For Photographers: The Importance of Honesty in Client Relations

How to Win Friends and Influence People

Week 19

Principle: Try to honestly see things from the other person’s point of view

“Honestly”. That is the key.

What I have appreciated most as we journey through this book is the underlying foundation that we need to have a heart check. These principles are not about manipulating our ways to the top. These principles require us to take a back seat and put the client first.

When Carnegie says to honestly see things from the other person’s point of view, he is reiterating the idea that to do good business, we cannot be about ourselves. We are here to serve, to love, and to give to our clients. These principles give us practical tips on how to go about this.

Honestly. It is not manipulative; it is genuine. It is not selfish; it is selfless.            

This is a challenge to live above reproach. This is a challenge to stop pursuing our ideas, and pursue our client’s ideas. This is a challenge to not be focused on taking a good photograph, but on serving your client best. It is a challenge to put people before pictures.

Below I have listed a few ways to apply this principle in our business relationships.

1.     Do not condemn them.

2.     Try to put yourself in their place. Try to understand them, their vision, and why they want to do things the way that they do.

3.     Observe. You’ve got to listen in order to ask good questions.

4.     Show them that you consider their ideas and feelings just as important as your own.

5.     Ask yourself, “Why should they want to do it?” Let this drive your thinking and your conversation. 

For Photographers: How to Win Your Clients Over After a Disagreement

Dale Carnegie

How to Win Friends and Influence People

Week 14

“Get the other person saying, ‘Yes, yes’ immediately.”

When meeting with clients, sometimes conversations can go south. Someone might misunderstand you, or he or she might decide they do not want your work. Situations like this put your character under a microscope. It becomes evident who you are about and what your work is for. If you are all about yourself, it is going to start bleeding in these moments.

Reality check: if your client becomes hesitant about a certain factor of your business or is questioning your product, you are given an opportunity to let the sincerity of heart turn things around. Dale Carnegie discusses these types of situations and his response is to immediately do this: Get the other person saying, “Yes, yes” immediately.

There are a few ways to go about this, which Dale Carnegie alludes to:

1.     Emphasize that you both want the same thing rather than focusing on your differences. You want to bring your conversation back to common ground.  Talk about the vision that first brought you to the table.

2.     Ask a gentle question, instead of telling them they are wrong. If your product does not measure up to their expectations, ask questions. Don’t get defensive.  This is key. First, this gives you the opportunity to maintain the relationship. Second, this allows you to learn and improve. It does not pay to argue.

3.     Focus on communicating what you want to do for them. Remind them of how your work and your expertise will benefit their vision and goal. Sometimes we can get so bogged down in the small details of one hiccup in the road, that we lose sight of our common ground.

4.     Focus on talking about your clients’ needs before your own needs. Remember you are here for your client. You do your job best when you understand their need.

How you handle this situation shines light on the integrity of your work and of your character. In moments like these, you can really impress a person where they are saying, “yes, yes,” as they are being understood, or you can get the phone hung up on you. 

Photography & Business: The Value of Admitting Your Mistake

Proving I am right has never solved an argument for me.  But admitting I am wrong certainly has. It can be a shot to my pride, but when I can muster up the strength to admit I am wrong, the situation always seems to move more smoothly.  Less blood is spilled and the anger doesn’t explode. We can save ourselves a lot of energy by simply utter the phrase, “You’re right, I messed up on this one. I am sorry.”

Dale Carnegie reminds us of this in this week’s principle: If you are wrong, admit it quickly and emphatically.

While admitting we are wrong might not fix every problem. There are many benefits to admitting this. These past few weeks we have discussed how to keep disagreements from turning into arguments,  the importance of not accusing someone else of being wrong, and now this week we are learning the importance of admitting we are wrong. These are all key principals to keep in mind when we are in meetings planning out our next assignment whether it’s a wedding or going overseas for humanitarian work. We all bring in different perspectives and experience with plenty to learn from one another.

Below are listed 4 benefits that will unfold when we admit our mistakes. So when you get yourself caught butting heads with a client and you come to a point where you need to admit a mistake you made, there is actually something good that comes from it.

1.     It displays your character and integrity.

I always admire those who can admit they are wrong. It says so much about their character. It takes a great bit of strength to let go of your pride and accept that you are human and imperfect. Maybe you misunderstood a client, wrote down the wrong time for a photo shoot, or did not photograph a certain part of the event. When you take responsibility for what you missed, you are showing your sense of integrity.

2.     It displays your humility.

Taking responsibility for your mistakes takes courage. You have to look at yourself and admit that you are human. And to tell someone who was depending on you to get a certain assignment done that you messed up displays humility. It is a characteristic of someone you would want to work with.

3.     It stirs a sense of understanding and respect in the other person.

When others see you own up to your mistakes, it makes it easier for another person to be understanding and show you respect.  By admitting you are wrong, you are allowing the conversation to be less about proving one or the other wrong and more about understanding each other.

4.     You are reminded that you are human and you have more compassion for others.

Admitting you are wrong can help make you look good, can impact the other person, but it also changes how you see yourself too. Messing up on an assignment is always a good reality check.  You are reminded that you are human and therefore you will have more compassion on the person who messes up. It develops a sense of understanding in yourself when you see someone make a mistake like you did. 

Story Behind the Photography: The Roar of the Red Dirt Roads

The evening approached quickly as the pink, blues, and purples soaked the sky. We finished our church service with the nationals and began our journey back to the compound for dinner. To pass the time, our team walked down the road to meet our driver. Children raced passed us playing games. Men lifted their tools to head home. The women lifted their jugs of water onto their heads and trekked down the red dirt road.

We scuffled our feet in that red dirt for a few minutes until the driver picked us up. As I glanced over the landscape, I noticed how the rich sky made the dirt roads roar with its deep red foundation. In the field to our left, seeds grew into vegetable gardens as the roots dug down deep into the ground. In the middle of this path, the children played. On the sides of the road, we walked beside men and women who began to their journey home.

This dirt marked every inch of their lives. The red dirt paved the roads, but also gave them grounds to grow food, and even created bricks for their homes. The red dirt did more than just provide for their lives, but it marked my own life as well. This dirt left a stain on my life that could never be washed out. The dirt roads of Lilongwe led me to some of the most honorable men, women, and children. The red dirt gave us a home to start a church, gave us a ground to walk on, mud to make bricks, and a place for the mango tree to take root.

I was born and raised on the Red Dirt Roads of Texas, but the Red Dirt Roads of Lilongwe filled my life with a richness that roared. That night, we said our goodbyes. Like the red dirt soaked my shoes, these people soaked my heart. Today, I remain thankful for the grounds that raised those men and women I so dearly admire.

If you are interested in hiring me for a photojournalism assignment or have any questions at all about my work, please visit my contact page here. Thanks!

For Photographers: How to Win Friends and Influence People Week 6

“Remember a person’s name is to that person the sweetest and most important sound in any language.” –Dale Carnegie

Here is the image that immediately popped into my mind as I began reading this chapter. In my mind all the instances that I forgot someone’s names flashed in my mind like a movie. Confession, I am horrible at remembering names. When I have to ask for someone’s name more than once, these words always fall out of my mouth, “Sorry I am way better with faces than names.” This is the truth. Names are the hardest for me.

Last week, I closed the book feeling pretty spiffy. I thought to myself, I like smiling. I can do this. I already do this. This isn’t hard! Then I read on and embraced this new chapter and thought, Oh crap.

I have no problem asking for someone’s name or reading his or her nametag when I am placing my order for lunch, but when it comes to remembering it…well it requires some focus and intentionality.

At the end of this chapter, Dale Carnegie shared a fantastic example that I plan on mimicking. And it is my challenge to all of us for the week: intentionally engage a client, friend, or a random person you meet and practice these four steps listed below.

Napoleon the Third, Emperor of France was known for remembering the name of every person he met, in spite of his royal duties. And here is how he would do it.

1.     Ask his or her name upon meeting

2.     Intentionally repeat their name during the conversation while talking

3.     During the conversation he would associate his or her name with the person’s features, appearance, and expressions

4.     When he got alone he would write the name down

In light of all this, I closed the book with a conviction. I forget names as easy as I can turn on my TV. But when you decide to remember a person’s name, you are showing that person how much you value he or she has. A name sets each one of us apart. A name is wholly and completely owned by the person we are dealing with. It makes people unique. This is a small example of a greater truth: each person deserves to be treated with dignity and respect. No matter what he or she believes, or how difficult he or she may be, every person deserves respect and our full attention. Taking the time to remember something as simple as a name, is a small yet profound way of honoring the person.

So how you do handle remembering names? Would love to hear how you all do it!

Guest Blogger, Aaron Vance on the First Steps to Pricing

Pricing.  The topic that new photographers are always asking about and the topic that seems to be the hardest to find information on.  In this article I am going to provide you with first step in pricing, determining your Cost of Doing Business or CODB.  I will also provide you with links to other articles and tool for setting up your pricing.  Before we get started to you need to accept three things:

There are no correct price you have to charge.

If you are meeting your financial goals with your business, then your pricing is correct for your business.

Your prices are not determined by what you would pay.

If you are able to something yourself, you usually are not willing to pay a lot for it.  For example, I can work on cars, so I really do not want to pay a mechanic to work on my car.

Your prices are not determined on what other photographers charge.

After reading this article this will be clearer, but my experience has been that most photographers have no idea what they need to charge to be profitable. 

Now that is out of the way, let talk about Cost of Doing Business. 

Whether you have been in business for a while or are just starting out, determining your CODB is a critical step.  To help you through this process I recommend that you download my COBD Calculator.  The best way to define CODB are expenses that are inquired for running a business, regardless if you have a photo session.  Some examples are website fees, rent, insurance, camera upkeep, etc.  Remember that you need to pay yourself, so include a salary!  Do not confuse CODB with expenses that are directly tied to a specific photo session. Some examples are printing, credit card fees, parking fees, etc.  So the first step is to write down all the expenses you inquire annually or monthly.  Be sure to write down every expense no matter how small.  If you are just starting out and do not have past year expenses, estimate.  The next step is to put all the expenses into the calculator.  At the bottom of the calculator in yellow you will see the monthly and annual expenses.  This is the minimum profit you need to make.  The last line of the calculator is a handy tool, it show how much profit per client is needed every month.  So enter the number of clients you hope to have per month.  Remember the more clients you have per month will drop the profit needed, but at the same time will means you will work more hours. 

Once you have determined your CODB, you now know what you need to make.   This is the first step in determining pricing.  Since pricing is a multi-step process, there is no way to cover all the steps in one article.  If you are looking for information on this topic I recommend that you visit my site Addah’s Advice.  There you will find articles and tools on a multitude of topics to include a 5 part series on pricing.  

COBD Calculator Link:  http://www.addahsadvice.com/?page_id=2601

Addah’s Advice:  www.addahsadvice.com

Aaron Vance name is the owner of Addah’s Advice along as well as the business manager for his wife’s photography business, Donna Gail Photography.  He is located in Waldorf, MD which is right outside of Washington DC.  He started Addah’s Advice so he can share the knowledge I have gained running Donna Gail Photography.  His goal is provide tools and knowledge to make business decisions, not a specific model that needs to be followed.   Every business is as unique as the person running it.  Be sure to check out his website and if you ever have specific questions feel free to contact me.

For Photographers: Week 2 How to Win Friends and Influence People

Another great chapter to discuss for this week! I have decided to add something to these posts. It will help me process, as well as help all of you to see how I am processing to help you reflect on your photography businesses. With each of the questions I put forth, I am going to share some of my ramblings about how I am looking to be intentional with my relationships revolving around photography. When I am reading these chapters I am thinking not just about my clients, but other fellow photographers as well. So here we go, week 2!

Principle 2: Give honest and sincere appreciation

1. Everyone desires to feel loved and appreciated. How can I make others (clients and others in my photography circle of influence) feel important/loved/appreciated? As I began to chew on this question, I started realizing throughout the chapter the value of listening. He does not directly address it, but I cannot help but think that in order to give sincere appreciation, we must listen and ask questions. Practically what this looks like for me is when I am emailing with clients, I will ask friendly, light-hearted questions to get to know them. I try my hardest to schedule a face to face consultation with each client before a shoot to not just brainstorm ideas, but get to know them as a person and develop trust and a comfortable atmosphere. Also I think giving sincere compliments and not just flattering them stems out of listening and asking questions. Something I want to do now is make a list of about 3-5 questions- some of them deep, some light-hearted to get to know the person I am with on a deeper level and serve them better. 
2. How can I show others that I appreciate them? I've got two thoughts for this one. First, this is something I have realized I have to be very intentional about. I am an introverted, task-oriented person, so I sometimes get so focused on an assignment I forget about the people I am doing it for. Also, as I am typing this I realize I can use my introverted nature as a strength. I love one-on-one over group situations.  This is great because I can use this in my consultations with clients. Second, I have seen several photography friends do this and I am taking this chapter as a challenge to start it myself.  I like the idea of giving little gifts and a handwritten note when I deliver my products. Handwritten notes mean so much to me, so I feel like it would mean much to others. 
3. Here is a reflective question: What is it that makes me feel important/loved/appreciated? When I think about this, it helps me learn how to appreciate others. Here is a bit of honesty for ya, a pet peeve of mine is when people compliment me by just saying I am "sweet". I hear that word so often, I now wonder what people mean by it. Sometimes, not always, it cam come off as an empty comment, a space-filler. All of this to say, I appreciate compliments that have thought put into them, that shows they have seen a part of the depths of who I am. I also feel loved when people ask me questions. Im not talking about the "how are you?" that you blurt out real quick while passing in the hallway, I am talking about the lets-talk-for-a-few-minutes-how-are-you-really-doing, full eye contact and everything. 

So there are my thoughts! Can't wait to hear what all of you think. Again, I encourage you if you would like to dive further into these principles from the book, go buy it! It is a great read and I have had several photography friends and mentors recommend this to me. You don't need the book to partake in this discussion, but it would certainly enhance it.

Please comment below and let me know what you think about these questions and this principle. I would love to hear your thoughts!

Stay tuned for next Friday's discussion!

For Photographers: How to Win Friends and Influence People Discussion

For the next few months, every Friday I will be posting discussion and application questions for photographers based on my reading through Dale Carnegie’s, How to Win Friends and Influence People.

I have noticed through several photography circles now, that we are finally getting something right: it’s about the people not the pictures. This idea is the foundation of the book. Each week I will address some of the main principles and provide a few reflective questions for us to discuss and brainstorm about how this will influence our work as photographers. So excited to start this journey with all of you and can’t wait to see how this book will transform our perspectives!

Carnegie begins the book with this first principle: Don’t criticize, condemn or complain.

 Are you ever out on an assignment, shooting a wedding or scheduling a session and their requests just bug you? Carnegie suggests this wonderful and extraordinary idea on how to respond to situations like this.

 “Instead of condemning people, let’s try to understand them. Let’s try to fight out why they do what they do. That’s a lot more profitable and intriguing than criticism; and it breeds sympathy, tolerance, and kindness.”

 So with this in mind here are a few questions for us to consider as photographers:

 1.     First, let’s take a look inside ourselves. How do I respond when people criticize me? How does it make me feel?

2.     Step back. What would I do if I were in their shoes?

3.     How can I better improve myself, rather than focusing on trying to improve my clients or fellow photography friends?

4.     Next time someone irritates me, how can I try to understand them better? This is an opportunity to get to know others better. Think of some specific goals you want to put in place. Example, next time a client says something that rubs you the wrong way, put yourself in their shoes, take a few minutes to process before responding, ask a friend for a fresh perspective, etc.

 Share your thoughts below! Would love to brainstorm and discuss this with all of you. Also if you would like to purchase the book yourself to follow up, you may do so here. 

Documenting Muslims in London: The Pay-Off of Persistence

Any seasoned photojournalist will tell you, no two assignments are ever the same. In my thirty years of shooting, there’s never been another gig anything like my three weeks in England.

I was working for a Christian publication, doing a story on Muslims in London. This was pre-Internet and pre-iPhone. I flew from Los Angeles with a few contacts written down in my reporter’s notebook. Upon arrival, all of them fell through. No one, and I mean no one, wanted to spend a few days allowing a photographer record their lives for a Christian magazine.

Day after day, I met with people, followed up on leads, took lots of exterior shots but felt no closer to my goal. Finally, in desperation, I walked from the west side of London to east side, praying the entire way. There I found a small mosque in the Bengali section of the city. I tentatively walked in, asked to see the imam, and explained my situation. Miraculously, he told me I could spend 24 hours with his family.

Two days later (and a mere three days before my flight home) I arrived at their flat in a high apartment building. They were lovely, hospitable, kind, informative, and non-defensive. Their only restriction was to avoid photographing the teenager daughters without their head covering. I photographed them praying, preparing ablutions (the ceremonial washing), going to the park as well as the mosque. They treated me with respect and dignity.

Because everything was shot on film (five rolls in 24 hours), I really had no idea whether I had successfully nailed the shoot. Once I printed up the contact sheets, I met with a new friend who worked at Geographic to ask him for some input. Together, we chose ten images that accurately and beautifully captured this amazing family. The image of the eldest daughter praying is perhaps my favorite. (It’s printed full frame on Portriga fiber paper.)

Though I sent them copies of the magazine, I never heard from them again. I am still grateful for their hospitality and trust.

Find more of Dorothy’s photography or writing on her website or by following her on Twitter or Facebook. 

Since graduating from Boston University in 1983, I have worked as a photographer, journalist, home-schooling mom, and pastor. A rather eclectic combination which actually reflects the diversity of my soul. Perhaps the common theme of all four “professions” is the desire to tell stories: mine and others. I feel incredibly grateful for the trust that men and women have extended to me: the Bengali family who let me spend 24 hours with them, the teenage runaways in Hollywood, the CEOs, and the many folks in church settings. Regardless of the demographics, my goal is always to find beauty and redemption in the lives of the people I spend time with.

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"Coming Together" by National Geographic Photographer, Joanna B Pinneo

The genesis of the Southwestern Photojournalism Conference grew out of a desire for photographers working in the Southern Baptist agencies around the country to get together, share our work, stories and support one another. There was a small band of us back some 30 years ago and we treasured the fun and support when we got together. As our little group grew we wanted to expand the fellowship and gathering with other photographers.  From the very first the deal was that our egos were left at the door! The conference grew organically, attracting others by both the spirit and the level of professionalism.

Today as the conference keeps expanding we come together to hear about other’s adventures, spiritual challenges, growth and blessings. We learn that we are not alone in our journey. We receive encouragement, prayers, and gentle counseling.  Many of us experience an “Ah Ha” moment at some point during the conference. SWPJC is a gathering of both the experienced and the budding photographer. Each learns from the other.

 One of the most meaningful parts of my journey as a young photographer was the other photographers and editors that took the time to mentor and help me. My first “real” job as a photographer was with the International Mission Board. Staff photographer Don Rutledge and Commission Magazine editor, Dan Beatty, spent many hours looking at my work and offering guidance. If I can approach the level of time and commitment to other photographers on a similar journey I will feel like I have made a contribution. I owe much to these gentle men.

 Some of my favorite time at the SWPJC is when we are just sitting around talking with each other – both the joking and laughter as well as discussing the struggles we have had and sharing our hopes and dreams. I love huddling over a cup of coffee and finding out what’s been going on with my long time friends. One-on-one with students and young photographers has it’s own reward. The combinations of interactions and connections made are restorative to the spirit.

SWPJC continues to offer an environment of caring and learning; a coming together of photographers who want to make a difference with their work and strive to serve. 

To get involved with the Southwestern Photojournalism Conference, click here. 

To view more of Joanna's work, visit her website here.

Joanna B. Pinneo's work is a respectful portrayal of humanity and dignity of people around the world.  In 34 years Joanna has worked in 66 countries, her photographs appearing in Time, LIFE, National Geographic,Smithsonian, New York Times, Geo, and Stern. Joanna was nominated for a Pulitzer, won an Alfred Eisenstadt award, and featured in National Geographic’s 50 greatest photographs. Joanna is part Ripple Effect Images, a group of photographers who document the programs that are empowering women and girls, photographing their daily life as they battle to save the family and their community.  Joanna is author of the forthcoming book, Guardians of Memory, Stories Behind the Photographs.

Lights Camera Love Part II: From a Good Photographer to the Best

How would you respond if a photographer walked up to you and asked if she could photograph your family for an assignment in a Muslim magazine? Dorothy Greco came face to face with this situation during one of her first assignments as a young photojournalist. At the age of 23, she received her first yearlong assignment for a Christian magazine. She boarded her flight and set across the Pacific to London, England, and searched for a Muslim family to photograph.

Why would a Muslim family welcome a Christian photojournalist into their home? How would she connect with them? Why would they trust her? After a week searching around London, an imam and his family welcomed her in. Twenty-four hours later, Dorothy returned to her hotel room humbled and amazed.

How did she build that trust and connection? To become a great photographer, you need more than the Photoshop skills and the knowledge of light. You need to connect with people. The deeper relationship you build with your subjects, the better storyteller you become.

Practical Tips to Develop Photographer/Subject Relationships:

• Manual Focus: Months or weeks before you go off on assignment, research the culture you will be diving into.  Brainstorm ways to relate, connect, and build relationships. Ask questions, listen, read, and take notes. 
• Focus Your Lens: Before you set out on assignment, take a breath. Spend 30 seconds, a minute, or even an hour to get focused. You’ve done the research, now step out there.
• Put Down the Camera: Charge the batteries, grab the memory cards, organize the lenses and camera bodies.  Set the camera bag down.  Put the phone away, let the emails go unanswered for a few hours and get to know the people.  Spend some time working beside them and serving them. 
• Develop the Photos: When you return back from your day of work, silence the doubts about your work. Put the obsession with perfection away in a dark closet, lock the door, and throw away the key.  Perfectionism destroys assignments, steals joy, and can harm people. Don’t try to be the best. Give your best. 

Lights, Camera, Love Part I: A Photojournalist’s Take on What Makes a Great Artist

As a child, I would slide out the dusty photo boxes from underneath my parents’ bed and scatter the photos across the rosy carpet. I saw my mom and dad suited up in camo gear, fresh from the morning hunt, skinning bucks. I discovered my dad’s teenage years sporting bell-bottom blue jeans and an afro hairstyle. I laughed at my brother in his cooking lessons with a giant mushroom on his head. And I blushed at the sight of my butt-naked baby pictures that showed me drinking from the backyard hose. There is nothing like a good picture to tell a story. And that’s why I decided to pursue photojournalism.

It was from these photos that I learned about my family. I got to meet people, like my grandfather, whom I never knew. As I grew older, I loved meeting people and just hearing their stories: the teenage breakups, the first kiss, the volleyball championships, and art competitions. A good story is the photographer’s adrenaline rush. But unfortunately, as I soaked in these stories, I got lost in the rush and forgot the irreplaceable piece of every good story: the people.

Recently in my photography journey, however, I had to relearn one basic life principle: we must love people.  Photojournalists search long and hard for a good story, but the secret to capturing stories is not hidden in any special formula. We find the stories when we love people.

I am not talking about the love we use to describe our favorite type of cake. The love I have in mind is more than just about a favorite pair of shoes, or a dream home. This love listens when you want to snap a quick photo. Love puts down the camera, to comfort a hurting friend. Love waits until they know you care. People want to open up to and show their deepest sores. No amount of energy or time could drown it out. This love breathes hope into a broken story. In this love, a person finds rest, safety, and strength. When a person burned by the past speaks, it cools their scorched hearts. Through the ebbs and flows of conversation, this love touches the most jagged of souls, molding them into smooth stones.  

Only love can capture authentic stories. Out of this innocent love for people, I fell in love with photos as a child. The photos underneath my parents' bed were like the children's photo books that all my friends read at night. When I scattered the family photos on that rosy carpet, I traveled back in time. I smelled the trail of my grandpa’s cigarette smoke as he walked the farm. I heard my mom fire the 22 from the deer stand. I walked alongside my dad in his bell-bottom blue jeans. I slurped my brother’s soups from a spoon during his cooking classes. 

Love. That’s what makes a great artist.