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Monday Q+A

Respectful to Client Budget


Q:

After putting together a realistic budget, how do you respond respectfully to a client who tells you that your budget is 10 times what they have to spend?

A:

The way to respond is to not take it personally. This is not about you and any value assigned to your talent. Keep it professional and don’t do anything to damage your reputation. If the budget is not feasible then politely explain that you wouldn’t feel comfortable promising them a level of quality that would be required for the job, and wish them well.

Quality vs Quantity


Q:

I was always taught that quality over quantity was best for showcasing work. It seems that the current trend is on quantity. What is more important to a client? Should I focus on producing a large amount of content or fewer, more powerful images?

A:

The question really depends on who your clients are. Most companies gravitate towards the Instagram look, but that shouldn’t mean you have to compromise on quality. Learn to adjust your style so you’re more nimble and able to shoot more by simplifying your shooting process. Content is key right now.

Showcasing Work on Your Website


Q:

What is the best way to showcase work on your website – showing all images from individual shoots in separate galleries, or just showing one of the best images from each shoot?

A:

I actually like a combination of the two – show one image from each shoot with the ability to clock on the image to see more of the gallery.

Where Do Buyers Go to Find Photographers?


Q:

Where do buyers go to find photographers? Google? Online directories? If so, other than social media, where do you suggest photographers advertise?

A:

This may be the hardest question to answer in our industry right now. I’d say all of the above. Try everything and see what works. My most sincere answer is that buyers often look at reps’ websites…so get a rep if you can. I also have heard feedback that art producers like Wonderful Machine, but then again, shop around, and also ask those who are already using those sites if they have been getting more work from them.

Agency Purchase Orders With Rights


Q:

How do you handle agency purchase orders with rights grab language?

A:

Purchase orders are our protection to get paid so make sure the usage rights match exactly what you have negotiated.

Organizing Your Client List


Q:

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?

A:

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.

Negotiating a Fee


Q:

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?

A:

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.

Photography Business Websites


Q:

Do you have any photography business websites that you’d recommend following?

A:

There are a lot of great websites, but if I had to pick one, I’d recommend aphotoeditor, as it covers a wide range of important business related issues for us.

Standard Usage Fee


Q:

What kind of usage are you including as part of the creative fee? Is there any kind of standard usage fee?

A:

I don’t know of a standard usage as it always depends on the duration, the location, and the type of usage. The only standard would be “Unlimited usage for an Unlimited duration,” which is more common these days. The one thing I can say as a rep is our favorite work is “reuse” so avoid that “Unlimited” as much as possible.

Getting an Advance


Q:

How often do you get an advance? All I hear, over and over again is, “it takes 30 days to get in the system and process payment,” etc, etc.

A:

This does depend on what industry you are in, but for commercial photography, an advance prior to the start of the shoot is especially important if it is with a new client. I would not begin a shoot without an advance for 50% of the total or 75% of the expenses.