Stop Chasing THESE TYPES of Clients
Beyond the Image Podcast
Photographers - there are two types of clients we need to STOP chasing. Clients who don't have money. Clients who don't want to spend money. Instead - let's focus on how we find clients who do have the purchasing power and purchasing assets to support our creative endeavors. https://jamespatrick.com/
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Why Your Social Media Sucks
Beyond the Image Podcast
Social media was never particularly easy - but it sure was a lot simpler. The way to achieve engagement has completely shifted (and we've lost count how many times that has happened). In this episode of the Beyond the Image podcast - we dive into what needs to happen on your social channels now based upon how audiences are consuming content. https://jamespatrick.com/
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Make Better Photo Bids & Proposals
Beyond the Image Podcast
If all you are sending a prospective client is an estimate sheet - then you are drastically under-selling yourself as a creative. In this episode of the Beyond the Image podcast - I dive into my strategy for crafting and desgining well curated proposals that I send to clients when bidding. https://jamespatrick.com/
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Should Photographers Niche?
Beyond the Image Podcast
In today's episode we answer the question "should photographers niche?" YUP! Yup they absolutely should! In this episode of Beyond the Image, host James Patrick dives into why photographers should carve out their specialty and unique selling proposition as well as unpacking the biggest fear they have when it comes to niching down. If I niche down, then I won't get hired for other work again! The reality is - that simply is not true! https://jamespatrick.com/
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Should Photographers Also Do Video?
Beyond the Image Podcast
In this episode we answer the question; should photographers also provide video services to clients? Overwhelmingly yes! Without question. Either they need to learn how to construct and deliver video files - or it is important for them to form a partnership with a videographer to offer their services to clients. Client demand for video assets has only been increasing exponentially. In order for a creative professional to stay competitive - they have to find ways to meet client demands and expectations in today's marketplace. https://jamespatrick.com/
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I Got Hired With ZERO Experience
Beyond the Image Podcast
I've been hired to do a handful of gigs over the last three decades with zero experience. Everything from selling wedding rings to modeling for an off campus student housing complex. But what is even more intense is the fact that I built a photography career over 20 decades having no prior experience. That I built a podcast from the ground up never having spoken into a microphone before. That I created not one, but two, best selling books having never published a book prior. This is not to say that mistakes were not made or that I did not often fail (I did, a lot). But I never allowed a lack...
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Independent Publishers Taking a Dump
Beyond the Image Podcast
As traditional print media scrambles to find firm ground despite crumbling atrophy - the thing I was still so excited about and hopeful for as a creative was the rapid emergence of unique, fresh, bold and innovative independent publishers. Sure, independent publishers have smaller budgets (if any) and the audiences are certainly a bit more finite. But also, there is far less overhead, the audiences are hyper focused and there is more bandwidth for creative exploration. Unfortunately… the same greed, which has been eradicating traditional publishers is now infecting...
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Photoshop Controversies
Beyond the Image Podcast
In more than 20 years as a photographer, I've had a few photoshop controversies. There have been times my work was accused of being over-edited (it wasn't) and there were times I even got fired because I refused to edit work beyond what I was comfortable with. The reality is that it has become increasingly difficult to distinguish between what is real and what is art. The abundance of photo editing apps, filters and AI-enhanced manipulations has only added to the confusion of authenticity. The result is to simply label everything as fake, inauthentic and misleading. But let's unpack the nuance...
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Learning to Use Gels in Photography
Beyond the Image Podcast
I honestly thought that just by owning a pack of color gels that my photography career would immediately be transformed and I would instantly be more creative, professional and respected. Spoiler alert - all I learned at first was that I didn't know squat about how to use gels effectively. In this episode I talk about the steps I personally took to actually learn how to use gels from lighting backgrounds to creating atmosphere to accenting a subject to actually working as the key light and beyond. Next week I am going to be hosting a live workshop at The Hive Studios showing you how to...
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When the Client Sucks… and When They're Actually Right
Beyond the Image Podcast
As a creative, dealing with difficult clients is inevitable. From unrealistic Photoshop demands to impossible shoot conditions, I've seen it all. But sometimes, the problem isn't the client—it’s us. In this episode, I dive into real-life client horror stories, unpack when the client truly does suck, and discuss the critical times when they have every right to be frustrated. Whether you're a creative professional or a business owner hiring creatives, this episode will change the way you handle client conflicts—on both sides of the transaction. Tune in to learn how to navigate tough client...
info_outlineWe’re going to be diving into something that I guarantee makes every single one of you a little bit uncomfortable. We’re going to be talking all things sales. I get to chat with a dear friend of mine, Steve Valentine.
WHO IS STEVE VALENTINE?
Steve Valentine is an investment specialist, a real estate strategist, and a sales master. When he was 20 years old, he transitioned from the automotive field into the real estate world. Him and his dad became a powerful real estate duo, but also suffered some major financial blows around 2007. Him and his wife decided to go in a different direction in real estate away from his parents where they found success in their own space.
Steve believes in relationship selling and accredits his success to utilizing relationship capital in all he does.
BEING A GUIDE NOT A HERO
Steve believes it’s important to let his clients know he is here to guide them through the process. To help people, he provides insight on things he’s learned and leads people to a decision they already are wanting to make.
“Before you ever sell anything, the relationship has to be created.”
Steve makes it a point to add value to each relationship for free before ever starting the selling process. This creates trust which leads to the sale.
BUILDING TRUST
Asking questions is a great first step to learning about your client and what they genuinely want and helps to begin creating that relationship. Steve always asks his clients questions so he can dig deeper and uncover all the variables that are playing into their decision.
FINDING THE VARIABLES
In sales, we have to ask the right questions. The variables are the things that change from person to person.
For example, in Steve’s business he asks:
- How are your finances?
- Can you still afford this if you suffer a job loss?
By finding the variables, it allows you to find their why and gives that client clarity on their decisions. As a salesperson, this helps you serve your client in the best way possible.
WHAT MOTIVATES YOU TO SELL?
Steve emphasizes the importance of genuinely wanting to help someone, even if that means not getting the sale right away. At the end of the day, it shouldn’t be all about money. It should be about truly helping someone and building that relationship. Oftentimes, it will lead to a bigger sale later if you continue to build that relationship correctly.
CONNECTING TO PEOPLE VIA SOCIAL MEDIA
Steve has found great success on social media, namely on his stories. After deciding to go all in on creating content for his stories, he shares behind the scenes footage and peaks into his daily life regarding family, investments, and real estate. He has found that people love seeing what he does in all areas of his life and it makes them feel very connected to him. He believes it’s even more important to stay authentic in how you show up in social media. He wants people to know what they’re getting ahead of time.
“Show up on social media as you do in person.”
KNOW WHO YOU ARE AND KNOW WHO YOU AREN’T
When you start, figure out who you are. This is who you should want to be in everything you do rather than comparing yourself to others and changing who you are.
“Be who you are and do the things that you do good, so that you can shine as only you can shine.”
It’s all about finding your own platform and what differentiates you from others. A consumer is looking for you to help solve their problem. Your job is to find out what the consumer wants to accomplish and stand out from others to help them accomplish it.
“The bigger the problem you solve, the more money you’re going to make solving it.”
MORE FROM STEVE VALENTINE
Tune into the episode to hear Steve share in detail about how he’s been successful in sales and strategies that will up your sales game. Steve shares great advice and things that have worked for his clients time and time again.
Follow Steve on Instagram @stevedvalentine to learn more and follow along!
CONNECT WITH HOST JAMES PATRICK
https://www.jamespatrick.com/coaching - To apply for 1-on-1 business coaching
https://www.instagram.com/jpatrickphoto - Follow in IG
Text James at (480) 605-3254
This episode is brought to you by www.FITposiumPLUS.com where you get monthly live coaching and education modules to support you in your business development goals!
Audio drops courtesy of ZapSplat.com