When I started my business in 2004 I was crippled by fear. When it came to marketing and selling. I slowly and surely built a team of confident people around me that I hid behind. The irony of course is I built this beautiful successful business and didn’t have to confront this terror. I thought I had solved my problem.
Until I moved to Australia to start up a studio on my own. All that fear returned like a wall of impossible odds that I simply couldn’t overcome. I came up with excuses, bitterness, blame etc but I knew deep down I wasn’t doing the one thing I had to do and that was confront it.
I hit a huge wall and then my money started draining away, so I knew I had to front up to this block. How do I pitch myself, sell myself to others when I would rather run and hide. I found this great quote by Cheri Huber my favourite author that wrote There is nothing wrong you.
“You have had an experience in the past that you remember, Much of what you call fear is actually thought. You think it’s going to be painful so you avoid any experience that brings you that pain”
Okay I get it I get it this is the part when you tell me to just do it right. Face my fear and get those Nike shoes. Heard it before. BUT Then she said this “the underlying message is that you think these people are more important than you” SHUT THE FRONT DOOR.
As a little fledgling business owner and wanna be important ‘Professional’ Photographer I felt like a complete fraud. An idiot in fact that knew nothing about commerce nothing about marketing and nothing about making myself look legitimate out of the garage of my country cottage. I used to think WHEN I get a studio I will be good enough WHEN I lose weight and buy nice clothes (I know weird right) but some of you will identify with that. When I earn money I will walk up to these people full of confidence. But you can’t get any of those things without a business.
So know this. Every businessman and businesswoman I’ve met simply have one goal, to make their own business better stronger faster and richer to some degree. All of them are open to ideas, opportunity and anything that will help their business. Clients want great service special attention, a great experience and a quality product. I worked out that I was so busy worrying about trying to be good enough I had stopped seeing that I wasn’t offering anything to THEM . I was just trying to GET something.
I look at photographers marketing and I see you have a discount but I need to know as a consumer WHAT AM I GETTING. What do I get out of this. What’s the experience what need do you meet what desire do you fulfill what product do I get for my money. As a vendor or a potential business to market with I want to know WHAT AM I GETTING. What do I get out of this. We get so caught up in ourselves we forget to be service providers.
The next time you sit in front of a client or business wether you are fledgling or established know that you deserve to be there, you have a unique ability SO ASK how can it be of service to this person.
Is your marketing experience driven or cost driven? Why do people come to you? Think about how someone would introduce you at a party.
This is Sue Bryce she a photographer she does a half price shoot on CD for $900 you should see her work.
This is Sue Bryce she is a Beauty Photographer that does these gorgeous transformation makeover portraits of Women you should see her work.
So why would your marketing just offer a discount?
Ask questions. How can I help you, what are your needs. How can I help your business. How would you like to be photographed. What products suit your home your life style. While I’m photographing you do you need any Business shots Corporate shots, everything you purchase I will give you on CD so you can use it on your social media. Is there family you would like to bring into your shoot at the end. Then give solutions.
People want to feel important. People want there needs met. Show don’t tell.