Networking

Our outreach marketing efforts should target all potential clients, including advertising agencies, production companies, and direct clients/brands. Cover a mix of the best potential job stability by exploring various options, as they can offer different types of jobs with varying levels of consistency.

Let’s face it, we are in the business of needing from others. We need their assistance to get in the mix for a job. One style that I sincerely believe in is being a give-and-take human, simply by being my genuine self. Ask clients questions and treat them with respect and dignity as human beings. We find ways to give to them, which will warm up the situation by softening up the balance and create a more genuine connection.

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.

A one-on-one phone call goes a long way on a human-to-human level. So old-fashioned these days, but that is one of the best options we have to connect and get the answers we need. (Best kept business secret)

A creative call when you are up for a job can be nerve-wracking. Here’s the simple secret sauce to warming up the business call: ask them more of a personal question about the weather, something on their wall, their geographical location, etc. Asking a question can break the ice. Show curiosity with human interest because people generally want to share. Two-way human conversations will open all those business doors.

Q:

Where do creative directors, art buyers, etc., look for new talent? I would appreciate any advice I can get. 

A:

The business of photography depends on who sees our images; we have to find every potential method to put ourselves out there. Depending on the type of photographer you are, we have some really good options these days, like Komyoon, Workbook, At-Edge, Blvd, Behance, PhotoPolitic, LeBook, Production Paradise, Found, and Wonderful Machine. They all have a different vibe, go through them and see where you fit best. I suggest asking clients you want to work with where they look for new talent. After you give one of these a try, you can optimize your website for SEO and use Google Analytics to see where the traffic is coming from. It’s a timely process with no easy answer, but if you pay attention to your analytics, you can see what works for you. 

A general mass “cold call” of any type usually will lead to a hang-up. Think about this and apply this theory in your business conversations. Address clients by their name. Let’s get back to the basics in our electronic world – whenever possible, a firm handshake, eye contact, and recognizing the person’s name. Human”ify” is the way to make a cold call into a warm call. 

The concept of having a business “elevator pitch” ready to go includes engaging with active listening questions, even though you may be a bit nervous. Being on the hot seat includes showing who you are, and nothing works better to stick in people’s minds than demonstrating true connection with genuine curiosity. 

Personal work should boost the process of getting clients to know who you are. 

Ask yourself, does this image emphasize how I think or what I offer clients when they hire me?

All in all, this is about sharing what runs your creative engine. 

A bit of a personal share, as one major part of my representing world is two other reps with whom I have weekly check-in chats for many years now. I never thought I’d be able to trust others in our business, as I was warned against it. Well, I gotta say this is what gets me through. Not feeling alone in this business may be crossing a risky line, but it may be well worth the investment. 🩷 @bigleoproductions @poppycreative