Mark Metternich
Offline
• • • • • •
Upload & Sell: On
|
 p.2 #2 · Marketing Tips from the best! | |
amulay wrote:
Mark,
Fantastic information. Thank you for being generous enough to share with all of us. I am sure that this information will be put to good use by more than just one person on this forum. My only question is do you have a good system for getting your portfolio in front of people in the first place. This seems to me like it would be the hardest thing to do when first starting out.
Andy
This is what Ken said that really spoke to me. Just keep it simple, pressure free. Don't try to sell people anything. Let them inquire, they will.
Basically the majority of folks out there, especially women, love to view beautiful imagery! Once folks begin to know that you do this, people will begin to show interest and curiosity. Then you just say, "Yes, I am a landscape photographer." "Would you like to see my portfolio?" Maybe not everyone, but they will say yes! Then you make an appointment to meet with them however works best. I just pull my work out in one big stack of 14X20's with mounted 12x18 photos on them, and wait till I have every one's attention, and then "bam" knock 'em out with one of my best to get their attention! I try not to talk too much, but just allow them to enjoy and process what they see. Often people are stunned. Often they will have questions. I stay calm and just answer them calmly. Then I flip to the next image, setting the one to the side on it's face. Then "bam" another great image! I try to not talk too much, and not interpret the image for them, but I enjoy just listening to what they say. Often they will be drawn to something, or notice something I did not. I generally affirm what they say. Like if they say "wow, that is absolutely breathtaking" I might say "I know, isn't it?" I never minimize my work, or point out flaws. Ever! I just let them see what they see. Once in a while if there is a story behind an image I might share it, if they are attracted to that image. But I don't like to tell many stories. Just maybe one or two, if you feel it is right to do so. I have hundreds of stories behind my images that are really cool, but I don't want to distract them from their viewing experience. You never know who you are with, how it will effect them, and what it might mean to you for the future! They might not buy, but they, for example, might tell someone! That someone may buy $2000 right there and then! So I treat everyone with respect, even if I think they will not buy. Keep it very, very free.
At some point they will ask if you sell them. I then usually explain the exclusivity of Limited Edition prints, and maybe a bit about the printing standards (the highest) I use. Then I remember what Ken said to me "Don't judge others by the size of your own pocketbook (AU for wallet)." And I just let the prices fall out of my mouth.
Oh my gosh, I forgot a really KEY part to all of this!!!! I'll just hit on it in PART 2 to this thread...
Have a large beautifully framed demo image, so folks can see what the large finished product looks like! Then they can relate to your portfolio images Sooo important!
Anyway, I usually say this. "This size (the portfolio 12x18's) is the smallest I sell these images. And I sell them at 18 inches (I use my hands to show people how big I am talking about) 24 inches, 30 inches, 36 inches, and 40 inches. The prices are $400, 500, 600, 700, and 800. (my prices are actually going up a lot more very soon.)
If folks have any issues about the prices, I might mention that I do have a few "Open Editions" available for those who can not afford the exclusive Limited Editions (but I won't do this unless I know for absolute sure they are not going to buy). Of course the "Open Editions" are also not so spectacular either. But often someone will want to go through them again, and I let them, or help them. They find their favorite, and then ask about framing etc... I don't frame, so I refer them to a framer I trust. This is a whole other issue. I offer no discounts.
But that is generally how it goes. Sometimes they fork over cash, and once in a great while they might say "you want HOW much for that!"  . You have to be prepared for that occasionally. No big deal. Ken says you have to go through a bunch of "No's" to get to the "Yeses." And the bottom line is not to be ashamed of your work that you put your heart and soul into! It is valuable, and once you realize that you will feel more and more comfortable making one on one's with people. I LOVE doing this. I did not at first (before I learned how to do it).
Hope it helps. 
|
Many were interested. And I got a few sales. I did this at three functions total. In Vegas, the largest church down there has so far open their door to me! Next time I am down, they are going to let me play this DVD there, and maybe talk a bit about what I do. And have a small exhibition in the lobby. This church has 5000 members!!! 
i plan on slowly building my portfolio and hopefully a few years from now start making a little money off of my hobby!