All posts by John Berthot

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Following up after bidding for a job

Following up (carefully) after bidding a job

Q: After I bid a job, how should I keep in touch? The first rule of thumb is to ask your client when he or she is planning to make a final decision regarding your estimate. Be aware, though: Those…

When it Comes to Marketing, There’s Room for Pushing and Pulling

June 20, 2012 @ 2 p.m. in The Business Lab by John Berthot | FOCUS View Comments Question: I’ve heard of two types of sales strategies, push versus pull. How can I pull a client in versus push a client…

Estimating and Negotiating: Where am I Going Wrong?

May 11, 2012 @ 12 p.m. in The Business Lab by John Berthot | FOCUS View Comments Question: I have put in bid after bid. It always ends up with me not getting the job, though the art buyers tell…

Creativity Can Be its Own Reward

Question: One of the most frustrating things I encounter is the stack of pages detailing ideas for projects that I know I probably won’t get to. How do I embrace the idea-generating process, while also accepting the fact that I…

Consultants and Artists: Playing Nicely Together

Question: How do I know that a consultant and I are a good fit? Do I look for a consultant that fits my style or should a consultant adjust to my style? Working with a consultant should be a collaborative…

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Successful Marketing Plans are Proactive

Question: How much contact is “too much contact?” Is it better to be passive, or should one take it on proactively and “hunt down” clients? It’s always better to take a proactive approach to marketing your business than a passive…

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5 Photography Trends to Differentiate Yourself from Competitors

Question: Are there long-term trends that we should be looking at for our branding? What are those trends? Let’s examine the definition of a business trend according to the BusinessDictionary.com: “a pattern of gradual change in a condition, output or…

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Creatively Reeling in the Non-Offered Bid

Question: How do you approach and make a sale to someone just looking for information and an estimate? Someone just looking for information is quite different than someone asking you to provide an estimate. Therefore, I would handle each differently….

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Why Practice Makes Perfect When Pricing Projects (Part 2)

Question: When estimating work, how much of finding the price is hard and fast, and how much is the art of negotiation? Can you provide tips or a process for each? This is perhaps one of the most challenging parts…

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Capitalizing on Trust

Question: What is the best way to seamlessly integrate marketing and sales? “Marketing is the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large.” –…