A huge crowd turned up last week to the first of our two-part webinar series focused on the most critical issue facing professional photographers: how to survive and thrive in today’s demanding market.

But plenty more people missed it and asked us to post a recording online.

So here’s part one: How to sell albums (and why)

Or click here to watch it full screen on our vimeo channel.

Ian (Director and co-founder), Stephen Baugh (Managing Director) and Jo Newman (UK Account Manager) answer some important questions…

What can my competitors teach me? How should I choose my sample albums? How could I double my sales per wedding? How could I offer cheap coverages without selling them? How could my “best” offer be too successful? Are the most successful photographers the best photographers? What do you mean, there are only two ways to compete?

Click here to view the takeaway notes to this webinar.

This week we follow on with part two of the series: How much do you need to charge? Details and registration here.

Cheers, Nigel

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I’m dropping my prices … people aren’t spending as much … my bookings are down … I need to go to cheaper albums … I’ve started doing shoot-and-burn … I’m worried about my income.

You’ve heard the talk. Are you struggling in the face of competition, recession and demanding clients? Or do you just want to hear someone else’s take on things?

As well as our usual Photojunction webinars, we’re hosting two new ones on the most critical issue facing professional photographers: how to survive and thrive in today’s demanding market.

Webinar 1: How to sell albums (and why)
Thurs 19 August NZT.

What can my competitors teach me? How should I choose my sample albums? How could I double my sales per wedding? How could I offer cheap coverages without selling them? How could my “best” offer be too successful? Are the most successful photographers the best photographers? What do you mean, there are only two ways to compete?

Webinar 2: How much do you need to charge?
Thurs 26 August NZT.

I know how much I want to earn, but how much do I need to charge my clients to make it? How much is enough? What happens if my bookings go down, or I move to cheaper albums … or shoot-and-burn?

Ian has created a spreadsheet to help you answer those questions – and more important, show the impact on your income if you change what you’re doing – or your bookings go up or down. This powerful tool will be available online so you can use it yourself.

Don’t miss out. Book now.

It’s our first time with this content so numbers will be limited. Ian will present, with comment and questions from QBY CEO Stephen Baugh and Jo Newman (UK Account Manager). You’re welcome to submit questions in advance, or ask them during the event. Notes and resources will be available to take away.

Click here for webinar times and to reserve your place.

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Meet Chris MacKenzie. He’s new to the industry. He’s working hard to build his business. He’s doing it in the tough UK market. And, he’s just set up a promotion with an exclusive venue in his area. A real ‘corker’ to use his words.

“The first day I was there, I met the Executive Vice President at Pebble Beach Golf Resort. The next day I met a billionaire. On my third visit, I met an Australian couple who’d just returned from a luxury six week tour of Europe. They were so taken by my sample albums that the chap started asking about using Queensberry to display his holiday snaps.”

Now some might say he was just lucky, but three new prospects and a potential album sale from three visits isn’t bad going. And all for a little time spent networking.

Networking isn’t an art. Or should I say, shouldn’t be an art. It’s about being genuine.

Most of us do it every day without even knowing, but being a little more organised certainly does help.

Let’s use Chris as an example…

Big picture, his ultimate goal is to build his business and client list.

He’s identified who he wants on that client list, figured out where they hang out, and gone and hung out there too. Simple.

Not some awe-inspiring marketing strategy, just a thoughtful approach to networking.

Networking is one of your most powerful marketing tools, especially in a largely relationship-driven industry like this.

You don’t have to wait for people to walk through your door, or for your phone to ring. Put yourself about a little, get out there and start building relationships… You’ll be investing in the long term health of your business. Promise.

Was Chris lucky? Yeah, maybe. But I think he’s creating his own luck.

Cheers, Nigel

PS Check out Chris’s blog and you might see a pattern forming.

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Darlene Hildebrandt was running a very successful Edmonton (Canada) studio with her first husband when we first met in 2000.

She’d come from nowhere to become one of our best clients in spectacular fashion – spectacular because it happened so quickly!

Often we find new clients “convert” their business to Queensberry quite slowly. In many cases they have contracts with their customers to deliver a Brand X album, and feel obligated to do so.

But having made the emotional commitment to move on, Darlene wasn’t prepared to be that passive.

Every single one of her upcoming wedding clients upgraded to Queensberry and paid more money for it.

In this brief interview Darlene explains HOW and WHY she did it, and how you can too.

Darlene eventually became a Queensberry representative, and continued to be so for almost a decade. That has given her enormous experience of the challenges faced by studios, and makes this interview even more worth the listen.

Click here to listen to our interview with Darlene.

Cheers, Nigel.

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Yesterday, I had one of the cheesiest sales line I’ve heard in quite a while tried on me…

“Nigel, how will you feel tomorrow if you don’t buy it now.”

I didn’t buy and I feel OK.

But I did buy wedding photography recently. I’m not sure which one of Johannes’ categories I fit best, you’ll have to ask him.

And Ian – who says that, as a man, I’m not interested in the detailed (girlie) stuff? I was. Maybe that makes me a ‘Control Freak’?

Here’s my take on selling to a man… (including a metro-sexual one).

1) Don’t try any cheesy sales lines on me… I’ll think you’re a douche. Have a conversation with me and don’t touch me too much (push, prod or force me into anything). Be a normal person and I’ll probably come to the decision you want on my own.

2) For the past 12 months I’ve been planning this wedding, and I’m a little over it. Connect with me on a different level. Please. It’s not hard to figure out what I’m interested in and have a conversation with me about that.

3) Ian said we have egos. So true. I want to feel an important part of the photos and album too. I might not even know I want to be, until I’m asked. So ask.

4) Don’t trivialize or brush off the cost of this thing.

5) Ask me what I like or love, don’t tell me.

All that stuff helps when it comes to the sale time, but here’s the kicker I reckon… (for me anyway):

6) Make me feel like you care about my bride as much as I do. Make her the most important thing in the world, make her laugh, make her cry (the good kind), make her trust you… And I’ll buy anything from you.

Cheers, Nigel

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