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Clients

How To Reach Out To New Clients

How would you advise a photographer to reach out to new clients to ask for a face-to-face meeting to introduce oneself?

The best way to ask for an in-person meeting is to treat your client as you would want to be treated. A phone call would annoy me so I don’t do many of them. If you can meet the person at an event, that could help, but otherwise, the simple answer is email them with your website as that is what they really need to see first. 

What’s The Best Way To Get New Work In Front Of The Right Audience?

Once you do a test shoot, what is the best way to get this new work in front of the right audience?

As a rep, this is one of my favorite topics because this is the purpose of testing. Reps and consultants’ goals are all about shaping the long-road path. I call this- “growing forward.” Every test should have a client in mind, and with that comes the OUTREACH follow-through to share the images with the appropriate “warm” and “cold” potential clients. Outreach happens on all platforms, including personalized communication, to upgrade clients to a warmer level than where they are now. You want to be good enough to be on their list when that specific type of project comes up. This is either a monotonous process or a fine-tuned, distinct, mapped-out marketing plan.

What Is The Quick Trick To Marketing Ourselves?

What is the trick to Marketing? Quick answer: Relationships. 

How to do this: Try everything, see what sticks, but only base some of your future marketing on what you learned in the past. I know this is tricky; we must try it all, keep experimenting, and DO NOT LIMIT OURSELVES only to what has worked in the past.

Fact-Checking Clients To Better Improve Our Bidding

Bidding on a job requires fact-checking client answers. Often they are slow to come in or don’t get responded to. What do we do? Try a new way – make your questions form a cohesive list to be answered by attention-getting dashes, bullet points, or (my fave) numbers.

1. Understood?

Asking Clients Why You Didn’t Get The Job Is a Valuable Resource

Learning why we DID NOT get the job can be the most value-packed free resource, and I’m surprised by how available it is to us if we ask. With a bit of timely follow-through, we could potentially receive the clear strategic feedback every business needs.

How To Show Clients They Can Trust Us

Clients need to trust us if we want to create open and honest communication. One way to keep it honest is to change the bidding categories they requested on the 1st revision instead of adjusting other costs/conditions they may not notice.

Communicate WIth Your Client To Aid In Negotiation

NEGOTIATING TIP 101: 

Get the most information in the shortest amount of time with a good old-fashioned client Phone Call. Use the phone time wisely to get those “awkward to ask” questions about budget, first choice, competition, and lowest bid topics. It’s that one-to-one camaraderie with off-the-cuff, less self-aware personalized touch moments. 

Negotiating over the phone is more effective than doing it in person or via Zoom. In our experience, more information is shared once people warm up and get to know each other on the phone. We’re unsure why this is the case, but perhaps people may be less aware of themselves on the phone, making them more likely to share information. We recommend trying an old-fashioned chat for negotiations.

Following Up With Potential Clients Who Open Your Newsletter

Q:

How do I follow up with someone who appears to have opened my newsletter repeatedly, but I don’t have any relationship with them, and their agency doesn’t appear to do work that aligns with mine? This makes it hard even to know what to send as a follow-up. It’s hard to know how to open the conversation without the incredibly creepy “I see you’ve been opening my newsletter a lot this week.”

A:

SUCCESSFUL MARKETING = ENGAGEMENT

Our long-term marketing efforts are the goal, as we know how creatives move around rapidly from one client to another. While you have the correct landing info for the ones who open your promos – USE IT! Get on LinkedIn, Instagram, or their personal website, or email them and connect so you can take advantage of this rare (and expensive) opportunity. 

Who To Connect With When Approaching A Big Ad Agency

Q:

When approaching a big ad agency, who should I connect with? I usually hit up a mid-level art director, but should I be approaching producers? I tend to send expensive DM pieces, so I can’t ship to everyone!

A:

The decision-makers at big ad agencies include the Creative Director, Art Director, and Producers. All three are involved with different roles, but the AD usually chooses which photographer will be the “recommend” to the client for the final decision. My method is to contact all of them and see who responds, giving me better odds of a more personalized, well-received marketing piece.

Do You Turn Jobs Away Because of Low Budgets?

Do you have to turn jobs away because of low budgets, or do you make it work? If you photographers are in a slow period, does that make you more open to taking on these jobs?

I do have to turn jobs away regularly because of low budgets. 

My checklist to consider these lower-budget projects:

  1. Can this lead to future larger-paying jobs with this client or others?
  2. Is this a paid test that will benefit my photographer’s portfolio?
  3. Will the usage rights be controlled to match the budget?
  4. Would this be a regularly reoccurring client where fees add up as a regular gig?
  5. Does adding the client name to your client list help?
  6. Is there any chance of the low budget restricting the job quality, and if so, this is a definite NO WAY.