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You Can Enjoy Great Photo Marketing & Sales Success If You Know & Use Your Unique Factors!

In previous posts, I have explained how important it is to have at least 10 “Unique Factors” for each product line you offer. Your Unique Factors help people make the decision as to why they should hire you, rather than some other photographer in the area. I also gave you some specific examples of our Unique Factors for Portrait Photography.

Now, let’s go over some specific examples of our Unique Factors for wedding photography.

First of all, obviously, some of the Unique Factors that you list for portraits will work just fine for wedding photography, also.  So you can just copy those.  But there are some that won’t apply, so you will need some new ones that are just for weddings, too.

1.  We guarantee everything we do.  If you’re not thrilled with your wedding photography, and the service we give you, we will give you all your money back.  We are absolutely committed to creating the finest wedding images for you, and taking extremely good care of you, every step of the way.

(This is especially important for weddings!  Do not miss this!  They realize that they can not do this over again, so your guarantee is extremely important to them. People who really care a great deal about having really nicely crafted wedding photography will be greatly influenced by your guarantee.)

2.  Both myself and my wife, Cheri, work together with every wedding client – to create the finest wedding photography possible.  This helps you feel much more comfortable during the photography.  Plus, she has a wonderful eye for composition and design, and is super – detailed about jewelry, hair, your clothing, etc.  This makes your images just wonderfully perfect and beautiful.  Mr. Lewis can work on the photographs, the lighting, the backgrounds, etc. while Cheri makes sure everything is perfect on you and your wedding party and parents!  And there’s only one studio she works with – ours!  You can’t get her talent and her eyes anywhere else! 

3.  We only photograph a maximum of XX (fill in your number) weddings a year, and only one on any given day, so we are not rushed at your wedding – so we can take the time necessary to make really beautiful wedding photographs for you.  We are much more interested in creating wonderful images for you, and telling the emotional story of your wedding, rather than working with hundreds of weddings each year.  You simply can not rush when you want to create a truly beautiful, meaningful series of wedding photographs! 

4.  We meet with you several times prior to your wedding, to help you with all your planning, locations, timing, etc.  Cheri, our Wedding Consultant, will guide you and help you with everything, and also be there on your wedding day, with Mr. Lewis during your photography.  With this careful planning, we will be able to create all the photographs you want for your wedding story, without interrupting the flow of your day.

5.  We specialize in working with the Brides and Grooms who want everything to be the very best, and want everything to go perfectly and smoothly for their wedding. This means that we are used to meeting your most specific desires, and doing a wonderful job for you, while not taking away from the religious as well as romantic parts of your day.  You will have a great time at your wedding, because of our over 35 years of experience in helping some of Michigan’s largest and most prestigious weddings go smoothly.

(Note that “having a great time at the wedding” is usually one of the “Dominant Buying Motives” for weddings, so it’s important to have at least one Unique Factor that refers to this.)

6.  We love what we do, and that love and enthusiasm results in photographs that are much “better” and more special to you.  Plus, you and your wedding party and friends become excited, too, and your expressions are much more natural and beautiful, because everyone’s having a great time.  You should surround yourself with people who love what they do.  It is so important to have a wedding photographer who will help everyone have fun, rather than a photographer who will interrupt your day, and not be having fun while he’s working with you and your friends and relatives.  Why?  Because you will see it on their faces and in their expressions in the photographs!

7.  My mother passed away a while back, and the portraits I have of her are priceless to myself, and my brothers and sister.  So I understand how important these wedding photographs are going to be to you and your family and relatives, and I honestly believe that is why I work so hard to create the very finest images that money can buy.  I love creating  wedding images that thrill you!  It’s what I’m all about.

So there’s seven of them.  You must now modify these for yourself, and add a few more. 

Next, you give this list to every person who works with you, and have them MEMORIZE the list, so they can say them, naturally and comfortably, in their own words, without having to read them word for word.  (Actually, you add these to your “Telecharts” immediately! If you’re a current Inner Circle member, you can download all our Telecharts from the membership site immediately for free! More info here.) 

You see, when you are talking with a prospect, you want these unique factors to just “flow off your tongue” very smoothly and comfortably.  So you can just pick the best unique factor based on what the prospect has said so far in the conversation.  (We will talk much more about selling in some of the upcoming posts, including how important it is to ask people the right questions!

I hope this has helped you realize how very important your “Unique Factors” are, and also helped you put together a list of your specific “Unique Factors” so you can begin IMMEDIATELY to use them in all your photography marketing & selling.

For more powerful, proven marketing & sales secrets, tips & tools, go here now: Marketing Photography

All the best,

Charles J. Lewis, M.Photog., Cr.

CLICK HERE NOW For More Secrets:www.cjlewis.com/FreeSecrets.html

CLICK HERE NOW For More Secrets:www.cjlewis.com/FreeSecrets.html

CLICK HERE NOW For More Secrets:www.cjlewis.com/FreeSecrets.html

You Will Make A Lot More Money Doing What You Love To Do When You Have 'Unique Factors."

It’s vital to your photo marketing success that you know exactly why someone should select you over all the other photographers in your area.  What’s special about you?  And then it’s vital that you TALK about these important “Unique Factors” to all your prospects – in all your marketing, your phone conversations, and in person!

 As you know, marketing & selling is involved with EVERYTHING you do.  Frankly, who cares how “good” we are, if no one knows we exist or if we can’t sell it?  How many great photographers do you know who are having difficulty paying their bills?  Why?  Because they can’t market or sell it. Sad, but true.

 Now, whenever I say the word “selling” I want to be sure you understand that we’re NEVER talking about trickery, manipulation or pressure.  Selling is finding out what people want, and then helping them to get it.  And one of the most important parts of your selling skills is ……knowing and talking about your “Unique Factors.”

 It’s also important you understand we’re not talking about offering bad work to your clients.  Not at all.  What we’re talking about is being able to produce good work, and then help people make the decision to hire you over all the other photographers in your market area, even though you aren’t the least expensive photographer in town.

 So here are some examples, of a few of our Unique Factors, to get you thinking about your own.  

 Unique Factor #1.  We guarantee everything we do.  If you’re not thrilled, we either create additional images, or give you all your money back.  No hard feelings, either.  We are absolutely committed to creating the finest portraits you have ever had created.

 Unique Factor #2.  Both myself and my wife, Cheri, work together with every client – to create the finest portrait possible.  This helps you feel much more comfortable during the photography.  Plus, she has a wonderful eye for composition and design, and is super – detailed about jewelry, hair, clothing, etc.  This makes your images just wonderfully perfect and beautiful.  And there’s only one studio she works with – ours!  You can’t get her talent and her eyes anywhere else! 

 Unique Factor #3.  We only do a maximum of three portrait sessions a day, so you are not rushed through like a factory – so we can take the time necessary to make really beautiful portraits of you.  We are much more interested in creating wonderful images for you, rather than working with hundreds and hundreds of clients each year.  You simply can not rush when you want to create a truly beautiful, meaningful portrait!

 Unique Factor #4.  We meet with you prior to creating the portraits, to help you with make-up, hair, clothing, locations, etc.  Cheri, our Portrait Consultant, will guide you and help you with everything, and also be in with me during your session.  Plus,  we meet everyone, in person, prior to the session, so everyone knows us.  This is especially great with young children who otherwise might be afraid, and thus not look natural and comfortable in their portrait.

 Unique Factor #5.  We specialize in creating portraits on location, at a location that is emotionally meaningful to you – this makes the portraits much more personal, and special to you.  It means so much more to you than if we simply created the portraits in our studio.  Plus, there is no additional charge for this!

 Unique Factor #6.  My grandfather was a portrait artist in the early 1900’s.  I found many of his glass plates in my parent’s basement when I was 12, and learned the photo process so I could print those plate negatives onto paper.  Many years ago, my father passed away, and those beautiful images my grandfather created of my dad are priceless to me.  That’s why I do this, because I want to put onto film the very essence of your personality, and your relationships, so you and your family can enjoy them for many years to come.  I will throw my heart and soul into creating a wonderful portrait for you.

 We have more unique factors for our studio, but this gives you a good idea of what I’m talking about here, so you can build your own personal list.

 Can you see how having these at the tip of your mind when talking with prospects, or doing marketing, or working on your web site, etc. will make you much more persuasive, and how people will tend to want to work with you, regardless of your prices, or the economy? It makes you stand out – way ahead of the other photographers in the area – who are just talking about prices and sizes and finishes!

 In my next article, I’ll share with you some of our Unique Factors for Wedding Photography.

 Until next time – go for it – the only way you can make your photo biz better is by actually taking action on what we’re talking about in these articles!

For more Photography Marketing & Sales Secrets, click here ==> Photography Marketing

 All the best,

Charles J. Lewis, M. Photog., Cr.

Your Photo Marketing - The Most Burning Question You Must Know The Answer To!

I have a couple of photography marketing questions for you:  Why should someone decide to hire you, over all the other photographers in the area?  What is it that’s so special and unique about you that they should choose you over all the other choices available to them, including doing nothing at all?

If you don’t know the answers to these questions, and if you can’t articulate those answers to your prospects in all your photography marketing, then no matter how great your photography is, and no matter how many mega pixels your camera has, and no matter how fantastic you are with PhotoShop, you will starve. Why?

Because if you can’t tell a prospect what is unique and special about you, then there’s only one thing that’s going to determine where she goes for her photography… - THE PRICE – and you’re dead – because there’s always someone who will do it for less!

There is a question prospects never ask, but always want the answer to.

This is so strange, but true. They want to know what’s special about you – they want to know why they should select you over any other option – but they rarely ask you that question out loud.

So it’s vital to your success that you realize this, and in all your photography marketing – on your web site, in all your marketing pieces, in your Facebook posts – everywhere you market – you talk about what it is that separates you from all the other photographers in the area.

Now, you’re never going to say anything bad about another photographer – you will always be very diplomatic – but you must make it clear what it is that separates you from everyone else.

3 major points about your “Unique Factors”:

1. Make a list of 10 unique factors for each product line you have.  So, for example, for your family portraiture, what are 10 unique factors that separate you from all the other photographers in your area? Then make another list of 10 for your wedding photography, and another for your children’s photography, etc.

2. Put this list where you will see it every time you are working on your marketing – any and all marketing – so you always remember to include several of the best unique factors in your marketing.

3. Always mention the benefit of the unique factor in your marketing. Don’t just mention the unique factor itself – but also then talk briefly about what that unique factor means to the prospect. This will DRAMATICALLY increase the effectiveness of your photography marketing!

What’s so powerful about this, is that most photographers have never heard of this – so they don’t do it, and by you doing this in all your marketing, you will find that you have way more clients deciding to hire you, over all your other competition – even if their prices are lower than yours!

In my next article, I will give you some great examples of SpecificUnique Factors, to help get you started making your own list.

For more marketing secrets, tips & techniques, click here: Photography Marketing

All the best,

Charles J. Lewis, M. Photog., Cr.

CLICK HERE NOW For More Secrets:www.cjlewis.com/Secrets.html

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