Why don’t people buy from you?  Does your industry have a negative reputation? If so, why? What is the No. 1 complaint you hear from your customers?
These questions hold the answers to improving your business and separating yourself from the pack.
People often tell me that when it comes to photography they don’t want to pay for work they can do themselves.
Digital technology makes it easy for a beginner to pick up a basic SLR camera and create images with sharp focus and proper exposure.
This means you as the professional photographer have to work harder.
Maybe you’re in a different creative industry. Chances are your business has been affected by technology, too. It doesn’t always take the new technology to improve a business model hurt by current technology. Sometimes the ability to deliver quickly and on time will set you apart.
Don’t fall for the lowest price trap. Everyone wants a lower price. Lower prices will quickly drive you out of business. It is often better to add value before reducing prices.
The answers are found in other industries, too. What have those sectors done to add value to their products and services?
The solutions are all around you, but you won’t hear them from your happy customers. Satisfied customers already are sold on you. They are not the key to rising above your competition.
Tags: amateur photography, customers, industry, reputation
I think the key component here is to constantly be looking to improve your product or services. Each client should be able to give some sort of feedback which should eventually be part of a “Continuous Improvement” cycle. (too much of my day job bleeding through here).
Dave,
You’re right, continuous improvement. As soon as a company (management) thinks they can coast is the day employees should start planning on a new job or closing up shop in the future.
Rosh
I’ve run into this same problem with graphic design. The marketing managers that would come to us to create designs and illustrations for their presentations were suddenly doing “hack” jobs themselves to save money. Sometimes you just can’t compete with the “I can do it myself” attitude because chances are they probably can do something themselves, but how well is the question. If you find you can no longer sell to the “do it yourselfers” then it’s time to explore a new direction, one they can’t do themselves. As Dave said above, you need to constantly be looking to improve your product or service offerings.
Good comment Trevor.
I just had a potential client call me and once I mentioned my beach portrait session fee which includes a CD of 25 images, they asked if that was all i offered???( IDK but doesn’t the session fee include my time and talent and post processing work humm,) anyway I was as polite as could be and stated that I already was not charging extra for additional family members (12 total) and if they wanted additional items they would be extras. She then said she would call bk if interested.
So what would u have done differently here?
thanks!
You need to stick to your pricing without question. Otherwise, you will be wasting time chasing people who want a lot for a little. You did the right thing in my opinion.
You can always probe prospects by asking specifically what they are looking for, sometimes after a few minutes of talking you can develop and offer custom a win-win package. Sometimes you realize all they want is someone to give them 200 shots on CD for $25.
I use per image pricing for all my work. I bottom line it by giving value to each image. If they don’t see the value in my style and images, they are not the client I’m looking for – I’m not the photographer they are looking for.
Rosh
Being a custom photographer, I find that non-returning clients often list price as the reason. Since a session and custom portraiture is a “splurge” they can only afford once ever few years, they use less expensive, give it all away photographers in between our sessions- or occasionally, switch to them all together.
Being legitimate, licensed and trained in my profession, I cannot afford to compete with people who buy a “good camera” and shoot in auto.
I agree you just can’t compete. You will never win.
I’m not trying to be a smart axx. I have a degree (BFA) in photography – But how does one get licensed? I’m not aware of such a thing.
Rosh- I was referring to business licenses, tax ID’s and doing things legitimate. I am also in the PPA Certified Photographer process. I dont expect any certification to change my business, but with the current market and the way things are headed, any additional certifications can’t hurt.
When I spent the first few hundred getting all of the legalities in place, joining the local Business Associations, etc. I looked around and realized that very few new photographers did this. I could afford to discount my pricing if I saved that $1,000 plus per year in fees, association dues, training, etc.
No offense taken.
Thank you for clarifying.
- Running a business is not cheap.
Rosh
exactly you must still offer what they can’t do… these days composition and artistry…
Composition and artistry are important. Some call it your vision.
Unfortunately, people are not complaining they can’t find photographers with vision or the ability to compose. To survive photographers need offer more to stand out from the competition.
Thank you for the good comment.
Rosh