This blog posting isn’t directly about professional photo lab services or new professional photography studio techniques. This posting may though provide you with additional photographic opportunities that you will then be able to use your professional photography skills.
Today’s idea for January is for you to make a list of your top business customers. This could be a hospital, realtor, dance school, nursery school or sports league. Make a second list of the competitors of these people who you would like to gain as new customers in 2012. Next make a short script outlining what you would like to learn from these existing customers and what they have planned for 2012. Try to learn of any changes or new direction in their business.
Thank your customers for their business of course and ask how you did this year. Get a score card assessment from them of your service. Ask if they have any thoughts or suggestions as to new, additional or modified services you should be offering them.You can ask them about specific projects they have coming up that you could be getting ready to work with them on in 2012. If there is a project, determine the best time to follow up and whom should you contact.
You might inquire about your contacts personal goals for 2012 if possible or appropriate. Determine how their goals might impact your relationship.
Combine all the information you have learned from your current customers. You might have learned of some important industry or local trends. Now looking at your new lead list, design a script outline comparing things you can offer to similar business that you already know the market is moving toward. Remember to explain these ideas as benefits to the business.
For studios who do not work with companies or groups, you might make a list of your top 5 families. Beyond the natural thank you ask about changes taking place in their family during 2012. There might be a new birth, graduation, marriage or job promotion coming up. Determine the best time to follow up with them about this opportunity.
Your big goal in all this is to solidify past customers and gain a few new ones for 2012.