Second, I’ve talked a lot about the importance of membership and attending programs with your peers.  It’s the fastest and best way to grow your network.   Anyone attending an APS workshop gets a $50 discount off a new PPO (Professional Photographers of Ohio) membership, bringing the cost down to $145 for your first year.  There’s also a $15 discount off the cost for their upcoming fall workshop and trade show in Columbus on November 14-15. 

I know the Akron Photo Series is different from your own businesses, but it’s still a business and I’m always amazed at photographers who don’t do any promoting or believe the issue is price, not added value.  A few months ago, in talking about the challenges with the economy, good buddy Cliff Mautner, talked about adding value to his wedding packages rather than cutting prices. 

“In order to combat the apprehension of my wedding clients, I felt the need to add a bit of value to their collection in lieu of reducing my pricing – which I was dead set against. An added hour here, a flexible payment plan there, and things fell into place nicely.” 

So, the big question is, what are you doing to enhance the value of your finished product?  Are you taking advantage of your vendor support available to present a stronger package to your potential clients?  This is where you beat Uncle Harry hands down!  You’ve got new products and promotional pricing from your lab.  You’ve got new album products and an infinite combination of ways to enhance your presentation to your clients.  Frames present the perfect opportunity for not only add-on sales but perceived added value.  Don’t forget your ability to sell a presentation as well – you’ve got Uncle Harry beat every time when it comes to producing slide shows.  Last but not least is the final delivery of your products with professional packaging!

I’ll be the first to admit I snuck in the fun of two of my own promotions for the Akron Photo Series.  They’re not really there to enhance the educational aspect of the event, the speaker line-up is strong enough on its own.  We need to put a little fun back in this area of the country.  This area has been hit just as hard by the economy as everywhere else, but we all forget about the support available from our own local vendors. I’m pretty proud to be working together with PPO and Albums Inc to put a little spark back in the Midwest!

I promise you there’s a point here.   While it might seem a little far fetched to link research for what at the time was an expensive instant camera to the buying habits of your customers, is it really that far out there?  A client is about to hire you to photograph their kids, their family or a wedding and you’re just going to offer them one 8×10?  Okay, that’s an extreme that nobody would do, but  I absolutely believe there are too many photographers not taking advantage of all the incredible products out there.

1) Albums:  There’s everything on the planet available, giving photographers the ability to virtually customize a client’s order.  In fact, I received the Albums Inc. catalog yesterday and it’s just about the same thickness of a phone book for any major US city.  If I was dealing with a client I could offer them anything and it’s all on line!   And, when you’re thinking about their album, think plural.  Everybody thinks multiple albums for weddings, but what about everything else you photograph?  Why would you only plant the seed for them to think about one album?  Doesn’t Grandma deserve one too?  Isn’t it the perfect holiday gift following a “Day in the Life” shoot of the kids?

2) Frames: Here’s one I’ve never understood, photographers who don’t take advantage of framing the print for the customer.  Everybody procrastinates and your clients are in the “everybody” category.  So, why wouldn’t you offer them a custom frame for that print they’re going to want of the family sitting?   And it’s not like you’ve got a hard time finding a supplier…again, they were right in the Albums Inc catalog!

3) BIG prints:  It’s another point I must be missing.  I realize that big prints aren’t for everybody.  In fact, I never liked them – that was until Helen Yancy gave me a gift of an over-sized watercolor print of my grandson and me (shown below).  And, it was matted and framed, ready to go on the wall the minute I got it home.

4) Canvas prints:  Again, like big prints, it’s not for every photograph or client, but it represents one more exciting element in the process of added value and enhancement to the consumer experience of working with you.  My buddy Joe Elario’s canvas print hangs over the fireplace in our living room.

5) Multiple prints:  It seems like an obvious choice, but if you don’t remind your customers of the various print sizes you have available they won’t figure it out themselves.  Make it easy for them with pre-selected packages.

6) Tech-stops:  I’ve heard some great stories about photographers finding ways to tie in a free iPod loaded with the wedding images, for example, to their clients.   It’s another product that can help make you different, but why stop there?  Digital picture frames are so affordable they’ve become “no-brainers”.  Sheila’s got a picture frame in our family room that runs non-stop with over 600 images selected at random of family, friends and vacations.

7)Slide shows:   Here’s another one, gaining popularity, but still too often missed.  We’re in a visual industry, so why wouldn’t you want to put together a little music with their images?   You’ve got some great companies out there like Photodex and Animoto to work with.   I love the fact that everyone is talking about “mixed media” when I’ve been doing it for years using Photodex technology.  And seriously, I should be a poster child for the technically challenged – if I can do it, anybody can!

 8) Novelty items:  From watches to mugs to mouse pads and calendars – while you might think they’re hokey, think about the impact of a surprise gift from you to a client you’ve loved working with.  How’s this for a scenario – you just shot a terrific engagement session and the couple loves their dog.   You’re working on building the relationship with them, both before the wedding and because we’re a word-of-mouth business and the bride has 8 bridesmaids ALL in their 20’s and all single!  Can you imagine the word of mouth advertising you’re going to create if you sent them something as simple as a watch with the pup’s face on it?  Or a coffee mug?   This isn’t about classic imaging, this is about being able to take something most people would think of as cheesy and make your clients laugh!

9) Websites and web pages:  Yes, I’m suggesting you really go high tech and utilize a template to give them their own custom page.  It’s minimal work and again, represents something you can offer to further enhance the experience.

I started this half an hour ago and just got carried away, but the reality is, everyone is always complaining about Uncle Harry!  One of the differences, in addition to Uncle Harry not being able to capture an image the way you can, is all of the things you can offer a client that Uncle Harry doesn’t even know about.  He’s got no vendor list, no relationship with a great album company, frame company or lab.  All Uncle Harry has in common with you is his wallet or credit card when he bought the same gear you did.

In the hierarchy of reasons why consumers hire photographers it goes Brides, Babies and Pets – in that order.  There’s no faster way to shut Uncle Harry down than to put together a complete imaging experience for every client.   If we’ve learned nothing else from McDonalds, we’ve got to ask every customer, “You want fries with that?”

Next week there’s a full week of CS5 training including InDesign, PhotoColor Watershop, Illustrator and Dreamweaver, just to name a few.  All programs are FREE when they’re running on line, but if you miss a class you can always purchase it later on.

Most of you know my passion for finding new ways to reach and help educate more photographers.  Well, this is an educator’s dream and with Chase and his team at the helm there’s no doubt in my mind this is the educational revolution the industry has been waiting for!

Congrats Chase and company!

Yesterday’s Blog:  A big thanks to John Lemen and Barbara Lund Smith who gave me the author I was looking for.  In John’s words:  Most of it was written by Mother Teresa.  (No top dogs line in hers) The final stanza she wrote says “You see, in the final analysis it is between you and God: it was never between you and them anyway.”  Original title “Advice for Living Well”  (or at least that’s what the copy on my office wall says).

Moving on to other topics this morning – sorry, if you like continuity this blog just isn’t the place today!    There are three great programs all coming up starting this week and moving into May:

Sandy Puc’s Family Tour:  Sandy Puc’s last round of US cities are running right now through the end of April.  She’s then in Canada for five programs in August and that’s pretty much it for 2010.  If you have an interest in fine-tuning your skills in the children and family arena this is an incredible program.

Mitche Graf and Ken Sklute:  It’s the Left Brain Right Brain Tour and it kicks off on April 25th in Boston.  When you look at the ad for the program, make sure you scroll to the bottom to see what happens in our digital world when their two faces are combined!   It’s a little scary, but if you really want a wild ride, hit their program and see what happens when you put their concepts together!   They’ve both been personal friends of mine for a lot of years and there’s an incredible about of information bouncing around in those two heads to help you fine tune your marketing and photographic skills.  Mitche and Ken also have done past guest posts here in the blog.

Escalate Live 2010:  The brain child of my great friend and motivator, Dane Sanders, he’s brought together some terrific speakers with Becker, David Jay, Jasmine Star,Jerry Ghionis, Jessica Claire and Jeremy Cowart on May 17 and 18 in the Los Angeles area.   This is a pretty amazing group with Dane speaking as well.  It’s happening at the Lido Theater in Newport Beach starting at 9:00 a.m.

GoingPro2010:  My very good buddy Scott Bourne and I just recently kicked off GoingPro.   Between the two of us we have an incredible base of experience in professional photography and an even more amazing network of friends and associates.   Combine all of that expertise with great enthusiasm and some terrific partners and you’re looking  at an educational program running all year long to help emerging professionals do the job a whole lot better, the way it should be done with professionalism and delivering a quality product with perceived high value.    We’ve also signed a contract for a new book with Random House, GoingPro, which is just part of this amazing project.   Stay tuned to the website and sign up to follow the events of the coming year on facebook at http://twitter.com/goingpro2010.  

Skip’s Summer School:  This week is the last opportunity for the first level early bird discount registration of $199.  April 1st it moves to $249 and then $279 from June 1st to the program.  We’ve got an amazing line-up this year with a faculty that’s just unbeatable.   But best of all – how many programs did you attend at the last big convention where you had to wait in line to get in or worry about even getting a seat?   This year, like last, we “own” the entire third floor of the MGM Conference Center.  I’m guessing, but I think that’s over 80,000 square feet – so everybody has not only a place to sit, but a place at a table – we’ll be setting it up classroom style and we will NOT oversell the space.    You’re going to need a recharge in August, just before going into the fall season – here’s your chance to pick up new ideas on weddings, children’s portraiture, pet photography, marketing, lighting, high school seniors, photojournalism, business and even a little boudoir!     And all while networking and enjoying Las Vegas when the cost is the very lowest of the year (MGM code is SSS005 for the $79/night rate).

Check out the schedule and the speaker line-up.  It’s all on the Skip’s Summer School site!   See you in Vegas!

You’ve heard me talk before about how we don’t have Monday’s in this house – so Happy First Tuesday everybody – make it a great day and a terrific week.

With the exception of some problems with speakers in rooms that were too small, the convention has been pretty amazing.   In terms of excitement, new exhibitors and products, the trade show has been packed.    I was personally involved in the  launch of a whole series of new projects you’ll hear more about in the weeks ahead:

First, there’s a great virtual wedding show is coming in May from PDN, the same company that brings you  PhotoPlus Expo each year in New York.   Plus, Focus On Portraits is coming in June both in print and online – it’s a supplement to Photo District News and should be outstanding.  Focus on Weddings was my first project for them a few months ago and I couldn’t be more excited about working with the same team on a second publication.

Second, www.GhostRighters.comlaunched this week at the show and you’ll be hearing a lot about this in the weeks ahead.  The official launch is the end of this month, but we’d be crazy not to share the excitement with everyone, while here at WPPI.  Think about how many times you’ve needed help with your written communications, marketing plans and website.  GhostRighters is a resource for photographers to finally get help with their brochures, blogs, copy on their website and press releases and that’s only the beginning.  From helping to create a more powerful message in print to cleaning up the challenges of your website, GhostRighters tag line says it all, “Give your image a voice!”

And here’s the best part of the GhostRighters concept for me personally – the three people who have founded the company are Shauna Harris, Matt Gartz and yours truly.  Shauna and I worked together for years at WPPI, until we both left to pursue other ventures last year.  And Matt, is an outstanding web designer with incredible versitility in technology as well as graphic design.  Taking it all one step further, the three of us have an amazing network and resources to help you through those challenges that will make a difference in your presentation to the public.  Bookmark www.GhostRighters.com and keep your eye on the site as we countdown the days to the official launch!

Last but not least, stay focused on www.mei500.com and www.photofocus.com.  Within the next few weeks you’ll be hearing about an exciting project Scott Bourne and I are doing together in education, bringing a new level of support for the emerging professional.   We’re down to the 48 hour countdown for the site to go live, so stay tuned!

But with all the projects and announcements, nothing compares to the fun of finally meeting a photographer I’ve followed on Facebook for a while, Ryan Christiensen.    We need to get Dane Sanders or the Bui Brothers to come up with a name for this and maybe there is one already – but there’s no way to describe the fun of meeting somebody you’ve “spoken” with in Social Media when you finally get to shake hands and put a face with the name.  Ryan and I talked a lot last year when he started a WPPI ‘09 fan page.  So, somebody come up with what to call it when you meet somebody you’ve respected a lot from cyberspace and find yourself standing in the same spot on planet earth, shaking their hand!   (Ryan, thanks for stopping me in the hallway!)

Okay, it’s day two of WPPI and time to get moving!

The timing couldn’t be better for Nicole’s guest blog, because two days before we received an amazing gift from long time best buddy and co-author, Bambi Cantrell.  Remember, Bambi is primarily known as a wedding photographer.  Over the last few years, she’s expanded into children, family and a little commercial work.  Last year Rangefinder Magazine ran a story about her images from the Microsoft Icons of Imaging trip to Iceland, all outdoor landscapes.  There’s nothing this photographer can’t shoot!

Well, she’s expanded into the world of fine art and as Don Blair would say, “Big Time!”

This is one of  a series of images that just cost me an arm and a leg to frame and WordPress doesn’t do it justice here, but trust me, printed on a beautiful fine art paper and blown up it’s incredible.   They’re absolutely stunning and Bambi’s use of texture creates impact without losing the beauty and softness of the original image.  

But the image isn’t the most exciting part of this new direction.  It’s exactly what Nicole talked about yesterday in terms of new ideas to keep your work fresh, to “never get stuck in the middle”.  Bambi’s diversity and the hours she spent creating the look that she wanted, is keeping her creativity at max.  It’s Kevin Kubota’s thoughts in his upcoming presentation on “The Power of the Project” that’s makes her portfolio stand out and her galleries on her website fresh.  

There’s that old line about, you never get a second chance to make a first impression.  Well, a client coming into Bambi’s studio is first hit with her ability not as a photographer, but as an artist!  Her diversity is displayed everywhere and that’s a key ingredient to why she’s one of the finest photographers in our industry today.  She makes herself habit-forming before her client’s even talk with her!