New Adventures with Nate | Business, Marketing, Photography, Sass

Show What You Want to Sell...But

September 03, 2020 Nate Dale
New Adventures with Nate | Business, Marketing, Photography, Sass
Show What You Want to Sell...But
Chapters
New Adventures with Nate | Business, Marketing, Photography, Sass
Show What You Want to Sell...But
Sep 03, 2020
Nate Dale

Ever heard the expression, show what you want to sell? 

Well, it might feel like a cliche at this point, but it still stands true even in 2020 and in a pandemic (and beyond). 

This podcast is all about how I strategically showed what I wanted to sell to take my business to the next level of #goalsdreamslivingblessed. But showing what you want to sell isn't the only thing you need to do.

Join our Facebook Group: New Adventures with Nate

Check out my resource page for entrepreneurs and photographers

Buy the book: Modern Day Business Man by Nicholas Bayerle 

See our most recent travels on Instagram

Show Notes Transcript

Ever heard the expression, show what you want to sell? 

Well, it might feel like a cliche at this point, but it still stands true even in 2020 and in a pandemic (and beyond). 

This podcast is all about how I strategically showed what I wanted to sell to take my business to the next level of #goalsdreamslivingblessed. But showing what you want to sell isn't the only thing you need to do.

Join our Facebook Group: New Adventures with Nate

Check out my resource page for entrepreneurs and photographers

Buy the book: Modern Day Business Man by Nicholas Bayerle 

See our most recent travels on Instagram

Have you ever heard the expression from someone in your industry, “show what you want to sell?” Maybe you have and maybe you haven’t because your friends are relying on old cliches. But cliche or not, it stands true time and time again. 

So I guess if a cliche stands true is really just a little nugget of golden wisdom? Well, whatever the case.

I’ve been on my photography journey for about 4 years now. When I first began, I shot just about everything. Specifically, I remember photographing a lot of families and while there isn’t anything wrong with that, I knew that I always really wanted to photograph weddings. 

Without reminiscing in how much I love weddings, I think what I was always fascinated from weddings was the glamour and the unbridled amount of love and emotion. 


But when you’re new, you feel like you have to take what you can get and sometimes if your portfolio is limited, it can be hard to sell something that you don’t have, right? 

Let me take you on a little journey through my career. LIke I just mentioned, I used to photograph just anything and anyone. Ideal client or not, I was out there shooting. It felt right and it felt like I was doing what I needed to do in order to pave my path forward. 


I remember when I received my first wedding inquiry. It was from some dear friends who I’d grown up with and they paid me $800. That was some big bucks back then and I used all of it to purchase more lenses for their wedding. After those weddings, I posted them a lot, I created a price sheet and list of services on my website for weddings, and I showed what I wanted to sell. And you know what, I slowly became a wedding photographer. I worked with other photographers as well, shooting with them, learning, taking in all of the information that I could because photography mentorships can cost money and I was using all my income to build my business. So I would learn on the fly and through late nights on youtube and through lots and lots of trial and error. 

I was first inspired to be a wedding photographer through amazing and influential photographers such as Brittany Photographs and India Earl, who were capturing epic, cinematic, and beautiful images that told a story. Now, I’m personally friends with Brittany, and have a lot of friends who personally know India. I’m also doing exactly what they were doing 4 years ago. Living my dream and showcasing what I love. 


But wedding photography in central indiana isn’t the only place I wanted to go. There are plenty of brides in town and there are plenty of beautiful venues and places to be married. You can choose a church, a barn, a cornfield, and sometimes a country club. In my town, those are the options and while I was living my dream, I began to realize that my dream was evolving into something bigger than JUST weddings. I wanted to travel, like Brittany, like India, and many many other photographers, they were not only photographing weddings but doing it in Europe, in Iceland, in Italy, and all across the nation. So why couldn’t I do that? 


I began venturing out of town for weddings a few years back and my first out of state wedding was in Michigan. That’s just one state over for those of you who don’t know your geography very well. And those images I took at this wedding made me realize that I didn’t JUST want to shoot there. So I shared more of those images and eventually, began booking out of state weddings in Michigan and Illinois. I shared images from my epic engagement sessions at beautiful Southwest Michigan wineries and people began booking those more often. I was paid to travel to Tennessee (2 states over for your geographers out there) and photographed a mountain top proposal and engagement session in the Smoky Mountains. It just continued growing and evolving.


During the beginning parts of the shutdown and pandemic, a good friend of mine, Stephen, who is an amazing digital content creator and photographer in SoCal asked me what I wanted to shoot more of and I told him travel and elopements. He told me, if you want to shoot those, share those. He also told me that if I don’t want to shoot barns or churches or cornfields or what have you, to not share those images. People won’t buy what they can’t see. 

Could you imagine walking into Tesla and never having seen one, spend $50,000 on one? It goes the same for photographers, I feel. But beyond photography, whether you’re in insurance, or you want to sell to a specific client, or whatever you want to do--you have to show what you want to sell.


The problem with showing what you want to sell is that if you dont’ have it to show, it’s hard to sell, right? Well the title of this podcast is “show what you want to sell, but” and here’s the but -- and it’s a nice but.


If you don’t have the material to show, ask for it. 


Explosion

That explosion? It was your mind being blown. So hear me out. Remember when I said I wanted to go to europe and beyond to photograph weddings? Well, I haven’t been to europe since 2010 and honestly, the images I Have from it in my fist pumping jersey shore shirt aren’t going to appeal to the fine art, editorial meets candid fun movement imagery I create. So what did I do?

I asked to photograph a wedding there. Yup, I just asked. I had a winery engagement session with a couple and afterward, we were having dinner and I told them I would like to photograph their wedding in Italy the following summer. I stated the benefits of hiring someone who they know and trust, who has given them a quality experience already, and they said yes!


I haven’t been so excited to book a wedding in my entire career. I literally got out of my chair and jumped around when I booked it. I felt like I had
made it. Like, this was end of season 1 of new adventure productions and the life of Nate. It was the perfect closing to the first part of my journey with my photography and the second season was just about to begin filming shortly. 

Another example of asking for something I wanted (and getting it) was pitching a Las Vegas engagement to some booked clients. I overlapped an already scheduled vacation with a photoshoot of an amazing couple in Las Vegas and again they agreed. I pitched my services, my claim to understanding and knowledge, and they came out and we had an awesome time. 

As of today, I leave in less than 48 hours for Las Vegas for a third time in 3 months. I’m out there photographing 4 different things and then I’m back home on Monday for more future planning and editing.

The point is, you don’t have to be a world traveling elopement photographer in order to book international weddings. You don’t need to a critically acclaimed anything if you want to do something or to evolve your dreams and goals in a new and bigger direction.

So what can you do, when you ask someone for something you want to provide to them as a service and you’ve never done it before? Here are a few easy steps.

1. Just because you haven’t done something doesn’t mean you’re incapable of doing it. Research what you want to do and be the guide that they need and deserve. If it’s travel, try to visit beforehand but if that isn’t possible, social media is a super powerful tool. I used geolocations on Instagram to find amazing spots around Las Vegas to photograph my couples while I was there. I also read lots of written articles about it, read Yelp reviews, and did my homework so that when I presented why I was the best fit to take a couple to the Las Vegas desert for their elopement, they believed me. I looked knowledgable despite not having done it. I blogged what I researched for other people to use and find and that credibility has taken me to Vegas now 3 times in a matter of 3 months, just in this year.


2. Don’t be afraid to be competitive. Sometimes, it’s easier to offer a discount on services the first time because maybe you’re just not up to snuff, or maybe because you want what you’re doing in your portfolio. That’s fine but don’t compromise or lose money on something. We are running a business and if you are pitching a quality service at an unsustainable rate, you’re not going to be in business for long.


3. After you’ve made the sale you wanted and booked the travel or the policy or sold the giant million dollar listing, share it. Show what you want to sell. I may be beating a dead horse, here, but share you, show it, ask your clients for reviews and have them share your information with their friends.


4. Because if you have a client that books that, they have friends that have the same mentality and desires. Remember what Nicholas Baylerle said in his book “Billion Dollar Body?” He said, if you’re hanging out with 5 millionaires, you’re going to be the 6th one? We attract and spend time with likeminded individuals. And it goes the same for your clients. If you’ve found a perfect and ideal client who books you for your dream sale, they have friends that want the same thing because we hang out with people similar to us.


Okay, so get out there, be bold and show what you want to sell! And just as importantly, don’t share what you want don’t want to sell. It may take time to evolve out of specific areas or perhaps you’re already on the line for 10 barn weddings but just because you photograph something in a barn doesn’t mean you can’t share their portraits outside of the barn? Be strategic with how you market yourself and if I’m being honest (which, let’s face it, I always am) fake it til you make it! (but it isn’t really faking it if you do the research--just sayiinnnn)

Thanks so much for joining me! Be sure to subscribe to the podcast and leave us a glowing review. If you’re a business person, entrepreneur, or photographer, I’d love to have you join New Adventures with Nate, our online Facebook community that has helpful tips and insights on how to manage and balance business, life, and just about everything else! Until next time!