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You Need to Be a Salesperson First and a Photographer Second

April 28th, 2010

Blake Discher on the ASMP’s strictly business blog points out that, “Even in these stressful economic times, your business will be more successful if you are willing to recognize one fact: you need to be a salesperson first, and a photographer second.

Blake’s post caught my attention because he was saying the same thing in a different way, that I point out in my business e-book. Many times photographers are attracted to photography by its creative and technical aspects and think that if they just create outstanding quality or highly creative work that clients will some how find them.

Blake also addresses an issue that I hear coming up with real estate photographers all the time. That is, sell your value rather than your product. He quotes marketing author Seth Grodin that says, “You need to increase your value. If people don’t want to pay, it’s because you’re not delivering enough value for the money you’re charging. You’re not selling a commodity unless you want to.

Read the whole post here.

By the way, The ASMP strictly business blog is a great source for business advice for photographers!

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5 Responses to “You Need to Be a Salesperson First and a Photographer Second”

  • […] 1 votes vote You Need to Be a Salesperson First and a Photographer Second Blake Discher on the ASMP’s strictly business blog points out that, “Even in these […]

  • […] This post was mentioned on Twitter by Rob Armstrong, Larry Lohrman. Larry Lohrman said: You Need to Be a Salesperson First and a Photographer Second http://goo.gl/fb/zh2e5 […]

  • Thanks for the mention Larry. I write about negotiating and web marketing in my personal blog at http://www.groozi.com. Some of it may be pertinent to your industry as well. Best regards, Blake

  • I can’t stress how important this part is. I started out on my own in October with a mentality of my images will speak for themselves. Figuring out what you’re selling points are is crucial, especially if you’re in an area with competing companies. I struggled to find clients until I started relaying how long it took to shoot a home and how quick the turn around is. Ever since I started doing that business has been picking up. Just the other day I found myself looking back on what I was like in October, going to open houses and talking to agents versus now.

  • I agree that marketing is a major component of RE photography… as much as we dislike this aspect of the business it’s important to generating new business. Our first sales meeting was a learning experience but it taught us what our weaknesses were and gave us the impetus to hone up our marketing skills. The worst thing that ever happened to me on a shoot was walking through a screen door. The worst thing that ever happened to me at a sales meeting was stage fright… which I quickly overcame. And we got a new client on the way out.

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