Monday Q+A

Q:

How do you make initial contact with potential clients? Do you go straight for the phone or warm up through email? What do you talk about in that first conversation?

A:

This is the million-dollar question that has no definitive answer! Every person selling has a different method and every success story has different factors—sometimes simply good timing. Personally, I say never use the phone. I find phone calls intrusive since they require an immediate response at the caller’s chosen time. The best sales method, whether through email or conversation, is to follow the golden rule: “Do unto others as you would have them do unto you.”

Q:

Do you think a small, 2-person photography production company needs a rep to continue to be successful? 

A:

To have a rep or not have a rep is the question. Some image makers choose not to have a rep, so these are the questions I suggest asking yourself:

1. Are you fulfilling all the areas to be the best at your marketing?

2. Are you utilizing all the sales methods that are available to us?

3. Is your brand as high level as it can be?

4. What is your company vision for your future, and is that something you can achieve on your own?

5. Do you have a specific goal plan, knowing the directions you want to grow into?

Q:

I’ve noticed a trend of photographers at every level showcasing huge online portfolios with hundreds of images. Do you think art directors, producers, and others now prefer seeing more content? I’m inclined to follow the “less is more” trend but would love to hear your thoughts.

A:

The shift to showing more images reflects today’s portfolio platforms of social media. Consistent content is how we keep ourselves out there to be seen. Be careful not to water down your style by showing too much, but stay relevant with overall wee-branded posts available to impress and attract your clients. 

Q:

Thanks for your Monday 1/22/24 Low-Budget Job Checklist, helping me figure out what low-budget jobs may be worth taking. One area you didn’t cover is stock photography. Stock is always cheaper, but since it could lead to other financial gains like celebrity portraits for licensing on Getty or August, isn’t that a good idea?

A:

Stock photography is a perfect example of a lower-budget creative investment leading to larger payouts! Let’s expand my Lower-Budget Job Checklist – WHAT ARE SOME OTHER TYPES OF LOW-BUDGET SCENARIOS YOU DO TO BRING IN CASH DOWN THE LINE?

Q:

I would really like to get a rep but the clients I work with tell me they don’t work with reps, they hire photographers directly. I feel I need a rep to take my career to the next level, but I’m concerned about my client’s response.

A:

To get a rep or clients that use reps, you need to shoot the style and level that would get these jobs. I can say this to all photographers – most of the issues that arise are based on your portfolio. Start with that and look to improve it to get the results you are looking for. 

Q:

Do you know of a rep who would take a photographer of my style and skill level? I realize I’m very likely not a good fit for SternRep, but perhaps you know of someone I could work with. 

A:

Questions that run through my mind when I get this question:

1. Does the photographer fit into what the rep specializes in? 

2. Who are the photographer’s clientele, and do they match that rep’s quality level?

3. Does the style flow with the others on their roster? 

4. Is there an agent known for this type of look/feel? 

5. What level or stage is this photographer in, and are they ready for a rep? 

6. Would this photographer fit into a specific location or part of the country and need a rep in this area?

7. Do I know this photographer, or do I get a good feeling from them? Can I contact other reps for them? 

Q:

What are your thoughts on Agency Access? I feel like spamming with promos doesn’t do much for my business these days. 

A:

We use what we have, but we cannot depend solely on doing any ‘one thing.’ Agency Access is not perfect so I also use Bikini List.  The best way to do this is to try everything and keep trying everything.

Q:

How do I spend my time (and money) wisely to not waste time keeping my portfolio updated to get me where I want to go?

A:

Testing is the strategic core to success, but it requires you to play it smart:

• When planning your test, have a client type in mind—the more specific, the better

• Put the time in to identify who does what and who the potential clients

• What are those clients presently doing with their marketing

• Dedicate the time for research and consistent follow-up through our marketing outreach platforms

• Your test and the potential client must match up to stay on course with your website/IG/image branding

Q:

I was wondering if you have any recommendations for sites that discuss the specifics of progressing your photography business?

A:

In my opinion, there is no better website than aPhotoEditor. It contains all the insider information you will need to progress your business.

Q:

How do you feel about using others’ images in a creative treatment? If used, should it be called out? I’ve always only ever used my own work, but I have heard that it’s very common for photographers to use any work that supports their creative vision for the project to be more like a director’s treatment.

A:

Using other artists’ images in your treatment may be misleading that they are yours. I suggest putting those images in a section labeled “inspiration” to avoid confusing the situation. Certain treatment production topics are expected to have others’ images, such as Props, Wardrobe, Locations, etc.