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Posts Tagged ‘business strategies’

Who is the man?

July 16th, 2010 in Marketing by Johannes van Kan


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.. that you are selling to?

I read Ian’s post yesterday and thought he had some really good points, but I wanted to add to the discussion by drilling down another layer to ask, “Who is the man you are selling to?”

Here are a few possibilities and I am sure you are easily able to add more (so feel free to contribute your thoughts):

1 The besot – hopelessly in love and a cinch for a big album.

2 The control freak – Needs to believe that they have choices. The choices empower them and allow them to “own the outcome”.

3 The accountant – The value of the album is a number: that value equates to a certain number of goats – change his perception from quantity to quality and from photographic prints to individually artworked imagery.

4 The practical guy – Needs to understand that the album is not to just show off to friends now but is a reminder to future generations of his own family.

5 The “I don’t get what all the fuss is about” guy – needs to understand that the album is not for him but is what will make his true love happy.

6 Creative guy – needs enough rope to feel part of the creative process but not too much to hang anybody.

7 The tight arse – needs to understand the value of the love of his partner.

8 Hopeless romantic – as much feeling as possible will get you a long way.

9 The disinterested guy – needs to shift responsibility to someone who does care, or just agree to let you do your job.

10 The equal partner – let them choose some images at the beginning then leave you to the design because otherwise it could take forever being diplomatic but willful.

11 The guy with a job they didn’t want – relieve them of responsibilities so that they can focus on the things that matter to them while you create their album.

12 The DIY guy (often designs websites from home) – needs to understand why you are the best person for the job, and what it is that you bring to creating the album that is beyond the scope of mere mortals.

13 The closet scrapbooker – will always want to change and add things -especially important to make sure you charge for changes.

Each of these people will need their own handling. Who ever said that all men were created equal obviously never designed an album for one.

Cheers, Johannes

Good grief, I’m a closet scrapbooker! – Ed

 

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    • The Genie Principle

    July 23rd, 2009 in Photography & Design by Johannes van Kan


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    There are times as photographers that we get approached by people to do a favour for them.

    Sometimes it is to talk at a photographic society, sometimes it is a request for help.

    We are happy to help people but we tell them that we work on the Genie Principle. We don’t mind helping, but we don’t like to be taken advantage of. We tell people that they have three wishes – only three. We remind them that they need to use those wishes well.

    Cheers, Johannes

     

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    • The shortest day

    June 25th, 2009 in Opinion by Ian Baugh


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    I see the Druids are celebrating the sun at Stonehenge, but Down South 21 June is the shortest day.

    Not that we have much to complain about. We don’t even get frosts in Titirangi (loosely “fringe of heaven” in Maori) but it’s sure cold in the wind and shade. Early morning I rugged up and took the dogs down to the beach and thought that, even when the tide’s out on an overcast day in Winter, life’s not too bad.

    Hopefully it’s the shortest day for the economy too.

    The worst of Winter may still be ahead – the moneymen (and some of us) screwed up, and the consequences are still playing out … but Summer will come.

    I hope not too many of us panicked, that we’re prioritising to save the farm.

    And I hope as the weather improves we don’t forget Grandma’s advice. Wrap up warm in case the weather changes again … We didn’t need credit cards in our day! Just because some smart alec invents a new debt instrument doesn’t mean we need to use it. A bit like Photoshop effects really.

    Cheers, Ian

     

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    • The importance of Plan B

    April 28th, 2009 in Marketing by Johannes van Kan


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    Last week we had a wedding in Wanaka. It had been miserable the day before the wedding. In fact it had been snowing.

    As our plane came in to land at Queenstown the captain announced that we would be circling while they waited for the weather to clear enough to see the runway. 45 minutes later there was another announcement that we were about to try a final approach for landing.

    The Airline had a Plan B. If we couldn’t land we’d fly back to Christchurch and they’d drive us back by bus (six hideous hours).

    Our own Plan B was to drive ourselves …and we could because we had enough time (we’d planned it that way).

    Our other Plan B involved friends in the area who are amazing photographers … we could call them in.

    Our other other plan B was a variation of the last one, where we went through the list of local photographers!

    Stress is one of the major causes of health issues. The best way to deal with stress is to have good solid Plan B in place, so that you have a way to deal with the worst case scenario.

    Plan B is a personal and professional responsibility.

    Cheers, Johannes

     

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    • How far is the extra mile?

    April 1st, 2009 in Opinion by Johannes van Kan


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    How far is the extra mile?

    Four of us went out for dinner in Auckland on Sunday. When we arrived they gave each of us a fresh oyster in a spoon. It was part of the welcome … even before they asked us if we’d like a drink.

    There were four problems.

    One of us is pregnant and can’t eat shellfish.

    One of us doesn’t like shellfish.

    One of us didn’t like that the oysters were sitting in vinegar (albeit a fancy Chardonnay vinegar … it was a very flash restaurant).

    The fourth ate one because it seemed rude not to.

    Four oyster lovers would have been in some kind of heaven, but this was an extra mile in the wrong direction. Shades of those strangers in your viewfinder.

    How far Which way is the extra mile?

    Cheers, Johannes

     

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    • I’m right, you must be wrong

    March 22nd, 2009 in Marketing by Johannes van Kan


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    Customer service edicts state that the customer is always right. Sometimes we disagree … out of self defense. We don’t like the implication that because the customer is right then we must be wrong. We defend our innocence and integrity! 

    Step back for a moment.

    There is a principle in Tai Chi that states that you can use your adversary’s energy on themselves.

    Imagine saying the customer is always right. If you stop defending yourself and ask the client for a realistic solution to their own problem (a solution that, if they were you, they would see as fair)  you move away from being wrong in their eyes to being right. Potentially you can avoid conflict and move into resolution.

    Sometimes the customer is in fact wrong. And then you need to measure the real benefits of needing to win! Needing to win is not how successful businesses earn the love of their clients.

    Sometimes the photographer is wrong. I know of a wedding photographer who missed a wedding (about as wrong as you can get). He did so much right for the couple that they now insist that all of their friends use him.

    Johannes

     

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