Cheapskates Posts

WPPI, Thursday: “Successful Sales Techniques for People Who Hate Selling”

Screen Shot 2013-03-08 at 11.35.31 AMI’ll be presenting a brand new program on selling titled, “Successful Sales Techniques for People Who Hate Selling” Thursday, at WPPI in Las Vegas on March 14th at 1:00pm. It’s a platform class in the Business/Marketing track and it’s sponsored by ASMP. I’d love to see some of you there!

Seminar description

In person, mobile, social, online—with so many sales channels and so little time, how do you do it all? Building on his contributions to The ASMP Guide to New Markets in Photography, professional photographer, sales expert and SEO guru, Blake Discher, shows you how to incorporate sure-fire sales techniques into every interaction. You will learn how to get your name out without cold calling, easily get referrals and testimonials and use online and social media effectively to build your business . With tips you can put into use immediately (while you are still at WPPI!) and real-world examples that result in success, you will be on your way to making more money in no time.

Photo Copyright Moyan Brenn. Used with permission under a Creative Commons license.

Creatives: Beware of Contest Rights Grabs

Copyright 2012 Blake J. Discher

In an effort to hone my motion skills, I enter contests from time to time and have put together a great crew for producing films or shorts that (I’m proud to say) have received awards. The most recent effort was a one minute “commercial” for TechDeck, those miniature skateboards kids (including my eight-year old son) play with.

Another contest is the 48-Hour Film Project, which I’ll be heading up a team in mid-July here in Detroit. Our warm up was a local community college’s 48-Hour challenge this past winter where our team took one of the three prizes offered.

Today, a good friend asked if I’d be interested in taking part in a contest run by the folks at a company called Zooppa (twitter @crowdcreativity hashtag #zooppa). From their website, www.zoopa.com:

What is Zooppa?
Zooppa is the place where you can make your own ads for famous brands. Brands provide a creative brief for each competition, and award prizes for the best ads. At Zooppa you can make money, meet other creatives, grow your portfolio, and have your work seen by millions. Whether you’re film maker, an animator or a graphic designer, Zooppa is the place for you.

Actually, Zooppa might NOT be the place for us, read on…

How One Photographer Is Beating the Economy

On one of the professional forums I read daily, there is a conversation about the lousy state of the industry, how clients are hiring based only on price, how protecting one’s intellectual property rights has cost clients, how competitors are charging less and giving more, and blah, blah, blah. It’s the usual bitching and moaning that happens in any economic downturn when photographers: 1) are selling a product that a buyer can obtain elsewhere for less; or 2) are inadequately conveying their value-add to their clients; or 3) have clients that don’t care about the additional “value” the photographer adds to a project.

Michael Albany, a Philadelphia photographer specializing in architecture and portrait photography offered up some valuable insight that I think can help to inspire other photographers. He wrote:

I totally understand the fact that the old grey mare ain’t what she used to be and that our industry is A) in a total state of flux, and B) that the market is becoming saturated with too many Uncle Bobs but I have to say that I am so tired of hearing people whine about it. So you want to charge less or leave ASMP because they don’t [fit] your agenda, bye. Have a nice day.

I joined ASMP to learn and to grow and guess what, I am. Is it the end all to be all? Nope. Is my photography business where I want it to be? Well if you don’t know my name then no, it’s not. Is it growing? Yes.

Inexperience Shouldn’t Factor into Pricing

Denver Photographer Don CudneyIt’s time for another guest post and we’re fortunate to have an excellent article by Denver Photographer Don Cudney. In it Don shares his thoughts about how experience effects pricing. Don is a member of the American Society of Media Photographers (ASMP). That’s him there on the left shooting HDSLR video on a chilly night.

When it comes to bidding on a job your level of experience should mean nothing if you are just as capable of pulling off a shoot as your competitors. Seriously. Has a client ever asked you to bid less because of your lack of experience? If they did they’re cheap and not a good fit for your business.

I recently took two fellow photographers to lunch. One has been shooting for over twenty years, the other just under two years.  Days before our lunch both photographers were called and bid on the same large assignment.

The inexperienced photographer thought, “Alright, I should bid less because I have less experience.” The experienced photographer thought, “I should bid less because the other guy is going to bid less because of his lack of overhead.”

Now here’s the irony: only the photographers were having this dilemma. The client had no idea how long either of them had been in business — he was simply looking to hire a photographer, one or the other.

Remember, only you know of your inexperience — the client called you. Remember when you make your bid that they did not call me or someone else, they called you! I’ve spent 20+ years bidding against photographers with a lot more talent and experience than I had in some cases.

Photo ©2011 Bryce Boyer

“Work Cheap, More Work in Future”

A play in one act.

Bob the Client: “If you can do this job cheap, we have a lot more work for you in the future.”

Me: “That sounds great, I really appreciate loyalty. Here’s what I’ll do for you Bob. Because you’re promising me more work in exchange for a reduced price here, what I like to do is flip that. I’ll charge you my full fee on this first job, and when that next job comes in, I’ll offer you a reduction in my fee of 10-percent.”

Bob: “Hmmmm, that’s interesting.”

Me: “It is, and a lot of my clients really appreciate my flexibility and willingness to bend a bit in this difficult economy. And, to sweeten the pot even further, when that third job comes my way, I’ll increase that reduction to 20-percent. And even better, I’ll discount the fourth job 30-percent. So, when can we get started on this project?”

You’ve called his bluff and the total discount across all four jobs amounts to only 15-percent.

If you don’t get the job you know three things:

First, the client was fishing for a bottom feeder and you didn’t bite… bravo! Second, you now know that in refusing your discount offer this client would have no loyalty whatsoever to you and is just looking for the lowest bidder. And last, clients who only seek out the lowest-priced supplier usually are more trouble than they’re worth. Ask me how I learned this lesson!

Flickr Image Stolen in Less Than 24 Hours

It took less than 24 hours from "upload to illegal download" for the daily Mexican newspaper Frontera to steal an image posted to Flickr by Illinois-based photographer Mike Boatman.  The newspaper serves the conurbation of Tijuana, Mexico and San Diego, California. That's the image over to the left, but shown here small enough so as to not add salt to Mike's wound should anyone be contemplating its theft again. (This article could very well turn up at a future date in a search for "Paola Longoria".) Posting to the Advertising Photographers of America's (APA) Yahoo group, Mike wrote: "I was reading this article in Photoshop User magazine about Flickr and how some photographers are selling images; how corporations are using Flickr as a research tool, and that Flickr has adequate usage rights protection." He continued, "Up to now I have personally been very conservative about what I post online because the internet does not have a delete button, and anyone can steal your work, or will steal your work.  So until now I have only posted images that I use for personal marketing that I assume will be stolen. I had a little extra time while on an assignment on May 19th; my shoot was not due until late afternoon, so I set up a Flickr account.  I post two very sale-able, exclusive images from the 2009 US Open Racquetball Grand Slam of players Paola Longoria and Rhonda Rajsich, the number one and two professional players as just a test."

They were posted with proper copyright notice and "All Rights Reserved" checked. But on May 20th (the next day!), Mike's image of Paola showed up in print, in Frontera. He was not contacted for permission to run the image; it was, plain and simple, an unauthorized use of a copyrighted image. And as if to insult him even more, they failed to provide a credit line.

Mike graciously gave permission to write about his experience, saying, "Looks like I did the Flickr posting wrong and did not safeguard my work.  If you want to write about my experience as an example of what not to do that is fine. What ever is the best way to get the word out so no other photographers get their work ripped off is great. It was purely a lack of knowledge on my part. Hopefully others will not make the same mistake of posting too large a file and relying on the Restricted Usage tag on Flickr to be a substitute for a watermark in the center of the image." Mike says he figures it's a waste of time and money to go after a Mexican newspaper. And he's probably correct. This from then United States Ambassador to Mexico Antonio O. Garza, Jr. in a 2005 report still present on the US Embassy website:

"The United States Mission in Mexico recognizes the imperative of strong intellectual property rights protection (IPR) for American business, and is working to help the Government of Mexico find ways to improve IPR enforcement in Mexico. We know that stolen, pirated, and counterfeit goods undermine investment opportunities and can significantly impact market share for U.S. companies. We are also aware of the considerable efforts Mexico has made in recent years to improve IPR protection, although a lot of work remains." (Full report.)

We've all heard that old maxim, 'First time shame on you, second time shame on me.'  Mike has made some changes to his Flickr photostream. Specifically, he's updated each of his images to include a very visible watermark: The lesson in all of this of course, is to upload low-resolution, watermarked images to Flickr or any other photo sharing portal.  If an honorable company wants to use it, they'll contact you.  For a very thorough review of the terms and conditions of Flickr, Photobucket, Facebook, Twitter, YouTube and MySpace, check out the American Society of Media Photographers (ASMP) "Best Practice Recommendations for Social Networking Sites" report. Do you use Flickr to market images? Please share your experience in the comments. Thanks!

In the meantime, if you represent Frontera and care to fairly compensate Mike for the use of his copyrighted image, I'm sure he'd be willing to take your call.

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Video: The Vendor Client Relationship

If you haven’t seen this yet, I think you’ll like it. I sometimes open my “I Stink at Negotiating” presentation with this clip. I’m sure everyone reading this can relate. On with the show…

[youtube]http://www.youtube.com/watch?v=R2a8TRSgzZY[/youtube]

Good luck!