Victor photography book by Hasselblad…

 

 The eagerly awaited Edition Three of Hasselblad’s much lauded VICTOR Photography Book is available this week and the accent is now even more firmly on the outstanding images that are being showcased.

Following its relaunch back in September 2012, Hasselblad’s book format publication VICTOR has gained plaudits from every quarter, due to its supremely high production values and the quality of the photographers who have been included. Issue Two continued the good work and further established the look, and now Issue Three is again going to be something special.

While the format remains the same this time round the mix of text and images has changed a little, with even more emphasis now being placed on the visuals and the scale at which pictures have been used. Otherwise the values that have quickly established VICTOR as a ‘must buy’ publication remain: exquisitely printed and hard bound, it’s more of a luxury book than a magazine, and the words, as before, are translated into a variety of languages, and so it’s accessible to everyone.

As with the previous two editions the line-up of photographers being featured is awesome: David Lynch, Matthias Koslik, Andy Rudak, Bernhard Edmaier, Alisha Goldstein, Laurent Segretier, Timothy Hogan, Derek Kendall, Klaus Thymann, John Robert Rowland, Morgan Fisher and Brad Harris. “We’re delighted to have pulled together such a celebrated line up of names,” says Paul Waterworth, Hasselblad’s Global Photographer Relations Manager. “It’s a tribute to how well respected the publication is that so many great photographers are prepared to contribute.”

While the overall look and feel of the publication is the same, and the price remains at a hugely competitive €20/GBP15/US$25 plus shipping costs, there has been a change in the way the magazine is distributed. Customers can still order VICTOR online at http://www.newsstand.co.uk to be shipped all over the world, but now all Hasselblad subsidiaries (UK, Germany, US, France and Japan) are also offering to supply the magazine directly.

More news and information about VICTOR magazine can be found online at
www.victorbyhasselblad.com and on Facebook at www.facebook.com/VICTORbyHasselblad

Get Paid More For Your Photography With Value Shifting

Do you have a hard time differentiating yourself from the price anchors of other mediocre photographers? Have you considered taking the Starbucks approach to your products? In this two part series by Spencer Lum, of the Ground Glass Blog, he takes you through the psychology and sales techniques to increase your sales. Check out part two below.

Price Anchors

Often times the biggest reason a photographer lost a job is because another photographer offered a much lower price. These are called price anchors and are a huge obstacle to overcome when booking a job. People will undoubtedly shop around for photography to get the best deal as we do in most situations. Inexperienced clients will treat photography as if it is a common commodity found at the local market. In these situations price seems to become the common denominator that wins bookings with clients and a leading reason why many photographers devalue their work. It it critical for you to have clear and concise reasons why you value your work at a higher price than Joe Schmo Photography down the street.

Probing

“Probing” is a term I always remember when selling anything. Open ended questions early in the conversation will give you ammo for later in the pitch. Probing questions like “have you ever hired a photographer before” and “do you have a clear idea of what you are looking for” and “have you shopped around for other photographers and if so what did you like or dislike about them?” These are all great questions to ask that get the client talking about what it is they are looking for and allow you to unearth any concerns they may have early in the conversation. If you don’t unearth these concerns, it’s likely they might not share them. When this happens, its likely they won’t make a decision on the spot and will keep shopping elsewhere.

Remember that if you are doing most of the talking in your sales pitch then you are most likely doing it wrong, no matter how great it is. Probe probe probe early in the conversation and then listen and encourage them to keep talking. You must then quickly address the concerns with a practical solution that meets their needs. This will alleviate any stress they have if you can offer solutions that address these concerns.

Increase Your Sales

In my experience, and explained very well in these videos by Spencer, it is critical to 1.) Educate your clients on the differences of what your products offer through value shifting, and 2.) Be upfront about the pricing from the beginning to get into the follow up questions more quickly to unearth any concerns. It’s important to address these concerns in order to offer alternative solutions that will meet their needs.

Remember that consumers are willing to pay a higher price for a superior product if you can differentiate your products and services with shifting the conversation to the value of your services and not just the price compared to other photographers. Changing the conversation from price to the value they are getting from having you shoot the wedding will help book clients who are on the fence. The value however, is up to you on what makes your products have more value than Joe Schmo down the road. Focus on value added services and not just awesome photos.

Also remember the example Spencer gives us about Starbucks and apply that mentality to the services that you offer that will differentiate yourself from the competition and elevate your brand to a luxury experience.