Portfolio Winners...

[InspiredGraphix]

Hello All,

As some of you may be aware, I shoot mostly theatre locally.

As part of my "take over the world" campaign, I have put some cash into putting together some nice portfolios to send out to the local live entertainment venues, and one larger venue in the city.

I would like to know from any of you any advice you might have for intro letters, "get in the door" deals, or any other such things that might help them get noticed a little better?

THINGS I HAVE DONE SO FAR:
1. Picked 8 of what i consider my best images from my portfolio, and sent them to the printers to print a dozen copies of each at 8x10".
2. Made up and 8page + covers book (hand bound but looks great) that is basically made up of mount board and framing board. This will contain all the info and the 8 images.
3. Obtained the relevant contact name (or whoever i could find that handles live entertainment).
EDIT: 3.5. Obtained a glowing testimonial from the Vice President of the Musical society that i regularly shoot for.
4. Posted my details on POTN in hope of feedback to help this get some response :D

All information, feedback etc is appreciated.

Many thanks,

Rob

[InspiredGraphix]

After reading Dwight's FAQ yet again, i thought i would add a few things...

While I am not really after shooting advice, I thought i would fill in a few blanks.

Currently I shoot for a local theatre, as well as some other contract stuff when it comes up. This is not currently my speciality.

By day I run a small design/photography/web business, this is just a small arm, but one that I am keen to get further into.

I shoot with two bodies, a 20D and 350D. The 350D is about to be upgraded to a 30D. I have a Sigma 24-70 f2.8 EX DG Macro, and have just upgrade my 70-200 f4 to an f2.8 model (arrived yesterday!!). I also have a Nifty Fifty, and other lenses not worth mentioning in low light. A 85mm f1.8 will be on order when i sell my Bigma (sale pending), and possibly one other.

While I have already sent the images off to the printer, here are the 8 that i have chosen. I haven't done much in the way of concert work, so I used some theatre images etc too.
1.
http://www.inspiredgraphix.com.au/lens/1.jpg
2.
http://www.inspiredgraphix.com.au/lens/2.jpg
3.
http://www.inspiredgraphix.com.au/lens/3.jpg
4.
http://www.inspiredgraphix.com.au/lens/4.jpg
5.
http://www.inspiredgraphix.com.au/lens/5.jpg
6.
http://www.inspiredgraphix.com.au/lens/6.jpg
7.
http://www.inspiredgraphix.com.au/lens/7.jpg
8.
http://www.inspiredgraphix.com.au/lens/8.jpg

I am not the greatest photographer in the world, and have alot to learn. My rates will reflect my abilities, and they will grow as i do.

All information, comments, etc are appreciated.

Rob

[johnstoy]

Dude, these are great...

Love the detail, colors and composition...

[JtheVGKing]

yeah, not too shabby. good luck, man.

[InspiredGraphix]

Thanks Johnstoy and JtheVGKing.

I am really after any tips for I would like to know from any of you any advice you might have for intro letters, "get in the door" deals, or any other such things that might help them get noticed a little better? if anyone has any?

I think the content and presentation is as good as I can get it (picking up prints this arvo, so will check them then).

Dwight, Rene, She? Anyone? :D

Anything is appreciated. C&C still welcome too.

Rob

[René Damkot]

If I had any such advise, I'd be using it :lol:
I mostly shoot smaller, local gigs, where getting in is no problem...

[tipsy]

You've obviously built a good portfolio so thats a good start.

The trick is to get the right balance between being persistant enough to show that you're serious and commited, and not being so persistant you just get annoying.

Dont put other things on hold whilst trying to get in the door, but sticking to local shows you continuously build your folio and that will also show them that you're commited to the photography, not just the money involved with big acts (which isnt always great anyway)

But you're definatly off to a very good start...

x

[InspiredGraphix]

Thanks for the feedback and tips everyone.

I am sending out my portfolios very shortly.

Very exciting stuff :D

Rob

[InspiredGraphix]

OK, so i just thought i would update this thread for anyone who is interested.

I finally got the testimonial through that i was waiting on. I think that it will carry enough weight that I have held off sending out these folios. I have spent quite a few hundred bucks getting the prints and making them, and it will cost me another hundred or so to send them, so i figured waiting a short while to make them better was worth it.

I am sending them out tomorrow or the next day (waiting for cheques to clear damnit), and I will update the thread in a week or so to keep it up to date.

I figure that maybe nobody cares, but it might be useful to someone at some stage, so is worth updating.

Rob

[InspiredGraphix]

Hi Everyone.

I have had a few PM requests for pics of the actual portfolios that I am sending out.

I have taken a few shots for you all to see. They are not million dollar things, but I think they look great, and hopefully will get the job done.
I am making a trip to the post office tomorrow, so hopefully we will have some news, good or bad, in a week or two.

Any feedback from the pics is appreciated.

1. The cover
http://www.inspiredgraphix.com.au/lens/cover.jpg

2. Opening page, includes my intro letter.
http://www.inspiredgraphix.com.au/lens/page_1.jpg

3. Random page.
http://www.inspiredgraphix.com.au/lens/open.jpg

Thanks,

Rob

[InspiredGraphix]

OK, so i'm pumped.

Have had two calls from people that these have gone to.

Nothing set in stone yet, but they have both comment on the quality of the work which is great, as it means i have made some sort of impact (even if a 3-pound book in the post doesn't all by itself).

Anyway, just thought i'd share for anyone still reading (anybody? or am i just talking to myself now? :P).

Will update again if i hear anything further, or better yet, someone books me in to shoot a show.

Rob

[johnstoy]

Very good, positive progress, that you're making... The return on just mail outs, is traditionally low... However, you've certainly sent out a considerable package that will impact the recipients...

I would strongly encourage, a routine follow up "phone chaser", to try and close on the prospects... Leave yourself plenty of room to call them back, at a more convenient time for them...

I would prepare a presentation script, with several alternative answers to their most commonly asked questions... Stick to this "follow up" script, and keep notes on the progress of each contact (prospect)...

Always leave yourself plenty of room to call them back at a more convenient time...And, If they are "not interested at this time," offer to call them back in 30 days... Then in exactly 30 days, to the day and exact time, be certain to call them back... And, if they are still not interested, offer to call them back in two months...Or an exact time that they wish to be called back at... Create a call back list and keep calling till you exhaust the list of all potential prospects... This method will considerably increase your closing average... Be very polite to them and always "smile and dial".

Now, I have an off topic question for you Shooter-Boy... What's the story with your Custom Bracket?... I want to get one, which model would be best for a 30D with or without grip?

[InspiredGraphix]

Hi John,

Thanks for the reply. Yeah, i know mailout returns are generally a very low return, but these are a sizeable package, and personally addressed to the intended recipient, so think it should be a little higher return than your average flyer.

Thanks for the tips. I have set to call everyone who I haven't had good contact with in two weeks. I have a list of all names and numbers of the people that i have sent them to. 13 people in total (was going to be 10, but 13 x 8 prints got me over the price break line at the printer).

As for the custom bracket, mine is actually a Stroboframe Pro-RL.
Some people like em, some people hate em. They are big and bulky, but i like it alot better than the cheaper/smaller flip models. It is a mighty big "LOOK AT ME I AM THE PHOTOGRAPHER" beacon too, which can be usefull. The flash height is adjustable too, and I often use it with a Lumiquest Promax System if i am operating under almost complete flash, and it works quite nicely. I have actually shot a birth with that kit (virtually no light at all except for a doctors spotlight thing, nothing to bounce off etc), and it worked a treat!

I have used it with my 20D/grip. I have never removed my grip, so i can't say without...
I use an anti-twist plate too to stop it moving around, which you do need to have a grip for AFAIK.

Yes this is blown out, but it was intentional... promise. (Normal shot in the avatar is not, so i can prove it :D)
http://www.inspiredgraphix.com.au/images/photography_large/commercial03.jpg

Rob

[johnstoy]

I like the stand alone feature of your bracket... I really wish to find a camera bracket with handles and within reach of the shutter release button... I'll post this question in the "Lighting" Section right now.

Any feedback on your mail outs yet?

[InspiredGraphix]

Yeah, it doesn't work with the 70-200 f2.8 thought (too much weight... f4 version shown).

The handle under the lens is what i use to hold all the weight, and that hand can still zoom etc. It takes a little getting used to, but it works well with a little practice. I once shot a 6 hr wedding with this baby, and even though my arms were about to break, i couldn't fault any of my flash pictures (well, not for things that the bracket is meant to help with).

As for feedback, it has only just gone 9am here in Aus, so no, no more feedback as yet :D

Rob

[johnstoy]

Say Rob, tell us one more time... What day is it in Australia and what time is it?

Do you expect some feedback by email? Postal Service. Or all by telephone?

[InspiredGraphix]

Ahahahaha...

It is currently 10.36am, Friday 13th. Not sure if i want feedback on black friday :D

The only feedback i expect by post is a "no thanks" letter. If i get one of those, i just hope they send my folio back so i can send it out somewhere else. Each one is worth about $60 :D But i don't expect many to come back, if any.

Have had one email and one phone response. I think the people i have sent to are more inclined to pick up the phone than email, it is a little more professional in alot of respects.

Rob

[Suicidenote]

Great job on the portfolios that you sent out. Gives me ideas to do something similar for a few local venues.

Great pictures as well.

[johnstoy]

Ahahahaha...

It is currently 10.36am, Friday 13th. Not sure if i want feedback on black friday :D

The only feedback i expect by post is a "no thanks" letter. If i get one of those, i just hope they send my folio back so i can send it out somewhere else. Each one is worth about $60 :D But i don't expect many to come back, if any.

Have had one email and one phone response. I think the people i have sent to are more inclined to pick up the phone than email, it is a little more professional in alot of respects.

Rob

If you've already gotten positive feedback, than you created enough urgency with these folks to inspire a prompt response... So you need to treat them with kid gloves... Try all you can, to accommodate them...

For all others, I'd consider starting the follow up calls on Tuesday/Wednesday of next week... and while on the phone, get their email address, offer them the option to communicate by Email with you too...

EDIT: Better yet, get their contact info first, and then offer to go and meet with them in person... The best way to close the deal is in person...

What do you think Rob?

[InspiredGraphix]

Hi John,

Some good advice mate. I wasn't going to follow up quite so fast, but i think there might be merit in doing so. They can only say no like they were going to anyway :D

I have everyones contact info that i sent stuff to, so that sounds like a plan.

Rob

[InspiredGraphix]

Great job on the portfolios that you sent out. Gives me ideas to do something similar for a few local venues.

Great pictures as well.

Thanks mate, appreciate it.

Rob

[DwightMcCann]

First, thanks for sharing this adventure with us ... I am sure we are all more interested than you know! Second, the best advice I can think of is Network, network, network. When I am doing any sort of photography I keep a small stack of my business cards in my left front pocket. When I am introduced or introduce myself to someone new, as I reach out to shake their hand my left hand pulls a card from my pocket and presents them with my business card. I would urge (and expect you already do) to have a logo that goes on everything (including CDs) so that there is a brand awareness, even at this level.

My experience leads me to believe that follow-up is critical/essential. Anything from, "Did you receive the brochure I sent?" to "Is there anything further I can provide?" will serve to let potential clients know you are actively/proactively involved and what you sent wasn't just a "mass mailer". You may think each brochure is a big investment but that has nothing to do with how the potential clients feel about it.

I would urge that you put your website address in your POTN signature.

I would urge that you start a blog to act as a kind of diary of your projects where you share tips and tricks and images. Preferably do this on a service that automatically publishes updates and that is searched by the search engines. You cannot get too much web presence. I run into people at concerts who know of my website and are amazed when they meet me and get my card and say, "Oh, I know you! I've seen your pictures."

Keep us apprised.

[InspiredGraphix]

Hi Dwight,

Thanks for the reply.

This thread really started out with me asking for advice, as there seems to be little written about it all, so I figured i would keep updating it so people could see if it did or didn't work for me.

I agree with you about networking. All the work i have ever done has been from networking, referalls etc. The only "advertising" that i currently do is print half a dozen A3 prints (just on my printer here) of the show currently playing at the theatre with my company details and stuff in the corner. I always take business cards with me, even when not doing photography, as I alway seemed to find myself without them when i needed them. I have a little holder that i take with me everywhere, as they never last long in my wallet. I also sell a quantity of CDs to the theatre of the images that i have taken. The musical society purchases them from me, then sells them to the cast to try and cover what they pay me to shoot it. I always attach a business card to each CD that goes out.

I have decided to call everyone i have sent things to next week. By wednesday i would expect that everyone has had their package for 1 week, which i think is a reasonably amount of time for a followup.

Great comment about the perceived value of the folios. I agree that many people just wouldn't think or care about it.

Interesting thought about the blog, i hadn't really thought about that. I am going to be publishing a range of things on my website. I only recently redid it, so am going through at the moment and applying all my Search Engine Optimisation techniques to get it to index properly.

Could you suggest a blog service? I am a developer myself (how i make about half of my living), so could build something into my current website without too much trouble.

I agree that websites provide awesome advertising potential (well i have to in order to sell my clients on the idea :D), so want to capitalise on that too.

It also serves as a beacon for all of the services that we currently provide.

Thanks for taking the time Dwight.

Rob

[InspiredGraphix]

OK, so I have had a call from one of the places i sent folios to asking about regular photography (shooting food for brochures etc), and as this is what i do normally, it is not a bad thing, as it still gets me in the door with them.

Tomorrow is my call back everyone day (got pushed back by a number of events/happenings), so we'll see what fruits from that.

So far I have had three out of 13 calls, so that is not a bad rate i think.

Thanks for listening :D

Rob

[johnstoy]

OK, so I have had a call from one of the places i sent folios to asking about regular photography (shooting food for brochures etc), and as this is what i do normally, it is not a bad thing, as it still gets me in the door with them.

Tomorrow is my call back everyone day (got pushed back by a number of events/happenings), so we'll see what fruits from that.

So far I have had three out of 13 calls, so that is not a bad rate i think.

Thanks for listening :D

Rob

Say Rob that's not bad so far...

Besides your regular presentation, and booking an appointment with them... allow yourself some room to continue...

You'll have NA (no answers) too. Those will become call backs...

I'd recommend that when you call your prospects... give them your standard presentation.... and book them for an appointment...

And if they can't decide... be certain to offer to call back, (if at this time they are not interested...)

Call back 10 times over the course of several months if you have to... But don't lose that lead...

The CB (Call Back) is your strongest method of leverage...

The professional phrase is " Well, If You're Not Interested At This Time... Let me call you back at a more convenient time... How about, if I call you back in one week, at this same time..."

And work from a script and stick to it... You have to give them sufficient information to make a decission... So give them the "pitch" and make notes regarding their response....

Good Luck...

PS: My personal company owned a large phone room, with over 100 phone lines, manned full time 7 days per week... There is a positive and successful method to this...

[InspiredGraphix]

Hi John,

I could sense that you had some background in this :D

Thanks again for the tips, will do.

Rob

[DwightMcCann]

Hey, you're doing us a favor sharing this!

[johnstoy]

Might as well share successful info with you guys...

I would remember what you said that worked for those three calls that you got... And repeat the positive, successful, items related to your presentation...

If you keep track of your positive experiences, and build on them, your experience will grow positively and cumulatively...
So try not to repeat negative results...cause they are a waste of time...

Asking for referrals is OK too. Just time it right...;)

Los Lonely Boys will be in town tomorrow night... I might just take the camera along to the show...

[CanonXTuser]

Thanks for showing what you did.

Keep track of the places that did not answer too. Wait another six months and hit them again with your latest best shows and a cover that mentions accomplishments over the time, including what you did for their competitors/similar venues.

Keep doing this every six months or so and you will get a couple more due to 1) your persistence; 2) your projecting yourself as a "rising" star and successful professional and 3) your mentioning of projects, clients and the results [client satisfaction, feedback on response, etc.; contact me and I can explain how the great corporate sharks are able to make everything they do sound impressive], that will make your targets go ......... hmmmmmmmm, maybe I ought to be doing that.