Since starting the podcast over 2 years ago, I've haven't had the chance to interview a Head Shot Photographer. That changed when I welcomed one of the best there is to the show. The owner and pricipal photographer of the highly successful DC Corporate Headshots studio, Delane Rouse.
The way Delane describes his business is pretty simple. He says
On a daily basis we consistently deliver high-quality corporate headshots and business portraits to the Washington DC business community.
No babies. No weddings. No food. JUST HEADSHOTS.
And if you check his website, you'll immediately know, he's a switched on operator and business owner.
Here’s some of what we cover:
What’s on Offer for Premium Members
If you’re a premium member, you should have received an email with links to your version of this episode where you can hear lots more content from where we dive deeper into some of the earlier topics plus some new ones that I pushed hard for that include:
If you're on the fence about becoming a premium member, join with the $1 trial today and get access to the FULL interview with Delane Rouse, get access to an amazing back catalogue of interviews and ALL future interviews delivered automatically to your podcast app.
What is your big takeaway?
Following this interview, I’d love to know what your biggest takeaway is – what is the one thing that you’d like to implement or learnt from what was shared? Let me know by leaving your thoughts in the comments below.
I will always surround myself with people that are smarter than me, with people that are better than me; and they don't always have to be in photography because this is business – Delane Rouse
If you have any questions that I missed, a specific question you’d like to ask Delane or if you just want to say thanks for coming on the show, feel free to add them below.
I want clients not for one shoot, I want them for many – Delane Rouse
iTunes Reviews and Shout-outs
Each week I check for any new iTunes reviews and it's always a buzz to receive these… for a couple of reasons.
Firstly, it's confirmation that I'm on the right track with the interviews and that they really are helping you improve your photography business. That's awesome!
Secondly, iTunes is the biggest search engine when it comes to podcasts and it's your reviews and ratings that help other photographers find PhotoBizX. More listeners means more interviews and ultimately a better show.
If you have left a review in the past, thank you!
If you haven't and you'd like to, head to https://photobizx.com/itunes and you can leave some honest feedback and a rating which will help both me and the show and I'll be sure to thank you on the show and add a link to your website or blog like i have below:
Can’t thank you enough!
In iTunes by John Barwood Photography from UK on September 8, 2015
Andrew, I have just found this podcast and was blown away by the interview with Dan O’Day. It is so great to hear you really probe the areas that keep me up at night rather than just chatting and promoting, nothing wrong with a bit of promotion of course 🙂
I love how honest you are about you fears and insecurities. I also hugely appreciated your guests honesty not just about the business but about personal stuff. I also suffer from anxiety badly and often worry that being a wedding photographer simply a stupid life choice. But I couldn’t imagine doing anything else as I love both photography and the business side and I love the challenge I have every week turning up confident on the outside even though I am panicking and insecure on the inside.
Dan’s openess about his issues was so good to hear and reassuring that I can keep doing this.
Also, a massive thanks for the effort that goes into the sound quality of the podcast, I know it must take extra effort but it really makes a difference as I often listen to things in the car on the way home from a wedding, and audio be poor audio is almost impossible to listen to 🙂
Very happy to now be a premium subscriber! Thanks!!
A must for anyone serious about their craft
In iTunes by mtcoz from Australia on September 8, 2015
Seriously the best Photography podcast available. Just take a look at the calibre of Andrew’s guests. These are the experts who offer their secrets, hints and tips.
The $10 a month I paid to go premium is the best money I’ve ever spent on my business, it’s like a weekly workshop. I literally have pages and pages of notes that I’m always trying and implementing… Shooting, SEO, Clients, Social Media, running a studio, gear, the art from itself is all covered, but my single biggest take-away from each guest is to shoot for yourself. Shoot how you want to shoot and always invest in personal projects.
Keep the fantastic interviews coming Andrew. This is only going to get bigger and bigger… Thanks Andrew
From addicted… Melbourne Aus. So what are you still doing here???? Go invest in your passion.
I got to make it less about me and more about the brand – Delane Rouse
Woody Woodclick – Packaging for photographers
I've been chatting to wooden box designer and artisan, Woody Woodclick about his gorgeous and custom branded wood box collection for photographers. He's since sent a couple of samples and they are both rustic and beautifully crafted with logo detail like I've never seen on timber before.
Unlike other stamping I've seen, the detail Woody is able to achieve in his printing or stamping (I'm not sure how he does what he does) is incredible. Anytime I've asked to have my new Impact Images logo printed, the usual advice is to increase the size of the word “photography” because it's too small for print.
Not the case with these boxes from Woody. The font is tiny but the detail and readability, perfect!
The boxes are high quality and not cheap at $649 USD for a quantity of 20 (box to take 5″x7″ prints plus printed 16GB USB flash drive [also included]) but you will be impressed!
Shipping is free in the USA and $50 to Australia, New Zealand and the UK.
Woody has kindly offered PhotoBizX listeners a promo code to use for any of his range to save $65 off your order.
Use the promo code photobizx at the checkout.
You can see examples here: http://www.woodywoodclick.com
It's easier to start high and get pushed down the line than it is to start low and try to climb your way up the line – Delane Rouse
Book More Weddings Academy is opening this week
I interviewed Heidi Thompson of “Book More Weddings” in episode 40 of the podcast and since then she's been running courses for business operators in the wedding space.
If you're a photographer who struggles to get things done and work bester y having to be accountable, this could be the perfect course for you. In addition to the accountability, Heidi has helped a lot of business owners grow their business fast with her courses which cover marketing, blogging, branding, advertising, structuring your day, impressing your clients and heaps more.
If this sounds like something you'd be interested in, Heidi is running a series of webinars this week where you'll get to meet her to see if she's a good fit for you plus pick up a heap of tips during the webinar.
All the details are here – Book More Weddings Academy
Links to people, places and things mentioned in this episode:
DC Corporate Headshots Website
DC Corporate Headshots Schedule Session
DC Corporate Headshots on Facebook
Salesforce Marketing Automation
The Sales Whisperer Podcast with Wes Schaeffer
The Sales Evangelist Podcast by Donald Kelly
Gina Milicia's Podcast – So you want to be a photographer
India Buggy – the Indian Travel Company Linda and I used for our bookings
Book More Weddings Academy with Heidi Thompson
Equipment
Nikon 70-200mm f/2.8G ED-IF AF-S VR Zoom Lens
Thank you!
Thank you again for listening to the show and thanks to Delane for sharing so much! It was so good to hear from a businessman concentrating on running and building a terrific business that happens to be headshot photography.
If you have any suggestions, comments or questions about this episode, please be sure to leave them below in the comment section of this post, and if you liked the episode, please share it using the social media buttons you see at the bottom of the post!
That’s it for me this week, hope everything is going well for you in life and business!
Thanks and speak soon
Andrew
What an enjoyable and useful interview to listen to. Delane has some really good tips and there’s many reasons why he’s doing so well obviously, but he could probably survive on his pleasant voice alone ; ) I’m working as a headshot photographer right now, kind of without realising it + recognizing the potential as of yet. So it was a very cool interview to be surprised with. Gotta listen one more time, I think that’s when things really sink in & questions arise / brain connections are made. Listening through the archive right now and I just love the podcast! It’s so motivating and there’s so much learning!
Thanks Stephanie!
Haha, I’m with you, what a great voice… oh, and business.
Hope you enjoy the second listen and list some things you can action to grow your own business. The first step in my view is get an email auto responder in place. et me know if you need any help here.
My second suggestion is to listen to the Bernie Grffiths interview to generate some clients to suit what you want to be shooting – there’s no reason why his Facebook advertising technique can;t be used for commercial clients.
Looking forward to hearing about your business growth and success.
Stephanie, I totally agree…there is a LOT to be learned and Andrew has created an fantastic resource. I’m working my way through as well. I listen a lot when I’m stuck in traffic or culling.
Hey Andrew and Delane, Thoroughly enjoyed this interview. Delane, you have a real head for business and you don’t seem to afraid to try different approaches and ideas. I love the way you connect with people and you are not afraid to put yourself out there. No wonder you do well. you have a very personable manner, not to mention a great photographer. Andrew, another great interview, well done guys. It was inspirational.
Thanks Chris – glad to read you enjoyed this one. Plenty of great lessons to be learnt from Delane for sure! How good is it to have photographers like Delane sharing what they do with us. Very cool!
I thought Andrew was living the dream 😉 Delane with that voice and open mind to people and business is living a great dream. I like his trust in his judgement of others he partners with.
Very cool
My take away, as Delane and a few previous guests have mentioned, if your going to put rates on your website include a high rate so the lower is perceived as great value.
Putting your rates on your site won’t completely stop people that consider you too expensive from calling BUT it helps.
I think that price anchoring is the KEY!!!
Delane
thank you for the follow up Delane
I’m with Delane and you Orlando, having prices displayed on your website is a good thing – particularly for commercial clients.
Although I don’t have my wedding prices listed, they can be easily and immediately accessed via email sign up by anyone who wants them – I do structure these prices with one very expensive collection/package to add “perceived value” to the middle and most booked package.
Works well for me.
thanks Andrew, I’ll be using that strategy on the new website 🙂
Looking forward to seeking that bad boy once it’s up and running!
My god what a great interview! Delane you had some great tips! But I had a question, would you recommend your email marketing campaign to wedding photographers? And if so what would you send out? The repeat business for wedding photographers, I would assume is much less than headshot photographers but I love the idea! Delane, thanks again!!
Hi Ray
Thanks for the comments!
I would definitely recommend some sort of email marketing for wedding photographers. When people contact you they could be anywhere in their selection process.
So the key would be for you to be able to attract potential clients and nurture them through their selection process. Offer them hints and tips on how to select a wedding photographer, how to select a picturesque location, what an engagement session would/should be like, and a plethora of other topics.
Also, you wouldn’t stop the campaign at the wedding…you could use it to deliver files, request testimonials and really important…to request referrals.
Then stay in touch with them over time…these people got married so you know their Anniversary date and you could send them a nice “Happy Anniversary” message every year. How nice would that be?
Then you remind them about “specials” that you’re offering and additional services. These are prime candidates to purchase family portrait sessions now and especially once they have kids.
Hope this helps.
If you have any other questions just let me know.
Awesome awesome awesome! Great ideas Delane! Ive been posting happy anniversary posts on facebook but with how hard fb makes it to tag clients from a business page sometimes its gone unseen by the couple. I really like the idea of sending them an email! By the way, I started listening to the sales whisperer, and Ive always said its great to have an outside perspective sometimes. Thanks for the recommendation!!
In addition to Delane’s feedback and answers – I’ve been using an email auto responder series for my potential wedding clients and it works extremely well.
The automation alone is a beautiful thing.
If my prices are too high (these are included with my first automated email) I usually hear back a day later when the subscriber receives my followup email email asking if they understood the pricing and have any questions.
Eliciting any kind of a reply from any of my emails is exactly what I’m aiming to do. Once a dialogue is open (and initiated by the prospective client) I’m off and chatting to them.
If I am indeed too expensive, I’ll offer to help with anything else I can with suggested blog posts or personal recommendations.
If you’re still looking for ideas Ray – sign up for mine 🙂
Andrew – thanks for another great interview! Delane, thank you for being so honest and open about your business. Your work is stunning – it’s where I strive to be as a headshot photographer.
My pleasure Marcy – I hope you can take action with at least one thing you heard from Delane and take your business a step forward. I’d love to hear what it is once you get it happening in your business… that’s a challenge BTW 😉
Hi Marcy-
Thanks for the kind words…you have some nice work on your site. If I could offer one suggestion…and that would be doing a bit of a tighter edit on the images in your portfolio.
Clients only perceive you to be as good as your worst image…so if you only show 9’s and 10’s you’re ahead of the game. Never EVER show a 7. Sure, we all shoot 7’s (and 2’s and 3’s) but you never want them to see the light of day.
If you have any questions just let me know.
Delane
Excellent post. it is very informative and valuable.