figuring costs and applying formula to determine profitability. Creating value is more complicated.

We establish value by engaging our clients in the process of producing the final product. In this process we create a relationship with the client. Through the relationship we create we give them the sense of importance in what we provide for them.

This emotional engagement with the client will help them understand they are not just purchasing a product but they are making an investment in the relationship. Their investment is an emotional response to the experience we create for them.

This being said, it becomes essential we understand the importance of engaging our potential client. We do this by listening and responding to their needs in a positive way. The key here is to both listen to what the client is telling you, repeat it back to them, and then offer alternative which serve their needs.

It is also imperative that you believe in the value of what you are offering to your client. Rehearse if necessary. Repeat over and over the values of your product until you are completely comfortable. Your client will sense your insecurity about your pricing if you do not believe in yourself and the value of your product. So again, practice until you are confidant.

Remember sales is a process. It begins with your initial contact with the client and never ends as long as you maintain a relationship with them. Sales is not high pressure. It is creating a need, engaging your client on an emotional level, and responding to the clients needs.

Create value for your client and price becomes secondary to your client and improves your ability to serve their needs and your needs.

Winners Not Whiners

The one person who can make you and your business better is YOU! It's time to get off of your backside and start doing what is necessary to make your business and your life better. It is easy to blame everyone and everything else for you not being as successful or happy as you want to be.

The truth is the only person who can change your circumstances is YOU!

Stop making excuses for not succeeding. It’s not the economy or the competition. IT IS YOU! Your first decision is to make that realization.

Your second decision should be to attend this two-day workshop. Stacey Friedlein is known for telling it like it is. He has a unique ability to help his clients and students identify the core issues which keep them from achieving maximum success. His thirty plus years of experience in business ownership, management, sales and consulting, and as a lifetime Christian has made him a trusted mentor and educator to hundreds of small business owners.

Through a process of reflection and analysis he can help you identify your value system and personal and professional goals. With this knowledge he will guide you through a planning process which creates an action plan for managing their business and getting the most out of your life.

This is not a one-stop, fix-all workshop. In this program you will learn the techniques necessary for making everyday decisions which will improve your business, your personal life both today and into the future.

So are you going to take action, stop whining and register today for a two-day event which will change your life!

Be About the Business of $ucces$ Seminar and Workshops

Taught by Stacey L. Friedlein, Cr. Photo., PPA-ABI, S-PPANI

Get more information on classes near you at: http://www.inthespiritconsulting.com/Business%20Brainery.htm

Eye to Eye with Kids

Warning-If you don’t truly love kids and working with kids this packet is not for you. Unless you have the genuine desire and patience to commit to children’s photography, you will find doing it extremely frustrating and nerve racking.

Get on their level

Now that you have been adequately warned we can go on. It takes a special personality to work on your knees and babble like an idiot. Not to mention a good pair of knees to begin with. In my years of photographing children, I wore out countless pairs of trousers by standing on my knees all day.

I’d like to spend some time talking about kids and adult relationships with them. Many, in fact most, adults view kids from an adult perspective. The old adage that a child should be seen and not heard still rings true with most grown ups. Think about the last time you spoke with a child. Either your own or maybe a subject in your camera room. Where were you when you spoke to the child. Were you, like most adults, standing, staring down the end of your nose at the child.

Think about this for a minute. When you converse with another adult do you sit while the other stands. It can be very awkward. You want to be on an even level with that person. The same is true with kids. Try this test. Get another adult to help you. Stand on a chair and put your hand on your knees and speak to this person. (Much like you would if you were speaking to a small child.) Speak in the same tone of voice as if the person you were speaking to were three years old. Now reverse the roles. How did you feel. If you are like most adults, you probably felt uneasy and intimidated. This is the same way that a child feels when you speak to them this way.

Try to remember this the next time you encounter children. Bend down on one knee or sit down when you speak to them. Get on their level. They
will feel more comfortable with you.

Big men with hairy faces may frighten children. This is just a fact of nature. How many times have you had a parent tell you that their child is petrified of Santa Claus. That is not to say that men with facial hair cannot photograph children. They just may have to work harder at it.

Getting to know them

If you don’t like children or don’t like working with them or if you get nervous around them, they will know it! Children are extremely perceptive. So if you feel this way and want to change it. What can you do? Spend time with some kids.

If you don’t have any of your own, borrow some. I’m sure there a plenty of parents out there who would be more than happy to have you baby-sit for a couple of hours. Get on the floor with them and roll around. Play their games. Let them lead and you follow. Observe their actions and reactions. Remember, take notes if you need to, the things that they seemed to like to do and the things that got a positive response out of them. These are things you can use to stimulate reactions in the camera room.

Translating this knowledge into the camera room

Be sure to practice. Spend some time working with kids in the camera room as well. Be sure that the things you are doing with the kids are appropriate to their ages. Young kids will just not react as well to silly jokes, for example, as older kids will. So what is appropriate. Let’s look at various ages and what can be done with them.

Developmental abilities in the first year

Most photographers and parents think of taking portraits in the first year at ages three months, six months, nine months and one year. It is more appropriate to think in terms of developmental abilities in the child’s first year.

Consider the following levels:

4-6 weeks-It is at this time that the child begins to react to outside stimulation. The child is more alert. Don’t expect to elicit smiles on demand at this age. If the child does smile, it is probably gas. No matter what mother says, infants at this age do not smile ‘all of the time’. You are going to want to look for eyes open and focused and a pleasant expression. You can help yourself greatly by explaining this to the parents in advance of the session. The best stimulation you can use at this age is your voice or moms voice. Loud squeakers and other noisemakers may not work. Also, do not shove toys directly into a child’s face. If you think they like this, think again. Let someone shove a stuffed frog in your face and see how you like it.

3-5 months-You want to have the child come in for pictures when they are able to hold their head up while laying on their stomach. By this time they should be able to respond to outside noise. In fact a small squeaky toy can be very helpful. If you are creative with your voice you can use it effectively as well.

5-8 months-The child should be sitting unassisted. This means that the child should be able to sit on it’s own for a few minutes. I would still have mom or an assistant within arms reach of the child. A noise maker or brightly colored toy can help gain attention. Remember not to make any sudden moves toward the child. It could cause the child to fall over.

7-10 months-When the child is standing. If you can work it out, get them in after they begin standing and before they begin walking. It’s much easier to photograph them when they aren’t quite as mobile. Another thing you can do to keep them in one place is to have them stand against something. Such as a chair, large toy or column.

1 year-It is important that this session come fairly close to their birthday. This is the one time in the first year when date should take precedence over ability. Then photograph them at least once a year thereafter.

Using smiling aids

The use of props and noisemakers can be very effective in eliciting that all important expression. Remember that a big cheesy smile is not necessarily what you always want from your small subjects. You should therefore, select aids that will help you gain the expression that you are looking for.

One of the best tools you have to use is the sound that comes out of your mouth. Your voice can be a great asset. With some practice you can have that ‘Donald Duck’ or ‘Goofy’ voice down pat. Those squirrel-ly voice effects can be a hit with the kids as well. Be careful, some kids get really frightened by strange loud noises. Voice inflection can be very important. Sometimes a whisper will give you more of a response than a yell. Remember to consider the expression you are looking for an tailor your voice for that expression.

Make sure that your aids are age appropriate. Know what is hot and what is not.

Knowing what shows, videos and characters are hot for pre-schoolers and high schoolers can help you immensely in the camera room. A variety of familiar Disney character or Sesame Street puppets will appeal to most young children but probably won’t do much for adolescent kids. Being able to talk about hot movies or music groups and sports will be helpful with older kids. Teasing adolescents about having a ‘boyfriend’ or ‘girlfriend’ can work also.

Do your homework. You need to know what kids are seeing and liking. The best thing I used to do when I was doing allot of children was to watch Sesame Street every day. I then could relate with my small subjects about what had happened on that day’s show. Parents thought I was off my rocker, but so what.

Be sure to keep your smiling aids out of sight. I never let my subjects play with my toys. I’m really stingy. No, actually there is a very good reason for this. If a child plays with a smiling aid then it loses it’s effectiveness when I want to use it. I used to tell my subjects that the puppets were there to work and they had to sleep between sessions so that they were ready for the next session. I kept all of these special friends in a separate place out of reach. I also had toys the kid’s could play with during the session. I would talk in character voices and always keep my aids out of the child’s reach. I would occasionally have the character ‘tickle’ the subjects tummy. Again, remember to keep the aid out of the child’s face.

Timing is essential in children’s photography. You must have your camera ready and your lights set. Children have extremely short attention spans. I’m a strong believer that if you can’t have the session done in twenty minutes you are not going to get it done. Be sure you are ready, have props, film and needed equipment close at hand. Most of the time you will get that wanted expression only in a fleeting moment.

Pre-portrait consultation

You can help yourself tremendously by having a pre-portrait consultation. Discuss what your client is looking for. Talk about clothing and props. Find out the best time of the day for the child. Let them know that if the child is not feeling well the day of the session that they may call and reschedule. You need to be flexible about this, especially with kids. Everyone will have a better time if the child is feeling well. Be sure to find out about nap times. NEVER! book a child right before or during nap time or before or during meal time.

It’s a good idea to meet the child during this consultation. Plan to spend a few minutes getting to know the child. This will help break the ice the day of the session. You may want to show them the camera room and what you will be doing the day you take the pictures. Take time to answer any questions that the child may have.

Prepare the parents for what to expect. They expect their child to behave beautifully and cooperate completely. You need to give them a reality check. This is not to say that the session will be anything less than the very best. Provided they follow your advice.

Ask the parents not to put any undue stress on the child. Parents have a tendency to think they can force their child to be happy. It just doesn’t work that way. You need to be allowed to set the parameters in the camera room. Don’t allow them to begin bribing the child with wondrous gifts if they cooperate. This usually does not work. When the child is unhappy. One of the very worst things parents can do is get angry with the child. If a child is spanked for crying, there is usually no hope in getting the expressions you or the parents desire. If this happens you may want to stop the session and suggest a retake on another day.

Keeping parents at bay in the camera room is necessary if you hope to build a working relationship with the child. Be sure to discuss with the parents what their role will be during the portrait session. Remember, it is your camera room, your expensive equipment and your expertise that they have hired to capture their child’s image. You must maintain the control.
Allow only one parent in the camera room with you. Otherwise, you will have too many distractions to the job you are trying to do.

One of the things that worked well for me was to give the parents specific responsibilities and boundaries. I would keep them busy holding up props or backgrounds. They felt like they were contributing to the success of the session. This also would keep them in one place and allow me to work directly with the child. Talk to the parents through the child. You will be amazed at what you can get by with telling the parents if you ask them through the child. For example, if you have a mom constantly in your way in the camera room. Say to the child, “Billy, we can take your picture as soon as we get mom to move over to the right.” This is a much softer approach than talking to the parent directly. On occasion I would tactfully ask parents to leave the camera room if I felt they were interfering.

Don’t mention the Doctor

The experience of having a portrait taken can be the same as going to the doctor. This happens when parents unwittingly use the same phraseology when preparing their child for a portrait sitting as they do when they take them to the doctor. This can lead to unnecessary fear and apprehension on the part of the child. Be sure to discuss this with the parents and suggest that they consider how they talk about the portrait session in front of the child.

In the camera room

Plan plenty of time for the session. The actual photography should be only a small part of the time. When the child arrives, make them feel comfortable. Give them time to get acquainted with the studio. You will want to spend time with the child before you begin photographing them Depending on the age of the child, you can play a game, sing a song or talk about a topic of interest to them. The key is to help them relax and become
acquainted with you. The session will go much more smoothly if you leave the anxiety in your lobby.

Once you are in the camera room you will want to work quickly, but not so fast that your customer feels rushed. Keep the conversation going in the camera room. I found that talking to the child thoughout the entire session helps them relax. The last thing I want the child to know is that I’m taking the photograph. By talking about subjects that interest the child is interested in, it gets their minds off of being photographed. Their expressions will then become much more natural. They will also stay involved in the session.

Think about what you say when you are working in the camera room. Some things are just not appropriate for kids. For example, if you have the child say a word to help them smile, what are you having them say. The words that you use and the tone of voice you use them in can illicit different types of expressions. A whispered ‘peaches’ can give you a soft sweet smile. Whereas a loud ‘Chuckie Cheese’ will give you a broad toothy smile. Use these words and voice inflection to your advantage. Words like money, sexy and hot rod may be appropriate for a senior but not for a child. Constantly watch for expressions. Often children will give you the desired expressions without prompting. Be ready when these occur.

Cut and Run

Know when things aren’t working. If the session just isn’t working out, you’re better off cutting bait and running. Prolonging a bad session will not improve the results. If the child is uncooperative or the parents are not happy you are much better off to reschedule and have them come back on another day.

Junior High Graduation Program

There is a tremendous untapped market in Junior High graduation photographs. This is an important milestone in a child’s life. This is seen more from a personal development standpoint than from an academic point. Most children are in the midst of many physical changes, which mean this stage in their life needs to be recorded in professional photographs. A lot of these kids feel awkward and ugly and this is an opportunity for studios to make them feel and look good with professionally posed and lit photographs.The typical ‘school picture’ is unflattering, with no retouching. Most kids dislike those type photographs for that reason.

The timing of this program is perfect for most portrait studios. The program can run from February through April. This is typically a time when studio volume is down and photographers are looking for ways to be busy. This allows for sessions to be done and finished photographs to be delivered prior to the end of the school year.The same marketing strategies that work for your high school seniors can work for the junior high graduate.

*Gather the names for these kids the same ways you would for seniors through classmates, mailing list companies or schools.

*Incentives such as 2 for1 sessions, bonus wallets, signature boards, digital press products and so on can be effective gimmicks in booking these sessions.

*Many schools have formal graduation ceremonies for junior high students. If the schools in your area do this, then your marketing is easier. If not, then you will have to work a little harder to establish the need for a portrait sitting now.

*Your current senior price list is fine for this program. You may want to modify your sessions. A 1 and/or 2 outfit session is probably appropriate. You may want to do some poses in a formal outfit and some in a casual setting. Encourage personal props that reflect the personality of the subject. Sales while they could exceed senior orders will probably be somewhat smaller.

Parents want to have quality professional photographs of their children. This is an opportunity for you to build a brand new market. With perseverance on your part it can become a lucrative annual program. It may even grow into something like high school senior portraits.

This is a great way to begin planting seeds for their senior portraits. When they have an enjoyable experience with you now, they will remember that and be back in four years for their senior pictures.