How to find your REAL competition

We tend to think we know who or what our competition is, but how can we be sure?

Most people follow up with potential leads, but hardly anyone follows up with inquiries that don't go anywhere. Maybe you were already booked or out of the inquiring price range- whatever the reason, there is still something to be gained from an inquiry you didn't book. You were probably savvy enough to give them a strong referral to your circle of friends who also refer work back to you, but then what? Do you know who they actually ended up choosing to hire?

Every couple of months I go back through my inquiry forms and follow up with people who inquired with me initially but didn't end up working with me for whatever reason. I just send a simple message making sure they found a fabulous photographer and asking who they ended up choosing. I don't get responses from everyone, but the responses I do get help me figure out who my "real" competition is. Sometimes the inquiries even provide additional information as to why they made their selection, which is great bonus material to help me evaluate my marketing or pricing. The key is to keep the email positive and simple, letting the inquiry know you care and making it easy for them to respond with a short answer. When they respond, offer a simple congratulations and a thanks for their response- don't offer any comments on their choice unless they you are offering a sincere compliment (like when it's someone in your circle of referrals). Give it a try and see what you can learn about your competition and your business! You never know, if they end up not liking their choice after all is said and done, they may end up sending their friends back to you instead!

Anne Ruthmann is a lifestyle & wedding photographer from Boston, MA. She spent 10 years practicing marketing & management in corporate and non-profit businesses before pursuing her passion for photography as an independent small business. She loves helping others find creative and low-cost solutions to business problems. Follow her on Twitter to see her daily adventures and thoughts.

Staggering statistics. How do they effect your business? What are the things you can do to make sure your business is heard? Known? Loved?

50-60 years ago, people relied on word-of-mouth from the friend down the street. Their conversation was private. Now people rely on word-of-mouth from their friends all over the city, the country, the globe. Their conversation is very public.

It is a huge shift over the past 5-10 years how things work. It is growing bigger and bigger every day. What is your part in it?

Christine Tremoulet is a wedding & boudoir photographer from Houston, Texas. She is a creative geek, having blogged since 2000 at BigPinkCookie. When she isn't taking photos or knitting, she is busy devouring all the info related to Social Media and its powers that she can find online. Follow her on Twitter.

Blog Love - Get Yours

I'll be honest, this is less "advice from an expert" and more "stream of ideas from someone in real time." I recently took a 10 month hiatus from my business blog, and just this past week created a brand spankin' new one and put up 13 posts to get me caught up. And now I'm thinking...."Ok, I lost all my blog readers, how do I get my audience back...how do I earn blog love?"

I wanted to share with you my ideas (before I've even had a chance to try them), and see what your ideas are? Help me out?

1. You Must First Giveth.
Comment on other photographers' blogs, and make sure to use your blog address. Many photographers are super great about reciprocating, and other commenters might also find you! Spread the love around!

Comment on other vendors' blogs! Find out if any planners, florists, gown designers, etc from your area have a blog, and if so, become an AVID reader. Leave a quick friendly comment every now and again! Maybe they'll return the favor...maybe you'll even make a friend!

Comment on your CLIENTS' blogs. I've found a few of mine do have blogs, and though I wouldn't want to continually blast them with spam, a cute comment about their life is probably welcome. :) Don't comment to promote yourself - be genuinely interested in their lives, and leave photography out of it (unless appropriate). But do use your blog address, and hope their readers follow the link!

2. Make it work!
Does your RSS feed exist and work? If others can't add you to their feed (a way to be told when your favorite blogs have a new post, and read them all in one location), they'll probably forget to check in at the blog. That would be a blog-FAIL.

3. Hear-Ye, Hear-Ye
I wouldn't do this every time (or it might get annoying, in my personal opinion), but if you have a really exciting blog post or if it's been a while...announce your new blog entry on Facebook, Twitter, or whatever other social media you are using.

4. Blogsfuscate
I'm not sure if I'll do this one or not....but if you send your client a link to their "sneak peak slideshow"- don't send a direct link. Send a link to the blog entry where they can find it. Then when they forward the email to all of their friends and family, they are all discovering your blog along with the slideshow! Alternately, include both a direct link and a blog link - and write something personal about them on the blog so they feel obligated to read it!

5. Sir-Blogs-A-Lot
Eeeeeek - does it work, yes? Can I do it? Ummmmm...history says no. But if you do blog often (and lets assume your posts are interesting, lol) people develop a sense of rhythm, excitement, and expectation. (There are a host of benefits, but that's another post completely!) You gain a committed audience, not just a group of one-time clickers.

6. Just Ask for the LOVE!!
How about just come right out and say "Hey! Leave me some love if you like this post!" Or, you could end each blog with a question and invite comments. ("What do you think about bananas? Leave a comment to let me know.") Make sure it's business appropriate though...controversial personal questions might not generate the right kind of attention.

7. Give give give give give.
Here's another one that I don't know if I'll do, but it's a great idea that I saw on East Texas photographer Christina McCall's blog. She's holding a "comments for charity" event and is donating money for every 25 comments she gets, up to 150!!! View her original idea here: http://www.christinamccall.com/2009/06/the-roadtrip/ (and send her some love while you're there)!

8. Write a guest entry at Photo Love Cat!
HEHEHEHEHE. Obviously, this is the route *I* took. But really, if you have some great information to share with the group, let us know! It's a great way to give back to the community as well as a way to get people thinking "hey, who on earth is this person?" We always link back to you so that people can explore and answer that very question.

What other ideas do you have to generate a continual positive stream of blog love with comments? (PLEASE comment below!)

Hugs and fishes,
JILLIAN

Jillian Kay is a wedding & portrait photographer from San Jose, CA. By weekday, she is a mild mannered software engineer. By weekend, she is a joyful and energetic force behind a camera! Jillian enjoys tackling the tough questions about client relationships and helping others see win/win solutions. When not working, she loves taking walks, blog-stalking, visiting with friends, and enjoying life!.

Price Matters. Price *Always* Matters.

Just had to share this thought ... we like to think that price doesn't matter, and if clients love us they won't care. There is the whole debate over posting prices or not, or sharing starting at prices, or a range of prices.

Photographers (and probably all vendors, really) can often be found complaining about the fact that the first thing people ask them about are price.

Why wouldn't they ask about price first?

Pay attention to what you do when you shop. You are at a large department store, which carries items you can afford, and items you can't afford. You see something you like - a shirt, a pair of shoes, a dress, whatever - you look at it. You might feel it to see if you like the fabric. You might observe how it is constructed.

And then you pick up the pricetag and look at the PRICE.

If you love, love, love it and it is at the very end of your budget limits, you might still try it on to see if it is the perfect fit. Sometimes, that perfect fit might push you over the edge and you will scramble and do anything you can to buy that precious item.

Other times, you try it on, along with some other items that are a better fit for your budget. You love the expensive item, but you decide you can make do with the less expensive version. It might not be as nice or as expensive, but it will be ok for what you want. Or maybe, sometimes, the less expensive item is even better.

Our clients do the exact same thing when they are shopping for a vendor. Why wouldn't they? It is human nature. Don't complain about it. Instead, maybe post your starting prices on your website, or your whole pricelist for that matter. If you're not comfortable doing that, understand that it is one of the first things people want to know, and they do use it to help them weed out all of their choices. They really have no other place to start.

Christine Tremoulet is a wedding & boudoir photographer from Houston, Texas. She is a creative geek, having blogged since 2000. When she isn't taking photos or knitting, she is busy devouring all the info related to Social Media and its powers that she can find online. Follow her on Twitter.

Things We Can Learn From Apple

The economy is a scary thing right now. We're all aware of this - and I see a lot of people running scared because of it. I understand this for portrait photographers, who might consider their packages more of a luxury item that people can do without. (I know plenty of portrait photographers that have thriving businesses right now though.)

When it comes to wedding photographers, I think we have it a little easier. People are still getting married. Most of those people still want photographs of their wedding day. Now it is just a matter of finding the clients that want to work with you.

I came across this great post today - What Photographers Can Learn From Apple over on Photofocus, and it says everything I've been trying to say for the past few months.

You can't compete on cheap. You have to compete on quality if you want to get ahead.

The post is full of examples, but it really hit home when I read about the part about how the people selling $200 computers have to sell six times more machines to equal one $1200 Apple computer. Which photographer do you want to be? The one that has to sell 6 jobs? Or the one that has to sell 1?

If you price for profit and give your clients the best quality and service you possibly can, you will survive this time. Matter of fact, if you're like Apple, you might be better off than ever before. Apple just had one of its best non-holiday quarters ever, in one of the worst economies ever.

People still have money. They are still spending their money. Stay steady and you will ride out this storm.

"If you’re trying to sell your photography consider running your operation the way Apple does. Sell only the best stuff. Sell only the stuff that people really want. Sell it for a fair but high-margin price so you can make a living and attract the right clients." - Photofocus.

(You might want to take a moment to read this fabulous post on the Psychology of Pricing that Anne wrote. It will give you lots to think about! Anne's amazingly helpful Formulas for Pricing Products & Services is something you should look at as well.)

Christine Tremoulet is a wedding & boudoir photographer from Houston, Texas. She is a creative geek, having blogged since 2000. When she isn't taking photos or knitting, she is busy devouring all the info related to Social Media and its powers that she can find online. Follow her on Twitter.