Clients

Q:

What do I do if I’ve developed a solid synergistic relationship with a potential dream client (who found me!) over numerous emails, worked out the nitty-gritty of a potential project they wanted a cost on, sent the estimate, then got ghosted? I’ve already followed up once (1 week after); now it’s another week, and after that, not a peep. So disappointing. 

A:

Business is business, and as much as clients become our close contacts, we have to remember the ultimate truth that this is their job. We work in an overworked industry where no one has much time. 

Step 1: Don’t take it personally. 

Step 2: Your contact means well, but they are busy. 

Step 3: Set a future date to send a kind, lightly humble follow-up email. Understanding they are busy while blaming your curiosity for checking in on what became of that project.

Step 4: Move on to what matters and how to bring your portfolio up a level so you don’t get passed up for jobs, because the real issue is not that they didn’t respond but that you probably didn’t get that job. 

How many image makers DON’T share who they are on IG Stories? Why oh why… when we have this fantastic, inexpensive tool to stay in front of clients, are we so apprehensive to be ourselves? Person-to-person sticks. Simple as that. 

Q:

When first contacting a potential client, should I say something like, “Here is some new work I’ve done?” Or, if you don’t have new work to show, is it too blunt to say you want to work together? Is there etiquette to follow up if you don’t hear from them? I don’t want to be that person who bombards them unsolicited over and over.

A:

I always say we should talk to people as we want to be talked to. When you sense someone is “selling” to you, don’t you want to delete, hang up, or walk away? Clients know you want to work with them; that’s a given. The more you sound like yourself, the more you can mention the fun location or an educational equipment reference, giving them something to remember you by. The real stuff never gets old. 

Make sure to use your words wisely and get into good routines to share your ideas on client calls. If you find yourself needing a transitional phrase to finish your zoned-in thoughts, get them ready and mix them up. Saying a phrase more than once will weaken your “director” presentation, and remember, this is a presentation. 

What do potential clients want to know from our “Marketing?” 

I was told:  “What we are capable of.”

Simple. It’s helpful to understand the client’s perspective on what they want to achieve from our well-thought-out marketing strategies.

Q:

I feel like I’ve hit a wall with my business. I’m bidding on some jobs, but I’m not getting them. Clients want to get a crazy amount of images per day, and the budgets have shrunk. I’m struggling to stay on top of my game. Advice?

A:

As business owners, we all must expect highs and lows. I have seen this happen with ALL photographers. 

1. You aren’t alone, and this is normal.

2. What will make it or break it is your response to this.

We chose to get into an industry built on ever-changing creativity, requiring our business plan to proceed in the same growth pattern. Instead of reading this as a bad sign, take this lull as an invitation to change it up.

Our outreach marketing efforts should target all potential clients, including advertising agencies, production companies, and direct clients/brands. Cover a mix of the best potential job stability by exploring various options, as they can offer different types of jobs with varying levels of consistency.

Q:

What would I put as a line item on my invoice for hourly random admin things? This came up recently when I had a client send me so many pages of documents to fill out; they’re also calling me and winding up in calls for hours, and having me send proofs in multiple different ways. I want to bill for that time since it’s excessive, but I don’t know what to call it. I would love any insight you have!

A:

Every bid I do has prep days to cover admin organizational time. I’ve even put an in-person pre-production meeting line item in the bid with a $0 amount to show that our prep time is not free. 

It’s good to spell out your terms with all the specifics, as far as which tasks are covered by your prep days, so if they want to add more, it’s clear they will pay more. 

Admit it; you are SELLING a product. Approach the conversations with a potential client as a LISTENER, ready to open the pathway to let your true purpose be heard. Choose your words wisely instead of filling any space. Trust me; there won’t be much empty space. 

Let’s face it, we are in the business of needing from others. We need their assistance to get in the mix for a job. One style that I sincerely believe in is being a give-and-take human, simply by being my genuine self. Ask clients questions and treat them with respect and dignity as human beings. We find ways to give to them, which will warm up the situation by softening up the balance and create a more genuine connection.