Monday Q+A

Q:

 Is it appropriate to send a thank-you gift to an agency that hired me to shoot a campaign?

A:

This is a tricky one, as some agencies are fine with receiving a thank-you gift while others are not. I recommend asking them first, or even better, asking someone else at the agency you know, so you can still surprise your contact. Either way, it’s best to ask first, unless it’s something inexpensive like a basket of treats. A handwritten thank-you card is also a great way to show sincere appreciation. 

Q:

You mention portfolio shows often, but I’m not sure how to set them up or make them happen. I know some companies offer them, but I’ve also heard stories of them being a waste of money, with no jobs coming from them and not being taken seriously by the viewers. Any advice?

A:

Portfolio showings are one of the few marketing options that put us in the driver’s seat. It’s difficult to grab a client’s attention, but if we have 10 minutes of their focused time, it’s invaluable. The key is to choose the right potential clients. How many portfolio showings actually feature the right clients for us? That’s the real question.

Q:

How can a photographer implement their personal style and vision throughout their work when the majority of their work has been art-directed by their client for various and specific styles?

A:

This could be the million-dollar question that makes or breaks a photographer’s success. As busy as a photographer is, the images will always reflect a client’s vision of jobs from the past. So much of what clients want to see is what you can bring to the job for the future. The magical word is “Test.” Keep testing, no matter how busy you are. Bring your personal look into images and show who you are. 

Q:

I’m a Photographer in a small town, and I know I’m not charging enough. I don’t know how to charge more or reach bigger clients. I’m asking very low rates ($200 for half-day shoots and $400 for month-long progress images), but I’m still getting asked to lower my rate by people who want to work with me. How do I reach out to bigger clients, and how do I know what I should charge? Is there a simple formula or standard rates?

A:

We all wish there were a simple or standard formula for our rates. I can personally tell you that fee budget calculations don’t always make sense to equal out proportionally with the project. I’ve heard some photographers use stock image sites to see what they charge per usage, but we don’t have an overall chart for this. Based on the fees in your area, can you ask others what they are charging? My approach is how I know the average budget clients are spending, and then I speak on a human one-on-one level with a client to understand how high they can go within their budget. It is a numbers game where I try for more and use the usage terms for negotiation.

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?