Monday Q+A

Q:

I am a commercial animal photographer in the early years of my commercial photography biz. I signed with a rep last year, and it has been nothing but crickets. I understand it takes time when signing with a Rep, but I would have expected at least 1 or 2 bids after a year. Are my expectations too high? Or should we see more movement?

A:

Questions strategizing who is the right rep for you:

• Are you on a rep platform exposing you to the correct clients suitable to your brand?
• Is your portfolio up to par?
• Are you giving your rep the marketing materials they (we) need to “sell” you?
• Is your rep a person you like and trust? Will your clients feel the same?
• Is your rep helping you reach your highest creative levels?
• Is your brand enhanced with your rep’s roster and branding?

Q:

I discussed with other photographers whether putting other artists’ work in your treatments is acceptable. I’d love to know your perspective on this. Also, if you do, how should it be said that it’s not your work?

A:

The treatment goal is to sell yourself through a fast-read, clear, concise artistic format. Categories and sections, like “Sample Locations,” “Prop Examples,” or “Wardrobe Styles,” are clearly general public images. Any blurry unclear info will get in your way and could be marked as a RED FLAG for a client. Even when it makes sense for the treatment message to show another photographer’s work, the quick read of a client could make this more of a problem vs. a solution.

Q:

I want a rep to help me get larger brand clients. I’m working with good mid-level clients, but I’m at the cusp and ready to see which larger clients I can work with. What steps should I take to find the right rep to help me take my career to the next level?

A:

Reps can open doors that may be tougher for a photographer to do themselves. The key is to find an agent who will see your talent as a potential income stream for both of you. Who are the reps who work with clients you can be working with? Do you match their branded style and fit within their roster? Do you have anyone in common who can recommend you to the rep? Have a short list, focus and engage, introduce yourself, and communicate on all platforms to see who is interested in your work.

Q:

Thanks for your OVERTIME post for photographers;  do you also see OT charges for producers? Never once in my career have I charged OT for me. Have I been shorting myself all these years??! In my experience, the Photog and Producer are the last to get paid and never get OT. I hope I am wrong.

A:

I’m with you. This is a new one for me, but I’m noticing some producers (and photographers) now charge for overtime. Some (or most) clients will reject this, but if some accept it – we should all try it and go for it! Perhaps it’s a new norm, so let’s join the OT trend and get paid fairly for your time over 10 hours. 

Q:

Do you have advice on preparing for and making the most out of Zoom portfolio reviews? Do photographers create a slideshow that they present and click through? It feels very different and possibly harder to stand out/be memorable than an in-person review.

A:

Make the most of the marketing wave of Zoom calls: 

• “Catch it while you can” -Clients were over-saturated with portfolio Zoom chats and stopped for a while, so we need to be ready to catch the phase of their return. 
• We must do whatever we can to stay connected to clients away from the office. 
• Have an enticing presentation! Be prepared with eye-catching samples explaining your process and how you work. 
• Make it memorable and as authentically human as possible so they walk away feeling like they met and know you (and will remember you). 

Q:

When is the right time to get a rep, and what about an ‘a la carte’ rep option?

A:

The time to get a full-time rep is when your work is at the level where you both gain financial success by teaming up. Until that point, “a la carte’ rep situations are plenty. It’s also a great way to know reps and see who can help you most in ways that cater to your work style.

Q:

When you tell us always to provide an estimate, what if they refuse to sign your estimate, saying legal will only allow them to work off their agreement? How do we respond to cover ourselves?

A:

The norm is for larger clients and ad agencies NOT to sign our estimates/bids/contracts as their legal department controls the company decisions. We cover ourselves by carefully reading through their SOW (statement of work) agreement, not signing any terms contradicting our arranged policies. Our estimates still protect us if it comes down to a legal matter, so use the protection terms wisely as our backup.

Q:

What are some QUESTIONS to ask your future REP that are not ANSWERED by the Rep’s website,

social media, roster, and client list?

A:

QUESTIONS to ask your future REP which are not ANSWERED by the Rep’s website, social media, roster, and client list:                                                                 

Severance terms?

Requirements from me?

Do you charge any monthly fees?

Which direction do you see me moving forward in or succeeding in?

Which parts of my portfolio could use more fleshing out “testing” attention to reach my highest potential? 

Q:

An international agency with a household name client has reached out to me to bid on five separate occasions to do a grueling bidding/treatment process, and each time I didn’t get the job for different reasons. How many times do you bid with an agency before you are to believe that they are only collecting a third or fifth bid from you?

A:

Bidding’s long-term goal is to keep yourself well-footed inside the agency doors with the ever-evolving creatives and clients. Repetitive bidding may indicate that you are in the door but must strengthen the relationships and your work to get further in. See the open door as an entry invitation. Invite them to dinner and ask the Creatives what they look for, taking your relationship to the next level.

Q:

I recently moved to a state where it is required to pay sales tax for digital goods. As a commercial photographer, how appropriate is it to charge sales taxes to my clients?

A:

Sales tax laws have been changing, and no matter how you deliver your images, some states like Kentucky and Texas now require photographers to charge clients sales tax after we have invoiced them a certain amount. 

If you know of a good resource for this, please share it in the comments.