I am a visual story teller who has over the years adapted to new technologies to reach the audience. I share here my experiences with not just how I have adapted to the technology, but anything that might impact my story telling. My goal is in sharing I learn more by the process.
One of the best things I have learned over the past year about how to grow my business is that it's not all about ME, but it all depends on ME.
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Definition of a Raving Fan: One who uses your services more often; pays full price; and tell others about you.
All businesses want and need Raving Fans. So, how do you get them?
First: Your product or service must be superior. Doing business “Good Enough” will make some clients rave about you, but they will not be FANS. Striving for nothing but the best will create genuine fans.
As a photographer I look for a unique angles; something they are not likely to see themselves. “Good Enough” is giving my client a professional version of something they could have seen and done without my help. My photos must WOW them. That’s my obligation to them as a professional.
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Creative use of lighting can move my photography from just “Good Enough” to excellent. I need to explore the subject and find the point of view with the most effective use of light. For example, moving a person so that the light from a window creates the main light on their face rather than fighting the glare of the same window behind the subject. I may need to set-up strobes (flashes) to create my own “window light.”
“Good Enough” is scouting a location after joining my client at the shoot. Much better to shout in advance of the shoot and be able to suggest locations for the best light, composition or unique perspective to make photos that standout from the expected.
Second: To win Raving Fans – go the Second Mile in service. In my business I looked for things to do that were not required, but would be valued by my client.
Something I did from the beginning was to deliver my work to my clients on a professional-looking CD or DVD. I printed my logo and sometimes their logo on the disc as well as the date of the photo shoot and other useful information. “Good Enough” is writing the information on the disk with a Sharpie.
Another unexpected and appreciated extra is a quick turn-around delivering the images. When possible I give the client the disc before I leave the shoot.
By watching other businesses it is possible to discover some of the ways they attract fans. Chick-fil-A, for example, works at making a customer feel like a guest in someone’s home. Little things make this happen. They’ll hold the door for folks, carry the trays to the table, refresh their drinks and even give them food occasionally.
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Seeing what other businesses do and finding ways to apply the concept to my business isn’t always apparent. It is a constant struggle to find ways to be more service oriented. We call those who “do it naturally” Ladies and Gentlemen. (The rest of us gotta work at it.)
I believe the whole key to attracting and keeping Raving Fans is to first be sure to deliver a quality product and do so in a professional way. Only if we are doing this will the Second Mile Service have any real impact. No matter how many nice-little-things we do for a client if they are not happy with our product… The point: You Can’t Go The Second Mile If You Didn’t Go The First Mile FIRST.
I’ve found a great second mile touch is a hand written thank you card. Anything hand written is so rare these days that it has an almost unimaginable positive impact.
Third: Another component of creating Raving Fans is establishing an emotional connection with the client. It’s called Friendship.
When my customer becomes more than a paycheck, when I see them as a valuable person, when I come to care about how they’re doing and I’m concerned about their happiness that’s when I discover the true joy of “doing business.”
When business reaches this level going the second mile only seems natural.
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This relationship is not going to form with all our clients, but when it does it was worth the trouble and we’ve made a Raving Fan.
A few months ago I ran into a man I knew when he was a teenager. We were talking when he stopped and said, “Last Sunday my pastor said in his sermon that we should tell people what they have meant to us over the years. Well, I want to tell you that you were a major influence on me when I was a kid and I want to thank you for that.”
I want forget that for a long time. Made me feel great and humble at the same time.
We probably didn’t know our clients when they were kids, but there are things we like and appreciate about them that, given the opportunity, perhaps we should tell them.
An easy way to make a fan and a friend is just to listen to them. Maybe over coffee or a meal, just give them the time of day. A friend, after all, is someone who will listen.
I believe this can all be boiled down to this statement: If you want to grow a business, look for ways to serve your customers.
I just got back from Hawaii and I’m excited. It was my fifth trip to Hawaii to teach, but photographically this was the best trip by far.
Why so? Well this time I had a couple of assignments.
On the drive over to the Hawaii Volcanoes National Park my daughter calls me and says, “Daddy, I need some photos for of the volcano for my class at school. We’re studying the Earth’s crust and I thought the volcano would be a good way to show it.”
Listen, with an extraordinary assignment like that you give it all you got! I knew I needed to do an outstanding job for this client. Besides, this gave me the perfect opportunity to play with my new Nikon D3s.
At the Volcanoes Park I meet this Park Ranger and decide to interview her since she was bound to know more about it than I did (wouldn’t take much).
When I told her about my assignment and the intended audience she knew just what to do. We did the interview in one take. I got the feeling she’d done this before – what a pro.
Here’s what we did from my daughter’s class. You can see it for yourself.
Here’s another assignment I did while on the island.
I’d been to the luau the Island Breeze produces in Kona. I asked the folks at the school where I was teaching if there was a way we could set-up a shoot with these dancers. Don’t tell me luck has nothing to do with anything. One of the dancers with Island Breeze was actually in my class! Brooke Valle, the student, is also a professional dancer and travels the world full-time dancing.
I was able to photograph the women dancers and one of the guys who is a fire dancer. They were excited. We photographed the women one night at the home of Kamehemeha the Great, the first king to rule all the islands. The next night we photographed the fire dancer on the beach.
I used this as an opportunity to show the students how to silhouette the dancers and expose for the sky at dusk, which makes for a great looking sky, but puts dancers in the dark. Then I showed them how to use remote Nikon TTL flashes to light up the dancers and make them pop.
Here are the examples:
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These self-assignments, well one assigned by my daughter, forced me to pre-plan. The photographs were better than in past trips and it was a lot of fun.
Want better travel photos? Do some research and preplan. You’ll be glad you did.
Here are some of the student’s first attempts working with studio lighting and off-camera flash after a few days in class.
In February I go to Hawaii to teach in a photography school. We’ll cover Lighting, the heart of photography, and Business Practices in Photography, the lifeblood of the business. Below are some of the points we’ll cover that might work for you in your industry.
Finding Clients
Before you start building a database of names determine your niche. Targeting the specific audience you need to address will make your research and set-up time more productive.
Get Organized
 |
Software programs such as Microsoft Outlook (PC) or Entourage (Mac) are helpful in organizing your material. Also, these programs are integrated with Microsoft Word and facilitate emailing.
What To Do With Collected Contacts
Set-up files in a database for the name of the company, the personal contact’s name, their address and phone numbers, email and website address. Assign each contact to a category.
 |
I specialize in photographing people, but setting up a category for companies who hire photographers that photograph people is too broad. By assigning a contact to a category such as “Education” I can send a promotional piece to only those contacts in the education field. Assigning multiple categories to individual contacts further refines target marketing.
Contact management software has space for making notes. Keep this up-to-date as new information about your client comes to light. Use this field for their Facebook page and other information that don’t fit in any other field.
Time To Party
Parties (some parties) are a good way to build your database. Attend the “after-hours” events many civic and trade organizations sponsor that are designed to promote getting to know people and businesses in the area. Usually held monthly these events are great ways to meet a lot of folks and have fun doing so. It beats sitting at home with a computer.
Work The Room
Be sure you know your two-minute “elevator talk” about your business. Find someone you know. Get them to introduce you to the person to whom they are talking. Exchange business card and ask if you can follow up at another time for coffee or lunch. Be sure to give that person your full attention while you are with them, but move on after about five minutes. Remember, almost everyone in the room is there for the same reason you are, to meet people and find clients.
Be Relevant/Current
I recommend to the students to read industry magazines. Photo District News helps keep photographers informed on happenings in the world of photography. It is filled with the latest trends and techniques, business and legal news and new product reviews.
Contact information for magazines that might be interested in your work can usually be found in the masthead. Many magazines are online today. Read some back issues before contacting them. Offer a story idea to the editor. If you did your homework your idea should reflect the trends that are going on in the industry or plug into the style of that magazine.
Investigate – Dig Deep
 |
Put on your investigative reporter hat and dig around for your niche. Use Google and type in your categories. Combine them with the word “organizations” and you will find many of the trade associations. When you find their websites click on the “About Us” section. It often will help you know the image the company is trying to convey. This is invaluable if you contact them and land an appointment.
Dale Carnegie said it best; “You can close more business in two months by becoming interested in other people than you can in two years by trying to get people interested in you.”
Qualify Your Lead
I know of a photographer who contacted a designer for a couple years. The photographer sent out beautiful newsletters and promotional material. One day the photographer dropped off a portfolio and met the designer. He asked if he was the person that hired the photographers. He said no, that his boss picked the photographers; he just designed the pieces.
 |
Connecting With A Client
If you find common interests with a prospect, you can establish a business relationship. In a prospect’s office look at: pictures and plaques on the wall; the books on the shelf; anything that shows their interest. Commenting on that interest is a good way to start a conversation. People love to talk about their interest. Try to find common ground for a friendship. People are more likely to buy from a friend than a salesman.
Sales consultant Jeffrey Gitomer says, “If you establish common ground with the other person, they will like you, believe you, begin to trust you, and connect with you on a deeper level; a ‘things-in-common’ level. The best way to win the connection is to first win the person.”
 |
Finding clients is hard work. Keeping them is all-important.
In February I go to Hawaii to teach in a photography school. We’ll cover Lighting, the heart of photography, and Business Practices in Photography, the lifeblood of the business. Below are some of the points we’ll cover that might work for you in your industry.
Finding Clients
Before you start building a database of names determine your niche. Targeting the specific audience you need to address will make your research and set-up time more productive.
Get Organized
 |
Software programs such as Microsoft Outlook (PC) or Entourage (Mac) are helpful in organizing your material. Also, these programs are integrated with Microsoft Word and facilitate emailing.
What To Do With Collected Contacts
Set-up files in a database for the name of the company, the personal contact’s name, their address and phone numbers, email and website address. Assign each contact to a category.
 |
I specialize in photographing people, but setting up a category for companies who hire photographers that photograph people is too broad. By assigning a contact to a category such as “Education” I can send a promotional piece to only those contacts in the education field. Assigning multiple categories to individual contacts further refines target marketing.
Contact management software has space for making notes. Keep this up-to-date as new information about your client comes to light. Use this field for their Facebook page and other information that don’t fit in any other field.
Time To Party
Parties (some parties) are a good way to build your database. Attend the “after-hours” events many civic and trade organizations sponsor that are designed to promote getting to know people and businesses in the area. Usually held monthly these events are great ways to meet a lot of folks and have fun doing so. It beats sitting at home with a computer.
Work The Room
Be sure you know your two-minute “elevator talk” about your business. Find someone you know. Get them to introduce you to the person to whom they are talking. Exchange business card and ask if you can follow up at another time for coffee or lunch. Be sure to give that person your full attention while you are with them, but move on after about five minutes. Remember, almost everyone in the room is there for the same reason you are, to meet people and find clients.
 |
Be Relevant/Current
I recommend to the students to read industry magazines. Photo District News helps keep photographers informed on happenings in the world of photography. It is filled with the latest trends and techniques, business and legal news and new product reviews.
Contact information for magazines that might be interested in your work can usually be found in the masthead. Many magazines are online today. Read some back issues before contacting them. Offer a story idea to the editor. If you did your homework your idea should reflect the trends that are going on in the industry or plug into the style of that magazine.
Investigate – Dig Deep
 |
Put on your investigative reporter hat and dig around for your niche. Use Google and type in your categories. Combine them with the word “organizations” and you will find many of the trade associations. When you find their websites click on the “About Us” section. It often will help you know the image the company is trying to convey. This is invaluable if you contact them and land an appointment.
Dale Carnegie said it best; “You can close more business in two months by becoming interested in other people than you can in two years by trying to get people interested in you.”
Qualify Your Lead
I know of a photographer who contacted a designer for a couple years. The photographer sent out beautiful newsletters and promotional material. One day the photographer dropped off a portfolio and met the designer. He asked if he was the person that hired the photographers. He said no, that his boss picked the photographers; he just designed the pieces.
 |
Connecting With A Client
If you find common interests with a prospect, you can establish a business relationship. In a prospect’s office look at: pictures and plaques on the wall; the books on the shelf; anything that shows their interest. Commenting on that interest is a good way to start a conversation. People love to talk about their interest. Try to find common ground for a friendship. People are more likely to buy from a friend than a salesman.
Sales consultant Jeffrey Gitomer says, “If you establish common ground with the other person, they will like you, believe you, begin to trust you, and connect with you on a deeper level; a ‘things-in-common’ level. The best way to win the connection is to first win the person.”
 |
Finding clients is hard work. Keeping them is all-important.
Labels: business photography, database, marketing, photography advice, photography business
In February I go to Hawaii to teach in a photography school. We’ll cover Lighting, the heart of photography, and Business Practices in Photography, the lifeblood of the business. Below are some of the points we’ll cover that might work for you in your industry.
Finding Clients
Before you start building a database of names determine your niche. Targeting the specific audience you need to address will make your research and set-up time more productive.
Get Organized
|
Software programs such as Microsoft Outlook (PC) or Entourage (Mac) are helpful in organizing your material. Also, these programs are integrated with Microsoft Word and facilitate emailing.
What To Do With Collected Contacts
Set-up files in a database for the name of the company, the personal contact’s name, their address and phone numbers, email and website address. Assign each contact to a category.
|
I specialize in photographing people, but setting up a category for companies who hire photographers that photograph people is too broad. By assigning a contact to a category such as “Education” I can send a promotional piece to only those contacts in the education field. Assigning multiple categories to individual contacts further refines target marketing.
Contact management software has space for making notes. Keep this up-to-date as new information about your client comes to light. Use this field for their Facebook page and other information that don’t fit in any other field.
Time To Party
Parties (some parties) are a good way to build your database. Attend the “after-hours” events many civic and trade organizations sponsor that are designed to promote getting to know people and businesses in the area. Usually held monthly these events are great ways to meet a lot of folks and have fun doing so. It beats sitting at home with a computer.
Work The Room
Be sure you know your two-minute “elevator talk” about your business. Find someone you know. Get them to introduce you to the person to whom they are talking. Exchange business card and ask if you can follow up at another time for coffee or lunch. Be sure to give that person your full attention while you are with them, but move on after about five minutes. Remember, almost everyone in the room is there for the same reason you are, to meet people and find clients.
|
Be Relevant/Current
I recommend to the students to read industry magazines. Photo District News helps keep photographers informed on happenings in the world of photography. It is filled with the latest trends and techniques, business and legal news and new product reviews.
Contact information for magazines that might be interested in your work can usually be found in the masthead. Many magazines are online today. Read some back issues before contacting them. Offer a story idea to the editor. If you did your homework your idea should reflect the trends that are going on in the industry or plug into the style of that magazine.
Investigate – Dig Deep
|
Put on your investigative reporter hat and dig around for your niche. Use Google and type in your categories. Combine them with the word “organizations” and you will find many of the trade associations. When you find their websites click on the “About Us” section. It often will help you know the image the company is trying to convey. This is invaluable if you contact them and land an appointment.
Dale Carnegie said it best; “You can close more business in two months by becoming interested in other people than you can in two years by trying to get people interested in you.”
Qualify Your Lead
I know of a photographer who contacted a designer for a couple years. The photographer sent out beautiful newsletters and promotional material. One day the photographer dropped off a portfolio and met the designer. He asked if he was the person that hired the photographers. He said no, that his boss picked the photographers; he just designed the pieces.
|
Connecting With A Client
If you find common interests with a prospect, you can establish a business relationship. In a prospect’s office look at: pictures and plaques on the wall; the books on the shelf; anything that shows their interest. Commenting on that interest is a good way to start a conversation. People love to talk about their interest. Try to find common ground for a friendship. People are more likely to buy from a friend than a salesman.
Sales consultant Jeffrey Gitomer says, “If you establish common ground with the other person, they will like you, believe you, begin to trust you, and connect with you on a deeper level; a ‘things-in-common’ level. The best way to win the connection is to first win the person.”
|
Finding clients is hard work. Keeping them is all-important.
In February I go to Hawaii to teach in a photography school. We’ll cover Lighting, the heart of photography, and Business Practices in Photography, the lifeblood of the business. Below are some of the points we’ll cover that might work for you in your industry.
Finding Clients
Before you start building a database of names determine your niche. Targeting the specific audience you need to address will make your research and set-up time more productive.
Get Organized
|
Software programs such as Microsoft Outlook (PC) or Entourage (Mac) are helpful in organizing your material. Also, these programs are integrated with Microsoft Word and facilitate emailing.
What To Do With Collected Contacts
Set-up files in a database for the name of the company, the personal contact’s name, their address and phone numbers, email and website address. Assign each contact to a category.
|
I specialize in photographing people, but setting up a category for companies who hire photographers that photograph people is too broad. By assigning a contact to a category such as “Education” I can send a promotional piece to only those contacts in the education field. Assigning multiple categories to individual contacts further refines target marketing.
Contact management software has space for making notes. Keep this up-to-date as new information about your client comes to light. Use this field for their Facebook page and other information that don’t fit in any other field.
Time To Party
Parties (some parties) are a good way to build your database. Attend the “after-hours” events many civic and trade organizations sponsor that are designed to promote getting to know people and businesses in the area. Usually held monthly these events are great ways to meet a lot of folks and have fun doing so. It beats sitting at home with a computer.
Work The Room
Be sure you know your two-minute “elevator talk” about your business. Find someone you know. Get them to introduce you to the person to whom they are talking. Exchange business card and ask if you can follow up at another time for coffee or lunch. Be sure to give that person your full attention while you are with them, but move on after about five minutes. Remember, almost everyone in the room is there for the same reason you are, to meet people and find clients.
|
Be Relevant/Current
I recommend to the students to read industry magazines. Photo District News helps keep photographers informed on happenings in the world of photography. It is filled with the latest trends and techniques, business and legal news and new product reviews.
Contact information for magazines that might be interested in your work can usually be found in the masthead. Many magazines are online today. Read some back issues before contacting them. Offer a story idea to the editor. If you did your homework your idea should reflect the trends that are going on in the industry or plug into the style of that magazine.
Investigate – Dig Deep
|
Put on your investigative reporter hat and dig around for your niche. Use Google and type in your categories. Combine them with the word “organizations” and you will find many of the trade associations. When you find their websites click on the “About Us” section. It often will help you know the image the company is trying to convey. This is invaluable if you contact them and land an appointment.
Dale Carnegie said it best; “You can close more business in two months by becoming interested in other people than you can in two years by trying to get people interested in you.”
Qualify Your Lead
I know of a photographer who contacted a designer for a couple years. The photographer sent out beautiful newsletters and promotional material. One day the photographer dropped off a portfolio and met the designer. He asked if he was the person that hired the photographers. He said no, that his boss picked the photographers; he just designed the pieces.
|
Connecting With A Client
If you find common interests with a prospect, you can establish a business relationship. In a prospect’s office look at: pictures and plaques on the wall; the books on the shelf; anything that shows their interest. Commenting on that interest is a good way to start a conversation. People love to talk about their interest. Try to find common ground for a friendship. People are more likely to buy from a friend than a salesman.
Sales consultant Jeffrey Gitomer says, “If you establish common ground with the other person, they will like you, believe you, begin to trust you, and connect with you on a deeper level; a ‘things-in-common’ level. The best way to win the connection is to first win the person.”
|
Finding clients is hard work. Keeping them is all-important.
In February I go to Hawaii to teach in a photography school. We’ll cover Lighting, the heart of photography, and Business Practices in Photography, the lifeblood of the business. Below are some of the points we’ll cover that might work for you in your industry.
Finding Clients
Before you start building a database of names determine your niche. Targeting the specific audience you need to address will make your research and set-up time more productive.
Get Organized
|
Software programs such as Microsoft Outlook (PC) or Entourage (Mac) are helpful in organizing your material. Also, these programs are integrated with Microsoft Word and facilitate emailing.
What To Do With Collected Contacts
Set-up files in a database for the name of the company, the personal contact’s name, their address and phone numbers, email and website address. Assign each contact to a category.
|
I specialize in photographing people, but setting up a category for companies who hire photographers that photograph people is too broad. By assigning a contact to a category such as “Education” I can send a promotional piece to only those contacts in the education field. Assigning multiple categories to individual contacts further refines target marketing.
Contact management software has space for making notes. Keep this up-to-date as new information about your client comes to light. Use this field for their Facebook page and other information that don’t fit in any other field.
Time To Party
Parties (some parties) are a good way to build your database. Attend the “after-hours” events many civic and trade organizations sponsor that are designed to promote getting to know people and businesses in the area. Usually held monthly these events are great ways to meet a lot of folks and have fun doing so. It beats sitting at home with a computer.
Work The Room
Be sure you know your two-minute “elevator talk” about your business. Find someone you know. Get them to introduce you to the person to whom they are talking. Exchange business card and ask if you can follow up at another time for coffee or lunch. Be sure to give that person your full attention while you are with them, but move on after about five minutes. Remember, almost everyone in the room is there for the same reason you are, to meet people and find clients.
|
Be Relevant/Current
I recommend to the students to read industry magazines. Photo District News helps keep photographers informed on happenings in the world of photography. It is filled with the latest trends and techniques, business and legal news and new product reviews.
Contact information for magazines that might be interested in your work can usually be found in the masthead. Many magazines are online today. Read some back issues before contacting them. Offer a story idea to the editor. If you did your homework your idea should reflect the trends that are going on in the industry or plug into the style of that magazine.
Investigate – Dig Deep
|
Put on your investigative reporter hat and dig around for your niche. Use Google and type in your categories. Combine them with the word “organizations” and you will find many of the trade associations. When you find their websites click on the “About Us” section. It often will help you know the image the company is trying to convey. This is invaluable if you contact them and land an appointment.
Dale Carnegie said it best; “You can close more business in two months by becoming interested in other people than you can in two years by trying to get people interested in you.”
Qualify Your Lead
I know of a photographer who contacted a designer for a couple years. The photographer sent out beautiful newsletters and promotional material. One day the photographer dropped off a portfolio and met the designer. He asked if he was the person that hired the photographers. He said no, that his boss picked the photographers; he just designed the pieces.
|
Connecting With A Client
If you find common interests with a prospect, you can establish a business relationship. In a prospect’s office look at: pictures and plaques on the wall; the books on the shelf; anything that shows their interest. Commenting on that interest is a good way to start a conversation. People love to talk about their interest. Try to find common ground for a friendship. People are more likely to buy from a friend than a salesman.
Sales consultant Jeffrey Gitomer says, “If you establish common ground with the other person, they will like you, believe you, begin to trust you, and connect with you on a deeper level; a ‘things-in-common’ level. The best way to win the connection is to first win the person.”
|
Finding clients is hard work. Keeping them is all-important.
In February I go to Hawaii to teach in a photography school. We’ll cover Lighting, the heart of photography, and Business Practices in Photography, the lifeblood of the business. Below are some of the points we’ll cover that might work for you in your industry.
Finding Clients
Before you start building a database of names determine your niche. Targeting the specific audience you need to address will make your research and set-up time more productive.
Get Organized
|
Software programs such as Microsoft Outlook (PC) or Entourage (Mac) are helpful in organizing your material. Also, these programs are integrated with Microsoft Word and facilitate emailing.
What To Do With Collected Contacts
Set-up files in a database for the name of the company, the personal contact’s name, their address and phone numbers, email and website address. Assign each contact to a category.
|
I specialize in photographing people, but setting up a category for companies who hire photographers that photograph people is too broad. By assigning a contact to a category such as “Education” I can send a promotional piece to only those contacts in the education field. Assigning multiple categories to individual contacts further refines target marketing.
Contact management software has space for making notes. Keep this up-to-date as new information about your client comes to light. Use this field for their Facebook page and other information that don’t fit in any other field.
Time To Party
Parties (some parties) are a good way to build your database. Attend the “after-hours” events many civic and trade organizations sponsor that are designed to promote getting to know people and businesses in the area. Usually held monthly these events are great ways to meet a lot of folks and have fun doing so. It beats sitting at home with a computer.
Work The Room
Be sure you know your two-minute “elevator talk” about your business. Find someone you know. Get them to introduce you to the person to whom they are talking. Exchange business card and ask if you can follow up at another time for coffee or lunch. Be sure to give that person your full attention while you are with them, but move on after about five minutes. Remember, almost everyone in the room is there for the same reason you are, to meet people and find clients.
|
Be Relevant/Current
I recommend to the students to read industry magazines. Photo District News helps keep photographers informed on happenings in the world of photography. It is filled with the latest trends and techniques, business and legal news and new product reviews.
Contact information for magazines that might be interested in your work can usually be found in the masthead. Many magazines are online today. Read some back issues before contacting them. Offer a story idea to the editor. If you did your homework your idea should reflect the trends that are going on in the industry or plug into the style of that magazine.
Investigate – Dig Deep
|
Put on your investigative reporter hat and dig around for your niche. Use Google and type in your categories. Combine them with the word “organizations” and you will find many of the trade associations. When you find their websites click on the “About Us” section. It often will help you know the image the company is trying to convey. This is invaluable if you contact them and land an appointment.
Dale Carnegie said it best; “You can close more business in two months by becoming interested in other people than you can in two years by trying to get people interested in you.”
Qualify Your Lead
I know of a photographer who contacted a designer for a couple years. The photographer sent out beautiful newsletters and promotional material. One day the photographer dropped off a portfolio and met the designer. He asked if he was the person that hired the photographers. He said no, that his boss picked the photographers; he just designed the pieces.
|
Connecting With A Client
If you find common interests with a prospect, you can establish a business relationship. In a prospect’s office look at: pictures and plaques on the wall; the books on the shelf; anything that shows their interest. Commenting on that interest is a good way to start a conversation. People love to talk about their interest. Try to find common ground for a friendship. People are more likely to buy from a friend than a salesman.
Sales consultant Jeffrey Gitomer says, “If you establish common ground with the other person, they will like you, believe you, begin to trust you, and connect with you on a deeper level; a ‘things-in-common’ level. The best way to win the connection is to first win the person.”
|
Finding clients is hard work. Keeping them is all-important.
I am a people watcher and all of my experiences and education have this as a theme. My undergraduate degree was social work and my master's was from a seminary in communications. I love photographing people and telling their stories to others through the photographs. I value relationships with people because my Lord gave it all for each and everyone of us for the purpose of wanting a relationship with each of us.
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