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| Black River Landing
We encourage everyone to come join the fun at the Landing. This is our forum and hangout for several thousand of our professional clients. | |
We appreciate the opportunity to inform you of our ongoing launch of new products and services. Please take a moment to look below at what is new this week at Black River Imaging.
Feel free to visit our website for more information about these and other products. If you are new to Black River Imaging, don't forget to create a login to get started.
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NEW - Puzzles and Mouse Pads
We have two new specialty products that we're excited to announce. Puzzles and mouse pads are popular gifting items for a variety of clients. We take your image and adhere it to the puzzle or mouse pad using a heat sublimation process.
Puzzles are slightly smaller than 7x10 and include 30 jig-saw pieces. To make this product durable and protected each puzzle is mounted to a 1/8" masonite board and arrives in a clear plastic folio case.
Mouse Pads are 7.5x9 begin with a bright white cloth cover for excellent photo and color reproduction. Mouse pads are a great item for your clients to take something personal to their office.
Puzzles and mouse pads can be ordered through the Black River Imaging Software in the 'Metal Prints and Specialty Gift Items' catalog.
If you would like some more information about these Specialty Gift Items please visit our website for details.
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Facebook
Don't miss out on the FUN!!!
If you're looking for a fun way to keep up with everything going on here at BRI then join us on Facebook! We love seeing your work as well as hearing from you and know our other likers do as well.
What some people are saying about us on Facebook
Bobbie J. Sutton - I LOVE the fact that you guys really DO listen to us! Thanks!! We love you! Do you get that?
CL Steele Studio - You folks at Black River Imaging have done such a wonderful job with your split image gallery wraps! They are AMAZING! We can't wait to get our hands on a few! =) Good job!
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The BRIdge Contest is a weekly chance to win
Black River Imaging products.
10x10 Photographic Preview Book
All you need to do to enter is just simply click on the banner above.
Our Photographic Preview Booklets are a very professional presentation for your preview prints with a minimum amount of work on your part. It has the look and feel of an album because we bond the pages back to back and use a wire binding. You may choose to display 4, 9, or 12 images on each 10x10 pages. You may also select to add a black padded cover (same as the Nexus cover) to give a more finished look for your client.
This week's offer includes:
- 10x10 Photographic Preview Book
- $47.45 value
- 10 pages/sides
- Choice of 4, 9, or 12 preview images on a page
- Wire bound
- Black padded cover
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We Congratulate Our Previous Winner:
Previous winner:
16x20 Standout Mount
was won by Cybil New
of Cybil and Brandon Photography
in Camby, Indiana
www.cybilandbrandon.com
Click the website link above if you'd like to send Cybil a notice of congratulations!
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Are you your business' Billy Mays?
Part 1
Most of us already know who Billy Mays was especially if you have ever spent anytime flipping through the channels late at night. Billy Mays was a pitchman for all those wonderful 'As Seen on TV' products. He was loud, intense, excited, knowledgable, and over the top about the product he was selling that night. All of us can learn about the sales process from the late Billy Mays.
There have been many occasions that I reached for the phone to order the product of the night after watching one of his presentations. I would stop myself and think "WHAT ARE YOU DOING? YOU DON'T NEED ANOTHER KITCHEN GADGET!" So I would put the phone down and save myself $19.99 plus the cost of shipping and handling! The real question here is how did I get to the point of thinking and wanting that kitchen gadget so bad that I was dialing the phone?!
Billy Mays was the perfect pitchman. He knew his pitch or presentation like the back of his hand. He would pitch different products using the same technique over and over and over. Let's take a look at his technique.
At the beginning of every infomercial he would walk into the set and say 'Hi! Billy Mays here for the Quick Chop!' Right off the bat, he was excited to be showing you something! You know why he was excited? Because EXCITEMENT IS CONTAGIOUS! If you are not excited about your product, then how can you expect your customers to be EXCITED about your product?
Secondly, Billy would go immediately into describing the product using phenomenal adjectives. It's fast, easy, quick, safe, etc, all the while maintaining his excitement. How do you describe your product? This can be a little tricky here because not only do we, as photographers, need to describe our photography but we also need to describe the experience of having pictures taken to our customers. For example, if you are doing a family session and you know that dad is a very busy business man, you shouldn't paint a picture of the experience as going to be a long drawn out session. Dad has other places he needs to be. So describe it to him as a fun, fast, 15 minutes with his family. Get dad in and out the door.
Thirdly, Billy always let the 'secret' of how a product works out of the bag. We need to let our clients in on a secret too! Let's go back to the scenario with dad the busy businessman. Tell your customers the secret to making your family session fun is to come prepared. By prepared, I mean dressed, ready to go and be prepared to laugh, smile, joke and have FUN! After all, photography is not brain surgery or rocket science. It should be fun and relaxing! So make it fun and relaxing!
Up to this point, Billy has not even mentioned price! He has shown us excitement, the product, how it works, and told us a secret! And most of us are ready to buy! Right?! I know I am!
So now the Close! Billy shows us the product again, demonstrates how easy it is to use it and the ease of clean up. Then he gives us the price! This is when we recap with our clients how the session is going to go. You might say something a little like this: 'On the day of your session, you all will want to arrive a few minutes early. Come dressed and ready to go so when you get here all you need to do is check your hair and makeup, Mom, to make sure you look your very best. Dad, you will want to make sure your shirt is tucked in and looking good. We will then head outside. I will start with you, mom and dad. Do some images of the two of you together, because after all, this beautiful family started with just the two of you and the love you have for each other! Then we will add in Susie and John. We will do some images of the family. Then Dad, I am going to do some images of you and John. After the images of you and John, Dad you are free to go if you need to. Mom, you, Susie, and John will stay behind so I can shoot some images of you and Susie and the children individually to complete your wall grouping. Sound Good? Great! Your session fee is $60. I am SO EXCITED for your session!'
At this point, Billy does something to entice you even more to buy! He includes 'NOT ONE BUT TWO! YES I SAID TWO QUICK CHOPS all for the low low price of $19.99.'. This is something I want all of you to think about. What can you do to entice your client to buy? Give them free wallets? a free gift portrait frame? a free candle from a local candle maker? What can you do to help close the deal? This does not have to be something big, just a little something. Something they can go home with on the day of their session, as a thank you.
Billy leads us down the path he wants us to go. He shows us the product, how it works, how easy it is to use and clean up. He gives us the price and then makes it more enticing by adding a little something extra to our order. All to get us to buy in the end. We need to be leading our clients down the path we want then to go. In order to do so, we need our clients to trust us, know that we got the shot, and that their experience is one they will tell their friends about. We, as photographers can achieve this trust, through excitement, knowledge, confidence in our abilities, pricing, phenomenal products and experiences for our clients.
I urge each and everyone of you to get on youtube.com and watch some of Billy Mays' infomercials that are on there. Study, learn, apply his techniques to your business. It will make you a better sales person. I promise!
Stay Tuned for Part II 'Billy Mays' and the Sales Presentation!'
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What's Going On at the Landing Forum?
Here are some HOT THREADS going on at our professional photographers forum. Come join the FUN!!!
Computer & Software Talk
Laying out Album Pages
Wedding Photography
The New "Jump Shot"
You'll need to be logged in to view these threads. Black River Landing requires a user name that is separate from your BRI account. Click here to register for the Landing.
Black River Landing is open to all professional photographers so encourage any of your fellow photography friends to join in and learn and/or contribute to making us all better at our craft.
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