Highjacked Price List!!

[The Bing]

Thanks for all of your help and suggestions!

I'm learning a lot from your advice.

I will look into how to do a SWOT right away.

How would you suggest I go about investigating the competition?

In my case, most of the photographers in the area operate out of their homes, and I haven't been able to locate websites for them...

[zappo]

That's a tough one. Personally I go to a lot of events for businessmen that are in my region and try to talk to the people. You know, keep your friends close and your competitors even closer...

In fact it's really hard to get valid information, a simply method is to ask someone you know to gather some offers. Just let them phone with the competitor and ask what a wedding will cost, what he offers and why they should assign to him. Actually you would call this a "market study" . Costs a lot of money if you want McKinsey to do this...

[The Bing]

zappo,

That is a great idea!

I have a few friends that would be more than happy to help with a "market research" study.

[habed]

Look into the local newspapers and yellow pages. Visit their webpages and gather all relevant information. Do the friends calling them thing so you know about prices and services. IF you can, make them a list of questions you get asked to see differences. Then you'll know if you are in advantage or disavantage on any point.

Whenever there's a wedding, there will be a photog. If you drive by one, stop, look how they work for some minutes, aproach him/her ask for a business card. Do as much market intelligence as possible.

Remeber that, if you try to position your business based only in price you'll loose many contracts. Do the SWOT but it is very important that you are very objective when doing it. You must be your hardest critic. And when you gather all the information about competition, do a SWOT of them too. Identify their weaknesses because they will guide your strategy. Yes, business is just like war.

If you like to read, buy The art of the war by Sun Tzu, all you need is there.

One of the most important rules of doing business is "know your prospect" So when you get an appointment with a new prospect the first thing you do is visit their website to know what they do, who are their customers, competition, some sites have their last year's financial statements, etc..... So you are one step ahead when meeting with them. One of the wonders of the Internet is that almost everybody is on the internet. So Google the person you're gonna meet. You'll find interesting things that will become your tools to do a good rapport and get the sale.

A few months ago I was meeting with a woman who was going to get married. I searched on the internet and found out she is a famous chef. I looked at her backround and even found photos of her bachelorette party so I knew what topics to talk about. I got the contract.

Let me know when you get your next meeting with a customer and how it went.

Buena suerte

Humberto

[Ram8982]

As a salesman .. working in the sales and marketing field .. this is usual .. so sorry that it happened to u .. but it will always happen just like others did ..

tips:
1- Advertising, advertising, advertising .. I don't know why people usually drop this word from their marketing strategies .. marketing starts with advertising .. u can make Ads in news paper .. classified in local forum .. print Business cards and give it to any one that u might or might not think that they will hire you .. Did i mention advertising??

2- Marketing strategies are built on researches, what she did was the research .. do ur own research .. send someone that she doesn't know to ask for prices also .. u will get the figures .. do that with all the same quality photographers in that area .. and see if u can consider ur prices ..

3- Offers .. people r always into offers .. What?!! yes Offers .. offers, promo .. use these 2 words and u will thank me later .. offer an additional service .. let's say for ur normal package of 200 photo there is one photo to printed as Tarpuline with a very big size FOR FREE .. or a photo printed on a t-shirt or a mug or wutever ..

4- create a website, and put it every where .. as u mentioned u have one .. but i didn't find any link in ur posts that mentioning ur website .. u know wut .. i might be right now in ur area .. and u might lose me as a customer cuz u didn't mention ur website .. Add it on ur signature lady ..

5- if u can't get the marketing job done, u might consider highering ppl based on commisions..
We do sometimes hire ppl and offer them a high commision ..we don't give them salary .. but if they got a deal they will get commision of 1% on groos sale or 25% fron the net profit .. *percentages are up to u* it's just an idea ..

hope that these tips r helpful for u ..

[The Bing]

habed,

Once again you have proven why all your clients fall in love with you right away.

I have begun searching through the newspapers and online. I was amazed at how much info I was able to find out about my competitors in such a short time.

I love to read! I'll be picking up "The Art of War " soon. Thanks!

Ram8982,

Thank you also for your helpful suggestions!

I added my website link to my signature and I'll be sure to step up my advertising and marketing.

Thank you so much for the suggestions!

[WPCatfish]

How about using a 'fake' price list and verbally discounting from there? We used to do that when I was in cars...

When you're talking to the prospect, sell the 'sizzle.' In a broad aspect, the products can appear to be the same as a competitor is offering, make sure you're accentuating the differences and what added value they get from you that no one else is mentioning. They might be offering some of the same services or options, but if they don't specifically mention them and you do, it can be perceived as an advantage for you.

We went with the highest priced photographer for our wedding, and I'm sure it was no coincdence that he spent the longest time with us going over every detail of what services he would be providing and what finished product options we had available to us. A far cry from the one we saw who gave us a package list and couldn't even guarantee who would do the actual photgraphy.

[The Bing]

Originally Posted by Sjdj12995

How about using a 'fake' price list and verbally discounting from there? We used to do that when I was in cars...

When you're talking to the prospect, sell the 'sizzle.' In a broad aspect, the products can appear to be the same as a competitor is offering, make sure you're accentuating the differences and what added value they get from you that no one else is mentioning. They might be offering some of the same services or options, but if they don't specifically mention them and you do, it can be perceived as an advantage for you.

We went with the highest priced photographer for our wedding, and I'm sure it was no coincdence that he spent the longest time with us going over every detail of what services he would be providing and what finished product options we had available to us. A far cry from the one we saw who gave us a package list and couldn't even guarantee who would do the actual photgraphy.

Thanks, in the past I think I have neglected to emphasize all the extra things I do for my clients.

But from now on I will be sure to break down every little bitty thing I throw in!

Thank you for the advice!