Sell & Re-Sell Your Photos by Engh, Rohn -- Read -- Imperial Library of Trantor

Index

Title Page Special Offers Table of Contents Introduction Chapter 1: The Wide World of Possibilities

The Buyers are Waiting Trends in the Marketplace Fifty Thousand Photographs a Day A Wide-Open Door Find the Market, Then Create You, the Photo Illustrator The “Theme” Markets Magazines Books A Hedge Against a Downturn in the Economy Good Pictures-Wrong Buyers

Chapter 2: What Photos Sell and Re-Sell?

The Difference Between a Good Photo and a Good Marketable Photo Enduring Images Good Marketable Photos The Rohn Engh and Mikael Karlsson Principle for Producing a Marketable Photo Every Time The Principle Become a Monopoly Photos That You Can Read Into—Using the Principle You Are an Important Resource to Photo Buyers A Gallery of Stock Photos

Chapter 3: Finding Your Corner of the Stock Photography Market

First, Find Yourself Photographically…Who Am I? Your PS/A (Photographic Strength/Areas) The Majors and the Minors How to Use Reference Guides, Directories and the Internet Using Your Local Interlibrary Loan Service Using the Internet Chart Your Course . . . Build a Personalized Market List The Total Net Worth of a Customer Long-Term Value

Chapter 4: Getting Started

The Five-Weekend Action Plan

Chapter 5: Producing a Marketable Photo

Some Basic Questions Answered What ISO Should I Use? Scanning: Should I Do It Myself? Digital Previews and Submissions Q and A

Chapter 6: Taking and Making Editorial Stock Photos

Do You Take or Make Them? Danger Ahead: Trite Pictures How to Manage Models Should You Pay Your Models? Other Model Sources When Is a Model Release Necessary? Dealing with Officials

Chapter 7: The Fine Art of Dealing With Photo Buyers

Getting to Know Them The Reliability Factor The Photo Buyer Connection Should You Visit a Photo Buyer? Should You Write? Should You Telephone? Should You E-mail? Get on the Available-Photographers List Selling the Same Photo to Multiple Buyers Scanning and Photocopying Your Photographs The Central Art File The Permanent File System The Pirates The Legal Side

Chapter 8: Pricing Your Photos

Master Your Marketing System First Sell and Re-Sell The Price Range Base Camp: Inside-Editorial Use Which Range for You? Using the Pricing System: What to Charge Payment for Other Uses Within the Price Range, Should You Charge the High End or the Low End? Unique Pictures—What Are They? Second Use of Your Pictures State Your Fee Pricing the Service Photo Royalty Free The Lowest Fee Possible: Nothing

Chapter 9: Managing Your Mail and Internet Marketing Operation

How Do I Get My Pictures From Here to There? Delivery: As Close As Your Mailbox and Computer Our Postal Service—a Bargain for the Stock Photographer Preparing Your Stock Photos for the Market Packaging: The Key to Looking Like a Pro Writing the Cover Letter Deadlines: A Necessary Evil Unsolicited Submissions The Magic Query Letter Should You Deal with Markets Outside of the United States? Which are the Heavy Purchasing Months? How Long Do Photo Buyers Hold Your Photos? Sales Tax—Do You Need to Charge It? When Can You Expect Payment? How Safe Are Your Pictures in the Hands of a Photo Buyer? How Much Recompense Should You Expect? A Twenty-Six-Point Checklist to Success

Chapter 10: If You Don’t Sell Yourself, Who Will?

Promoting Your Photography Talent Can Take You Just So Far Look Like a Pro Even If You Don’t Feel Like One . . . Yet Your Personal Trademark or Logo Build a Mailing List Credit Lines and Tearsheets—Part of the Sale Show Yourself Off Reassess Your Promotional Effectiveness Some Final Self-Promotion Suggestions

Chapter 11: Assignments

An Extra Dimension for the Photo Illustrator Negotiating Your Fee Expenses Extra Mileage From Assignments Industry-Sponsored Assignments The Stringer Self-Assignments–Where Do You Start? Making the Contact A Sampling of Hot Sellers

Chapter 12: Stock Photo Agencies and Decor Photography

Outlets for Track A Everything New Under the Sun Prepare to Share Your Profit Agencies: A Plus with Limitations How to Contact a Stock Photo Agency The Timely Stock Agencies Stock Agency Catalogs Possible Problems in Dealing with Stock Agencies Do You Need a Personal Rep? Using a Stock Agency Start Your Own Mini-Agency Décor Photography: Another Outlet for Your Standards

Chapter 13: Keeping Records: Knowing Where Everything Is

The Lazy Person’s Way to Extra Sales—Knowing What’s Selling File It! How to Avoid Excessive Record Keeping Knowing How to Put Your Finger on It: Cataloging Your Black and Whites and Transparencies The Basics The Systems Counting the Beans Protecting Your Files Everything Has Its Place Digital Storage

Chapter 14: Working Smart

The Success Habit: Following Through Setting Goals Getting Organized Time Your Goals Is It Easy? A Survival Secret Think Small You Manage the Business—Not the Other Way Around A Self-Evaluation Guide How to Measure Your Sales Strengths Pictures Just Aren’t Selling? A Potpourri of Additional Aids in Working Smart Tweak Captions to Attract More Photo Buyers

Chapter 15: Rights and Regulations

Copyright Copyright Infringement Group Registration How to Contact the Copyright Office Interpreting the Law Be Wary of Dates Laying Claim to Your Picture Some Drawbacks of the Copyright Law A Remedy Q and A Forum on Copyright Work for Hire Electronic Rights Which Usage Rights Do You Sell? Read the Fine Print Forms to Protect Your Rights Legal Help You Will Rarely Need a Model Release for Editorial Use Model Releases—When Must You Get Them? Oral Releases Can We Save Them Both? The Right of Privacy and Our First Amendment Rights

Chapter 16: Your Stock Photo Business: A Mini Tax Shelter

The Great Rebate The Tax Return Carrybacks Your Stock Photography Business Deductions

Chapter 17: Stock Photography in the Digital Age

Which Computer to Buy? Cataloging and Retrieving Your Pictures CD-ROMs Establish Your Own CD-ROM Service The Three Fs: Fone, Fax and FedEx Internet: The Electronic Post Office Online Delivery Printers to the Rescue Captions Word Processing Spreadsheets Graphics Picture Enhancement Storage Where to From Here? Interview with Carole Albertson, Photographer and Owner of LostLands.Net Web Hosting Company

Bibliography About the Author Marketing Page Copyright Tables