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Copyright © 2010 by Jen O’Sullivan http://www.jenosullivan.com
Beverly Hills Wedding Photographer, Jen O’Sullivan is a boutique wedding photographer who specializes in portrait journalism.
Jen O’Sullivan Boutique Wedding Photography | 357 South Robertson Boulevard, Beverly Hills, California, 90211 | 310-494-6547

Doing a bridal show can be one of the most exhilarating things you do. I am literally on a high when I come back from the, and no, I don’t mean a sugar high from all the cake. There is so much energy surrounding shows: talking to brides, meeting new specialists, seeing old friends. If you have never done one, I encourage you to read on. If you always do them, I also encourage you to read on. There are so many things I have learned over the years of doing shows and I ALWAYS see other vendor not making the most of it. So, from start to finish, here are my tips.
There are three things I will be going over.

1. The Research. Find the right show for you.
2. The Show. Be prepared but don’t over do it.
3. The Aftermath. Follow through immediately.

THE RESEARCH

1. Check out the calendar for upcoming shows on Wedding Wire.

2. Try before you buy. Literally go to as many shows as you can. They are all so different.

3. When you are at the show really pay attention to what types of brides are in attendance?

4. Ask yourself, “Who is YOUR bride?” Really figure this one out.
How old is she. Are her parents still married? Is family important? What is her style? What kind of clothing does she where? Where does she shop? What kind of car does she drive? What are her personality traits? Is she a college grad, currently in college, an artists, etc.? Is she paying for your services or are her parents? If her parents are, what type of people are they?

THE SHOW

1. Be prepared but don’t over do it.

2. Your work should look clean and should be free of excess (unless of course you are an over the top event designer, then by all means go for it.)

3. Show your personality.

4. Have some sort of draw in. Moving Visuals, Photo booth, cake (yum!).

5. Don’t worry about free giveaways. They are, for the most part, a waste of time. However, if you want to give something away or participate in the swag bag, see photos above and below for ideas.

6. ALWAYS capture their information. Names, wedding date, venue, budget, emails, phone, address, something specific you need to follow up with them about.

7. Don’t give out your price sheet. Tell them an estimate.

8. Give them a reason to contact you again.

Inside tips:
- Brides are usually marked, guests are usually marked, and vendors are usually marked.
- Be open to EVERYONE. You never know who you are going to meet. You cannot judge people based on what they look like. Most people who do not have money dress like they do and those who do dress like they don’t.
- When a bride walks up talk about HER, not you. This is the #1 mistake other vendors make ALL THE TIME.
- When you capture their information be thorough. Ask questions. When they leave fill in the blanks.
- Bring a laptop to capture their info.
- Look professional and stylish. Wear something dressier than you normally would to shoot.
- Stand in front of your table to the side. Never sit behind it looking up. You will look weak if you sit all day.
- Bring an assistant that looks the part. Someone who is personable and knows your products and services.
- Hold back some information so you have a reason to contact them.
- Set up early and then walk the show and collect EVERY vendor’s card only. Forget about all their marketing materials. Also, if you can, bring your camera and have each vendor pose in front of their booth then take a few detail shots of their display.
- DO NOT TEAR DOWN EARLY. If the show ends at 4pm you should be tearing down at 4:05. Here is why… I always seem to meet someone who is late to the show and is looking to talk wedding right at the end. If I tear down, I will be unprepared. Also, you paid to be there, take advantage of every second.

THE AFTERMATH

1. Follow through immediately.

2. Take your captured list that very evening and send out an email to each of the QUALIFIED brides you spoke with. Write something like this:

Hi Julie, It was such a pleasure meeting you and Brett. Here is a link to the engagement website for my clients and the sample photobooth photos I was telling you about. I know you will love them! Let me know if you would like to set up a time to chat more about your wedding. It already sounds like it will be a wonderful party!
Enjoy this season in your life! These are exciting times.
Jen

3. Write and mail them a hand written note and include your promotional materials.

4. Upload any images you took at the show and load them to your blog.
- Email all the brides as well as the vendors a link to your site first.
- Load the same images on Facebook. Each image should be watermarked with your logo as well as fully marked with ALL your contact info. Invite everyone (brides and vendors) to connect on Facebook and then tag them as they accept your connection.

5. Start a data base of your contacts in Excel. Contact them with an email asking for their birthday and mailing address if it was not on their card. At the end of their line, place the show at which you met them and anything that can jog your memory about them.

6. Mail them a “nice to meet you” card and include ONE business card along with one or two 4×6 or 5×7 prints from the show of their booth along with a DVD of the imagery. I include every image. Please be mindful, I do not do this for EVERY vendor. Just the ones I would like to start a relationship with or whom I would like to continue an existing relationship.

7. Contact the show producer and offer your images to them as a trade for entry at no cost the next time. This is for you newbies out there. If you are already an established photographer, you should ALWAYS do a trade at the beginning. If you are a well established shooter, negotiating a trade for the show fee is a good way to go.

8. Track your sales. I tend to go by the 4 to 1 rule. For every 1 dollar I spend advertising, I want to get 4 in return. However this does not translate my actual marketing budget. I spend next to nothing on advertising. BUT, if I do a show and it costs me $5,000 to do it, I need to make $20,000 from that show. Now, how can you track this. The rule of thumb for marketing states that you need to be seen or heard by someone 7 times before they will actual buy what you are selling. This is true and false in the wedding industry because you are selling based on emotion.

All in all, have fun. Be open and enjoy all the energy!

For a download of the live lecture, please email me at jen@jenosullivan.com

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Copyright © 2010 by Jen O’Sullivan http://www.jenosullivan.com
Beverly Hills Wedding Photographer, Jen O’Sullivan is a boutique wedding photographer who specializes in portrait journalism.
Jen O’Sullivan Boutique Wedding Photography | 357 South Robertson Boulevard, Beverly Hills, California, 90211 | 310-494-6547

Two clients of LETMESAIL at the Hoe Down Dance.

Part 11 of the 12 part series on balancing your life.

When you are a business owner, it is important to give back to your community. You can do time based service, product donations, or fund raising events. I place this as the last item of the 10 items to consider when working towards a balanced life because you cannot, or should not try to get involved in your community until the other areas of your life are balanced. Once they are you will be in a much better place to give generously and without pretense. Don’t get me wrong, I think everyone should be giving back in some way at least once a month. It should be worked into your Monthly Method of Operation (MMO.) However if you are still trying to balance your life think on a smaller scale. Donate an hour of your time to a local organization needing volunteers, photograph a family portrait for someone who is flat broke, give a gift certificate to a local fund raising event. There are any number of things you can do. Once  you feel like things are going fairly smooth in your life and career, then start to think about hosting your own charity event. They take a lot of hours, but if done correctly and with some sort of memorable twist you may find yourself in a position to raise quite a bit of money for whatever charity you are interested in helping. Right now I am in the middle of organizing a shootout for charity. I host these shootouts all the time and this is the first time I have decided to raise money for my charity. I’ll be sure to let you know the outcome. My charity is LETMESAIL, a local organization dedicated to helping the disabled and their families. The above is a photo I took of this summer’s Hoe Down Dance for the clients of LETMESAIL. If you want to find out more about the event I am hosting in May or would like to make a donation, please check out the website HERE or shoot me an email.

Click HERE to read my final thoughts on the 12 part series.

Click HERE to go back to the beginning of this topic.

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Copyright © 2010 by Jen O’Sullivan http://www.jenosullivan.com
Beverly Hills Wedding Photographer, Jen O’Sullivan is a boutique wedding photographer who specializes in portrait journalism.
Jen O’Sullivan Boutique Wedding Photography | 357 South Robertson Boulevard, Beverly Hills, California, 90211 | 310-494-6547

One of my brand missions is to give back whenever I can. Plainly said, I like to help people. Often too much. You would be surprised at the number of people who think I have some ulterior motive behind my helping. Well I do! I never got any help from other photographers when I started my wedding photography business and I thought it was kind of sad. In the commercial industry where I started my photography career in 1998, I had mentors and teachers willing to give their time to me. When I left all that behind and opened my wedding photography business 6 years ago no one, and I mean no one would even go to lunch with me. I called so many people but for whatever reason they would not help me out. I vowed that I would never run my business that way and ever since I have become known for my open book, open door policy. Don’t get me wrong, I do not have time to help everyone ALL the time because, after all, I am a business owner and my clients come first. But if ever there is someone in need, my heart cannot help but want to help. That being said, I want you to make a mark in your industry. Here are 10 steps to successful branding. I want you to take this seriously. Do the work. Don’t read it and think “That is nice. I should do some of this.” and then shelve it. I want you to DO IT! Make this happen. You will not regret it. I have given you an action item at the end of each step sort of like homework. Sorry, yes, you still have homework. Some of it will take your time and some will take your money, but in the end you need to create your own memorable and trustworthy brand that clients will come back for and refer to their friends. Are you ready? Here we go…

(To listen to this as a live lecture, go HERE. Only good for the next 30 days.)

10 Steps to Successful Branding

1. You are What You Eat.
Ask yourself the following questions: What is your current brand? Are you married to it? Who are You? What service or product are you selling? How do you benefit the purchaser? What problem are you solving for them? Does your personal brand match up with your corporate brand? How are you positioned. Are you memorable? Do your clients refer you and use your services again and again?
Action: Create a Brand Vision. Write down your vision for your business. Answer the above questions.

2. Who is your Target?
EXACTLY! Down to the specific demographics.
Action: Write down your ideal client. Who are they? Be as specific as you can.

3. What’s in a Name?
Name recognition is so important. Consistency is key.
Don’t abbreviate your name in your website or when you answer the phone. Keep it all the same across the board.
Action: Make it easy and go with your name or brainstorm like mad and ask some mentors for help. Base it off of your Brand Vision.

4. Image is Everything.
Color + Consistency + Language + Font +  Design = Trust.
Do your research. Don’t copy what everyone else is doing. Stand out. Your logo can help with this.
This is so important. Don’t do this step by yourself. Hire an expert. Logos need to work well small and in black and white. Simple is better.
Action: Hire a PROFESSIONAL. Here is one I recommend all the time: Cindi Garabedian

5. Narrow your playing field.
Have you narrowed your focus? What do you do? Don’t do everything, specialize. It will help people know what you do.
Consider Levi’s. They used to be the leader in denim. Now are they? Not at all. Why? They now sell everything from cheap jeans at JCPenney to high end jeans in Japan to shirts, hats, scarves. They have generalized and it has hurt them. Stand out by being a specialist not a generalist.
Action: What is the one thing you love most about all the facets of your business? Do JUST THAT.

6. Community is King.
Network, keep track of people you meet, and follow up. This helps build your brand as someone they will know, like, and trust.
Action: Go to a local trade show or network group in your area. Collect the business cards and start a Community File.

7. Know your Competition.
Who IS your competition. Do you have any? Do not fly blind. Position yourself in your area as the leader.
Action 1: Do some research. Find out who is doing what you want to be doing.
Action 2: Proctor and Gamble’s template for positioning. For (your audience) (your name) is a (category) which provides (main benefit) unlike (primary competitor) which provides (competitor’s main benefit.) For an engaged couple, Jen O’Sullivan is a Boutique Wedding Photographer who provides a vip wedding experience from the first meeting to the wedding day to the first baby photos unlike most photographers who stop at just the wedding day.
or here is one from Marty Neumeier: Our (product or service offering) is the only (category) that (benefit). Jen O’Sullivan is the only wedding photographer that you will want to be at every life event from the wedding day on.

8. How Catchy is your Catch Phrase?
What is a catch phrase? Making Memories out of Moments. Simple. Flowey. Boring! Obvious.
This should be fun, out of the ordinary, and… get this… CATCHY. Hmm. ?
Do you have an elevator speech? What is an elevator? Something to bring you up quickly and effortlessly. What do you say when someone asks you what you do for a living? Do you explain too short? Too long? Do they get inspired or trail off into a daydream while you babble on.
Action: Create your own Catch Phrase and Elevator Speech. Click HERE for instructions.

9. Consistency is King.
Some of you change a lot. You bounce back and forth on everything you design. You could not tell me what font you use and you seem to design something new every time you put out a new brochure. This is death to your brand. You need to figure it out AND STICK WITH IT!
Action: Pull up your website or sites on the same screen and lay out ALL your marketing materials in front of the computer. Now take a look at it all. Does it look like it goes together or are there inconsistencies. Work it out!

10. Look Up.
Often finding a mentor is the best thing you could do. Coaching is where it is at for new entrepreneurs. Do you ever see a pro team without a coach, or an Olympic athlete without a coach. Why are you without a coach? They inspire you. Tell you to get back on your feet when you are down and out. They help you through hard times and give you a push when you need it. They can give you much needed insight into the area you are working towards.
Action: Consider asking a few people in your industry that you look up to if they coach or mentor?

If you are a wedding photographer I have one of the most incredible coaching and mentoring programs available. Why is it the MOST incredible? Well, most photo mentorship programs or workshops will run you $300-$400 per class. I have seen some 2-3 day workshops going for $1000 on up. I have also seen some that are $3,500. They can get pretty pricey. I am not saying they are not worth it, however most people when they are just starting out do not have that kind of disposable cash. You NEED to invest in your business but you also need to be smart about every single dollar you spend. My mentorship program is only $400 for 4 whole months. This will include 4 live sessions with me along with access to me throughout the 4 months through email to help with anything you need. I do not know of anyone else who offers this kind of help at this price. I only allow 12 students in and we are almost full. I hope to see you in my program. Email me for more info. jen@jenosullivan.com You will thank yourself in August!

Here is the schedule for the upcoming classes:

Tuesday April 6th Why Weddings? (An Introduction to the Wedding Series)
Tuesday April 13th How to NOT Keep Up With the Jones’s (Balancing Family and Career)
Tuesday April 20th (NO CLASS! It’s my anniversary!)
Tuesday April 27th Tips for a Great Engagement Portrait Session

Shootouts and Workshops included in the Mentoring program:

Saturday April 22nd  2:30-7:00pm Charity Engagement Shootout
Friday May 21st 2:30-3:30 Setting Up a Portrait Studio
Tuesday, June 8th 5:00-8:00pm Bridal Shootout
Tuesday, July 13th 4-9pm Benefit Moc Wedding

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Copyright © 2010 by Jen O’Sullivan http://www.jenosullivan.com
Beverly Hills Wedding Photographer, Jen O’Sullivan is a boutique wedding photographer who specializes in portrait journalism.
Jen O’Sullivan Boutique Wedding Photography | 357 South Robertson Boulevard, Beverly Hills, California, 90211 | 310-494-6547

1. Business Expenses
With every business there are expenses. From the moment you “open” your doors, you will be surprised at the things you can write off and how much money will seem to just fly out the door. Please keep this in mind: “Do you REALLY need that (fill in the blank) to be successful?” Really think about this before you make a purchase. My advice is be the cheapest person on the planet and view EVERY dollar as a success you wish not to part with. Be careful at what you buy and who you give your money to. Do NOT take out a business loan. Grow slowly and you will be able to build as you go and never owe anyone a dime. Here are some common things that will and should eat up your pennies:

- Equipment (computers, faxes, printers, cameras, etc, etc, etc.)
- Portfolios
- General Business Start Up and Upkeep (DBA, Bank, Collateral, Taxes)
- Web Presence
- Memberships to Organizations
- Assistants
- More Equipment

2. Your Ideal Hourly Rate
People often get stuck at the question, “What should I charge?” There is really no straight answer because we all have different educations, experience levels, and talents. You will need to decide for yourself what you are willing to get out of bed for in the morning. Is it $50 per hour? $150 per hour? $800 per hour?

The average wedding photographer (remember, there are thousands upon thousands all across the globe) charges $1,850 for their time and an album. This may be quite shocking to many of you, however if you do the math you will see why this is. Get out a piece of paper and write this down:
Divide your sheet into three columns.
Above each column write ACTION  PORTRAITS  WEDDINGS

ACTION                   PORTRAITS              WEDDINGS
Consultation              1                                        1
Prep Client                1                                        1
Drive Time                 2                                       2
Shoot Time               1 ($350/hour)                     8  (charge the client $100/hour or $300/hour)
Processing                 2                                        4
Total Hours               7 hours                            17 hours
$ per Hour                x $50                                x $50                     x $150
Charge to Client          $350                             $850                 $2,550

Under “Weddings” the $50/hour plan is what the $1,850 photographer is going for. Consider they will shoot an average of 100 weddings per year at that rate. That is 2 weddings per week working 34 hours per week with a two week vacation. There gross annual revenue is $185,000 with a net profit of $120,000 before taxes. ($1,850 – $350 for the album, -$150 for their assistant, and -$150 for misc. expenses, leaving them with $1,200 profit for each wedding.) This is a pretty impressive salary however they are the turn and burn variety of photographers because they HAVE to keep to the 17 hours per wedding. Take a look at how I come up with 17 hours per wedding. I have listed out a portrait session too to give you an idea of what you may want to charge. (NOTE: I am not an $1,850 shooter, nor do I advocate this type of service.) Feel free to booo me if you are one of them.

3. Sales Tactics

There are 7 tactics to consider when meeting a client and selling your services. These are just a handful of the many things you can get into with understanding sales. I have tried to break it down into the main ones I feel are most important. As I always say, please consider taking one or two psychology classes to help you understand human nature and communication.

PRE-QUALIFY BEFORE YOU MEET: Your consult is quite frankly the most important tool you have. If you can get them in the door you are 90% there.
Pre-qualify them first. NEVER meet with someone whom you do not know if their budget is in your price range.
Talking money is hard for most people. As a business owner, get over it!

ASK FOR THE JOB: Your consult is billable time even though the clients does not know this. If you do not book them, you have just LOST your hourly rate. This is NO JOKE. I know so many vendors who feel like this is a gift to these potential clients. They will spend 2 or sometimes even 3 hours with a potential client. This is a HUGE mistake. Your time IS your money and if you do not look at it that way, you will be letting people walk out the door only to hire someone else. Your consults should be 45 minutes. If you go any longer, you will overwhelm them. Do not get me wrong, I am not a fan of pressure sales, but I do understand that for someone to take their time to come and see me, they are shopping AND ready to buy. So this means you always need to ask for the booking. At the end of your consult, simply say “I would love to work with you, would you like to book my services?”
It is okay if they say they are still looking. Tell them to please look around, but laugh and say, “You’ll be back!”
Put the positive energy out there. It will amaze you at how many people will come back.

Okay, I kind of put the cart before the horse.
Let’s start at the beginning…

FIRST IMPRESSION:
When your clients come in consider the following: How do you look? How does your place look? Have you set a good mood?
Offer them drinks. This can be tricky with a $4,000 custom book on the table, but know, most people will respect your work.

CONNECT WITH THEM PERSONALLY:
The first thing you need to remember in consults is THIS IS THEIR DAY NOT YOURS.
What I mean by this: you will win over a client by talking less than more. Ask questions that are not related to what you do such as, “Tell me about how you met?” “How did he propose?” “OK, give it up… let me see that rock!” Remember, there is a tremendous amount of built up excitement surrounding the proposal moment alone. Learn a bit about them. Let them share with you one of the most intimate times of their lives. They will feel more important to you just by you asking. Continue to ask questions and let them answer in a conversational mode. Pretend you are having coffee, not giving an interrogation. Don’t memorize a series of questions, just think about what this day would or did mean to you and go from there. The emotion is what will connect you to them and make them HAVE to hire you. LISTEN. LISTEN. LISTEN.

MAKE THE SALE:
Once you feel it is time to move on to your work simply ask, “What is the most important thing to you when you think about YOUR wedding photography?” This is THE MOST IMPORTANT QUESTION you will ask in your consult. They will tell you how to sell to them.

HOW TO UP SELL:
There are a few questions you can ask that will help you understand how to “up sell” them.
1. Where are you getting married and how many guests will be in attendance?
Often the location and guest count will tell you where a major portion of their budget is going.

2. What is the average age of your guests? Older, younger? Will their be alcohol? Are you having a DJ or live band? Will there be dancing? Will you be the last person standing or will you have a grand exit?
These questions will go towards their reception and potential desire for a portrait booth or extra shooters for the fun and funny candids of their guests dancing.

3. To the bride: How is your relationship to your dad? To the groom: How is your relationship to your mom?
By this point of the consult, this will not feel pushy or invasive because they will feel like you are friends by now.
The reason for this question is to consider offering a bridal or groom’s portrait prior to the wedding day for them to offer as a gift to their mom/dad on the wedding day before they walk down the isle. This is a wonderful gift for a bride to give her daddy, however if the groom is a momma’s boy (you know who you are) then this could also be a really great thing for his mom on the wedding day. I know my husband’s mom is the sole reason he started crying during our wedding and then spurred on a bunch of other criers in the audience.

DISCOUNTING vs. PADDING:
Discounting is the single worst thing you can do. It cheapens your service and often will cause you to work at less than 100% on their day. If someone is looking for a discount, I always explain that is not a great way to look at it. I can always throw in extra services to help them get more for their dollar or lessen the amount of time it takes me to complete a full service wedding, but I never want to discount what I do. The absolute best thing to do is have items that do not cost you much in the way of actual product that you can add on.
Here are some of my items that I use to pad a photo agreement:

1. Engagement Session. This only takes my time and is usually included in every booking. Some couples will not want one, but I always try to get them to agree only because it will allow me to test with them. I find out what issues they have behind the camera while teaching them certain moves and how to work with me.

2. An extra shooter. This is easy. If they want extra coverage, this is the least expensive thing to throw in. 3rd and 4th assistants will cost you $0-$15 per hour. Most 3rd or 4th assistants who work for me are training so I pay them with a lesson and critique after the wedding.

3. Portrait Studio. Set up a simple backdrop and shoot fun posed candids of their guests at the cocktail hour or reception. This is something I always throw in. It costs me money for the shooter, and my equipment is not free (this is considered a rental to them) so the studio set up and expenses are actually in the $2,000 range. So why do I throw this in? Two fold: it acts as a base of operations for my team. We can leave our equipment behind the backdrop (venue staff are notorious for swiping camera equipment that is left unattended) and it acts as a means for post wedding print sales to their guests. I collect their emails at the studio after they take their portraits and then email everyone once the photos are online. It is smart marketing. They look their best and you are offering a professional portrait without the sitting fee AND you are giving a novel yet entertaining part to the reception. Win-win-win.

I hope you this information will help you get off on the right foot. I know so many people who get so overwhelmed with it all but if you can understand and apply these basic rules you will be headed in the right direction!

To hear the live recording of this lecture please go HERE. (Recording expires in 30 days. Please email me if you need it emailed to you.)

Copyright © 2010 by Jen O’Sullivan http://www.jenosullivan.com
Beverly Hills Wedding Photographer, Jen O’Sullivan is a boutique wedding photographer who specializes in portrait journalism.
Jen O’Sullivan Boutique Wedding Photography | 357 South Robertson Boulevard, Beverly Hills, California, 90211 | 310-494-6547

GENERAL DOS AND DON’TS
Do use your real name.
Do use a recent photo of yourself.
Don’t use one from 10 years ago.
Do keep it updated.
Don’t untag yourself in a picture because you look funky. It is the fun of Facebook and laugh it off.
Do untag yourself if it is a totally inappropriate photo. You may want to contact the person who posted it and kindly ask them to remove it.
Do tag the photos you post with your friends.
Do consider what Facebook is every time you post something. It is SOCIAL.
Don’t friend people you don’t know just because you want more business. Fishing for people may get you socially banned.
Do spend time building your community.
Don’t poke people. It’s lame!
Do update your status often.
Don’t update about mundane activities or that you are on vacation (a thief’s dream!)
Do be careful what you post. Your boss might be watching.
Don’t get hung up on the small stuff such people unfriending you, or friends not pushing the like button, or friends not seeing your post.

UNDER YOUR INFO TAB
Do have a complete profile.
Don’t use your home address
Do join groups and pages and get involved.
Don’t put false information up.
Do include some fun things about yourself such as favorite TV shows or activities you are into.
Don’t or Do include your religion. This is up to you, but I recommend not posting that you are a fanatic about anything. Of course if you are a fanatic, you would want to post your views, and post it everywhere, but if your goal is to make connections to eventually build your business you are better off being sort of neutral. Neutral opinionated. Have a voice, but don’t force anything down anyone’s throat. Hope that makes sense.

UNDER YOUR HOME TAB
Do hit the LIKE button as often as you can.
Do comment on your newsfeed under the Home button.
Do check people’s birthdays and write a Happy Birthday note on their wall.
Don’t leave your website as a signature when you comment on things, that would be like chiming in at a cocktail party and after every conversation forcing your business card into the person’s pocket.

UNDER YOUR WALL TAB
Don’t only post marketing things. Again, think social.
Do send private messages rather than post too personal items on people’s walls.
Don’t feel like you have to be the last person to speak on your wall posts.
Do unfriend people whom you think are misusing Facebook.
Don’t unfriend someone you know just because they are bothering you with their updates.
Do HIDE them. Click to the right of their post and hit “Hide.” To un-hide them go to the bottom of your News Feed page and click on the link “Edit Options.” There you can Add them back in.
Don’t let them know you have hidden them. They will never know.
Do know your audience (friends) and post accordingly.
Do pick a personal area or areas you would like to share and keep it light.
Do update with photos as often as you can. People are drawn to photos.

RULES IF YOU ARE A BUSINESS OWNER
Don’t spend too much time playing the Facebook games. It will make you look like you have WAY too much time on your hands. Successful people are not time wasters.
Don’t send people Wall graffiti.
Don’t put “woe is me” status updates on your profile. It’s not good for business.
Do have fun with your time on Facebook and don’t get too crazy with it. It is addicting so BEWARE!!!

These “dos and don’ts” are just a place to start. You may not agree with everything I have said or you may wish to add to this topic so I would love your comments and feedback on this post. I am always interested in other’s opinions.

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Copyright © 2010 by Jen O’Sullivan http://www.jenosullivan.com
Beverly Hills Wedding Photographer, Jen O’Sullivan is a boutique wedding photographer who specializes in portrait journalism.
Jen O’Sullivan Boutique Wedding Photography | 357 South Robertson Boulevard, Beverly Hills, California, 90211 | 310-494-6547

Here are a few snaps my assistants, Santiago Valencia and Samantha Logan took during the one hour event.

Melinda’s yummy (and I mean YUMMY) CAKEpops.

Sabrina’s delectable mini cookies. (the lemon were my faves!)

Wedding And Event Specialists information brochures.

Mark with is trusted (and might I add extremely talented photographer) office manager, Brittany. Check out her work here: http://www.noirseries.com/

Some guests taking a look at their “created on the spot” flip books. These things are super cool!

Guests in attendance of the Wedding And Event Specialists Open House
(in first name alphabetical order.)

Members:

Betsy diFrancesca
Betsy diFrancesca Hair & Makeup
(818) 786-0422
betsy@betsymh.com
www.betsymh.com

Jaime Macias
Lensley, LLC (Automated Portrait Studios)
(310) 895-0974
jaime@lensley.com
http://lensley.com

Jen O’Sullivan
Jen O’Sullivan Boutique Wedding Photography
357 South Robertson Boulevard
Beverly Hills, California 90211
(310) 494-6547
jen@jenosullivan.com
http://www.jenosullivan.com

Lorna Small
Small World Travel (Destination Weddings and Honeymoon Specialist)
(310) 397-2704
lorna@small-world-travel.com
www.small-world-travel.com
www.onelovetravelclub.com

Marc Dahm
Bluecat International, LLC (Videography and Flip Books)
357 S. Robertson Blvd
Beverly Hills, CA 90211
(310) 360-0631
marc@bluecatintl.com

Melinda Piligian
CAKEgoodness (Cake Artisit)
(661) 755-1367
info@cakegoodness.com
www.cakegoodness.com

Guests:

Arley Ann Laman
Events Me! (Event Planner)
(310) 909-4049
arleyannlaman@gmail.com
www.aalstudios.com

Cheryl Jablow
Social Frog Designs (Event Producer and Custom Correspondence)
(661) 722-9966
cheryl@socialfrog.com
www.socialfrog.com

Rev. Clint Hufft (Officiant)
(323) 936-9027
revhufft@mac.com
www.ReverendClint.com

Gretchen Gill Durgan
Flower Power L.A.
(310) 923-1322
moreinfo@flowerpowerla.com
www.flowerpowerla.com

Joanna Chong
J. Soiree (Event Producer)
(323) 244-8865
joannachong@gmail.com
www.joanna-chong.blogspot.com
www.jsoiree-events.com

Josh Kafka
Blisscape (Travel and Bliss Agent)
877-78-BLISS
josh@blisscape.com
www.blisscape.com

Julia Hewitt
Eventures Inc. (Event Producer)
(818) 673-2961
Julia@eventuresinc.net
www.eventuresinc.net

Mary Jean Valente
A Ceremony of the Heart (Officiant)
(323) 650-3020
mjvalente@prodigy.net
www.ceremonyoftheheart.com

Michael Quarterman
Sound Stills (DJ and Photography)
(310) 729-2200
mqueman@yahoo.com
http://www.soundstills.com

Nesly Palacios
Nesly’s Floral Design & Events
(323) 428-7017 cell
neslyp@sbcglobal.net
www.neslysfloraldesignandevents.com

Pam Bloch
Celebration Cards (Wedding Branding and Couture Invitations)
(877) 725-7897
pam@celebrationcards.com
www.celebrationcards.com

Sabrina Vegnone
Sabrina’s Sweetery (Custom Cookies)
(323) 632-8470
sabrina@sabrinassweetery.com
www.SabrinasSweetery.com

Tami Brown
Celebrate with Tami Brown (Certified Wedding Planner)
(310) 691-9961
tami@celebratewithtamibrown.com
www.celebratewithtamibrown.com

Tara Dowburd-Luftman
Make-Up Therapy (Make-Up Artist)
(310) 709-6585
tara@makeuptherapy.com
www.makeuptherapy.com

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

Copyright © 2010 by Jen O’Sullivan http://www.jenosullivan.com
Beverly Hills Wedding Photographer, Jen O’Sullivan is a boutique wedding photographer who specializes in portrait journalism.
Jen O’Sullivan Boutique Wedding Photography | 357 South Robertson Boulevard, Beverly Hills, California, 90211 | 310-494-6547

It is said that you or your message needs to be seen or hear 6 times before someone will remember it. However, if your message is poorly written no one will remember it, ever. If your message is sent to the wrong audience, the same is true. No one will ever receive or remember it and all your efforts will be in vain. The environment you choose to throw your message into is equally important as WHO your messenger is and WHAT your message is about. Think in terms of demographics. What are you trying to sell? Who buys what you are trying to sell? Where are those people? It would be odd to sell wedding photography to bankers. Sure a couple may be engaged but that is not a solid resource for you as a wedding photographer.

If you think Facebook is the correct place to market your business, think long and hard before taking that leap. Know your audience (friends). What are they interested in? Will they appreciate your message being shoved down their throat again and again or will they just make you “hidden” in their news feed. This is a very real issue that is causing concern for people who couldn’t fathom being “hidden.” So, is social networking the wave of the marketing future? In some ways yes, and in some ways an emphatic NO. What do people value most today? They value face time. A simple phone call. A chat over coffee or tea. Lunch together. They value the opinion of people they know, like, and trust. This is what will bring you business. Invest in some key people in your industry or people who can help spread the word. I am not talking about training them. I am talking about building a friendship with them. Something that goes beyond marketing. The reason social networking became so popular in the first place. We went from being reclusive, only go out on Friday nights people to “hanging out” all the time (even at work) people on Facebook. The downfall is how filled with marketing tactics it has become. Be careful and be wise when you deal with Facebook.

All in all, Facebook is just one area you can start your “Tipping Point” campaign. It is in building relationships beyond the scope of just your inner circle. You need to think bigger, larger, wider, vaster than you could even imagine. Do it now. Don’t just sit on this information or you will forget it. Make some lists, contact some people, and get moving!

Upcoming Lecture Series: Facebook “The Dos & Don’ts”   Contact Jen for more details jen@jenosullivan.com

Click HERE to go back to the beginning of this topic.

Copyright © 2010 by Jen O’Sullivan http://www.jenosullivan.com

Beverly Hills Wedding Photographer, Jen O’Sullivan is a boutique wedding photographer who specializes in portrait journalism.

Jen O’Sullivan Boutique Wedding Photography | 357 South Robertson Boulevard, Beverly Hills, California, 90211 | 310-494-6547

One of the best tag-lines I have seen from a fellow photographer is by Red-Loft Studios “Not Your Mother’s Wedding Photography.” It is fun and not expected and therefore, becomes memorable. It is called the Stickiness Factor or Viral Marketing. Remember “Where’s the beef?” or “Got Milk?” Yes, these companies spent millions on marketing, something we, as small business owners do not have. But you can still make your business memorable with your marketing. Can you hit on an emotion, or team up with a charity? A photographer friend of mine, Johnna Bockover introduced herself to me through a photo contest called Star Shooter whereby entrant fees goes to giving underprivileged kids the opportunity to be photographers themselves through workshops. This is smart marketing that gives back. It takes a lot of time and effort so if you choose to align with a charity, pick something you feel strongly about or start your own.

If charity work is not for you, think in terms of viral. What makes something viral? On Youtube, why do you click on something? The only things I click on are those from people I know, like, and trust. This goes back to the “Who” of your marketing strategy. See how they are all linked? To make your tag-line or marketing campaign memorable follow these guidelines: make it funny, out of the ordinary, unexpected, or grammatically incorrect. Ask yourself: “Why would anyone want to pass on my message?” “Can I include an incentive?” What your message is will make or break you so think long and hard before you speak!

Click HERE for “Where is Your Message Seen?”

Click HERE to go back to the beginning of this topic.

Copyright © 2010 by Jen O’Sullivan http://www.jenosullivan.com

Beverly Hills Wedding Photographer, Jen O’Sullivan is a boutique wedding photographer who specializes in portrait journalism.

Jen O’Sullivan Boutique Wedding Photography | 357 South Robertson Boulevard, Beverly Hills, California, 90211 | 310-494-6547

Based on a popular novel, “The Tipping Point” I will go over three important types of people to look for in helping you create a successful campaign.

1. Connectors – These are the people who know EVERYONE. They collect people like you might collect stamps (or Facebook friends.) The difference, is they stay in contact with these people, through birthday cards, anniversary cards, simple phone calls. They are extremely talented at keeping up with their people on a simple level. They are acquaintances with everyone but on a different level than most people are with their acquaintances. They have a certain social graciousness that allows them to be a casually strong acquaintance. They are the ones who have connected you to many of your friends. Think about the people in your life and how you know them. If you write out a list of everyone you know (other than family) you will start to see a pattern of a majority of the people connecting back to one person. This is a Connector.

ACTION: Ask yourself “Who are the Connectors in my life?” and get them on board with your campaign.

2. Collectors – These people collect information. They seek out everything and they genuinely love to help. Their goal in life is to keep the world in check. They are the ones who correct the Consumer Reports, contact the Better Business Bureau, and write to the state officials. They are right about any given topic they talk about, however they are honest and unselfish. These people can be extremely powerful in their opinion because of this fact alone: They help because they like to help. That’s it.

ACTION: Make sure your website is up to date and all your info is solid. Collectors will be the ones to thoroughly look at your info before they make a judgment. If you can find one of these people and bring them on board, they can help you tie up any loose ends. They will also be the ones to bring you business once they are sold on your products and services.

3. Convincers – These are your brand ambassadors: the people who can and will sell you anything and everything. They are the salespeople of the world. You know who they are the moment you meet them because they are emotionally contagious. It is like you have known them your whole life and yet just met them. There is something about them that genuinely draws you in and you love them for it. There is only one person I have ever met who is truly this type of person. Joe Buissink. This guy is the most gregarious lover of life and people you will ever meet. The next time you get the chance to see him, make yourself go up and say hello and you will instantly see what I mean.

ACTION: For starting trends within your own business you will need to find the “Convincers” of the youth. I like to call them my “Street Team.” They are my brand ambassadors who are out their telling people about my company. They are a simple group from a diverse background that encompasses all three types of people: Connectors, Collectors, and Convincers. They are my partners. I help them and they help me. We work together to create better businesses, a deeper understanding of our cultures, and an awareness of one another that only comes through partnership. It is simple, really. There are simple but powerful ways in which we all can help each other obtain our goals and by working together we create a synergy that can only be created when people pool their resources. My strengths become your strengths, your strengths become my strengths. Gold! Feel free to contact me about becoming a part of my “Street Team!” jen@jenosullivan.com

Click HERE for “What is Your Message?”

Click HERE to go back to the beginning of this topic.

Copyright © 2010 by Jen O’Sullivan http://www.jenosullivan.com

Beverly Hills Wedding Photographer, Jen O’Sullivan is a boutique wedding photographer who specializes in portrait journalism.

Jen O’Sullivan Boutique Wedding Photography | 357 South Robertson Boulevard, Beverly Hills, California, 90211 | 310-494-6547