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RULE #3 (pt. 2) For A Successful Photography Business
by: Charles J. Lewis
In my last Quick Tip, I began talking about Photo Success Rule #3 which is "As hard
as it is to believe, people always judge a book by it's cover. So plan and control your "cover" very carefully - especially in this economy."
Let's continue with the remaining two key points about this Success Rule:
You must Act successfully to become successful!
This involves your mind-set. How would you act if you were really
tremendously successful? Now, we aren't talking about being arrogant here. Or talking down to our prospects and clients. No way. But you are constantly sending out messages to people, so you need to be careful
what that message is. Let me give you a few examples.
**Your attitude must always be positive and optimistic. If you aren't
positive, people wonder what's wrong, and assume business is not good, and shy away from doing business with you.
**You must always be excited and enthusiastic. Enthusiastic people are
successful people. (This also helps you sell better, as people love working with and buying from enthusiastic people.)
**You must never act like you "need" the business. You WANT to work
with someone, but you don't "NEED" to work with them. So you are enthusiastic, excited, and looking forward to meeting them and working
with them. But you are not desperate. You don't need this client in order to pay the bills. There's a real fine line here - but you need to understand
this. It's important. On an emotional level, you really want to work with this client, because of what you can create for her. But, you aren't going to go hungry if you don't work with her.
Indeed, part of building a successful business is acting as if you are
already truly successful - without being arrogant. You're really nice. You really care about your clients, but it's just "obvious" that you are really
successful already (even if you aren't as successful as you want to be!)
You must sound successful, to be successful
You need to talk as if you are already successful. Again, I don't mean
you are arrogant - but that what you say sounds very successful.
This also involves how you refer to your craft, product and service. But
this is so important, that I will devote an entire article to this area in a future Quick Tip.
Here's a few examples of how to sound successful:
When people ask you how you are doing, you ALWAYS respond with "Terrific!"
When people ask you how business is - you ALWAYS respond that business is fantastic. Always.
When you are talking on the phone, and you get to the point where you
are going through your appointment book looking for a time for someone, you always rustle the pages, and say something like, "Wow, we sure are
booked up. Let's see, there's got to be a place somewhere...... " (pause as you continue to look for an available time and continue rustling the
pages loudly so she can hear the pages turning on the other end of the phone.) ... "Oh! Here's one! How about next Tuesday, at 3:30?"
By the way, this is an area where "technology" can really hurt you. If you
do all your scheduling on your computer, or your Blackberry, the prospect on the other end of the phone can't hear the sounds as you are looking for a time. So you have to play up the words you say even more - so she
realizes you are really looking hard to find an available time.
I realize that the things we discussed here may not seem all that important
to you at first - but trust me - I learned this the hard, painful way - they are REALLY IMPORTANT if you want to become tremendously successful and financially well off.
Always remember, NOTHING SUCCEEDS LIKE THE APPEARANCE OF SUCCESS! You must look, act, sound and dress AS IF you are
already successful, and then you will become successful. Strange, but very true.
All the best,
Charles J. Lewis, M. Photog., Cr.
Photography Marketing & Sales Secrets
How To Bring In Lots Of Clients In A Steady Stream, and Make BIG MONEY Working 35 Hours A Week Or
Less - All From Photography