Years ago when I was a rep, a good month looked like 40 appointments. I had many  “good months”  and worked very hard to get every single appointment. Today 40 appointments is next to impossible for agents and not at all reasonable for photographers. Everything has changed but much is still the same. In order to get in the door you still need to:

• Know who your key potential clients are
• Create a reason for people to see you
• Develop a system that will enable you to stay in appointment flow

How do you facilitate these 3 key steps?

1. Know who your key potential clients are: Create an effective outreach (email and direct mail ) database; make sure to include key buyers from 3-5 different industries.
2. Create a reason for people to see you: While your visual product is what will interest clients,  they can see your work on your website. Your printed or iPad portfolio unfortunately is not the front end sell when trying to get the appointment. But your interest in great service is your hook. Let your potential client know (in phone messages, email notes, etc) that you’d like to see them, as you know each client has a different idea of what VALUE looks like to them when they work with a photographer. You’re interested in knowing what that value looks like to them. This is NOT spin. This is integral.
3. Develop a system that will enable you to stay in appointment flow:
   • Create a smaller database one that has between 75-100 contacts you will visit
   • Build front end  visibility, send them 2 mailers before calling
   • Choose a monthly goal, 4-8 visits (places not people)
   • Use both the phone  and email to reach contacts

While there are many ways to approach creating an appointment flow here is one:

• Pick 50 prospects, call each once on Monday afternoon and leave a message
• Leave another message on Friday to anyone who hasn’t called back (trust me, most won’t)
• The following Monday, send those same prospects an email
• Send another email on Friday to any prospects who still haven’t responded
• Repeat this two week cycle so you’ve contacted the same people twice per week for 4 weeks
• Drop anyone you haven’t heard from back to your regular contact cycle
• Start over with the next 50 contacts on your list

Getting appointments is one of the hardest parts of being a pro shooter.  It gets hugely easier if you stay consistent with your efforts regardless of the initial results. Stay the course and reap the results.

Selina Maitreya was the first photography consultant in the U.S. Through her 1 on 1 consulting services, online teleseminars, books and lectures  she continues to guide, inspire and teach photographers world wide how to build businesses that meet their creative goals while building a business that will thrive.

One of the most underused tools in social media is the LinkedIn search box. If you want to know who the decision maker is at a company, type the company name in the search box. LinkedIn lists employees and titles that have a LinkedIn account. This information alone has opened many doors for me through the years.

One of the best ways to open doors is with the support of your friends. The people who know and trust you can offer a warm introduction. This beats a cold call any day. If you know the name of the person to whom you want to present your work, type his or her name in the LinkedIn search box. The results will not only share the accounts of the people you wish to reach, but also the names of the people you know who are connected to them. In my experience, it is much easier to call or email a friend rather than a stranger for a little support.

As with any powerful tool, this can be abused. Remember to avoid wearing out your welcome with friends and associates. If you use the LinkedIn search box effectively, you will open doors.

Rosh Sillars is a photographer, author and marketing consultant. Listen to his weekly podcast at http:www.roshsillars.com

The first hurdle to get an appointment with a prospective client is probably their voicemail.

If you craft your voicemail message as you would the Subject line of a good email blast, you increase the chance of getting a return call. Time-stressed people hit their voicemail’s delete button as readily as they do for their email inbox. The content of your message must relate to their needs–not yours. Your message has to be one that piques their interest.

The call that’s most likely returned is one that states both a targeted and researched benefit combined with a shared personal connection.

“I’d like to show you my portfolio” is not a clear statement-of-benefit.

A better message might be:

“My new lifestyle portfolio represents the latest research on demographic trends. As you know, recent legislation will create demand for images that represent the changing face of the American family. My new work is of both individuals and family groupings in studio and on location.”

If you combine a benefit oriented message with a reference to a common connection, that’s golden. Get permission from a common connection that you know well to use their name as your voicemail entrée (LinkedIn is your friend).

State the mutual contact’s name at the beginning of your voicemail pitch. Don’t start with “Hi. I’m photographer, Pat Smith. You don’t know me, but we both know Chris Jones.”

A better tactic is “Chris Jones suggested I call as we recently worked together on a photography project that turned out far better than anyone expected. We both know what a perfectionist Chris can be, and because this project relates to your work on X [ the account that you've researched] I’m hoping I can show you the evidence. This is Pat Smith and my contact info is…..”

Keep calling back. Do not get an attitude nor give up after the first few unreturned calls. Assume the person does intend to call back but that they’re absolutely buried on current projects.

As a photo rep, I called art buyers dozens of times–almost to the point of giving up. Oftentimes, it was the “I’ll-give-it-one-final-call” that was the call they actually answered and then apologized to me for not calling back sooner.

It really just a matter of persistence and timing. You don’t get one without the other. Persistence is in your court.

Carolyn Potts, photography marketing consultant and former rep, shows seasoned & proactive photographers how to get in the door and land more work. Find her at her www.cpotts.com, www.facebook.com/CarolynPottsCreativeConsultant and http://carolynpotts.net

We all get stuck every now and then. When I’m stuck, and it seems like all of a sudden my mind is void of any ideas that excite me, I remind myself that it’s probably time to change something. Usually, what I need to do is to change my perspective or the way I look at things. That could mean that I change what I choose to photograph or how I choose to shoot it. Or it could mean that I make a change in another area of my life like a change of my environment.

I have also learned what doesn’t work when I get stuck and that is to do nothing. When I find myself in a routine that doesn’t bring value to my life anymore, I know it’s time that I need to do something about it.

Here are some things I do that help me find inspiration when I get stuck:

• I take a walk in nature – This helps me if I’ve been immersed in technology, like video editing, for long periods of time. Staring at a computer screen isn’t going to give me the creative answers I need, because I get too narrowly focused on the minutia. A walk in the woods does wonders.

• I don’t try to force creativity – I know that I have creative and non-creative cycles. I also know that some times when I’m in a slump, I shouldn’t try to fight it. I take a break and do something mindless and that seems to free up ideas.

• I place myself in a new situation or environment – That could mean taking a trip into NYC or further afield. Or it could mean attending an event that will stimulate my mind.

• I get together with a friend or colleague – This always gives me a big boost. Brainstorming with others energizes me and gets my creative juices flowing.

• I see a movie, a play, a dance performance or go to an art museum – anything that will stimulate my senses.

• I listen to music.

• I meditate and breathe.

• I look at the sky.

• I watch a TED talk.

• I talk with high school or college kids – I am on the advisory board of YPA (Young Photographers Alliance) and it’s always a treat to speak with these young emerging photographers who are just beginning their careers.

• I get away from the whiners and the people who have lost their passion for life.

Gail Mooney has been a photographer and filmmaker for over 30 years. Her latest book The Craft and Commerce of Video and Motion helps still photographers who are thinking about getting into motion.

My inspirational revelation came long ago when I began guitar lessons. I had just seen an amazing guitar player (Danny Gatton) in concert the night before my weekly lesson and casually remarked to my teacher that I like to burn my guitar, as I’d never get to be that good. Without missing a beat, my teacher starting playing some signature Gatton licks and said that instead of burning his guitar after seeing Danny play he called him up and arranged for a few lessons. He went on to show me how he applied those lessons to his own playing style, and then took the basic musical concepts and distilled them for my lesson that day.

That concept of taking positive inspiration out of seeming distant, unachievable goal has stuck with me for a long time.

Keeping those positive goals in the forefront is actually very hard to achieve. The opposite instinct, “headtrash” as my Sandler business instructor, Bob Heiss, likes to call it is much more common. Simply put “headtrash” is negative thinking and being closed off to new ideas. Unless you can overcome this negative energy you will never be able to put inspiring ideas into action.

We’ve all seen this play out in our daily lives, especially in our online communities. The biggest threads are usually the most negative and contentious, where no positive action can be taken. While they can be “fun” to read, they are the digital equivalent of rubbernecking at an accident scene on the highway – ultimately it just makes you late to your destination.

The great news is that if you can open yourself to new ideas and positive energy, professional photographic communities like ASMP (and APA, WPPI, NPPA, etc.) are the perfect place to get inspired, and a great place to be inspiring to others.

Do you need help pricing? Bill Cramer can inspire you and give you the tools to be a better negotiator. Video? Gail Mooney has got your back. Starting out? Tony Gale will get you going as an assistant (yes that’s an inspiring APA program). Need to rework your portfolio? We’ve got a webinar for you. Stuck in a creative rut? Check out the NY Chapter’s Brain Trust groups, a place to run with ideas in a small, safe environment.

Of course I didn’t burn the guitar, but it’s still a struggle to keep the “headtrash” at bay. Just know the simple act of being open to new ideas will allow the inspiration to flow.

Bruce Katz is a NYC based architectural and portrait photographer.  When he’s not working with new clients on set, he can be found teaching at ICP.

Inspiration comes in many forms: books, movies, a hike in the woods, a good conversation.  Underneath all that variety is a fundamental similarity: the ability to take us out of our little boxes and show us something new.

With this in mind, I want to share a website that has inspired me over and over again.  MediaStorm is, in their own words,  ”an interactive design and video production studio that works with top visual storytellers”.  And man, they aren’t kidding.  Whether it’s Afghanistan as seen through 14 trips over 16 years, the unique beauty of the African continent by air or an in-depth exploration of a fading way of life on an Iowa family farm, there’s no denying the gorgeous photography and video.  But this is only part of the package…the stories themselves are equally important (if not more so).  They affect the way I see the world, the way I think about things, and that opens the doors for new ideas in my own life and work.

Jenna Close wants to be reincarnated as a photojournalist, although maybe not quite yet. Presently, she’s a contented commercial photographer in San Diego.

I am inspired by every day people in many ways.

I don’t need to go to a workshop to learn how to be inspired.

I simply keep my awareness in my front pocket.

Inspiration is  all around me.

I am inspired by young people who are filled with ideas and the joy of creating and then act on the belief that they can accomplish exactly what they visualize.

I am inspired by visionaries like Gail Mooney, who want to affect change thru their art and conceive a project that is big, big,  big and have the courage and skill and talent and commitment and heart to bring it to completion.

I am inspired by slam poets who perform in a style that is perfect for the words that they write.

I am inspired by my son Sam, who at 20 writes, and shoots (photos) and slams, and who sees everything in life (even a difficult, emotional  diagnosis) as an opportunity to create.

I am inspired by people who walk in the integrity of what they say they believe. No excuses, 24/7.

I am inspired by people who seemingly have very little, but live in total gratitude for what they have.

I am inspired by people who when faced with a tough situation don’t complain or blame others. Rather they take the Abe Lincoln approach and say: ”Dont tell me what we can’t do, rather tell me what needs to be done and let us find a way.”

Selina Maitreya was the first photography consultant in the U.S. Through her 1 on 1 consulting services, online teleseminars, books and lectures  she continues to guide, inspire and teach photographers world wide how to build businesses that meet their creative goals while building a business that will thrive.

Chicago: May 20 – 21
Atlantic City: June 3 – 4
Los Angeles: July 15 – 16
Las Vegas: August 5 – 6

ALERT: The first 50 ASMP members to register for On the Road Chicago, get in FREE!   Click here for details on this and other Member discount offers.

On the Road, brought to you by WPPI, PhotoPlus Expo and Kelby Training, is a new 2-day photography workshop for emerging photographers determined to get their business off the ground and professional photographers who are pursuing new markets.  Enjoy 2 educational tracks, hands-on sessions and one-on-one portfolio reviews specifically designed for Commercial, Editorial, Wedding & Portrait photographers in pursuit of greater technical expertise and sharper business skills.

Reach new heights of success in your business from these awesome ASMP sponsored seminars:
Build a Better Business through Branding, Marketing & Sales  with Blake Discher
ASMP’s Photo Business Boot Camp with Judy Herrmann
Understanding the Value of Your Work within Multiple Markets with Mary Virginia Swanson

Other great speakers include: Jared Platt, Linsday Adler, Doug Gordon, Bob Davis and many more!

. . .

May 29, 2013
1:00 – 2:00 pm eastern / 10:00 – 11:00 pacific
Register Today for this Online Event

Our May Business as unUsual webinar will feature Danielle Currier and Larry Volk, authors of No Plastic Sleeves: The Complete Portfolio Guide for Photographers and Designers.  Our conversation will focus on how to objectively evaluate, edit and sequence your work, develop a distinguishing brand identity and present your work in a way that will attract the clients you want. Packed with visual examples curated from Danielle Currier’s blog, NoPlasticSleeves.com, this program will help you take your online or print portfolio to the next level.

 . . .

St. Louis May 15 • Boston May 17 • DC May 19 • Detroit May 21 • Chicago May 23 + hands on small group May 24 • Atlanta May 29 • Hartford June 1 • New York City June 2 • Columbus June 4 • Salt Lake City June 11 • Denver June 13 • San Francisco/San Jose June 15

Join ASMP Member Syl Arena, author of Speedliter’s Handbook, for an intensive day-long workshop focused exclusively on Canon Speedlites.

ASMP Members – click here to register for just $125 instead of $150!

 . . .

Photocentric Day:
June 11, 2013

For the second consecutive year, ASMP is taking a leading role in the development of the “Photocentric Day” programming for the annual CEPIC Congress in Barcelona, Spain, June 11 – 14.   Slated for June 11, Photocentric Day will include a Keynote presentation by Ben Lowy and panel discussions on timely issues such as compensation, attribution and copyright in a global marketplace.  In addition to organizing the Photocentric day, ASMP will update an international body of photography and stock agency associations during “Association Day” on June 12 and represent the interests of independent photographers throughout the CEPIC Congress.

. . .

Educational Programs: June 11 – 12
Festival: June 13-15

LOOK3 Festival of the Photograph is a celebration of photography, created by photographers, for those who share a passion for the still image. Now in its sixth year, the Festival features exhibitions, outdoor projections, workshops and interviews over three days and nights.

LOOK3 Education Week, which begins on June 11, adds two days of courses and a day of portfolio reviews, then segues into the Festival.

ASMP Members – click here for a 10% discount on Education Tuition!

Seth Godin famously advises: Don’t wait for others to pick you. This is certainly good advice when it comes to the publishing industry.

As someone who has published books via traditional publishers, I’m not fearful of publishing on my own. You shouldn’t be either. Yes, there are advantages, such as distribution channels to books stores, good editors, and a production team. Nonetheless, more books are being sold online and in eBook form every year. The advantages of a traditional publisher are fading.

The Internet and advancing technology offer you many options to publish and distribute your art and ideas. Make sure you build an email list and develop a social media presence. These are criteria traditional publishers look for that greatly benefit your sales, whether you have a publisher or self-publish. When I launched my first self-published book for the Kindle One Hour Photographer, I gave it away for free for 36 hours until Amazon posted it for sale. I collected more than 800 emails during that time. After the book went live on Amazon, I offered the first chapter free. The next morning my book was No. 1 in my category. This is because I developed the buzz through social media ahead of the official launch. I now have close to 2,000 valuable emails from that campaign alone.

Plan the process before you write your first word. What are your deadlines for 25 percent, 50 percent and 100 percent completion of the book? Understand your target audience; develop a marketing and promotion plan. As a photographer, you know photographing is a small part of what you do. Business activities take up much of your time. Publishing is the same.

We are fortunate to live in an age where all the information we need is available online to accomplish almost any project. In many cases the tools are available there, too. This means you don’t need to wait for others to decide if your creative ideas are worthy. Don’t wait for others to pick you.

Rosh Sillars is a photographer and author supporting creative business people at www.roshsillars.com

I’ve had a bit of experience with self-publishing. My first attempt many years ago, was with My Publisher when I created a hard cover book of family photos to give as Christmas gifts for my siblings. I went on to produce a couple of printed books using both Blurb and Lulu with mixed results.

I recently created three different ePubs and I hired a formatter to do the conversions for the Kindle and Nook. And most recently I used the online company Createspace, to not only create a printed book but to get it to market as well. That experience showed me that’s it’s never been easier to self-publish AND market your content than it is right now.

When you produce an ePub, don’t think just because it is available on Amazon.com or Barnes and Noble.com, that it will fly off the shelf by itself. With any self-published book or self-initiated project, you’ve got to promote and market it yourself. And to do that successfully, you will need to identify and build your audience. Building your audience and fan base is perhaps the single most important ingredient of self-publishing. One thing I’ve learned with ePubs is that because they are priced at a very reasonable price point, it’s generally better to offer more than one for sale at a time. If a buyer is interested in your ebook, and they see that you have another one for sale, they are likely to purchase that as well.

Createspace truly makes self-publishing easy in every way. They provide you with an ISBN number, cover templates and dozens of informative tips and tutorials – all for free. You can purchase expanded distribution for your book for a nominal cost of $25. You can also hire one of their designers to customize your book if you don’t want to use one of their templates, or to convert your book for Kindle. And when you’re finally finished uploading and proofing your book, Createspace will provide you with an easy way to promote your book on Facebook. In fact I think I had already sold 10 books through FB before I even got my own books delivered. If you are thinking of self-publishing I would highly recommend Createspace.

Here’s a few more tips:

• Plan ahead and design your book with cost in mind. I only had one photograph in my book, “The Craft and Commerce of Video and Motion“. When I priced it, I realized each book would cost me twice as much to run that photo in color than if the inside of the book was black & white.

• Research your topic before you create your book. What’s your niche? What else already exists on that topic?

• Who is your audience? Build your audience first – don’t wait until your book is finished. Use social media to create a buzz, perhaps by releasing a chapter of your book for free.

• Read the resource materials provided on Createspace. There is a wealth of information on their website, everything from design tips to marketing.

• Use your printed book as your calling card. They make great gifts for clients and colleagues and won’t break the bank.

• Get your book reviewed by bloggers or other key influencers in your industry.

• Get testimonials from folks who have read your book.

• Generate publicity and press by sending out copies of your book to various media outlets. It helps if you provide them with an editorial “hook” like: “Five Great Tips that Will Keep You in Business”.

The bottom line of course in self-publishing or publishing in general is to remember: if you’re going to write a book – have something to say. It’s all about the story inside.

Gail Mooney has been a photographer and filmmaker for over 30 years. Her latest book “The Craft and Commerce of Video and Motion”  helps still photographers who are thinking about getting into motion.