Clients

Q:

I have a question regarding fees during this pandemic. I have a client wanting me to do a shoot in Florida early August. Being that that is a high risk state right now do you see photographers increasing their feeds for the added risk of the situation? Like hazardous pay? Thanks much!

A:

This is a new situation for all of us, so there is no absolute answer to this. Since your question makes rational sense, it’s worth bringing up with a client you have food communication with. As you know, less jobs are happening so budgets are going down and photographers are extra eager to get work now. This high level of competition could prevent any extra financial coverage. Play it safe though and don’t cut corners on the precautions which affect the expenses and shot count. I’d suggest bringing up the expenses instead of trying to raise your fee, where clients can rationally see and understand what they’d be paying more for.

I’m noticing a trend how people want to stay in touch and see what you are up to. We are in this human business of photography because it’s your “eye” we are selling. Clients want to know your “eye”.

Clients are going through a lot right now, just like the rest of us. As photographers, we need to let them know who we are because they want to trust the people they’re allocating their budget to and who will be shooting for them remotely. They need to get a sense of who you are, and social media is perfect for that. Be proactive and use any extra time you have to showcase yourself and let clients feel like they know you.

Q:

Is anyone talking about Covid cancellation language yet? I need help.

A:

At this point, the client cannot be held responsible for normal cancellation fees if it is COVID related. Protect yourself by adding this line in the Job Description on the top of your estimate, “Due to any cancellations for Covid-19, all previously incurred expenses and fees will be covered once this estimate has been officially approved.” Having this sentence on your signed estimate, your purchase order, or even in your email agreement with your client can help protect you.

During these times, clients are even more interested in where you are, who you are, and what you are creating, even if it doesn’t become a new category on your website.

Clients right now want to see where we are and what photographers are doing. They’re interested in what we want to shoot and what we’re experiencing because they’re curious about how we’re all navigating this together. They identify with us and want to know how we’re seeing things. Just like some photographers use a personal section on their website or share personal content on Instagram Stories, being more personal and showing who you are can resonate more with clients. My wish for all photographers is to explore, play, and embrace your artistic side. The more you get to know yourself, the better artist you will become.

Q:

Is there a good way to contact new clients? I have a home studio.

A:

Right now photographers have more open doors than ever before, because we are all feeling more human right now. People are connected with each other and available more than I’ve ever seen. Instagram and LinkedIn are the best options, but clients do not want to hear a sales pitch. Be honest, be yourself while finding your clients on LinkedIn and then engaging with them on Insta. I know this process takes time but use the opportunity we are in right now to make it work for you in the long run.

Q:

How does an unrepresented photographer stay in the game through this?

A:

I do think unrepresented photographers need to up their game right now to match the problem solving communication reps are offering to clients. Reps tend to be in touch with clients even when it’s not about specific jobs. Photographers are usually in touch with clients when it’s about a job. So proactively engage more, reach out, and contact more on a personal level. I always say, know your audience and what they are experiencing. Well, right now people are needing people and true connection. Go out there (online) and get to know each other.

Q:

As there is an expected decrease in volume for corporations, companies are looking to cut the equivalent across the board. I have a feeling they’re going to ask everybody to make this sacrifice, including us photographers. What’s your take on this? If everyone is taking a pay cut, are we expected to as well?

A:

From what I am hearing, clients are going to see how photoshoot budgets can be cut down by eliminating their own travel, reducing the amount of crew and hiring photographers who can shoot all the stills/motion/drone themselves. This has been happening over the last few years (clients getting more/paying less) and now it is going to be taken even further with our new situation. Social media is more prominent than ever, so I’d expect this to also cut budgets by using more influencers and selfie type of shoots. Overall, we will feel this across the board as clients will see how they can get more content for less $ and they will expect that to continue beyond the time of “social distancing.”

Q:

That “stewing” you’re talking about, is that only with current clients or is there room for new?

A:

I’m so fixated on my “stewing” metaphor for what is happening right now so thank you for asking this. We have this wild opportunity to create solutions alongside our clients. The lid is open to build this brand-new outcome together, with new or current clients. All are welcome as this will take a lot of cooks to figure out how to proceed.

We have better odds that clients will remember our work if we don’t speak as they flip through your portfolio pages.

I noticed early on in my career that when clients are looking at portfolios, it’s important for me not to speak too much. I found that talking while they were viewing the work could be distracting. The whole point of showing portfolios is to let the images speak for themselves, allowing clients to absorb and focus on them. It’s much harder to remember an image visually when you’re being spoken to and have to respond—it’s a lot of multitasking. So, be conscious of this when showing your portfolio: stay quiet and let the images do the work.

Q:

Do you suggest always requesting a 50% advance? If so, what’s the best way to ask for it?

A:

Yes. Always put a request for the advance on your estimate, so you have it in writing that they’ve agreed to those terms once the estimate is approved. I use simple language such as “50% of total due prior to beginning of shoot.” If they ask for a different amount that is fine with me. I just need to be legally guaranteed my photographers will be paid. I’d be scared to work without that reassurance.