Monday Q+A

Q:

What do I do if I’ve developed a solid synergistic relationship with a potential dream client (who found me!) over numerous emails, worked out the nitty-gritty of a potential project they wanted a cost on, sent the estimate, then got ghosted? I’ve already followed up once (1 week after); now it’s another week, and after that, not a peep. So disappointing. 

A:

Business is business, and as much as clients become our close contacts, we have to remember the ultimate truth that this is their job. We work in an overworked industry where no one has much time. 

Step 1: Don’t take it personally. 

Step 2: Your contact means well, but they are busy. 

Step 3: Set a future date to send a kind, lightly humble follow-up email. Understanding they are busy while blaming your curiosity for checking in on what became of that project.

Step 4: Move on to what matters and how to bring your portfolio up a level so you don’t get passed up for jobs, because the real issue is not that they didn’t respond but that you probably didn’t get that job. 

Q:

Do you structure your one-sheets as a single image, or a collection/collage of images themed around a single genre or style (portrait, Travel/hospitality, athletes, etc.)?

Are you also including text/copy? Like a mini treatment/capabilities guide?

A:

Emails/LinkedIn/etc. messages are rushed formats, so we’re doing our best to squeeze in a quick intro moment with a “one-sheet” of a single image with a link. The image makes or breaks it, but depending on your relatability capabilities, you can include small facts on the one-sheet based on the “sales pitch.”

Q:

When first contacting a potential client, should I say something like, “Here is some new work I’ve done?” Or, if you don’t have new work to show, is it too blunt to say you want to work together? Is there etiquette to follow up if you don’t hear from them? I don’t want to be that person who bombards them unsolicited over and over.

A:

I always say we should talk to people as we want to be talked to. When you sense someone is “selling” to you, don’t you want to delete, hang up, or walk away? Clients know you want to work with them; that’s a given. The more you sound like yourself, the more you can mention the fun location or an educational equipment reference, giving them something to remember you by. The real stuff never gets old. 

Q:

What is most important? Should my top website goal be a wide variety or a highly cohesive selection of images? And how do I know when I’m pushing the boundaries too far?

A:

Fast-track answer:  “cohesive-variety”

Need-to-streamline: Too many looks/vibes no longer define your vision; anyone can do what you do.

Sales result: Impactful/consistent websites are remembered. That is our goal – get them to put us on their “list.” 

Q:

I feel like I’ve hit a wall with my business. I’m bidding on some jobs, but I’m not getting them. Clients want to get a crazy amount of images per day, and the budgets have shrunk. I’m struggling to stay on top of my game. Advice?

A:

As business owners, we all must expect highs and lows. I have seen this happen with ALL photographers. 

1. You aren’t alone, and this is normal.

2. What will make it or break it is your response to this.

We chose to get into an industry built on ever-changing creativity, requiring our business plan to proceed in the same growth pattern. Instead of reading this as a bad sign, take this lull as an invitation to change it up.

Q:

Is it true that you shouldn’t be looking for a rep until you’re so busy that you can’t handle the backend work yourself, or can you reach out to them when you’ve switched genres or are still growing?

A:

Rep support can cover different needs, as we are all different. I personally enjoy diving into understanding the artist and what they need to up their creative level, always growing to achieve more success. No rule on when a rep is right for you, as it may be more about meeting the right rep for your professional growth patterns.

Q:

What would I put as a line item on my invoice for hourly random admin things? This came up recently when I had a client send me so many pages of documents to fill out; they’re also calling me and winding up in calls for hours, and having me send proofs in multiple different ways. I want to bill for that time since it’s excessive, but I don’t know what to call it. I would love any insight you have!

A:

Every bid I do has prep days to cover admin organizational time. I’ve even put an in-person pre-production meeting line item in the bid with a $0 amount to show that our prep time is not free. 

It’s good to spell out your terms with all the specifics, as far as which tasks are covered by your prep days, so if they want to add more, it’s clear they will pay more. 

Q:

What do we need to have in our Bio?

A:

Your BIO is a crucial marketing sales tool to close the deal on your portfolio. Include a self-portrait, your location, a client list, and a brief personal message that warms up clients, giving them a sense of who you are and what it would be like to work with you. Use it like a handshake.

Q:

How do you negotiate licensing or ask a client to stop using your photos when there was no contract in place at booking and/or during delivery of images?

A:

Step one is to find the appropriate contact at the company who is using your images illegally. Step two is to educate the client, as this usually occurs because they don’t understand copyright ownership. The photographer owns the copyright with or without a contract. Instead of asking the client to stop using your images, you can explain how they need to pay you to continue using them, and a penalty fee for when they have already used them. Handle this yourself with legal copyright documentation or use a temp rep or lawyer on your team. 

Q:

I quoted a project, but didn’t get it after 1 round of quote revisions, with the explanation they are going with someone cheaper. I asked if this was based solely on cost or also on creative style, and whether they would share who they chose, but they didn’t say who they hired. I think I didn’t scope the job properly, misunderstanding the importance of their tight budget. How do we ask for feedback on a job we didn’t land? How do we get the answers we need to quote better next time?

A:

Ways I’ve gotten the most INFO back from clients after not getting the job: 

• Asking during a one-on-one in-person meeting or on the old-school telephone. 

• Putting forth a close-ended, fully loaded question, allowing them to answer “yes or no.” 

• Sharing new, inspired ideas, new thoughts for next time, to intrigue them to use you, like how you will do this with a lower budget. 

• Don’t ask right away; give them at least a week or two for it to become official. 

• Explain truthfully why you are asking and what you want to learn from it.