We’ve not had many updates lately and it’s well past time for a new podcast.  Dean and I will be in the studio next week.  Meanwhile I’ve uploaded a 16 minute podcast. I hope you enjoy it.

Rosh

Now is the time.

I know I’m sticking my neck out, but I believe now is the time to prepare for an upswing in our economy. 

The players that are proactive now, will win later.

Does this mean all the bad news is over? NO.  Are we at the absolute bottom?  I have no idea. 

But, I do know when the fear is greatest the bottom occurs.  Last week offered the greatest amount of fear our country and economy has seen in a long time.

Over the next three, six, eight months we will be hearing about the results of such fear. Such as rising unemployment rates.

But, the unknown will have been lifted and growth will occur.  Fast growth? Slow growth? We can only speculate.  But, the time to prepare is still now. 

How do you prepare?

First be smart.  Nothing will happen overnight, so, plan for the long term.  If you need to downsize your space to use or preserve capital, do it.

Advertise now.  Test and explore different advertising avenues.  Both traditional and new media are offering discounts.  If you do a little less than break even or better (you decide your threshold) than increase those areas of promotion and let go of what is not working.  Even if it has worked in the past.

Your competition is going to be conservative for a while. This is the opportunity to build your personal brand and gain market share or recognition.  This will pay dividends when the economy starts to grow again.

Increase your networking and build alliances that will strengthen your business for the short and long term.   Don’t hide.  Become even more involved in your community to help build greater name recognition.

Traditionally business people, including artists, become very conservative during downturns.  But, this is the time to be proactive.  Not foolish.  Smartly proactive.  You will not be disappointed a year from now. 

Rosh

Dean offers a thoughtful solo podcast on the value of a question.

New clients are hard to earn.  Yes, you earn them.  But, sometimes we get a little too relaxed and don’t offer the service good clients deserve. 

What is a good client?  Well, that is up to you, but one thing is for sure: if you don’t take care of your clients they will become someone else’s customer.

Sometimes clients become friends or a least close acquaintances.  They may be more understanding or flexible.  But, that doesn’t mean they should be the one suffering due to a lack of planning.  Even worse, being put on the back burner because of a poor customer that consistently places demands well beyond the call of duty and wanting it for less.

Here are a few things that your best customers should not hear.

I need more time

The project will be late

Will you deliver that to me? (Verse picking it up yourself)

I’ll get to you later

We don’t have it

You’re not invited

We can replace your business

Your order is too small

Could you pick up the tab?

We had to give yours to someone else

It’s not worth our time

I’m sure you can think of more related to your business. 

Rosh

I have a problem. It’s a problem many freelance people and artists have, consistent income.

Don’t get me wrong, I have lots of clients and good paying assignments. I am a “Prosperous Artist”. Unfortunately, I’m very inconsistent about invoicing my clients.

Many customers are invoiced as part of my workflow. This is especially true of my magazine clients, they are often emailed an invoice along with my assignments. That brings me to my next issue, I’m not always consistent in processing my images and completing orders quickly (unless a deadline requires it). I tent to batch my work.

After a few days of photography assignments I will then spend an evening processing my images. On another day I’ll complete the packaging and invoicing. Maybe one night I’ll just edit or work on my marketing. Again, batching activities.

As far as time management is concerned, this is a good thing. But, when it comes to consistent checks reaching my mailbox, it can be fest or famine. Most of my clients pay in about 30 days. So, if I’m very busy shooting, with little office time, it might take days before I get to the process of invoicing my clients and days again before the next round. The result, gaps. Days and even weeks without a check have occurred.

So, I’ve started a new program. An invoice a day. Every day, I must complete a project that will allow me to invoice a client. Every day, five days a week.

I’ve been on the program for about two weeks and I’m liking it. It forces me to finish projects that don’t have tight deadlines; so I can get an invoice out for that day. As a result, I’m serving my clients even better.

Again, I get very busy and many days, like today, I had three invoices, yesterday was one and the day before was two. I’m feeling good about this process. There are lots of side benefits. Everyone’s business is different. Maybe for you it would be five invoices a day, a painting a day, chapter a day or investing a dollar a day. The idea is to build some consistency in an inconsistent life that will help even out your business and cash flow.

Rosh

Dean and Rosh talk about “neophobia”, renewing and who is your best customer. Comment line 206 338 6642.

We talked about this video

Who’s creative : Artist Ed (Gonzo) Stross

Think about what makes for a good customer or client.   Make a list.  Below are some of the traits you might find on my list (no order).

Easy to work with

Pays quickly

Loves my work

Offers consistent opportunities.

Refers me to other businesses

Take your list and develop a vision of the types of clients that would fit your ultimate profile.  Do you know of any prospects that might fit the list?

Think about what characteristics you can’t live without. For example I like the trait “pays quickly”, but, I will not work with rude people. Clients must be easy to work with in my world.  Number two in importance from the list above is referring me often.  Referrals are one of the best methods of growing my business and I like happy customers that talk a lot.

Now make your list.  Few clients will meet all your desires ,so, prioritize your list.  Then create a target list of prospects and keep the list of desires and prospects accessible as a reminder.

What is on your list?  Share with us.

Rosh

Dean calls in from the road and we chat about “making connections”.  We talk about blogging, twitter, facebook and how to best share who you are.  How do you communicate and what are the best practices?

This podcast is about 30 minutes long.

No who’s creative this week.

Rosh

Word of mouth has been a very powerful tool in my business.  It usually starts based on my words from my mouth.  I am very careful about how talk about my company and how I train the people around me to talk about my company. 

We keep our words, ideas simple and easy to understand.  But, we also work hard to make those words interesting.  Boring ideas will not be repeated. 

Every time you talk about your business to your employees, business partners, people on the street or family members you are starting or continuing a word of mouth campaign.   That is why it’s important to keep it positive or say nothing at all. 

Even of the cuff remarks made to your spouse or close business associates will most likely be repeated in future conversations. You will likely talk to numerous people about your business over the course of a year.  It is important to think about what you are saying.

Have you thought about the topics you should are sharing.  The concepts and ideas you are hoping to spread.  Do you have a word of mouth campaign plan?  I do and so should you.

When people ask me about my business, they will hear about my travel.  Why? Because, it generally creates a positive impression about my company. If people are willing to spend money to fly me around the country to use my services or hear me speak, the impression is that I have the needed skills to do an exceptional job. 

I talk about my specialties; people, food and interiors.  I let them know about my low risk per image pricing system and why it’s a good way to do business.

If time allows, I will share stories and present some of my images.  But, usually I keep it simple.  I don’t want to overload people and create a bunch of static.  My goal is to share just enough information to peak their interest enough to make it worth remembering and repeating.

So, what words are you going to share?

Rosh