Melissa Dubasik: I’d love to get a little background on why you host workshops and what you hope others will get out of them?

Jay Goodrich: Teaching workshops just grew out of my love for photography. I wanted to share my experiences, my passion for this creative medium with others. In addition to that I think what is most important about my workshops is the communal experience. Everyone who is there is completely into photography and learning about photography, so it becomes not only a learning experience for the participants, but for myself as well.

I truly hope that all the people who attend walk away with a better knowledge about how to create a stronger image. I am somewhat of a gear head, but I really want people to understand that you only need your iPhone to be a creative photographer. Idea, concept, and composition first, how you record it to show the rest of the world is secondary. I do teach a lot of equipment and software based techniques as well because the era of the digital capture has opened up the boundaries…actually removed them completely.

MD: Is this workshop geared more towards being creative or improving one’s technical skills? Or both?

JG: I would say more emphasis on creating, but there is a lot of technology that gets talked about. I even teach software specific workshops on programs like Lightroom.

MD: What are some of the unexpected benefits one might get from attending one of your workshops?

JG: Traveling to amazing destinations and at times getting access to special places and locations. In our up-coming Hawaii trip, I have a friend who owns property there and he suggested that we stop by to photograph the stars over the lake of lava in his back yard one evening. I also try to focus on including luxury accommodations when possible. One of our previous trips to the Altiplano of Chile had us staying at an all inclusive five star spa. I try to give my clients a little something extra whenever I can. Even if it’s just a ride to the airport or a private critique of what they created after the workshop. I want to build relationships with my clients and I get really excited to watch them progress as photographers during the course of a workshop.

MD: What are the most important things for the attendees to realize when they participate in a workshop, to help them get the most of of the experience?

JG: I think they really need to understand, that it isn’t amazing everyday. There are days when sunrises don’t materialize. Weather changes. Miscommunications happen. Cars break down. People have gear troubles. We do our best to help everyone and fix all of the issues, but sometimes, it will just rain for a week straight. We will make the best out of it though. This leads to: they should also come with an open mind. Be open to a new experience and new people because everyone has a different perspective to offer.

MD: What differentiates this workshop from others?

JG: With this Hawaii workshop we are taking a little bit of a different approach. We are showing participants how we look for everything and anything while traveling. How our eyes are focused on multiple disciplines, multiple subjects, and ever changing light. This allows us to create a large portfolio of images, which in turn gives us a stronger market base, better coverage for a location, and makes us better photographers overall. If I just focused on photographing birds, I think I would have given up on photography a long time ago. It is the experience of what resides around the bend that keeps me going day in and day out. Focus on a great composition and it doesn’t matter what your subject is, you will walk away with a great image.

MD: Was attending workshops instrumental to help you become the photographer that you are now? If so, how did they do that?

JG: I have only attended two workshops in my life. One was taught by John Shaw about selling your work and the other was taught by my really close friend Art Wolfe. One sent me off in the professional direction and the other sent me off in the creative direction. Although, as I have grown my business over the years, I have been lucky to work with some of the top level pros in the industry and this has helped me realize what works and what doesn’t along the lines of instructing. I also have a wife who is a teacher, so she beats the knowledge of two masters degrees in education into me on a regular basis.

This has made me focus on smaller group sizes and on more client one-on-one time in the field. Typically, I never teach more than six individuals by myself and never more than ten when there are two of us. I also want to spend less time lecturing to participants and more time in the field showing them what works and what doesn’t work.

Before Jason Aten gave himself completely to photography, he worked in sales and marketing for a “little company called FedEx.” It’s no surprise, then, that he has built his own workshop series teaching business principles to photographers, as well as a thriving wedding and portrait photography business. Social Media has been an important tool in keeping both businesses strong and growing. During our conversation Jason shared many important insights, including why you need to get to know your funnel and how to tell if you and your blog “need to talk.”

Photo by Jason Aten

Miki Johnson: Tell me about your Starting Out Right business classes for photographers, which you launched recently with an independent website and blog. What has been your strategy for social media, starting basically from the ground up?

Jason Aten: It was completely predicated on putting up a blog with a bunch of free resources and figuring out how to drive traffic to it through communities that already existed, like forums, Facebook, and especially Twitter.

The first thing I knew was that no one would read the blog or care about it if there wasn’t valuable content there. Most people have a hard time putting up valuable content if no one’s reading it — but no one will read it if there’s not valuable content there.

Even the first person who comes to your blog is going to want to feel like it’s been there for a while. I probably posted 10 posts, one a day, before I told anyone the Starting Out Right blog existed. If they come and just see a post that says, welcome to my new blog, they’ll never come back. Because if they don’t get engaged the first time they come, they’re not going to bookmark it or subscribe to your feed.

Then I knew, doing the kind of workshop I was doing, it wasn’t like some famous person finally deciding to do a workshop; most of the people who needed this wouldn’t know who I was. So the blog also provided credibility.

From a business standpoint, where we really make money is when we do a workshop, or when someone purchases a book or eBook. But to get anyone to consider coming to a workshop or buying a resource, they had to feel like I know what I’m talking about and I’ve already shared a lot of valuable content.

I posted consistently for two months before ever saying we were doing a workshop. We had people reading on a regular basis, and then suddenly it was almost as if they asked, hey, do you have more? It was the perfect time to say, yes, I have more!

MJ: How does the online strategy differ for your wedding business?

JA: For Facebook and Twitter, I had to decide, what’s my objective? I decided I was going to use them to do two things: 1) drive people to articles on the blog to look at their friends’ wedding photos, and, 2) while they’re there, we want them to make some sort of decision, either going to the online gallery to buy a print or contacting us because they want us to shoot something for them.

On one side, Twitter and Facebook are a portal to drive people towards where we wanted them to engage. And then the other side is, both Twitter and Facebook allow you to continue the conversation with a large number of people on an almost no-risk basis. You use Twitter to drive people to come to the blog and read something, and then they have question that you answer on Twitter. It helps them get in the funnel, and then helps them stay, because it is the easiest way to engage with people.

Photo by Jason Aten

MJ: Tell us more about “the marketing funnel” and how it applies specifically to social media.

JA: The top of our funnel is Twitter or Facebook. That’s probably where we engage with the largest number of people. It’s interesting that of 1,100 Twitter followers and 1,100 Facebook friends, there’s only about 250 of those that are the same. Which I like, and it’s why we think of them as two different audiences.

Then we give that group free stuff: the blog. You don’t really make any money off that level of people, except you have the opportunity to convert them to the next level of the funnel where you have the five- to ten-page white paper on business or marketing or some topic. Maybe those cost $10. For us those are easy because I can sell a billion of them and it’s no more  work than selling one. That’s the number one transaction we have in terms of volume because it’s inexpensive and it’s easy for us to scale.

The next level from that would be the book. That was more work on our part, so it’s more expensive, and fewer people are going to buy it. After that you have a lot fewer people who will pay to come to a workshop, for example, but they’re paying a lot more money. Then at the very bottom of the funnel would be one-on-one consulting where we spend 2-3 days with a business. So you use the top of the funnel to get people in and then you get people to move down the funnel.

It’s the same with our photography business. Our blog and Facebook is the top of the funnel, where all the guests from the wedding come and look at those images. Then some of them will click on the gallery and purchase something. And then some of those people will actually contact us and book us to shoot something.

There may be fewer layers with weddings, but it’s the same idea. You want to attract as many people as you can to the top, because if you need 50 people to come out the bottom, you have to get 1,000 in the top. That’s just the way it works. Most of us think, I need 50 workshop attendees, so I need 50 people. Well, no. Part of knowing how the funnel works is understanding how many people you need at the top to get 50 people out the bottom.

MJ: Let’s talk about weddings. How do you use social media there?

JA: When we market to clients we focus mostly on Facebook since Twitter tends to be more industry people. The goal for Facebook is to get them to the blog, and to engage when they get there. We really wanted the blog to be a place they could share their friend’s story, and then make a decision about going deeper, either going to the gallery and looking at all the images, or contacting us to get more information for their own photography.

We also wanted the blog to be a place where people felt like they could get to know me, personally. About half of my weddings, I don’t meet the client until I do their engagement session or I show up at their wedding, so there had to be a way for people to reduce that barrier. On Facebook, I post pictures of my kids more than pictures from clients, mostly because, as a guy, having two cute little girls let’s people know I’m harmless and helps me relate to brides. And I want to make it as easy for them to feel comfortable with me as possible.

MJ: How about using Facebook specifically?

JA: We post a gallery, normally 10-15 images on the blog and 20-30 on Facebook. On Facebook we post images we would never post on our blog. We want to include a bridesmaid shot because I can tag every bridesmaid, or one with all the guys smoking cigars. Maybe it’s not something I would ever put in my portfolio, but it’s an opportunity to tag people.

So we tag the bride and groom, who we’re hopefully friends with, and send them an email that says, you’ll notice we’ve tagged you in some images. Please feel free to tag anyone else you think would like to see them. We kind of put the ball in their court and let them run with it.

I used to wonder how other wedding photographers got so many comments on their blogs. I don’t know why I cared except if people weren’t leaving comments, it’s hard to know they were there. Some friends of mine said, we offer the client something for free if they get a certain number of comments.

We might offer the client a free print, which is pretty low-cost for us, and it makes the client the evangelist. Suddenly our clients are posting on Facebook saying, please go to this link and tell us how much you love the photos. Then some of those friends who might never have made it past Facebook, they see not only their friend’s wedding, and comment, but then most of those people go and look at other events and offerings. It brings them deeper into the funnel.

Photo by Jason Aten

MJ: You also talked about being part of a private photographers Facebook group and using forums to drive traffic to your blog. Do you feel like you get a payback when you put effort into those kinds of groups?

JA: My philosophy in a forum or group, is I want to earn credibility by adding value with no strings attached. Then when you have something that has strings attached, people are much more receptive.

A forum I spend a lot of time in is the Pictage Forum; I call it the “friendly forum.” I have a lot of genuine friends I’ve met there, and as a result I work really hard to try to help people there. I know if I post something about a workshop there, people will go, we like this person, we trust this person, he’s shown he’s an expert on this, and they respond accordingly. Same thing is true with the group on Facebook. If you spend some time helping people or answering questions, it’s really an easy way to establish credibility.

MJ: Can we talk a little about your book and eBook and how you’re promoting it on social media?

JA: The book was originally written as a workbook that goes along with our workshop. I spent some time filling in the blanks because, obviously, if you come to the workshop you get a lot of information as dialogue. The idea was always that it would be available as a physical product. Then, it was probably Seth Godin who inspired me, I thought, why not also make it available electronically? That requires no extra work for me.

I try to position the book as, you can have all of it for free, but have to do all the work on your own. Or you can pay for the book. When I speak publicly, at the end of my talk I say, all this information is on the blog for free. If you want it more organized, with a bunch of resources and worksheets, here’s the book. It’s reasonably priced and provides all the content from a two-day workshop. Or you can come to the workshop if you want to talk about it. I haven’t pushed it a lot on social media, but we did run a $39 special eBook deal on Twitter and it was huge. Once we are done with workshop season, it will be easier for me to spend more time promoting the book.

You can spam people on Twitter and Facebook just like with email, and I definitely don’t want to do that. If I post something about a workshop, I can almost guarantee it would be a week before I would post about our book. When we send out an email to our database of 2,500 photographers, every time I send something out, I am heartbroken when someone unsubscribes. Not because I didn’t sell something to them, but because it wasn’t relevant to them, so I no longer get to send them anything. It’s the same thing when I send something on Facebook or Twitter it’s the same. If this is irrelevant, they might stop following, and I’ll never know about it, but I’ve now lost the opportunity to have any conversation with them.

Photo by Jason Aten

MJ: What do you do to assess and measure the success of your social media strategy?

JA: I’m an economics guy, so I’m a huge measuring guy, that matters to me a ton. If I’m looking at my website, I want to know how someone got here, what they did when they got here, where they live, etc.

For instance, I posted on our blog the other day and views spikes. Let’s say 45% came from Facebook and 55% came from Twitter. I’m trying to figure out why. Turns out Facebook actually imported the whole post into a note, so readers didn’t have a reason to click over to the blog. Which makes me think, I don’t want my blog posts to import to Facebook, because I can’t track it. Tracking helps me understand my different audiences. For example, when we announced an upcoming workshop in Michigan, I posted it on Facebook, because I knew I was connected to more people in Michigan there than on Twitter.

MJ: Could you give me some details on the difference you perceive between your Facebook and Twitter audiences?

JA: For me, Facebook is mostly people I know in the real world and clients or people who might be looking for photography. The interesting thing is, we do have a business Facebook page, but I don’t spend any effort on it, because, if my goal is to show people images and let them get to know me, what better place to do that than my personal Facebook page?

I know a lot of people struggle with, well, I wouldn’t want potential clients to know this about me; it’s like, then maybe that shouldn’t be true about you. So the Facebook appeal is it’s authentic and transparent. If you’re constantly worried about filtering that, it loses the authenticity.

Twitter was more where I was interacting with other industry people, like wedding planners, or other photographers I didn’t necessarily know and I wanted to engage about our business offerings. I’ve noticed people will become a Twitter follower first, and then later will become a friend on Facebook after we’ve gotten to know them.

Twitter helped me expand my sphere of influence. For instance, I went to Imaging USA in San Antonio, and a photographer I really respected but didn’t know was going to be there. Twitter made it really easy to say, great, I’ll be there too, let’s get coffee. But I never would have called that person.

When I moved back to Michigan in 2007, I started following planners on Twitter. It really easy to say, hey, great to see that wedding you did that was featured in some magazine. I’d love to buy you lunch and learn more about your business.

People start to trust you when there is consistency and time. Twitter is a way to have conversations over time. It’s much less threatening than picking up the phone. If I just want to send someone a casual note, I’ll send them a Twitter message; if it’s a little more important, I’ll send them an email. You have to know someone to call them.

MJ: You mentioned that you had too many blogs at one point, and ended up breaking your own rule of always posting regularly. Can you share any lessons you learned from that?

JA: The reason we ended up with four or five blogs was that we were intentionally segmenting our audience. So our signature wedding, the ones I shoot, the only thing I wanted on that blog would be the wedding I shoot and then personal stuff about me and my family. I didn’t want what my associates’ shots there and I didn’t want high school seniors, for example.

So we moved all our associates stuff and lifestyle sessions to a completely different website, brand, blog, everything. But then we shot 110 seniors! I couldn’t blog all of them, are you kidding me? And with high-school students, if you blog more than three photos, you won’t make any sales. We just didn’t have a good strategy.

Then for the Starting Out Right, we were very intentional about putting it somewhere else, because I did not want my wedding clients to feel like I was selling their secrets or anything like that. It’s good for them to know their photographer is considered an expert on something, but I did not want them worried I’d talk about them in workshops.

And I wanted people who came to the business side to understand, this is a place where you learn about running the business of photography. I didn’t want those posts mixed with one on album design. I wanted to be judged on business not the photos there.

If the whole point of a blog is to engage people, it’s kind of like if you have a marriage but you never come home. I was dating too many blogs, and I didn’t have a good relationship with them any more. Now we’re moving toward all our blogs being managed within the same interface and space to make everything a lot easier. We want to maintain the individuality of the brands, but also make it sustainable.

Photo by David duChemin

MIKI:

When I met up with David, I assumed we’d be talking about the “business” of social media. He is, after all, a very successful photographer, author, and eBook publisher because of his robust online community: the Pixelated Image blog and nearly 13,000 Twitter followers.

“Everything I’ve gotten professionally has come through my social media involvement — without exaggeration or exception, literally everything,” he says. But when I ask him about “metrics” and “ROI” he looks at me with a bit of exasperation.

“The most important thing I’ve learned about business,” he explains, “is that every opportunity is the result of a conversation.” The heart of social media engagement is that it allows you to have more conversations with people farther away — that’s it. Trying to sell something through social media, David says, “misses the point.”

“The last thing I want to do is be known as a salesman, because that sabotages the community and then people put up their walls and keep you at an arm’s distance,” he explains. Trying to “monetize” social media, using it to make the sale, means you decrease your conversations, and your opportunities.

So what’s the right way to engage with social media? Here are the five things you really need to know. After David’s top tips, you’ll find an edited version of our conversation, including insights into eBook publishing and why social media doesn’t have to be a time-suck.

DAVID:

1. Don’t forget, the online world is still the real world.

You would never walk into a room and, without introducing yourself, assume that everyone wants to hear about your latest greatest thing would you? Most of us will spend time actually listening to people, finding out who they are, and gaining their trust before we try to sell them our AmWay products. Just because it’s technology, that doesn’t give you carte blanche to abuse people with your sales pitches.

2. Use your strengths

We all have ways that we prefer to communicate. Give blogging or Facebook or Twitter a try, but if you don’t like it, don’t force yourself. Because that’s going to be obvious. Some people are not naturally writers; you’ve got to use your strengths. If writing is really truly not your thing, do a video blog or a podcast. Or maybe you don’t even need a blog. You can use Twitter as an ongoing microblog. It’s still a place that people will come to hear little bits and pieces and connect with you.

3. Be yourself

You’ve got to find your own voice. If that is crass and rude and foul-mouthed, then be that person. Because you want your audience to be authentic, one that comes to you because there’s a genuine connection. I don’t really believe in this distinction between work and play. What’s amazing about that is, if you’re not seeing the division between work and play, you’re also not dividing people into “friends” or “clients.” They’re just people.

4. Be a rebel

It’s so funny, because everyone gets into photography and they want to be free spirits and they would never consider shooting the same photograph as someone else — and then when it comes to the business side of things, everyone is looking for a template. Everyone wants to follow rules. I think building your photography business should be as much an act of creativity as your photography. And by implication, your communication about the stuff you do should be creative. It should be quirky. It should be unique to yourself.

5. Be vulnerable

In comedy, you can either screw up on stage and pretend it never happened — and totally lose your audience — or you can screw up on stage and call the moment. When a joke falls flat, the funniest thing you can do is just recognize that the joke fell flat. Because we all feel like we’ve been there. The same is true in social media: You screw up? You fess up, you make a joke about it, you apologize, you move on. And I think that draws people in. The more human we make ourselves, the deeper the connections we make. And even if none of this ever makes a penny for anyone, I think that’s the ultimate reward.

Photo by David duChemin

Miki: So what was life like before you got your first book deal three years ago?

David: I spent a lot of time doing mailing lists and creating post cards and following up with clients and working on improving my portfolio. All of those keystone pieces of marketing that everyone, including myself, advocates you do. Then all of a sudden I found my activities switched, and I was spending more of my time just engaging.

I’d been blogging for several years, since 2005 but I got into Twitter kicking and screaming. A friend convinced me to get into it finally and the learning curve was just easy. And there’s something about Twitter that’s less unilateral than a blog, more immediate. Little things fly back and forth, and it keeps people engaged in small bursts, which is more like real life. You know, you make a quick phone call to your buddy, you go have coffee, it’s much more episodic than it is like one massive post every week.

The most important thing I’ve learned, someone said to me a long time ago, David, every opportunity comes as a result of a conversation. Every good thing I’ve gotten in terms of my career has come as a result of my engagement in social media. I think that’s because social media is about having more conversations. More conversations, more opportunities. You don’t pursue it because of the opportunities, but they’re a happy byproduct.

My books also came in some sense from having a platform. When you go to a publisher and you say I have a great book idea, the first thing they say is not what’s your great book idea? The first thing they say is what’s your platform, who’s your audience?

I started to realize that the strength of my audience — because it’s large but it’s not gigantic — is that I’m kind of in it for the long haul. I’m not interested in just selling someone a $5 eBook when I could spend time connecting with them and making friends. And I don’t really believe in this distinction between work and play. What’s amazing about that is, if you’re not seeing the division between work and play, you’re also not seeing the division between people in terms of friends or clients.

I know one guy who was initially sort of a fan/follower, he came on a workshop, then he became a friend. Since then I hired his company to do a $10,000 website project. People become friends and they become part of your community and hopefully there’s an honest interchange. It becomes this small-town mentality people used to have. They knew the guy down the street and they’d hire him because they knew him.

Miki: Are there common mistakes people make when they’re first getting into social media?

David: I think the biggest mistake is treating social media like it’s not the real world. Just because it’s technology, don’t treat it like you have this carte blanche to abuse people with your sales pitches. You would never walk into a room and, without introducing yourself, assume that everyone wants to buy your latest greatest thing. Most of us will walk into a room and spend time actually listening to people, finding out who they are, and gaining their trust.

Everyone is talking about monetization, and I’m sure there are industries where that matters, but I think talking about monetization misses the point. If it’s social media, let it just be social. I mean, I advertise our eBooks, but it might be one in twenty tweets, MAYBE that. When a new eBook comes out I say, hey the new eBook is out, here’s the discount code. I might tweet that a second time. But other than that, it’s like, ok, it’s out there, now let’s go back to having a conversation.

When you start looking at people as a potential cash outlet, a potential client, you start kind of writing people off. Because you’re assuming you know how it’s going to pay off for you. The “pay off” might just be relational, it might just be a good friendship. Or you may assume they have nothing to offer you and miss out on an opportunity.

People are pretty savvy. When they feel like they’re being sold to, they tune out pretty quickly. And the last thing I want to do is be known as a salesman. Because I think that sabotages community. Then people put up their walls and they keep you at an arm’s distance.

I want to be the kind of person where people want to have a cup of coffee with me. Instead of being the guy everyone tries to avoid  because he’s just going to pitch me something. “Thanks for meeting me for coffee, you want to buy an eBook? You want to go on a workshop?”

Pursuing community for the sake of community has this fantastic pragmatic spin-off. But the moment you try to pursue the money, it kind of short-circuits itself. It has this natural self-destruct built in that forces you to be real and authentic.

Photo by David duChemin

Miki: What did you first tweet about and has it changed?

David: I think I was a little more guarded than I am now. Then I was trying to come up with things to tweet about and trying to be clever. Now I’ve become more off-handed and quite willing to be a little more me. I’ve become more sarcastic, which I am by nature. But certainly the way I use Twitter has changed in terms of me feeling like I can be a little more casual with it. Not planning so much. When something comes up you just kind of throw it out there.

Again, conversation is spontaneous. It’s not, ok, I’m going to meet with Miki and I’m going to talk about these three things. That’s a meeting, it’s not conversation. Whereas if you have a friendship it’s like, oh, I wanted to tell you this! That’s the kind of stuff I’m more and more tweeting…and the stuff I like to read. When I’m reading people’s stuff, I like the stuff that’s a little spontaneous, a little goofy. It’s a small little window into someone’s life. I think that’s the kind of stuff that builds connections. It makes you feel a little closer to people and again, and pragmatically speaking, the closer we are, the tighter community is, the more we want to support each other.

Miki: Do you feel like your blog has gone through that same transition of you opening up more and being more yourself?

David: When I started blogging, I remember writing something like, “I don’t know if anyone’s ever going to read this, but it will be a nice place to document my journey as I come back to photography.” So right from the beginning, the goal was not to create some thing with an audience, the goal was just expression.

Communication, you need an audience for. Expression, you can be in an empty room. And I think that was kind of the point for me. Just to journal it, to get it out there. So it’s always been pretty open and I’ve never kept anything hidden except really personal stuff.

Being authentic creates connections. And it’s all relationships, it’s just in a different kind of world. It happens through the keyboard and on iPads and laptops, but it’s still relationships. It’s reciprocity, it’s trust, it’s openness, it’s vulnerability.

There was this great TED Talk by Brené Brown on the power of vulnerability. It’s phenomenal. It’s nothing none of us knew, but she puts it into such a concrete sociological terms: vulnerability is a powerful thing. It’s just scary as hell sometimes.

I was in comedy for 12 years, and in comedy, you can either screw up on stage and pretend it never happened — and totally lose your audience — or you can screw up on stage and call the moment. When a joke falls flat, the funniest thing you can do is just recognize that the joke fell flat. Because we all feel like we’ve been there. The same is true in social media: You screw up? You fess up, you make a joke about it, you apologize, you move on. And I think that draws people in.

The more human we make ourselves, the deeper those connections can be. And I think, even if none of this ever makes a penny for anyone, that’s the ultimate reward. We have an opportunity to put our work in front of more people than ever would have seen Shakespeare’s plays in his lifetime. You share the work that you create, which is for most of us why we create it, and you build community and connections. What else is there?

Miki: The big thing I hear is, people are worried it will take a lot of time to be as engaged as they need to be. Do you think that’s true?

David: I don’t think it is. I think you can be very engaged, very high-touch, very warm, very human, without being the guy that sits across the dinner table and is always checking his email and twittering while you are trying to have a conversation.

If you’re comfortable with the technology, when you have a moment, you can just pop open Twitter on your iPhone and create a little tweet. I mean, it’s only 140 characters. It’s only when you think, “Oh my gosh, I have to blog today and I have to tweet today,” when you make it a big to-do items, that it becomes a little intimidating.

If you ask me, is it time-consuming to maintain a friendship with your best friend? No, it’s not time-consuming, because we want to fit it in. Now blogging, I do make sure to get it in a couple times a week if I can. But for me twittering, it’s quick. I sort of launch it to see what conversations are going on, I check in, type out a quick little reaction or retweet something. It’s more conversational. I don’t think most of us would say, oh, I don’t have time for conversations.

You’ve got to find your strengths. If you don’t want to blog and all you want to do is Twitter, then you look at Twitter as an ongoing microblog. It’s still a place that people will come to to hear little bits and pieces and connect with you. If writing’s not your thing, do a video blog or a podcast.

I have a friend Matt Brandon, who does a similar style of photography. I don’t think he’d mind me saying, he’s not a naturally talented writer. What he is good at is audio. So rather than force a square peg into a round hole, he’s just mostly doing video blogging. He also does these Depth of Field podcasts that are unbelievable. Or look at Gary Vaynerchuk, who sort of admits in his book Crush It that he can’t write, but his video podcasts are great.

Not everyone needs a blog or Twitter. It’s a powerful tool, so give it a try. But if you don’t like it, don’t force yourself. Because it’s going to come out. It’s like with me and Facebook. I hate Facebook, so as a result, I don’t post as often to it, I don’t respond as quickly. Anyone that’s watching would pick that up pretty quick. Twitter, on the other hand, I love. I just hate saying it. I hate saying I’m going to tweet you. But it’s better than saying I’m going to poke you.

Miki: Tell me about your eBooks and the Light & Vision online bookstore. Are eBooks profitable?

David: The eBooks are always $5 or less on my site, and last year we sold somewhere around 80,000 of them. Now, I have other authors, designers, a manager, so that’s not $400,000 in my pocket, but the numbers are certainly great.

The first book: I was in Thailand with my buddy Henry, who sells software, and he said, “David you’ve got to get some kind of eBook or something.” I said, I’ve seen eBooks; they’re white papers with lots of highlighting and underlining and they’re all written in courier and just shoot me now.

But he said, David, we’re sitting on this pier in Thailand eating Pad Thai, and I’m making money right now. When I go to sleep tonight, I’ll wake up in the morning and I will have made money. Because people are buying my code. But you have to BE somewhere to make money. If you want to make money on an assignment in Kenya, you have to go to Kenya. You always have to be there, so you’re limited.

I came home and I started thinking, if I could do eBooks my way … I also had intended to learn InDesign, so I gave myself an eBook as a project, because I don’t learn very well unless I have a deliverable. It took me about three days start-to-finish, and when it was done I thought, huh, I’ve got an eBook.

I found a way to sell it online, and I posted it on my blog, and damned if people didn’t start buying it. And then I thought, this is too good not to see if it can’t be done a second time. The first one was called Ten, the second one was called Ten More. I don’t think I’ve since become much more creative with my titles. But people kept buying it.

Soon I realized this is the reason people buy photography magazines, but without all the ads. It was great, big, glossy photographs that could be downloaded and shared. We don’t use any digital rights management, so you can print it, you can email it to someone, you can put it on five devices. And I found I really like putting them together. Then once a couple of them started doing well, I invited some others. My buddy Dave Delnea wrote one called Below The Horizon that did really well. And the whole thing has kind of steamrolled.

When I began my career as a photographer many years ago, I signed up for National Press Photographers Association and first learned about their seminar and convention programs. Being strapped for cash, as most graduate students are, I was informed NPPA gave free tuition to attend the Northern Short Course to students who volunteered for the program. As a volunteer, I attended my first ever NSC in Providence and was hooked.

With free portfolio reviews by some of the industry’s best editors, seminars ranging from lighting to business skills, keynote speakers like Bill Eppridge, Joe McNally and social gatherings until the wee hours of the morning with titans like Sam Abell, I left with my batteries recharged, new photo story ideas and a fresh perspective on the industry.

I’ve attended numerous workshops, seminars and conventions ever since and have always felt it was money well spent. The PDN PhotoPlus Expo in New York is a great place to see seminars, get inspired by amazing speakers and shop for the latest gadgets and gear. Likewise, the Look3: Festival of the Photograph is a wonderful 3 day event held in Charlottesville which celebrates photography from all over the world with three photography legends presenting each day.

This year, I am a guest presenter at the NSC in Providence and will be teaching seminars on The Business of Nonprofits Photography and Photo Mechanic: In the Field. My fellow presenters and speakers are awe inspiring: Matt Eich, David Gilkey, Karen Kasmauski, Amy O’Leary and so many more. The workshops cover audio and multimedia, Final Cut software training, business skills for freelancers, a student’s guide to presenting your work and much more.

As any photographer who has attended one of these seminars will tell you, professional development and networking in person cannot compare to being Facebook friends with photographers or hitting a happy hour every once in a while with other pros. The skills learned and the people you meet at these weekend-, week- or even day-long seminars is invaluable for your professional growth. I’ve made some of my best friends in the industry at these conventions, reconnected with colleagues I’ve not seen in years and seen presentations that reminded me why I became a photographer.

Every year, NPPA and other organizations offer scholarships for students and working professionals. For example, the NSC offers full tuition opportunities for working pros and volunteering in exchange for the attendance fees and there are slots left for 2011. Many other groups offer members a discounted rate and reduced tuition for students. With prices under $500 for many seminars, you simply can’t pass these opportunities up.

Trust me when I tell you: you won’t be disappointed when you invest in your career in this way!

PNY's Marc Ziccardi, Momenta Workshops Director Jamie Rose and WHNPA President and business expert John Harrington post at PNY booth at the PDN Photo Plus Expo October 2010.

First Things First

When we are defining our company’s branding identity, we often create a design based on our preferences.  We like red and such our identity becomes a red logo.  Or, the trend color is turquoise and the website becomes turquoise.  The problem with creating branding identity based on these preferences is that it is built on the surface of a business.  This type of identity doesn’t represent what runs deep in our business.

Building Your Brand

Want to build a strong brand that best represents your business?  Sit down and define the following:

• What is your mission statement?
• Who are you?  What is your business about?
• What are you values and your company’s values?
• What do you want to be known for?
• What is your specialty?

From here, work to define the identity that will draw people to your company.  Powerful identity will work to link the customer’s eye with your business inside and out.

Go Beyond Branding Identity

Branding is so much more than your logo, website, and stationery.  It is in the way you answer the phone, the way you dress for a meeting, the way you present your porfolio.  Branding that is carried through all aspects of your business will create a consistent experience for your customer.  It is this consistent experience that makes your brand strong.  These factors are what makes a brand become instantly recognizable and highly valuable.

Wanna learn more?  Visit Sage Wedding Pros’ blog for more on mission statements, values, and branding.

Need a logo but not sure how to get one? Well, you’ll need a designer. We have some expertise with this enigmatic species (ahem), so we put together some tips to help.

1. That aspiring graphic designer who lives next door…

is a really nice guy, but he’s merely one choice among many. Don’t mistake convenience for quality. Building your brand is a very important aspect of your business. Treat it that way. Be prepared to explore the options, deliberate carefully and invest appropriately.

2. Look around.

There are a ton of designers out there who would be psyched to work on a brand like yours. Not sure where to find them? Ask around, especially to friends whose style you admire. Like Kevin Bacon, you are seldom more than six degrees away. Especially if you’re a creative pro yourself.

3. Look carefully.

When reviewing portfolios, look beyond the surface. Great design is more than a pretty logo; it’s strategic, it adds meaning, and it elicits an emotional response. Also, it’s a good idea to look for a designer with a range of visual styles. You don’t want a one-trick pony, because you don’t know yet what trick will work best for your brand.

4. Give them something to work with.

The more information you provide, the better the result. Your designer needs to get a strong sense of you, your work, your perspective, your specialty and your needs/expectations. For instance, if your logo has to be legible underwater, that’s going to point in a very different direction than if you said 75% of your clients read Braille.

5. Your awesome logo idea? Not the only solution.

In fact, it might not be a solution at all. Let your designer do his/her job. There’s a very good chance they’ll surprise you with something you couldn’t have imagined on your own. Isn’t that the reason you hired them in the first place?

6. Use your words.

When giving feedback, make sure you can back up your opinions with clear reasons or feelings. “I hate it” is okay, but “I hate it because it’s gloomy and dark and makes me look like I have a vampire fetish” offers a lot more information to direct the next round.

7. Leave your mom out of this.

She’s got great taste, no doubt, but she’s not your target audience. Neither is your brother or your girlfriend or even you, for that matter. Go back to your business goals. Will this design speak to the people you want to reach?

8. Trust your designer. And your gut.

Your designer has done this before. S/he probably has some valuable perspective to offer. Listen to it. And then listen to your gut. Your brand, like your work, is an expression of who you are. You’ll know when it’s right.

Not even sure what a ‘brand’ is in the context of your solo career? Put simply, it’s the way you present yourself to your clients.

1. Know yourself.

The foundation of a strong personal brand is, well, a strong sense of self. What are your strengths? What makes you stand out from the crowd? What kind of work do you enjoy/prefer/aspire to? What’s your vision for the future of your business? They’re not easy questions, but having clear answers to them will help you define your personal brand and position it for success.

2. Know your target audience.

Branding is a form of communication, so as in any conversation, it’s crucial to understand who it is you’re talking to. What sorts of clients, products and industries would you like to work for, and what do they need to succeed? How can you deliver it? Tailor your messages and visuals to speak to the people you most want to reach, and you’ll be much more likely to hear from them.

3. Be authentic.

The most successful brands are authentic brands. It’s important to position yourself in line with your interests and future goals, but ‘faking it ‘til you make it’ will only take you so far. If you oversell your capabilities, you risk falling short of the expectations you’ve set. Plus, people are perceptive. If your brand doesn’t ring true, chances are your phone’s not going to, either.

4. Take advantage of your toolbox.

Logo, color, layout, words, and of course, your work: these are the tools in your toolbox. Take advantage of all of them to build your brand, and use your personal vision as the metric for deciding how to use them. Now that you’ve got a liveBooks site, consider hiring a good designer to help you figure out the rest. See our blog post on Getting Great Design for advice on a smooth design process.

5. Be strategic.

Once you’ve got your brand in place, make sure people can find it! Consider all the ways you might reach your target audience. Use your networks, both real (professional associations, events, competitions, publications) and virtual (Facebook, LinkedIn,Twitter, blogs). Reach out to dream clients. And perhaps most importantly, follow a few simple steps to drive traffic back to your liveBooks site.

6. Be consistent.

Your clients interact with your brand all over the place: your website, blog, email, in-person meetings, product delivery, billing…the list goes on and on. Wherever possible, make sure your brand looks and feels the same every time your clients touch it. That means business cards, newsletters, email signatures, thank-you notes, invoices and everything else you use should work together to reinforce your brand. See our Partners page for resources.

7. Be consistent.

Build it, (consistency that is) and they will come.

8. Be consistent.

No really. It’s secretly rule #1.

9. Maintain a dialogue.

Every time you finish a new project, participate in a conference or competition, or achieve a personal milestone, you have an excuse to start a new conversation. Take advantage of these opportunities to bring people back to your brand.

10. Refresh as necessary.

As I’ve tried to say already, consistency is key. But every brand can use a little refresh from time to time. (We’re talking every couple years here.) It ensures that your brand feels contemporary and gives both you and your clients an opportunity to re-engage.

Coming soon – your guide to your online/offline brand strategy.

1) Have you got enough completed material?
Patience is a virtue when it comes to promoting a new body of work. It’s really important not to start approaching potential exhibition spaces or sponsors if you have not got a strong idea about the direction the work is taking.

Provide a good visual representation along with a written description – it is likely you will only get it in front of people once, so don’t waste the opportunity, or their time, on something half-baked.

2) Think about how to explain your project concisely both verbally and in writing.
Even with an agent or gallery, individual practitioners need to be self-reliant when it comes to promotion. The more established you are the easier it becomes to get ‘buy-in’ from people at an early stage of a new project, however, being able to communicate your idea well and with confidence is SO important.

a) Verbally
Think about how you can best explain your latest work in a couple of snappy sentences. It’s all about planting the seed of your idea in other people’s minds, so KEEP IT SIMPLE.

b) Writing
When it comes to writing about a new body of work for submission to a gallery, a page of text with between 250 to 500 words is enough. Not everyone finds writing easy, so you may want to think about collaborating with someone who you feel is sympathetic to your project to help you articulate it.

3) Research your Audience
It is always helpful to step back from your project and think about what your work offers a particular audience or gallery space as well as vice versa.

If you want to get an idea of the types of exhibition venues available, the best sources are listings in creative magazines or websites relating to your medium. Look at the types of work already on show in a particular venue and whether your project fits into that context.

4) Conventional promotional routes prior to exhibition
There are various ways that you can get a new project noticed.

a) Competitions
Submitting your work into online, magazine or exhibition-based competitions when it is at a point where you have text and a strong selection of work is a good way to get acknowledgement and promotion for your project.

b) Portfolio Reviews
On the photography circuit portfolio reviews provide a good opportunity to put a completed project in front of a wide selection of professionals. Look at sites such as Rhubarb-Rhubarb in Birmingham, UK, Houston Fotofest, USA, and PhotoEspana, Spain.

c) Exhibition Packs
Most conventional spaces have regular scheduling meetings for their exhibitions. If you are promoting your work to these types of spaces you should produce a postable A4 or US Letter sized pack for your project along with, or rather than, a CD of your work (that can be easily set aside or lost). Your pack should contain the following items:

• Selection of images – don’t give the whole game away so 10 should be sufficient.
• Text on your project – as discussed above this can be 250 to 500 words.
• CV/Biography

Finally, remember that you are working in a visual context so the presentation pack design and layout are important as well as the content.

5) Create your own audience
As well as website portfolio’s, individual practitioners are increasingly turning to the web to create communities around new projects as they develop.  This can be done through Facebook and Twitter or by creating your own project website.

6) Be creative about the potential venues or the presentation
Galleries offer ready-made infrastructures for promotion of the work in their exhibition schedules but there are so many other arenas for exhibitions these days.

Think about the subject matter of your work and how best to reach an engaged audience – lots of different institutions have wall space that can be turned over to exhibitions, lots of unconventional locations can be hired for exhibition use.

Remember that an exhibition doesn’t mean framed prints, it can also be a poster show, outdoor banners, projections or online.

Consider teaming up with other creatives that may also be looking to exhibit material – together you may get the support and momentum that may make the difference between getting your work exhibited or not.

My earliest memory of writing is from elementary school. In a small, spiral bound notebook, I managed to compile hundreds of pages about a group of mushroom people.

I was convinced of its brilliance. Then I promptly lost the notebook. Note to us all: backup your work. I didn’t write for the next twenty years, but as I began my photography career, something changed in me and writing on a daily basis became a part of my life. But let me be painfully clear. This was not a choice I made. This was something I had to do.

There was something inside of me that needed to come out and photography was not enough, still isn’t enough. I remember my first, adult journal, or diary, or whatever you want to call it. One of those black and white speckled jobs from the supermarket, a “composition book,” I think they call it.

I began to fill them.

I filled boxes of them.

The first time I put pen to paper, the very first time, I made a critical decision: Don’t hold back.

I realized for this journal to work, this therapy, I had to get out the truth. “What if someone reads it?” my friends would ask. “Well, then they will actually know some things about me.” I answered. At times this was a sobering endeavor. There were times I closed that book after a day’s session and thought, “I really hope nobody reads that.” But this feeling of exposure, or closure, was overwhelmingly positive. To write and not do this was not writing at all.

I was hooked.

I started blogging around 2002. The very first time my fingers hit those keys I made a critical decision. Don’t hold back. For the first four or five years I felt the only way to do this was to not tell anyone I had a blog. I was like an 1880’s gunslinger, something would set me off and I would unload both barrels of my opinion.

I wrote fake movie reviews. I wrote about the brilliance of the 1970’s hit television show “Charlie’s Angels.” I wrote about my family, and yes, I wrote about photography and what I felt was happening to the photography industry. And then one day I got an email from a stranger, a very successful blogging stranger.

“I’ve been reading your stuff,” she said. “I think you are really on to something.” We began to communicate.

“I think you could really make this work, but you have to narrow it down,” she said. “I think you should write about photography.”

By then I had photographer friends who also had blogs, nothing like today, but a few were starting to pop up.

“Okay, I’ll give this a shot,” I thought. And under the guise, “Don’t hold back,” I began to write about photography.

I wrote about why digital point and shoot cameras all suck and are nowhere near as good as their analog counterparts. I wrote about magazines using list style stories because they were lazy and their subscribers have no attention span. I wrote about how photography had become more about technology than actual imagery. And I wrote about the great work I was finding from unknown photographers.

I also began to realize my opinion was, no surprise, in the minority, and readers, under the guise of the anonymous comment, were not shy in sharing their wrath. I knew I was on to something.

Honesty.

Fast forward to today and the era of “blog as sales tool,” and you quickly realize what is painfully lacking is honesty, truth and pure opinion.

Does this sound familiar: “I could have never made this picture without (insert latest piece of technology being sold by company sponsoring photographer) the new Zupperflex 5000 version 2.0.”

For the love of humanity blogging photographer, if you find yourself writing this above statement, please stop.

Today we are saturated by photography blogs but most are, in my humble opinion, extremely predictable. There are some good blogs out there, and blogs that have an incredible number of readers, but most are heavily oriented at gaining new followers rather than really revealing the truth.

I love blogs that give me a real view of what a photographer’s life is like. I love to hear the ups, the downs, the surprises and those intimate moments that make the person unique. These blogs are difficult to find.

I think the opportunity of blogging lies in the “don’t hold back” idea, in being honest.

Photographers live, in many cases, incredible, interesting lives. So tell us about it.

In essence, stop selling, start telling.

Recently I wrote a post about returning to photographing weddings after taking a few years off, but realized I needed to make some changes first. I looked at this post as being simple, nothing ground-breaking, and yet in 24 hours my site had roughly 5,000 hits (which for me is a lot), most of which were directed at this post. I received a flood of comments, emails, IM’s, etc., all from people saying, “This post really hit home.”

My first thought was, “I’ve got boxes of material like this on the pages of my journals.”

So as a blogger, I’m still learning, still searching, but I know that the path forward lives in what makes me unique and the ability to share the highs and lows of living a creative life.

Frederick and John also discussed how liveBooks plans to advance along with the ever-changing world of technology that we are part of today – and what it all means to you as a liveBooks customer and a creative professional.

Interested in hearing more? Listen to John and Frederick in this podcast, which can be found on PixelCorps.tv.