Sell & Resell Your Photos

by Engh, Rohn

• ISBN13: 9781582971766
• ISBN10: 1582971765
• Edition: 5th
• Format: Paperback
• Copyright: 2003-03-01
• Publisher: Writers Digest Books

Summary

Completely revised and updated, Sell & Re-Sell Your Photos includes up-to-the-minute information on digital photography's place in the business, selling online, and the shake-up in stock and royalty-free photography. This classic guide provides new and veteran photographers with all the information they need to sell their work. Readers will learn how to: bull; Tell the difference between a good picture and a marketable picture bull; Use the Internet to build up a stock photo business bull; Market by mail and present a professional image bull; Market and promote their name and portfolio bull; Keep their photos properly archived for easy access bull; Approach a stock photo agency with confidence Sell & Re-Sell Your Photos is packed with photos, charts, tasks and sidebars to help photographers focus their goals and improve their profit picture. Rohn Engh is a veteran editorial stock photographer who has sold to national and worldwide markets since 1960. He is founder and publisher of PhotoStockNotes, PHOTOLETTER and PhotoDaily, market letters that post photo-editor picture needs. Engh also conducts photo-marketing seminars nationwide. He lives in Osceola, Wisconsin.

Author Biography

Rohn Engh is a veteran editorial stock photographer who has sold to national and worldwide markets since 1960

Table of Contents

Introduction Exciting Opportunities at Your Doorstep	1	(3)
The Wide World of Possibilities	4	(14)
The Buyers Are Waiting	4	(1)
Trends in the Marketplace	5	(2)
Fifty Thousand Photographs a Day	7	(1)
A Wide-Open Door	8	(2)
Find the Market, Then Create	10	(1)
You, the Photo Illustrator	10	(1)
The ``Theme'' Markets	11	(2)
Magazines	13	(1)
Books	13	(4)
A Hedge Against a Downturn in the Economy	17	(1)
Good Pictures---Wrong Buyers	17	(1)
What Photos Sell and Re-Sell?	18	(31)
The Difference Between a Good Photo and a Good Marketable Photo	18	(3)
Enduring Images	21	(1)
Good Marketable Photos	21	(2)
The Rohn Engh Principle for Producing a Marketable Photo Every Time	23	(2)
The Principle	25	(3)
Become a Monopoly	28	(1)
Photos That You Can Read Into---Using the Principle	29	(5)
You Are an Important Resource to Photographers	34	(5)
A Gallery of Stock Photos	39	(10)
Finding Your Corner of the Market	49	(26)
First, Find Yourself	49	(1)
Photographically . . . Who Am I?	49	(6)
Your PS/A (Photographic Strength/Areas)	55	(5)
The Majors and the Minors	60	(1)
How to Use the Reference Guides, Directories, and the Internet	60	(1)
Using Your Local Interlibrary Loan Service	61	(4)
Using the Internet	65	(1)
Chart Your Course . . . Build a Personalized Market List	65	(7)
The Total Net Worth of a Customer	72	(1)
Long-Term Value	73	(2)
Getting Started	75	(3)
The Four-Weekend Action Plan	75	(3)
Producing a Marketable Photo	78	(11)
Some Basic Questions Answered	78	(1)
What Film Should I Use?	79	(3)
Scanning: Should I Do It Myself?	82	(1)
Digital Previews and Submissions	83	(1)
The Most Commonly Asked Questions About Color	84	(2)
Making Duplicates of Slides	86	(2)
From Film to Pixels	88	(1)
Using Specialized Films	88	(1)
Taking and Making Editorial Stock Photos	89	(15)
Do You Take or Make Them?	89	(3)
Danger Ahead: Trite Pictures	92	(3)
How to Manage Models	95	(4)
Should You Pay Your Models?	99	(1)
Other Model Sources	100	(1)
When Is a Model Release Necessary?	100	(1)
Dealing With Officials	101	(3)
The Fine Art of Dealing With Photobuyers	104	(21)
Getting to Know Them	104	(1)
The Reliability Factor	105	(1)
The Photobuyer Connection	106	(2)
Should You Visit a Photobuyer?	108	(2)
Should You Write?	110	(1)
Should You Telephone?	111	(1)
Should You E-Mail?	112	(1)
Get on the Available-Photographers List	113	(4)
Selling the Same Photo to Multiple Buyers	117	(1)
Scanning and Photocopying Your Photographs	118	(2)
The Central Art File	120	(1)
The PhotoSourceBank and PhotoSourceFolio	121	(1)
The Permanent-File System	122	(1)
The Pirates	123	(1)
The Legal Side	124	(1)
Pricing Your Photos	125	(19)
Master Your Marketing System First	125	(1)
Sell and Re-Sell	125	(1)
The Price Range	126	(1)
Base Camp: Inside-Editorial Use	127	(1)
Which Range for You?	128	(1)
Using the Pricing System: What to Charge	129	(1)
Payment for Other Uses	130	(5)
Within the Price Range, Should You Charge the High End or the Low End?	135	(1)
Unique Pictures---What Are They?	136	(1)
Second Use of Your Pictures	137	(1)
State Your Fee	138	(1)
Pricing the Service Photo	139	(3)
Royalty Free	142	(1)
The Lowest Fee Possible: Nothing	143	(1)
Managing Your Mail and Internet Marketing Operation	144	(35)
How Do I Get My Pictures From Here to There?	144	(1)
Delivery: As Close As Your Mailbox and Computer	145	(1)
Our Postal Service---A Bargain for the Stock Photographer	146	(1)
Preparing Your Stock Photos for Market	147	(4)
Packaging: The Key to Looking Like a Pro	151	(3)
Writing the Cover Letter	154	(2)
Deadlines: A Necessary Evil	156	(1)
Unsolicited Submissions	157	(1)
The Magic Query Letter	158	(5)
Should You Deal With Markets Outside of the United States?	163	(1)
Which Are the Heavy Purchasing Months?	163	(2)
How Long Do Photobuyers Hold Your Photos?	165	(4)
Sales Tax---Do You Need to Charge It?	169	(1)
When Can You Expect Payment?	170	(1)
How Safe Are Your Pictures in the Hands of a Photobuyer?	171	(4)
How Much Recompense Should You Expect?	175	(2)
A Twenty-Six-Point Checklist to Success	177	(2)
If You Don't Sell Yourself, Who Will?	179	(27)
Promoting Your Photography?	179	(1)
Talent Can Take You Just So Far	180	(1)
Look Like a Pro Even If You Don't Feel Like One . . . Yet	181	(1)
Your Personal Trademark or Logo	181	(3)
Build a Mailing List	184	(8)
Credit Lines and Tearsheets---Part of the Sale	192	(1)
Show Yourself Off	193	(8)
Reassess Your Promotional Effectiveness	201	(3)
Some Final Self-Promotion Suggestions	204	(2)
Assignments	206	(25)
An Extra Dimension for the Photo Illustrator	206	(2)
Negotiating Your Fee	208	(4)
Expenses	212	(2)
Extra Mileage From Assignments	214	(1)
Industry-Sponsored Assignments	214	(1)
The Stringer	214	(2)
Self-Assignments---Where Do You Start?	216	(5)
Making the Contact	221	(7)
A Sampling of ``Hot Sellers''	228	(3)
Stock Photo Agencies and Decor Photography	231	(27)
Outlets for Track A	231	(1)
Everything New Under the Sun	232	(1)
Prepare to Share Your Profit	233	(1)
Agencies: A Plus With Limitations	234	(5)
How to Contact a Stock Photo Agency	239	(1)
The Timely Stock Agencies	240	(1)
Stock Agency Catalogs	241	(1)
Possible Problems in Dealing With Stock Agencies	242	(2)
Do You Need a Personal Rep?	244	(1)
Will Stock Photo Agencies Go Out of Style?	245	(1)
Start Your Own Mini-Agency	246	(5)
Decor Photography: Another Outlet for Your Standards	251	(7)
Keeping Records: Knowing Where Everything Is	258	(8)
The Lazy Person's Way to Extra Sales---Knowing What's Selling	258	(1)
File It! How to Avoid Excessive Record Keeping	259	(1)
Knowing How to Put Your Finger on It: Cataloging Your Black and Whites and Transparencies	260	(1)
The Basics	260	(1)
The Systems	261	(2)
Counting the Beans	263	(1)
Protecting Your Files	264	(1)
Everything Has Its Place	265	(1)
Working Smart	266	(17)
The Success Habit: Following Through	266	(1)
Setting Goals	267	(1)
Getting Organized	267	(1)
Time Your Goals	267	(1)
Is It Easy? A Survival Secret	268	(2)
Think Small	270	(2)
You Manage the Business---Not the Other Way Around	272	(1)
A Self-Evaluation Guide	272	(1)
How to Measure Your Sales Strengths	273	(1)
Pictures Just Aren't Selling?	274	(4)
A Potpourri of Additional Aids in Working Smart	278	(5)
Rights and Regulations	283	(33)
Copyright	283	(1)
Copyright Infringement	284	(1)
Group Registration	285	(1)
How to Contact the Copyright Office	286	(1)
Interpreting the Law	286	(1)
Be Wary of Dates	287	(2)
Laying Claim to Your Picture	289	(1)
Some Drawbacks of the Copyright Law	290	(1)
A Remedy	291	(1)
Q&A Forum on Copyright	291	(10)
Work for Hire	301	(2)
Electronic Rights	303	(1)
Which Usage Rights Do You Sell?	304	(1)
Read the Fine Print	304	(2)
Forms to Protect Your Rights	306	(2)
Legal Help	308	(1)
You Will Rarely Need a Model Release for Editorial Use	308	(2)
Model Releases---When Must You Get Them?	310	(1)
Oral Releases	311	(3)
Can We Save Them Both? The Right of Privacy and Our First Amendment Rights	314	(2)
Your Stock Photo Business: A Mini Tax Shelter	316	(17)
The Great Rebate	316	(1)
The Tax Return	317	(4)
Carrybacks	321	(2)
Your Stock Photography Business Deductions	323	(10)
Stock Photography in the Electronic Age	333	(30)
Which Computer to Buy?	334	(5)
Cataloging and Retrieving Your Pictures	339	(1)
CD-ROMs	340	(1)
Establish Your Own CD-ROM Service	341	(4)
The Three Fs: Fone, Fax, and FedEx	345	(1)
Internet: The Electronic Post Office	346	(2)
Online Delivery	348	(1)
The Fax	349	(1)
Printers to the Rescue	350	(1)
Captions	351	(4)
Word Processing	355	(1)
Spreadsheets	355	(1)
Graphics	356	(1)
Picture Enhancement	357	(1)
Storage	358	(2)
Where to From Here?	360	(3)
Bibliography	363	(3)
Appendix Third-Choice Markets	366	(5)
Paper Product Companies	366	(2)
Commercial Accounts	368	(1)
Other Third-Choice Markets	369	(2)
Index	371