by successfulbob | Marketing Monday, photography education
Ever Think About the Good Old Days? They’re RIGHT NOW!
Marketing Monday by Skip Cohen
Looking for great quotes from Zig Ziglar, a typo in Google took me into Ziggy Marley! Sometimes we stumble on the greatest little gems when we least expect them! I love what I found:
“I don’t have to wait to realize the good old days.” Ziggy Marley
That says it all. The good old days are right now, and I can’t help but think we all spend too much time missing so many of the moments in our own lives. Photographers are hired to capture those spontaneous moments. A great wedding photographer has the responsibility to be the eyes and with video can even be the ears of the bride and groom. A great portrait photographer is hired to capture the personality of the subject. Landscape photographers stop a sunset, a fish mid-stream, again moments out of time that can never be repeated.
The list goes on and on, yet so many photographers, miss the most significant moments in their own lives with their families and friends. They’re so caught up in worrying about the business they fail to enjoy the most important part of their lives, the reason they’re working in the first place – to enjoy life!
Ziggy’s right, why wait to realize the good old days?
Skip Cohen has been involved in the photographic industry his entire career and previously served as President of Rangefinder/WPPI and earlier, Hasselblad USA. He founded SkipCohenUniversity.com in 2013. Skip is a co-host for “Mind Your Own Business” and “Beyond Technique,” webcasts through Photofocus.com, writes for several publications including Shutter Magazine and is actively involved in several advisory boards for non-profit organizations.
by successfulbob | Guest Post, inspiration, Marketing Monday
Learning to Take a Break!
Monday Morning Marketing by Skip Cohen
“I’m an optimist. I’ve always believed the future is going to be better than the past. And I also believe I have a role in that. The great thing about human beings, myself in particular, is that I can change. I can do better. If you can get up every day, stay optimistic, and believe the future is better than the past, those few things get you through a lot of tough times.” – Jeffrey Immelt
It’s one of my favorite quotes, because I’m often criticized for being overly optimistic. I love this industry and while being a small business owner keeps getting tougher, there’s business out there, but it takes creativity, diversification and focus to find it.
Above Bob Coates taking a break in the studio getting ready for some ‘Chill Time’.
I don’t know anybody who’s afraid of working hard, but the tough part is patience and recognizing when you need to take a break. You can’t be creative if you’re tired or missing time with family and friends because you’re working so hard.
For example, now and then something comes along that totally lights your fire. You’re driven by the passion for some aspect of this business you love. Before you realize it you’ve become completely consumed. You’re totally focused, never noticing that very thin line between your obsession for your business and that of a crack addict!
You’ve got to recognize what they meant when they coined the phrase, “Rome wasn’t built in a day!” That means it’s up to you recognize when you’re approaching burnout and take a break. It takes work to find balance between all the hats you wear, and it’s just as constructive to step away from the business as it is to keep working.
Remember, you can’t create images that tug at people’s heartstrings if your own heart isn’t in it! Recognize when you’re tired, creativity is declining and you need a break. Then, like the Nike tagline: JUST DO IT!
Skip Cohen has been involved in the photographic industry his entire career and previously served as President of Rangefinder/WPPI and earlier, Hasselblad USA. He founded SkipCohenUniversity.com in 2013. Skip is a co-host for “Mind Your Own Business” and “Beyond Technique,” webcasts through Photofocus.com, writes for several publications including Shutter Magazine and is actively involved in several advisory boards for non-profit organizations.
by successfulbob | Guest Post, Marketing Monday, photography education, photography marketing
Just Say No – Marketing Monday Post
by Skip Cohen
Bringing Back Nancy Regan’s “Just Say No” Campaign
No graphic by Bob Coates Photography
Many of you aren’t old enough to remember Nancy Regan’s “Just Say No” campaign, but I ran across a reference to her recently and started thinking about the simplicity of that statement. Well, it seems like the perfect way to have some fun thinking about a few new ground rules for professional photographers:
Just say no to thinking, “I’ll fix it in the computer later!”
Just say no to companies who make promises to deliver on time and then don’t come through.
Just say no to lowering your pricing before you’ve exhausted every idea you have available to add value!
From an old post from Cliff Mautner: “In order to combat the apprehension of my wedding clients, I felt the need to add a bit of value to their collection in lieu of reducing my pricing – which I was dead set against. An added hour here, a flexible payment plan there, and things fell into place nicely.”
Just say no to putting off that mailing you need to do to all your previous brides who are now starting families.
Just say no to those “trolls” in your life who drain energy instead of creating it!
Just say no to giving up the fight to be creative in attacking the market and developing a program of diversification in your business.
Just say no to negative people in your life. They don’t have to love your dreams, just respect them!
Okay, who wants to add a few more?
Skip Cohen has been involved in the photographic industry his entire career and previously served as President of Rangefinder/WPPI and earlier, Hasselblad USA. He founded SkipCohenUniversity.com in 2013. Skip is a co-host for “Mind Your Own Business” and “Beyond Technique,” webcasts through Photofocus.com, writes for several publications including Shutter Magazine and is actively involved in several advisory boards for non-profit organizations.
by successfulbob | marketing, Marketing Monday, photography, photography education, photography marketing
Turning Customer Service into an Art Form
How do you make your business grow and have return customers? My buddy Skip Cohen gives you ideas!
“Everyone at one time or another has had a battle with a major corporation. The most common are the phone and cable companies. Each one is a David-Goliath scenario, and they’re draining, but here’s a different way to look at the challenges. Each bad experience is a lesson in helping you understand how to better work with your own customers.
I’ve often wondered if customer service is simply dead in America. Then, I have something amazing happen that restores my faith. For example, we recently had a problem with Wayfair on a defective outdoor umbrella. I called to find out what we needed to do, and after an explanation, they simply apologized and issued a full credit. No reason to return it – just common sense. They couldn’t have been nicer, and the standard of service they set is the reason we buy more from them!
The experience got me thinking about the ingredients for great customer service. Photography is a word-of-mouth industry and providing great service is one of your very strongest marketing tools. Over the years I’ve written a lot about Customer Service and here are a few easy to remember tips to help you become a powerhouse in your reputation for customer support.
- Exceed expectations!
- Be cheerful! I know it sounds basic, but you can tell when somebody is smiling, even on a phone call.
- Give people the answers to the questions they’re asking.
- Solve problems quickly. The faster, the better.
- Make your customers feel like their order, no matter how small it might be, is important. They need to feel you value their business.
- Always give customers more information than what they ask for. Disney is the best at this. I know I’ve written before about it. If you ask any Disney staff member “When is the electric light parade?” They’ll not only answer you, but they’ll give you a great suggestion on where to watch it. Be engaging!
We all have things that make us feel good about our shopping experiences. For example, you can buy the same short-sleeve Polo shirt at Macy’s or Nordstrom’s, for the same price, but think about what makes people enjoy shopping at one store versus the other.
Now, take those same ingredients and apply them to your photography business! Obviously, the quality of your images has to be outstanding, but don’t underestimate the power of providing a great experience for your clients! It’s the greatest tool you have to separate your business from the competition.”
“Your customers won’t love you if you give bad service, your competitors will.” Kate Zabriskie
Skip is a guy to follow! You can see more of Skip’s stuff here http://www.skipcohenuniversity.com/scu-blog (ed)
Skip Cohen has been involved in the photographic industry his entire career and previously served as President of Rangefinder/WPPI and earlier, Hasselblad USA. He founded SkipCohenUniversity.com in 2013. Skip is a co-host for “Mind Your Own Business” and “Beyond Technique,” webcasts through Photofocus.com, writes for several publications including Shutter Magazine and is actively involved in several advisory boards for non-profit organizations.
by successfulbob | Marketing Monday, photography, photography education
You Are Not Alone
Here’s another installment of Marketing Monday from my friend Skip Cohen. He touches on a lot of the fears we as photographers can impose upon ourselves and offers some ideas on how to stay on track.
You are not Alone – Photo Illustration © Bob Coates Photography
“Over the years, I’ve noticed a common theme when talking with photographers, especially those new to the business. Most of them think they’re alone in working through the challenges.
So, whether you’re new or a veteran, not only are you not alone, but there isn’t one of us in the industry who hasn’t felt your same concerns, doubts, and frustrations. We’ve all experienced those moments of just asking the question, “What am I doing here?”
Sadly there are some incredibly talented people in our industry who now and then they just give up. It’s not because they lack the skills. They lack a support group.
“Most people give up just when they’re about to achieve success. They quit on the one-yard line. They give up at the last minute of the game, one foot from a winning touchdown.” Ross Perot
Two months ago I celebrated nine years since I left Rangefinder/WPPI and headed out on my own. Every day has been an adventure, not always in the right direction, but a learning experience nonetheless. When I started this journey, a few members of my own family thought I was nuts. It was suggested that I should just be satisfied with where I was. After all, I was president of Rangefinder and WPPI, what could be better? It was suggested I was too old to be starting a new business. Then there were those who had to tell me I was nuts to start a new business in the worst economy since the Great Depression!
So, I set out and followed the wisdom of Dr. Seuss:
“Be who you are and say what you feel, because those who mind don’t matter, and those who matter don’t mind. “
I’ve learned a lot in the last nine years, about the industry, chasing dreams and especially myself. There’s always more to learn. But along the way I’ve picked up some pointers that might just help you through the process:
- Surround yourself with positive people
- Listen to the advice you’re given, but make your own choices. Always go with your heart!
- Short-term compromises are fine but don’t compromise your long-term goals.
- Read, follow, watch, listen to and meet those people who you admire most in the industry.
- Spend time just kicking-back and daydreaming! Some of your best ideas will come out of just being relaxed and thinking, “What if?”
- Set a goal to understand every aspect of the photographic process and don’t let yourself be frustrated over how much you don’t know – just take it one step at a time.
- Build your network by attending workshops, local meetings, national conventions and trade shows. Being a great photographer is about education – and you can never stop learning!
- Never stop dreaming! And to quote my good buddy, Matthew Jordan Smith, “Always dream big!”
“The future belongs to those who believe in their dreams!” Eleanor Roosevelt“
Skip is a guy to follow! You can see more of Skip’s stuff here http://www.skipcohenuniversity.com/scu-blog (ed)
Skip Cohen has been involved in the photographic industry his entire career and previously served as President of Rangefinder/WPPI and earlier, Hasselblad USA. He founded SkipCohenUniversity.com in 2013. Skip is a co-host for “Mind Your Own Business” and “Beyond Technique,” webcasts through Photofocus.com, writes for several publications including Shutter Magazine and is actively involved in several advisory boards for non-profit organizations.
by successfulbob | Marketing Monday, photography, photography marketing
Marketing Monday – with Skip Cohen
Here’s another good review of things that you should be thinking about from my buddy Skip.
Making Assumptions
We all make assumptions, some more than others. We do it in our personal lives, business, on events for the future and decisions from the past. The big question is, why don’t we ever just talk to the people involved instead of coming to our own, often misguided assumptions?
Wandering through cyberspace a couple of years ago I found this on a site by Ken Lahuer:
“We have a tendency to make assumptions about everything. The problem with making assumptions is that we BELIEVE they are the truth. We make assumptions about what others are doing or thinking, we take it personally, and then we blame them and react by sending emotional poison with our word.
We only see what we want to see and hear what we want to hear. We don’t perceive things the way they are; we dream things up in our imagination. Because we are afraid to ask for clarification, we make assumptions that we believe are right, then we defend our assumptions and try to make others wrong.”
The photo industry is loaded with people who have turned assumption-drawing into an art form, and so often they’ve assumed wrong! I’ve heard stories about major companies in trouble, cameras being discontinued, even people being let go. I’ve heard stories so severe had they been more widespread, the companies involved would have actually seen a drop in sales.
Then there are the personal stories that run through our industry. Assumptions are drawn over why somebody left a company, why a new product was late for introduction, why a policy was changed, and the list goes on and on. Assumptions are drawn, then they hit the rumor mill and suddenly they’re FACT – and not once does anybody along the way stop and call the people involved for verification.
Last on the list are those of you who draw the wrong assumptions about your clients. You don’t ask the right questions and too often stereotype their behavior. Here’s a prime example of drawing the false impression at the retail level.
I was in my early fifties when I decided I wanted to buy a Corvette. I’d always wanted one, and the kids were adults, out of the house, and it seemed like great timing. I was in an old pair of shorts, and a t-shirt when I wandered into the showroom at the Chevy dealer in Morristown, NJ. I picked up all the brochures, spent time sitting in one that was in the showroom, looked at a few in the lot and not one person waited on me. There were easily six salesmen working, and no one came over to help me.
After twenty minutes or so, I walked into the middle of the showroom and announced,
“I honestly thought you guys were smart enough to recognize a guy in mid-life crisis ready to buy his first Vette. None of you are that smart, and I’m leaving now to drive to another dealership, and by the end of the day, my new Vette will be ordered. You guys need to work on your selling skills!”
They all looked like deer caught in your headlights! I left, and by the end of the day, the new Vette was on order. (And I learned it wasn’t a mid-life crisis. It’s only mid-life crisis if you order it in red! LOL) The bottom line is to stop drawing assumptions – meet every client with a clean slate and see where it goes. If you’ve worked on developing your skill set, you can handle any request they make, if appropriate.
For everyone who draws assumptions, and we’re all guilty, Don Miguel Ruis wrote:
“The way to keep yourself from making assumptions is to ask questions. Make sure the communication is clear. If you don’t understand, ask. Have the courage to ask questions until you are as clear as you can be. Once you hear the answer, you will not have to make assumptions because you will know the truth.”
Skip is a guy to follow! You can see more of Skip’s stuff here http://www.skipcohenuniversity.com/scu-blog (ed)
Skip Cohen has been involved in the photographic industry his entire career and previously served as President of Rangefinder/WPPI and earlier, Hasselblad USA. He founded SkipCohenUniversity.com in 2013. Skip is co-host for “Mind Your Own Business” and “Beyond Technique,” webcasts through Photofocus.com, writes for several publications including Shutter Magazine and is actively involved in several advisory boards for non-profit organizations.
