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
She felt that in the day of email, web land and social media she needed to travel. 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,
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 www.seinmaitreya.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?
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