january 2007 - Professional Photographer Magazine

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PROFIT CENTER Clients often get their first impression of your work from your Web site, but they still use the telephone to ask questions and book appointments. Here are a few tips for putting your best voice forward. SMILE WHEN YOU SAY THAT! Smile when you answer the phone, even though no one’s looking. Not only does smiling remind you to be friendly and courteous, it actually makes you sound more pleasant. It’s hard not to connect with a person with a cheerful attitude. Let callers know you’re glad they called and that you’re eager to help. WHAT’S IN A NAME? Everything. Always answer with your name as well as the name of your business, and ask the caller’s name right away. I always have a pen in hand when I answer the phone so I can I jot down the caller’s name. (It’s all too easy to forget a new acquaintance’s name during a conversation.) Use the caller’s name once or twice to 36 • www.ppmag.com STEVE KOZAK, M.PHOTOG.CR., CPP Every incoming call is a valuable opportunity to establish a rapport with the caller, and strengthen her good impression. Have them from “hello” ©Getty Images make the conversation more personal. WHAT CAN I DO FOR YOU? Before ever discussing prices, I inform callers about the benefits of our pre-session consultation and a bit about the session itself, such as how long it will take, the number of outfit changes the session includes, and the grooming accessories to bring. I let them know we can take different photos intended for specific people, and about our image review policy. All that before I discuss a la cart and package pricing and promote our selection of frames. The more information I provide, the more secure the client feels in choosing me as her photographer. LEARN YOUR LINES. Remember these four words, “Are you familiar with…?” Now fill in the blanks: our studio, our sessions, our preview policy, wall groupings, our specials, how we protect and mount your prints, which clothing will work best for your session. THE PRICE IS RIGHT. When the conversation turns to pricing, the first thing I do is invite callers to visit my studio to see the quality my work. I discuss the range of prices, from high to low. I say they don’t need to know exactly what they want at this point, and that most clients make their decision after seeing the images. Then I suggest they go to my Web site while we’re talking, and direct them to the online pricing info that’s pertinent to their needs. I review this information, then suggest that we go ahead and schedule a session. TERRIFIC TWOS. I never say, “When would you like to come in?” Instead, I present a choice of two dates and times: “Do you prefer next Tuesday at 2 p.m. or Wednesday at 10 a.m.?” If neither suits, I present two more dates a bit farther out, subtly conveying how busy I am. This method gives me control over my calendar instead of letting it control me. Scheduling an appointment requires a credit card payment to reserve the time. I always have the client repeat the date and time and then I say it again so we’re in complete agreement. I repeat the information when I confirm the credit card charges and review the cancellation policy. I write the date and time of the appointment on the receipt, which I immediately mail to the caller. QUALITY TIME. I avoid picking up a call when I’m with a client or am unable to spend sufficient time with the caller. I return calls as soon as possible. I use a headset with the phone so my hands are free to jot down information. I take lots of notes about the caller’s preferences and pertinent personal data. When next we speak, callers are always pleasantly surprised that they’ve made a lasting impression with me! ■ Visit Steve Kozak’s Web site at www.stevekozak.com.
(Redeem for added value) What can you expect from Albums Inc? A redesigned and user-friendly web site … a wealth of affordable albums and supplies … and sales reps that can make a real difference to your operation. Albums Inc. is an employee owned company. WANT TO SET YOURSELF APART? JUST ADD ALBUMS INC. OR TO BE MORE SPECIFIC, ANY OF THE SIX CUSTOM ALBUM LINES WE OFFER. Whether you want the impact of a digital coffee table book like Equinox… or the innovative design of a matted gem from Jorgensen... Albums Inc. can offer you more of the custom styles, colors, and options you need to get noticed, and stay noticed. So go on. Get the last word on custom from the fi rst company to carry it. It’s easy to set yourself apart when you add Albums Inc! 1.800.662.1000 www.albumsinc.com
Page 1 and 2: ©Gregory Heisler JANUARY 2007 | WW
Page 3: Announcing GP Albums After 73 years
Page 6 and 7: CONTENTS PROFESSIONAL PHOTOGRAPHER
Page 8 and 9: Enhanced Webshow New look, larger i
Page 10 and 11: EDITORIAL Celebrating 100 years KIC
Page 12 and 13: 12 • www.ppmag.com Professional P
Page 14: ©Tom McDonald from the files of th
Page 18 and 19: ©Dennis Craft DENNIS CRAFT While v
Page 20 and 21: Welcome to the Most Comprehensive W
Page 22 and 23: CONTACT SHEET What’s New, Events,
Page 24 and 25: CONTACT SHEET (continued from p. 23
Page 26: CONTACT SHEET Building a Dream Calv
Page 29 and 30: After a couple of decades on the jo
Page 31 and 32: interpreted as too intense; too lit
Page 33: PROFIT CENTER Think about flirting.
Page 38: PROFIT CENTER I recently had an ama
Page 42 and 43: The award winning Premira album dig
Page 44 and 45: THE GOODS PRODUCT CLOSEUPS BY KAREN
Page 46: If you want a less pricey album tha
Page 50 and 51: THE GOODS: PRO REVIEW The shooting
Page 52: THE GOODS: PRO REVIEW Epson ups the
Page 55: tray, so there’s just one layer o
Page 59 and 60: Watch your business grow by leaps a
Page 61: THE GOODS: PRO REVIEW Image stabili
Page 64 and 65: an adjacent vessel. Both yachts wer
Page 66 and 67: THE GOODS COLOR MANAGEMENT BY ANDRE
Page 68 and 69: THE GOODS Lightroom offers three op
Page 70 and 71: THE GOODS: TUTORIAL You find the pe
Page 72 and 73: THE GOODS: TUTORIAL tint. When you
Page 74: ‘‘ THE GOODS: TUTORIAL All you
Page 77 and 78: about storing and backing up images
Page 79 and 80: architecture and modern design, Lit
Page 81 and 82: True Black & White Prints from Digi
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All images ©Jeff Lubin Flashy tren
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PORTRAITURE kind of other artwork o
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Regular BY STEPHANIE BOOZER All ima
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He borrowed his dad’s 35mm camera
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on the region’s residents. “It
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Workfl ow. Image Management. Busine
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PEOPLE PERSON BY STEPHANIE BOOZER A
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magazines and book covers. Staying
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Photoshop World is coming to Boston
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WIN A$3000 HOT ONE SHOPPING SPREE!
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(Continued from p. 106) pumped on t
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All images ©Hollye Schumacher
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get married outdoors it’s because
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My association with PPA has been an
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alance
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was a success, but the patient died
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painted, very funky looking portrai
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TOOLS FOR PHOTOSHOP PROFESSIONALS P
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March 17-21 C: PPSNY, Conference Ce
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January 28-February 1 Lamarr Willia
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Gary Meek was in the wedding busine
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Today Association News for Members
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07 EVENTS IMAGING USA Henry B. Gonz
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07 EDUCATION MERIT & DEGREE PROGRAM
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© Bruce Belling © Carol Ann Dwyer
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ppa= propels protects guides opens
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January 2007 • Professional Photo
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ProductMall SOMETHING PixPen The Pe
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UNITED PROMOTIONS, INC. • FULL SE
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January 14-16, 2007 San Antonio, T
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Thank You to the IMAGING USA SPONSO
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IMAGING USA JANUARY 14-16,2007 SA
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© Eastman Kodak Company, 2007. Kod
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Clients get emotional. Create slide
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PASSION WITH POWER PERFORMANCE WITH
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Bumper Stickers Century Marketing 7
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Welcome to the Most Comprehensive W
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Photo by Fotoquintero.com We bring
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13. Carry a notepad and pen to jot
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Don’t MISS January 14-16, 2007
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General INFO Imaging USA January 14
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Adobe Photoshop and Lightroom for P
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2007
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