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Most photographers understand the need to be able to tell stories through their images. This article is about telling stories with words to make a sales point. You may already tell stories well when making pictures, now I encourage you to use stories in a different way. A story makes your sales points easier to remember. Your prospect may want to pass your story on to others who may also find it interesting.
In this world of instant communication, prospects are bombarded by photographers trying to get their attention. After a while, one telephone call or mailer seems to blend into the next. Compounding the confusion, a lot of photographers and reps fail to connect with their prospects because they're spending more time reciting data or telling the prospect how great they are rather than trying to establish a useful dialog. Worse yet, their use of vague buzzwords and industry double talk, increases the risk that misunderstandings will occur.
April 09, 2013 @ 10:30 a.m. in The Business Lab by Michael Thibeault | ArtRepNYC View Comments
October 11, 2012 @ 10 a.m. in The Marketing Lab by Andrea Maurio | Agency Access View Comments
When I was a photo editor, time was sometimes limited, decisions often needed to be made and meetings with photographers were not always possible.
September 19, 2012 @ 1 p.m. in The Marketing Lab by Amanda Sosa Stone | Amanda Sosa Stone View Comments
As everyone will admit (well, 99.9% of the creative industry), it’s torturous to have to sit down and make those calls. But you have to go into calling with a goal, an agenda and a realistic expectation.
Calling to say you’ll be in town definitely gets better results than living in that same town (it’s a fact). So if you plan on taking a trip, plan for the day and try to see a minimum of three or four people to make the trip worthwhile.
More than anything, getting results at trade shows requires a clear concept of what you want to accomplish – and when in doubt, go with my mantra: Be good and be nice.
The friendships you make at trade shows can make your career. Genuine friendships almost always result in commissions.
The key here is they have to be real, and you can’t fake that. There are some basic rules and guidelines to making this happen: ways to approach, ways to request a review or follow-up call. However, the best results come from not looking for results. It is a meditative practice of nonattachment. Being your true self – without reservation – will draw people to you and your work.
To create the mental space to “just be yourself,” you need to:
A potential client's biggest expectation during a portfolio review is that you don't waste his or her time.
Show samples that are appropriate to their specific needs. They probably agreed to meet with you because they have an expectation that you'll be able to show something that will add to their work. I've found art directors really like to see new illustrations, but if your work isn't going to help them, your meeting may go rather quickly. You may be the best landscape painter, but if they don't use landscapes then it really doesn't matter.
The Internet makes it easy to share your work and cultivate digital relationships. But there’s a still a need to form human connections with the people you want to work with.
Remember when you applied for your first job? You researched the place where you wanted to work before you called. Setting up a portfolio meeting is very similar to setting up your first job interview.
Welcome to The Lab’s third round of questions, interview style, with Clare O’Dea. With over 15 years of experience in the photography industry, Clare chats with us on what it takes to form those crucial, yet special bonds with the photographers she represents, and the clients they work for.
“It’s the best part of the job,” says Arleen D’Amico, VP manager of art production at Draftfcb.
In-person meetings are seen as that crucial moment for artists to nail the right job with the right art producer. Learn to calm those pre-meeting jitters with what these directors, producers and reps have to say about having a successful meeting, including:
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