How do you organize your list of clients/contacts? Do you have a CRM or spreadsheet or use one of the list services? The lists get so big, I am wondering how you structure it to stay on top of who is who and what your history with them is?
Organizing our lists is a time consuming, yet mega important part of our marketing business. I pay for Agency Access and Yodelist and then I keep my own list on Direct Mail.
When a client emails and gives you a fee straight away (without asking for your rate), how much room do you think there actually is for negotiating?
When a client tells us their budget up front, most of the time they are telling the truth. If you are ready to potentially risk losing the job then you can test the waters and ask for more.
Be proactive on instagram: follow clients + potential clients. Like their posts. Write comments. Be aggressively friendly + keep in touch w/ people. Got a new art producer contact? Follow the company…and then follow the individual. Build personal relationships. Instagram is an amazing + free way to stay in front of your clients + show them what’s happening in your world.
When I started repping there was no Instagram, obviously. Now you’re all on it, so you know what it’s all about. This is such an opportunity today and it’s so much easier to connect with people than it used to me. We find clients that are correct for our photographers and connect with them on Instagram and it really works! We end up bidding with them. These people can be almost impossible to reach by normal means. We probably couldn’t call them or email them. This is how you can reach clients.
When calling a client, only call from the phone you want them to call you back on. We always want the easiest/fastest route.
(leaving a message with a different phone number is way too cumbersome)
I’ve gotten called and people leave a message, “but call me on this other number.” Well I’m driving or I have to find a pen or type in this new number. How are we supposed to do that these days. It takes too much work and we can’t do that. Quick, quick, quick.
What is your suggestion for how to navigate this world where every client seems to want more and more deliverables? Trying to stand firm on pricing feels hard when many are charging less.
The best way to stand firm on pricing is to become more valuable with a strong style. If your style is unique to you, then they will need to find the budget to hire you.
One important way to impress the client on the creative call is to research them before the call. Bring your knowledge of their company into the call.
When sending newsletters/promos to new clients or agents, is there a polite way to introduce yourself other than the generic, “Hey, I’m a new photographer in the area, etc.?” In essence, when photographers reach out to you, how do you like to be “asked?”
The best way is to speak to people as you would want to be spoken to. The more personal and less ‘mass email’ sounding, the better. Be short and quick but also as personal as possible. Use the person’s name and spell it correctly.
Having a hard time with a long term direction! If I feel I am effective in multiple areas, is it worth promoting myself in those multiple areas, or should I just pick ONE?
In my opinion, being an A-level photographer is based on your style, your look, your vibe. This solid branded look can work across different industries and clients. Even if you are getting work across a variety of fields, the key is to make sure your style is consistent throughout. When your portfolio looks like you could be different photographers, this dilutes your branding and may only work if you want to get jobs in a smaller city.
How do I know if the client is telling the truth about their budget?
The most common answer will be that they don’t know the budget yet, so if you are actually provided with a budget, then I’d trust that. If you know you are the only photographer up for the job or if you get the sense you are 1st choice you can then expand your budget slightly higher and give that a try. I have a few techniques I use for this, and I’ll explain them in future ASR’s.
Do you have any techniques for the bidding process you’d want to share with us?
What do you do if you don’t know how to ask for what you’re worth?
This is common and most freelancers don’t know how to rate themselves fairly while balancing out competition, usage or market prices. My approach is to connect with the client on the phone and listen to what they often want to tell me. My favorite sales approach is honesty. It works wonders.
What is your favorite sales approach?
