Reps

Q:

Do you have some techniques for broaching the topic of usage when working with small businesses? I want to make sure they understand that they are purchasing limited rights, and that as they grow they will incur additional usage rights.

A:

Usage is often confusing, and some clients, outside the oversight of an agency, have little understanding of the concept. A few simple sentences will help clarify the usage they are paying for. One very important piece of advice is to put everything in writing from the beginning. Start with the estimate and make sure it’s clear in the contract once you’ve booked the job. Once it’s in writing, you’re protected. If you want me to review the contract, I’m happy to take a look.

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.

Q:

When sending newsletters/promos to new clients or agents, is there a polite way to introduce yourself other than the generic, “Hey, I’m a new photographer in the area, etc.?” In essence, when photographers reach out to you, how do you like to be “asked?”

A:

The best way is to speak to people as you would want to be spoken to. The more personal and less ‘mass email’ sounding, the better. Be short and quick but also as personal as possible. Use the person’s name and spell it correctly.

Q:

How can I become represented? It’s always been a dream to stand out and have reps on my side.

A:

Get your book as strong as you can, find your specialty and build a cohesive portfolio. Find the reps that work in your industry and approach them with a personal and quick email. The quality of your work will speak for itself and doors will open. Just get your work out there once it’s ready!

Q:

When you talk about the rising importance of “content,” are you referring to the necessity of photographers to post more and better content, the necessity of clients to produce more content and hence hire photographers more often, or both?

A:

When I refer to the importance of content, I am talking about both: photographers need to create more content, as do clients. And hey, reps too. We all need to constantly be creating and posting content in today’s business world.

Q:

How and when do you get a rep? I’ve heard it’s when you have enough clients, but I think I mostly want one to help me get more clients and the type I want.

A:

You get a rep when you are ready. Is your work marketable? If so, reps will find you. If you need a rep’s help to make yourself marketable, it is a rarity that they will pick you up since it will mean they are working for free. Usually at that stage a consultant is best.

Q:

What if a photographer seeking a representative isn’t an American citizen? Could it be a problem if you are not a native English speaker?

A:

A rep is just like a client, and what we care for mostly is a strong portfolio/website/Instagram.

Q:

What is your process after you’ve on-boarded a new photographer? After discussing where the photographer wants to go and where their work would be a great fit, what is your strategy in regards to marketing? What is a rep’s game-plan?

A:

This is a big question and I could probably write pages! The overall marketing strategy for a photographer really depends on what stage they are at in their career. Some need to revise their website while others need to print a mailer promo. The game plan often begins by figuring out who their potential clients would be (based on the categories in their portfolio) and then emailing all potential clients a “hello” + a link to their work. We create specialized client lists based on what category we are targeting, and I also like to give the photographer a list of 10 “hot” clients to email directly every month. We structure their entire marketing plan which includes social media, portfolio meetings with clients, and upcoming tests.

Q:

What’s the best advice you can give a photographer who is seeking representation?

A:

Best advice to find a rep is to email the reps that interest you. All we want to do is check out your website. If you know people in the business you can ask around and get the word out there that you are looking.

5 REASONS WHY 

I’M NOT REPPING YOU

1. You aren’t the kind of photographer I represent. 

2. You have a bad reputation. 

3. Your work isn’t strong enough yet. 

4. Your work doesn’t have a strong vision or sense of direction.

5. You don’t conduct yourself in a professional manner.