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Take a Risk! Photographer Rep.

May 14, 2012 By admin

[by Selina Maitreya]

Years ago I was an agent, and repped a top photographer in Boston. I was in my game going on 40 portfolio appointments a month. Early on in the process I got very frustrated as ad’s would quickly look through my talent’s portfolio, flipping pages fast. I was usually in and out in 15 minutes.

One day after yet another quick meeting with a prospect that netted little connection and even less attention to the portfolio I left the office. I immediately turned around and went right back in. I plopped myself into a chair, and proceeded to ask my contact every question I’d ever wanted to ask. He was kind and helpful and from that very rocky beginning a new process for in-person visits was birthed. It’s one I share with my 1 on 1 clients every day. Its honest, impactful, service oriented and very quickly creates connection.

It also requires a bit of bravery, has been described as “out of the box” and I guarantee you, may make you stop and think twice. BUT…if you utilize this idea and make it your own, I guarantee you your appointments will last longer, you will gain more understanding of your client and their needs and you will make more of a connection with your contact.

When you call for your appointment communicate to your contact that you are interested in seeing them as you’d like to talk about what a valuable relationship with a photographer looks like to them, and that you’d like to discuss their photo needs and show them your work. When you are in their office, start by reminding them that you know that valuable relationships with photographers look different to different people and that you would like to know what value looks like to them.

Be sincere. You should want to know the answer to this question. You cant provide good service to your clients if you don’t know what that looks like to them.

If this process sounds like a stretch for you…stretch. Give it a try. In today’s competitive world, excellent service speaks volumes. My clients report that when they start their appointments this way, clients open up to them, they learn a lot and by the time they are sharing their work, contacts are engaged. They leave knowing much more about their clients, and their clients know that they truly care about them as well.

via Strictly Business.

Preparing for a Face-to-Face Photography Meeting

May 8, 2012 By admin

[by Jenna Close]

I think I’ve mentioned this before, but I’ll say it again for the record: I’m an absolute, bona-fide chicken when it comes to asking for a meeting. The biggest problem with this situation is that in-person meetings are an extremely important aspect of marketing; far more potent than faceless mailers and multiple emails. The only solution I’ve found for overcoming this fear is the following:

Practice until it feels comfortable, then practice some more.

Call people you trust and perfect your phone skills in a safe environment. Put a smile in your voice. Watch your “ummms”. Strive to be natural, confident and friendly.

Actually listen to telemarketers. Once I made myself pay attention to people trying to sell me something, I learned a lot about what I DIDN’T want to emulate.

Go to a portfolio review. It’s a great way to practice talking about your work without the full pressure of a meeting. Study how you react in the face of criticism and learn what kinds of strange behaviors rear their heads when you’re nervous. I suggest taking it one step further when appropriate and question the reviewer about your desk-side manner. How was your body language? Did you appear nervous? Forget to make eye contact? What was their first impression of you as you sat down?

Ask a local photographer you admire to help you. Don’t ask them by email, CALL THEM. If they are willing, meet with them and ask for honest answers. If you can take the risk with someone you admire, you can do it with a stranger. If they say no, chalk that up to experience. Rejection is a part of this process, so it’s best to learn how to deal with it in a healthy way right from the start.

It’s OK to be afraid. You certainly aren’t the only one. I think a part of me will always be uncomfortable with this aspect of the job. However, doing whatever you can to build confidence will make the process far less excruciating.

via Strictly Business.

The Quickest Way to Find New Clients

April 4, 2011 By admin

[by Rosh Sillars]

The best place to find new clients is through old clients.

Pick up the phone and say hello. You have clients out there ripe with new opportunities. If you don’t know that, it’s because you haven’t followed up in a while. Never assume anything.

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