This guest blog post is by Robert Norman, a wedding photographer based in Trumbull Connecticut. He has 21+ years experience as a professional photographer and has photographed models, actors, President Obama, celebrities and, a zillion weddings. He does a fair amount of travel photography in an effort to keep his sanity. He has photographed events throughout Connecticut, New England, New York as well as Ireland, London and Italy.

I recently returned from Inspire Boston – a really cool 3 day conference in Concord, Massachusetts filled with learning and networking.

It also filled my pockets with a ton of business cards.

I’ve been researching a way for quite some time now to digitize all of my collected business cards. For years I kept them in an ever-expanding card binder; handy but not practical to reference on the fly. Last year I looked into Evernote, one of my favorite apps ever, which you should definitely have on your phone or use at home online!) But while I could scan cards, get them in there and access anywhere – there was no database per se where all the info would go into. It was just a bunch of scanned cards. (not to mention that their free service limits your monthly uploads, which I blew through by mistakenly scanning the cards at WAY too high a resolution! OOPS!! I have since upgraded to the $50 a year plan, which substantially increases your monthly storage space.)

Then I looked into Shoeboxed, but found their system of paying and mailing in cards so they could scan them kinda clunky and didn’t allow me to easily add a card or to. They also kept calling me which while potentially helpful, I felt quickly became too much a sales call for an upgrade or something of that nature.

I also kept seeing the NeatDesk scanner advertised, and almost hit the ‘buy now’ button on Amazon on many a late night shopping frenzy. But after reading the reviews, a lot of folks seemed unhappy with the NeatWorks software for the database. The unit is also $200-$400 which was expensive enough to give me pause.

So I think that I MAY have finally found the solution with CardMunch, an iPhone app that lets you photograph business cards and then adds it to both it’s own database as well as your contacts, automatically! They CLAIM that ‘real people’ (as opposed to Fake People) are on the other end checking that all the info is correct, which may be true but hard to believe as the app is free (maybe they hire prisoners?)

Still, it’s easy to use and actually pretty darn accurate. Only a few cards did not read properly – generally where something is REALLY small, or the contrast between the ink and paper are low. Also since you use 4 brackets to ‘frame’ your card before it automatically shoots it, certain oddly shaped or proportioned cards would not read (including my own card!). CardMunch is unhappy if the object doesn’t neatly fit in the specified area. If the card does a partial read, the contact comes up as ‘unknown contact’, which you can then go in and manually correct. Since the ‘real people’ are overseeing this sometimes it can take a couple of hours for the contact to be added to your phone. It also is suggested you use it only with an iPhone 4 as the camera focuses at the distance needed which the previous iPhones will not.

StillI gotta say – for a FREE app, CardMunch works pretty great, and I’ve even venture to say that I’d pay for it (did I say that out loud?)

Tell us, what do you use to corral your business cards? How do you keep track of all your contacts?

When it comes to business, Kristen Kalp doesn’t clown around.

She is the author behind the outrageously astute BrandCamp Blog and also a photographer based in Philadelphia.

Circus Circus, her new offering in the form of a PDF, tackles the sometimes difficult task of communicating with one’s potential business clients. It’s more a workshop than an e-book, so come prepared to roll up your sleeves and get some elbow grease.

Circus Circus isn’t just a bunch of copy that I’ve written so you can paste it into your website and hope for the best. That’s like buying brownies from the bakery and eating ‘em right up – eating brownies doesn’t get you any closer to creating brownies.

In the 52-page book, Kalp, takes several irreverent swipes at conventional business writing books by presenting her material in both a concise and witty manner. She is comfortable engaging her audience from the get go. Just take a look at the table of contents:

Now, I don’t know of anyone looking at that table of contents who will not want to read right through in one sitting. I did that, knowing full well that there might be parts where I would be asked to stop, write things down and then reflect.

The first challenging part of the book was coming up with a manifesto. To be honest, I am still not done with mine. Kalp says she took nearly five hours to complete her manifesto. What’s so important about a manifesto? Well, it “establishes the sound of YOUR voice on your website or in your brochures.” That, in my opinion, is reason enough to keep chipping at it. I promise to share my manifesto when I feel it is ready for public consumption. What helps is Kalp’s five-step process to craft that manifesto, each with vivid examples and a worksheet to practice on your own.

The part of Kalp’s e-book that I found most fascinating was the “Fire-Breathing Show,” where words are used to convey features and benefits to clients. I know I struggle with this in my own copy, but this guide book shows you how to arrive at these personal and business characteristics, to help sell YOU to your clients.

Kalp also talks about offering your clients incentives (she calls them cotton-candy to stick to the circus metaphor), creating a one-line bio, how to respond to e-mails, crafting an elegant e-mail signature, writing a FAQ email, negotiating price objections and expressing yourself in blog posts.

And you can see that Kalp practices what she preaches. Take a look at her own photography website – Essential Imagery. Just about every part of it is eager to connect with the visitor. “Let’s Have An Adventure! What kind?,” is an invitation to join her in something mysterious, yet cool. Her website exudes her down-to-earth, yet fun personality.

If you are a photographer, you can no longer just post great images on your site and expect your potential clients to be able to connect with you. You do have to write and express yourself. If you struggle with the written word, Kristen Kalp’s Circus Circus is must-buy. She’ll take you step by step (and it isn’t in the least bit easy mind you) through the various parts of your site where you may want to tighten up your writing and engage your reader.

It’s priced at $149 (and I bought my copy, by the way) so it isn’t inexpensive. If you are looking to persuade your clients that you are worth what you charge for your services, then the value this e-book/guidebook/workbook is truly immense. Full disclosure, I get no financial commission for suggesting this book to you. If Kristen reads this review and feels like sharing a special promo code with us, I’ll update this post so you can order the book within a specific time frame. Does that sound good to you?

Sound off below if you have already bought Circus Circus. What did you think of it? How far along are you on your manifesto? What portions of it have you already put into play for your business? Start the dialogue here. Let’s talk!

Well, Kristen did respond to my request for a special promotional code to be used towards Circus Circus. At check out use “SESHU” and get $50 off. This is good only through April 5, 2011, so bust a move. Your final price will be $99. Nice!

This is a guest post by Andrew “Fundy” Funderburg, the creator of the Fundy Album Builder and Fundy Album Proofer. Please check out the free trials available at http://www.fundysos.com. If you were looking to design albums yourselves, I highly recommend Fundy’s products.

I’ve seen many forum posts on pricing prints for photographers and they usually all end badly. There are those that defend the high price points due to labor, business costs and what the market will bear. And those defending the low end price points, focus on auto-fulfillment, and what the market is willing to pay.

So who’s right? Well the answer is simple, both price points are correct?

How can this be? Well, ‘correct’ pricing is based only on two things.

1. What the market is willing to pay for something.
2. That a price is profitable according to retail pricing rules.

Let’s take a closer look. It’s pretty easy to find out if people are willing to pay a certain price for something. You simply throw it out there in the marketplace and if people pay money for it, then it is a viable price. You can move the price point up and down. When it goes down, more people buy it, when it goes up fewer people buy it. Pretty soon, you find the happy price point, quite a few buyers at a profitable price point.

What is profitable? Well, according to the Professional Photographers Association of America, you’ll want to have at least a 35% cost of goods mark up to be profitable – that is, pay your bills, run a profit and grow your business. A 35% cost of goods, simply means that for every $1.00 you make, it costs you 0.35¢. If you sell ice cream on the street corner, and you buy it for 0.35¢ and sell it for $1.00, then you have a 35% cost of goods.

To get retail pricing of goods, simply take your costs and divide by the percentage (35%=0.35). So, if something costs you $10 to create for your client:

$10 ÷ 0.35 = $28.50

We’ll use this simple formula to prove both arguments are correct. We did this recently in a speaking engagement we had at ProDPI headquarters. We were using our new pricing program, Prosper™ during the demonstration.

Here in our settings, we have our cost of goods set at 25%, a good COG for an established photographer. We’ve also estimated our hourly rate in our studio for the work we do.

Now, let’s look at two scenarios. The first being a photographer who is selling art prints for a portrait sitting or of the bride and groom in a posed shot. This is a special order, the photographer is going to retouch the print, have it shipped to the studio and the bride or groom (probably the bride) are going to come in and pick it up.

As you can see we’ve calculated that we spend 15 min. finding, opening and retouching the image. We’ve set aside 10 minutes contact time with the client on the phone and 10 minutes time meeting the client in the studio to chat and $5 for shipping to our studio. Prosper™ has done the math for us, and calculated all of our costs and divided by 0.25. The total is $57. I’m going to just round that off to $60. So, you can see that with this business scenario, $60 for a 4×6 is the proper amount. And if the photographer educates the client about the quality of the print, it should sell.

As you can see, quite a bit has changed here. In this scenario, we’ve used numbers for an auto-fulfillment. This photographer shoots the wedding, does minimal batch retouching with an action and uploads the whole wedding for anyone to buy. After that, they are done. We’ve added the price of the print to the calculation and allotted 5 minutes for a quick call or email if the client asks about the delivery of the print. As you can see, Prosper™ has done the math for us and come out to $7 for a retail price on this print. I’ve rounded down to $6 for the purpose of this discussion.

So, as you can see, depending on how your run your business, $6 or $60 can be the right price for a 4×6 print. It all depends on how much work you are putting into the final product. The only mistake you can make is creating a fine art print and pricing it like an automated fulfillment print.

The simple matter of fact is, if you know your cost of goods then calculating your pricing is easy Junior High School math.

Prosper™ is a product of Fundy Software. You can find out more here about a free trial and the limited time pricing special happening right now.

This is a guest blog is by Robyn Mayne, based in Sydney, Australia. She is a children’s portrait photographer, workshop facilitator and customer experience fanatic! Robyn owns Today is Different and provides photography courses, workshops, retreats and networking events for photographers. Follow Robyn on Twitter.

Who are your customers?

One of the basic elements of any good marketing strategy is a narrowly defined target market – a niche. In fact, a great approach is to start by defining your ideal or perfect customer – Your “right” customer!

Many photographers try to be all things to all people and find it hard to really focus their activity on appealing to their right customers.

Often this happens because someone is on the phone asking for help in an area that’s not really your thing. What tends to kick in here is a fear of saying no to the “wrong” customers. “What if I don’t get any calls from my right customers?”  

While it may seem like growth to take on a new customer, if that customer isn’t a good fit, it can actually take your focus away from real growth and may even create dissatisfied customers that expected something other than what you were able to provide. Dissatisfied customers WILL tell their friends. Do you have a well-defined target market? Or, is it something like…”anyone that we think will pay us”.

So how do you identify your ideal target client?

a) Take a good hard look at your past clients. Look for types of clients that you would love to do more with?
b) Which are your most profitable clients? Are there types of work or types of clients that traditionally produce profitable or unprofitable sales?
c) Do they “want” what you do? If they do not want it for one reason or another, then you are sunk. If you have to convince them of a need, then they are not a good target market.
d) Do they value what you do? Price shoppers will always be prices shoppers. Look for those who appreciate the extra they get from you.

Create a picture of your ideal client

One useful trick is to discover what that ideal client looks like in the most specific way possible and then go about building your entire marketing strategy around attracting more of them. The idea here is that you create a picture of your ideal customer. Give her, or him, a name and a set of characteristics. Consider things like: age; sex; occupation; geography; family; income; beliefs; values; interests; challenges etc.

Now whenever you are reviewing your business, think of a new idea or try a different approach you can ask yourself “Would this appeal to Fiona/Fred?”

What do you think? Have you defined your target market? Do you operate within a niche? Tell us. Discuss. Share. This is the place to do it.

This is a guest blog by Jessica Lewis, co-owner of KRAFT and JUTE, which provides personalized kraft-sleeves and wedding favors using 100% recycled paper. Co-owners Melisa and Jessica are hard working wives and mothers; Melisa is due with baby #2 in December! She is a professor of business and marketing at Edinboro University and is currently working on her doctorate. When not running around after toddlers, Jessica sews sample CD sleeves for clients and runs her own photography business – Live: Beautiful Photography. Melisa and Jessica happen to be cousins who grew up together in northwest PA and have fond memories of playing in the tractor-tire sandbox on their grandparent’s farm.

The process of starting a new photography business is overwhelming for many new photographers. Many get weighed down with setting up a website or blog, finding a proofing site, creating a good workflow, managing a business, designing a logo, developing their brand… oh yeah – and taking and editing pictures. It is a lot of work and with so many different options, it is easy to lose track of time and become frustrated with trying to find the best solutions.

This process of being overwhelmed and frustrated is what led us (Melisa and Jessica) to develop Kraft and Jute. Jessica, photographer of Live: Beautiful Photography, wasn’t happy with the choices of Digital Negatives/DVD Slideshow packaging. We tried using the standard slim jewel case, but it screamed “cheap.” We thought about buying a 5×5 trifold from White House Custom Color, but were overwhelmed with trying to put together artwork and figuring out a nice layout. We knew we couldn’t spend a fortune on really nice custom packaging, but at the same time, we understood the value of a great presentation to the client.

So what better way to solve your own problems – create something for yourself! And that’s just what we did.

We created our own custom, eco-friendly, packaging for digital negatives in which we drew a lot of inspiration from two different websites: Caroline Ghetes and The Paperieboutique

The whole process was organic. We had tons of different ideas swimming around in our heads, but decided (encouraged by economics) to use the resources that were around us – kraft paper, our printer and a sewing machine. The feedback and ideas from friends and family were also key in developing our own professional packaging solutions. We knew that whatever the end result, we wanted something that was simple, yet beautiful.

You can see where we are now in the process by visiting our website, KRAFTandJUTE.com. Yes, this is still a process! We first posted some listings of the packaging products we had created in our Etsy shop. The response from fellow photographers was overwhelming. We were very excited to see their logos and brands printed on our simple CD/DVD sleeves. They looked amazing! We strive to fulfill custom packaging requests from professionals like you that need something that will make their brand stick out (but not lose a fortune in packaging costs).

We continue to build on our standard packaging solutions but also work on a one-to-one level with photographers all over the world to make something that is unique, simple and beautiful for them.

Kraft and Jute products have expanded from the simple CD sleeve to now include: CD/DVD sleeves, double sleeves, custom printing, print sleeves, print folders, and deluxe gift bag packages (for the total presentation). There are so many more new product ideas in the works – just not enough time to do it all at once!

We have produced over 5,000 CD sleeves for photographers and brides since July 2010 and were just featured in the latest addition of Design Aglow’s Issue 11, “Presentation Perfection: Packaging That Inspires.”

Our clients LOVE the eco-friendly kraft and jute packaging. We hope you will be inspired to discover or create something beautiful for your treasured clients too!

SPECIAL OFFER: Receive 10 free Simple Stitched CD sleeves with every order of $15 or more until November 30. Mention the following code: “PicSeshu”.

This guest blog is by Andy Bondurant, co-founder and director of Senior Portrait Artists (spa) an organization dedicated to equipping and inspiring senior portrait photographers. spa holds an annual Event that will be held this year in Palm Springs, California, in February 2011. Feel free to follow Andy on Twitter (@spartists), Facebook or the spa blog. Find out more about how spa and spa Event can help your senior portrait business by visiting www.spartists.com.

One of the problems that confront photographers who create high school senior portraiture on a regular basis is the question “What’s too sexy?” It seems like every time I get together with a group of photographers, this discussion comes up. Everyone deals with it. I’ve posted on this question several times over the past year, and it has been one of the most viewed blog posts on the spa Blog to date.

In short, there is no real easy answer. You may please the senior, but not the parent or the parent but not the senior. Or you may be able to please both the senior and mother, but totally miss on the father. It’s a fine line to walk no matter how you approach it.

Quite a few years ago we learned a great tip from fellow senior portrait photographer Gary Box. He says there are three things that make up a portrait that may be viewed as too sexy.

1. Outfit
2. Pose
3. Facial expression

His rule is that you can get away with using any two of the above three at one time. However, once you combine all three, you will have an image that has crossed the line and officially become too sexy. So if a senior brings in an outfit that will expose quite a bit of cleavage be careful with either the pose or expression (as well as being willing to talk with the parent and senior about the outfit chosen and how it may look).

Now, here may be the bigger and more important question – even though you’ve pleased the client how do you choose an image for your advertising? It was a question that was raised in the spa Talk membership forum just the other day – “Is this advertisement too sexy?”

I recently read a great article about branding and marketing about how a funny image or advertisement is good but it does not compete with an image that creates shock. Both engage emotion, but the one that shocks causes movement in the viewer more often than the one that is funny. In all honesty, if you aren’t getting an email, phone call or letter every year or so that says you’ve crossed the line, you may not be close enough to the edge.

Again, it’s a fine line. A really fine line. When working to attract clients and potential clients to your studio the reality is that sex sells, but at the same time too much sex repels. The same three rules apply in advertising, like they do in shooting an image for a client.

It’s important to remember that in the end, high school seniors are kids. Many times they aren’t even 18 years old. They aren’t models, how you project them in your advertising can change the image they carry in their world (both for good or bad).

So, what do you think – have you been told that your work crosses that line? Do you agree that none of the images of high school seniors are “too sexy”, just right or completely inappropriate? Comment below. A dialogue is usually a spark for bigger ideas. Your voice is heard here!