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What’s Old is New Again….
by Selina on June 20, 2010
Photographers often ask me to name the one ad tool that will bring them work. I always respond by telling them that there is no one tool that is the magic vehicle. Rather, it’s the consistent use of a palette of tools over time that generates assignments.
HOWEVER, there is one action that you can take, that turbo charges all of your efforts. It’s an action that used to be the foundation for all photo sales programs until websites came along. Once photog’s got web happy, they happily and foolishly put this effort on the back burner.
The marketing mainstay I refer to is the in person portfolio visit.
Before you start to wine, moan and log onto facebook may I share with you a few recent comments from successful clients and sales pros who have scored big and who credit their sales visits as their ace in the hole sales tool.
Cynthia Held, agent extraordinaire is a woman who is at the top of every smart photographers “must have her as a rep ” list. A national agent representing some of the best talent in the U.S. she is a HUGE proponent of constantly getting her talent’s work in front of buyers.
During a recent email conversation with Cynthia she mentioned that she had just come back from a sales trip to several cities showing the work of her photographer’s.
I was excited to hear that she still consistently travels to see clients and asked her why in person visits are so important.
Her response? “Visibility is key – and meeting contacts and clients is an important part of our visibility. We are big believers in getting out there! In the last year alone we have been in Portland, Seattle, SF (several times), Chicago and NY (several times), Atlanta, Boston, Minneapolis, Dallas, Austin, and Denver.”
This from an agent, who reps busy, working successful, photographers.
Need more evidence?
I was in NYC a few weeks ago taping 6 video segments to promote my MP3 program THE VIEW FROM HERE http://selinamaitreya.com/theviewfromhere.html and I got a call on my cell from my client Nick Thomas. Nick created a new beautiful, illustrative, still life portfolio with me last year and he has been promoting it through direct mail, email, his web site, portals and in person visits. He was calling to tell me that he just landed his second major job, a mid 5-figure baby that came after 3 in person visits to the same client. Nick was smart enough to send emails and direct mail as well. However he feels that the visibility and credibility he gained from meeting his potential client was the reason that he got the nod when an assignment that matched his vision was on the table.
So, what about you? When was the last time you took your print book out to see clients? Have you been relying on your website? On direct mail?
Do you have a book that represents your vision? Is it tight? Have you identified your market?
Are you ready to see clients, to stand behind your work, and show up?
I’d love to hear your thoughts about going on in person visits. Join this conversation and share, your successes; your fears. Cynthia and Nick have proof that sales calls bring in work! What are you waiting for?
Tags: agents, print book, sales visits
13 Responses to “What’s Old is New Again….”
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I agree it’s harder for an artist/photographer to get in the door to talk to the decision makers. It’s the art reps that bring the artists the work. They know the ins and outs of the art world. That’s why I firmly believe a certain artist who was a social worker one day and a hugely successful artist the next, had to have had an art rep. Her success didn’t just happen overnight because someone just happened to stumble upon her blog. I have tried many times to find a way to get in the door using “The Artist’s Market” reference book of galleries, etc. and it’s a dead end. Who is the art rep you are speaking about? How does one even find a reputable art rep? Thanks for this information, am looking forward to more.
I’m not a photographer, but I am an artist and this is my first (and certainly not last) visit to your website. I’m finding your advice also very applicable to my line of work (hand made baskets and branching out into some mixed media wall-hangings). I look forward to reading more in the future!
I agree with a couple of the above posts. I would love to go and meet potential clients but I have found it hard to get through to them on the phone. Any suggestions on how to get meetings would be great!
Thank you for your blog and mp3 series. They have been a big help!
Hi Liz,
You are most welcomed for The View From Here. http://www.selinamaitreya.com/theviewfromhere.html
So glad it ‘s helpful for you!
I’m working on the next installment and it ‘s all about VALUE! Pricing, bidding, licensing, servicing accounts and building strong relationships.
In regards to your request., in mid july I’ll be posting here, a lengthy treatise on getting appointments.
finishing it up soon, so watch around the 15th …
[...] I Am Fond Of” at his blog, The Visual Science Lab. Selina Maitreya has a very poignant post. “What’s Old is New Again….” that you really should read. Jake Chessum has a new blog – no words, just a picture every [...]
A great follow up article would be “How to get in person meetings”. Creatives are absolutely inundated with requests. It’s one thing for a successful rep with a great roster of photographers to get meetings, but it’s not always so easy for the individual photographer.
Hi Jasmine,
Thanks for your note. See my reply to Liz above.
Your wish is being answered! Mid july.
I just finished putting together a new book for some (potential) new clients, and looking forward to some in-person visits to potentials in Hong Kong and Bangkok later in the years. In this particularly genre over here, in-person visits are rare (actually, even having a book is rare) so I’m hopeful that it will give me an edge.
Your right on the money as usual
I agree 100%. It’s always been great for me when I get actual face time with potential clients. The hard part is getting through the voice mail dead end.
Hey Doug, Ill have great options in my mid July post for getting through voice mail And for using vm as a
credibility tool!
I think the personal touch is something extremely important that’s vanished a lot in today’s digital world, so I’m really glad to hear you advocating for it. I always love getting face time. I also like to send handwritten notes. The tiny bit of extra effort really shows an individual client that you care about their business.
I have read your books and you continue the same theme here. While many have disagreed with you I am taking it to heart. I am in a rural part of the country but I am making appointments to travel and meet art buyers in area’s I want to work. My greatest problem is I don’t know what to show.
I like shooting so much my portfolio feels like it covers too wide of a range. I know you teach to focus on one thing but I like so many looks and styles I can’t seem to pick just one. It makes me feel like I’m in a box.
I probably need someone to say do this then this to help stay focused.