Clients

When we hear licensing terms like “copyright” and buyout,” they don’t always know what they are saying. I usually assume they don’t mean it unless they are large companies who are known to require ownership of a usage.

Recently we were emailed by someone who said they wanted to buy the copyright. We knew this was client direct because ad agencies know usage terms. Nowadays we’re getting requests from clients directly and production companies don’t really know what usage is. We spoke on the phone and after some explanation about usage we discovered what they needed it for. It turned out they needed it for social media, which is way different. It takes asking people directly on the phone, what they really need it for, so you don’t have to charge that much or get so intimidated by it to find out what they want to use it for.

Q:

As portfolio reviews shift online rather than in person, do you have any guidelines as to how best show our work? Is it a curated website gallery? A shared PDF? How best to display our work over Zoom etc?

A:

What do our clients need right now? Think about it beforehand and have your topics ready to show and discuss. Give them your solution ideas because you are a valuable team player for them. Relate to who they are and what they work on. This is our opportunity to really have their attention vs. portfolio showings in the past which sometimes became about the food and their time to socialize. Prepare, research, and then have a pdf of relatable images ready, but ask if they want to see the pdf of relatable images ready, but ask if they want to see the pdf OR your website. I personally find websites more helpful when I’m on the reviewer’s side. I want to know you and get the whole picture. The only rule I have is to show clients the images that relate to what they look for.  

It was poetry to my rep ears when I heard the words this client responded with on my photographer’s creative call – 

“I hear the emotion you want to bring to this, and I hear your energy for this concept.” 

Finally, the words that embody exactly what we need to achieve on these calls.

Creative calls have been a hot topic for everyone wanting to know what makes a good creative call. I’ve never been able to nail down the words as well as I did the other day on a call when I heard a creative discuss the energy and emotion they bring. In our business, as photographers, you need to bring the same passion that got you into this career to these calls. Be yourself, and convey the energy you will bring. Show them the concept and make it come to life. As Neff said, “That baby will be brought to life by you because you get it.” There’s only one way to demonstrate that understanding: through how you present yourself on the call. Words alone won’t do it—it’s about how you sound and how you convey your vision. Prepare for the call by finding the right words and expressing your understanding clearly. Show them what it will look like and how you will bring it to life.

Q:

Are producers, creative/art directors & agencies open to virtual meetings?

A:

Yes, virtual meetings are happening although keep in mind we have busier clients than usual because a lot of layoffs have happened and they are doing the work for 2 or 3 people themselves. We can’t expect many clients to show up right now. The other part of this is I’d suggest you only do this if you have something to say and show. Make sure you really have a “pitch” to share and new images so that it is meaningful for them or else it could backfire and work against you.

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.