Selling Posts

Flickr Image Stolen in Less Than 24 Hours

23 05 , 2010 7 Comments

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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But We’re a Non-Profit!

14 05 , 2010 10 Comments

At one time or another we’ve all received this call. Usually the conversation goes something like this:

Client: “We have a project coming up, we saw your website and absolutely love your work. We’re looking for a photographer we can build a relationship with.”

Me: “That’s great, thanks for the compliment, tell me a bit about your project.”

The client gives you the details, closing with, “And as you probably know, we’re a non-profit, so please give us your non-profit rate.”

It’s at about this time I want to blurt out in response to their, “but we’re a non-profit”: “WELL, I’M NOT!”

KEEP READING

A Potential Client’s Website Speaks Volumes

13 05 , 2010 No Comments

When a new potential client calls on the telephone, one of the first things I do is look up the caller’s website.

What I’m looking for are two things: their level of design sophistication and how they’re currently using photography. These two bits of information can give valuable clues to what sort of budget he or she might have for photography.

Lack of pleasing design and imagery might be a good indicator that I am talking with someone who has likely not historically spent money for higher end professional design or art. It might mean they’re used to working with budgets that are small or doing the work in-house.

Ideally, the client’s website makes good use of color, makes use of an attractive font, and it’s navigation is intuitive. It will also look as if it was created specifically for them instead of being made from a template.

Most of all, I’m trying to determine to what extent they use excellent photography. Does it look as though they’ve done a lot of it in house using a point-and-shoot with no lighting? Does it look professional? Do they credit the photographer?

This analysis takes just seconds and can be done during the initial part of the conversation. If it appears they haven’t worked with a photographer of your skills, you’ll know you have to spend a lot of time talking about the value you bring to the project. Put another way, you’ll need to convince them that you’re the correct person for the job and worth the money.

Remember, if you focus the conversation of price, the price will likely go down. Instead, focus the conversation on value, what you can offer that everyone else cannot, the price will likely go up.

Good luck!

(This article originally appeared on ASMP’s Strictly Business blog. Photo copyright 2010 Mary DuPrie, used with permission.)

Video: The Vendor Client Relationship

10 05 , 2010 4 Comments

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!

How Do You Answer the Phone?

09 05 , 2010 3 Comments

I know a photographer here in Detroit who answers his phone, “Studio.”

We get one chance to make a first impression. Don’t make it sound like you’re rushed and bothered to be taking a potential client’s call. I remember working in a toy store back in High School and thinking it was silly how they wanted us to answer the phone, but now I get it. In this age of “good enough” be grateful that your phone is ringing and the client didn’t go out and buy a Canon G10 so they could take their own photographs!

Answer the phone with a smile, the caller will “hear” it on the other end. I’d suggest something like, “Firefly Studios, this is Blake.” It lets the person know they’ve reached your studio and who they’re talking to. Then let the conversation start. Two tips: be a good listener, and if you get in over your head, you can always let the FedEx guy save you!

Photograph by Tambako licensed under a Creative Commons license.

You Need to be a Salesperson First

30 04 , 2010 1 Comment

Even in these stressful economic times, your business will be more successful if you are willing to recognize one fact: you need to be a salesperson first, and a photographer second. Many photographers take great photographs, but far fewer excel at sales. When I speak to audiences about negotiating, I’m always quick to point out that sales skills are what help you to demonstrate to the client why they should hire you instead of your competitor.

Know your prospect:

One of the first things I do when a potential new client calls is to take a very quick look at their website during the early stages of the call. I’m looking for details that will help me to determine how they use photography, how sophisticated their use of design is, and the overall “look” of their brand. I’m learning as much as I can in those seconds about the company for two reasons: first, so that I can talk about the site and show them that I have an awareness of and interest in their company. Second, it gives me a sense of how much value they place in their “image” in the marketplace. The more value they place in their image, the more they might appreciate the value I can bring to the photography they’re after.

Sell your value, not your product:

By value, I mean the things I do that differentiate me from my competition. You’ve heard it many times, sell the benefits, not the product. Your product is photography, but what you need to share with the client are the benefits she will get in working with you. Do you work quickly? Then talk about how non-disruptive to the client’s facility you are during the shoot. Do you bring along a monitor? Then talk about how she’ll be able to see the shots as you take them and can be assured your getting what she wants.

For the client, photo shoots are stressful. You’re reassuring her that you are the correct person for the job; that she can have complete confidence in your ability to pull off a successful shoot.

Remember, if you focus the conversation on price, the price will likely fall. If instead you focus the conversation on value, specifically the value you bring to the project, you’ll help the client justify in her mind why she should hire you for the shoot — even though your price may not be the lowest. Marketing guru Seth Godin says it best, “You need to increase your value. If people don’t want to pay, it’s because you’re not delivering enough value for the money you’re charging. You’re not selling a commodity unless you want to.”

This post first appeared on the American Society of Media Photographers’ (ASMP) “Strictly Business” blog. Photo by Sunfrog1 on Flickr, used under a Creative Commons License.

Inexpensive Marketing: Ask For Referrals

06 04 , 2010 1 Comment

One of the best and least expensive ways to grow your business is through referrals. But for a variety of reasons, most people are reluctant to ask for them. Maybe it’s fear of hearing “no”. Maybe they think happy clients will just spread the word about “their favorite photographer” without any prompting from you. But we’ve all heard that time-tested axiom that states an unhappy customer will tell ten people about lousy service, and a happy one will share with perhaps one other person about the great service they’ve received.

After every shoot, once the images are delivered and the client is happy, I’ll always ask the question, “Hey Brian, I appreciate the opportunity to work with you on this project, the shots look great, and I was wondering if their was anyone else you knew that might use this type of photography?” This is the best time to ask, everyone has a good feeling about the recently completed project. The names Brian gives you are incredibly valuable leads. In a sense, John has “vouched” for you and your product. Referrals carry immediate credibility.

The next thing I do is call those people John referred and say something like, “Hi Cheryl, I’m a photographer here in Detroit and I just finished a project with your friend Brian Jones. It turned out great and he suggested I introduce myself and my photography to you.” If you repeatedly get Cheryl’s voice-mail, don’t worry, you can leave that message and follow with an email with some samples of your work and a repeat of that introduction, being sure to mention the referrer, her friend Brian.

Then, be sure to update the people that give you referrals. It’s one more legitimate reason to make contact with an existing client, and people like to know you appreciated their help. Something like, “Hi Brian, I just wanted to thank you again for referring Cheryl to me and give you an update about how that worked out.” This sort of “reaching out” to your existing clients will help to keep you “front of mind” and they might even send you more business just because you’re keeping in touch.

Good luck!

This post first appeared on the American Society of Media Photographers’ (ASMP) “Strictly Business” blog.

Score This: Photog 1, Cheapskate 0

12 03 , 2010 44 Comments

We’re all pretty tired of being asked to shoot on spec, shoot for a low fee with the promise of more work, and that sort of nonsense. These two ads appeared on the Seattle Craigslist over the past two days. I think you’ll enjoy reading…

Need Photographer (originally posted March 10th)

We are a 5 person construction company and need to update our website and brochure with NEW images of our staff. We would like to give an opportunity to the right photographer to take our company images. Ideally we need a formal and an informal picture, also a landscape shot of our company vehicle. Basically these pictures will help us get off the ground and renovate our website.

If you do a good enough job on our company portraits then you will ideally be awarded a future PAID contract to take pictures of our job sites (once we get a job!). We will want to have the rights to be able to use the photos on our website and brochure/print media. You will get a boost to your portfolio!

Experience in corporate photography along with a portfolio is a MUST or your email will be disregarded. We are looking at scheduling the shoot within the next week so be prepared to move fast!

And then a clever photographer posted the following:

Need Construction Crew (originally posted March 12th)

We are a 5 person photography company and need to update our photography studio and shooting space with NEW office spaces for our staff. We would like to give an opportunity to the right construction crew to build our new company digs. Ideally we need a formal and an informal working space, also a landscape crew for our out side shooting area. Basically these structures will help us get off the ground and renovate our old space.

If you do a good enough job on our company building then you will ideally be awarded a future PAID contract to build structures of our photography clients (once we get a job!). We will want to have the rights to be able to exploit you as we see fit just for credit and a great job! You will get a boost to your structure building skills!

Experience in corporate building along with a portfolio is a MUST or your email will be disregarded, after all beggars can be choosers. We are looking at scheduling the construction within the next week so be prepared to move fast!

I don’t know who the authors are, if they care to be identified, I’ll add proper attribution if they contact me. What do you think?