9.28.2016

Valuable tools for doing business as a photographer.

I'm a big believer in marketing. My years chained to a desk at an advertising agency taught me that you just can't talk to current and prospective clients often enough; and with as many methods as you'd like. One of my marketing goals is to reach out to my existing clients with some sort of message at least once a month. I don't always hit the goal, sometimes life gets in the way, but when I know I'm banking business for the future.

Many photographers and creative people make the mistake of trusting too much to e-mail blasts. I'm not sure if they know it but many people have their e-mails set up to NOT load images. Messages with photos are often a trigger for provider's spam filters as well. So, unless you are only e-mailing to people who already know and love you (Mom? Family? Your girlfriend) you may not be anywhere near hitting the targets you think you are with your messaging intact. The best method for e-mail might be making sure your written message and attendant graphics are compelling and then providing a link to see the actual images online. I like to provide links to tightly curated web galleries aimed at specific industries. But even with the best methodologies you'll still have to contend with many, many people who have not yet given you permission to send them advertising. People who could add profits to your business. And, at some point you need to confront the reality of having get your foot in their door (metaphorically).

My experiences in advertising and marketing, spending media money for clients, showed me that direct mail is an extremely powerful way to get in touch with new prospects. It can also be a crucial way to cut through the daily clutter and stay connected to people you've worked with in the past and want to work with again. There are several reasons I think direct (physical) mailers are effective. First, you will find that while people's e-mail boxes are crammed full of mostly unwanted messages about everything from high powered flash lights to penis enlargement. Few busy marketing professionals have the time to wade through unknown and unsolicited e-mails to separate the wheat from the chaff.

Friends who are on the art direction side of the desk tell me that they still receive between 50 and 100 spam e-mails per day. And if you are sending e-mails to a blind list you are basically spamming. Not a nice way to start a relationship. By contrast, most of my agency friends tell me that printed postcards or folded mailers, sent directly to them via U.S. post, have fallen off in numbers every year to the point where they may be receiving only one or two per week. That's a much less competitive and crowded "pond" in which to fish. Right?

While it costs time and money to make and send good post cards there is a benefit to your investment.  Your clients probably do the same kind of marketing and understand the commitment you've made to reach them. They now understand that you have real "skin" in the game as opposed to the hordes of mouse clickers who have the mindset that they can blanket the landscape with electronic messages because, well, their messages are essentially free.

A third benefit is in the longevity of a printed card or mailer. The recipient of an e-mail might open an   e-mail and take cursory look. They might invest five seconds to quell their curiosity. Then the e-mail is closed, never to be seen again, and automatically gets tossed in the trash with all the other orphaned electrons. By contrast the mailer gets delivered to the client's desk, usually in a stack of correspondence and bills. Each piece is examined. They hold the card in their hands. They have a tactile sensation that creates a sense of the piece being more real. On some level the client understands that we've spent maybe one dollar in printing costs, per large card (we're printing these in small batches on an inkjet printer using premium Hahnemuhle card stock) and another half dollar in postage. We've made a material investment in order to reach them. It may be subliminal but it serves to separate  you from the pack.

Finally, if the content of the card is superior and resonates in some way with the recipient it might end up being pinned to the wall of a cubicle or to a cork board in an office. Now your work has real legs. And everyone who visits that office and sees the work also understands that the creative person they are visiting has curated the work and chosen it to be displayed. In a way, it has their stamp of approval. 

We could print a thousand cards at a time and realize a huge savings on printing and production and I've done that in the past but I've come to realize that my potential markets have become more and more specialized and granular. I'm now carefully choosing and sending out small batches of 10 to 20 cards with a particular image that is aimed directly at the niche the prospective client serves.

I have a list of 30-40 clients who are in healthcare. I send them images related to healthcare and patient experience. I have a couple dozen clients involved in the food service industry and they love to see food and food styling. Another group are large law practices and I faithfully send them my best portraits as cards, since their need is generally  for great portraits as content for their websites and other marketing.

Sending shots of cute, twenty-something models to forty year old marketing professionals who service industrial, construction or technology clients is worse than just a waste of money, it's a quick way to show that you have no idea of what these clients do and what they need from photographers.

My favorite lens might be a new G series 70-200mm for my full frame Sony. Great lens and it allows me to work quickly and with high quality results. It costs $1500. But it won't get me in a single door to bid on a job. Not like that $1.50, 5.8 by 8.4 inch, lustre surface postcard. While it's more fun for most of us to talk about the gear it's most fun to get those purchase orders from clients who were reminded about how much fun you are to work with by a succession of targeted, mailed cards that have come across their desks over the course of several months.

Just a few marketing thoughts to chew on. I sent out ten cards to law firms last week. I booked a day of work from one of the firms yesterday. Only a ten percent response (so far) but I'll take a day of billing from a $15 investment any time it's offered.

Next up we might want to consider just how important cumulative impressions are to making a marketing campaign work.


9.26.2016

OT: Another Austin Music Venue Bites the Dust.

This is all that's left of the Austin Music Hall. Future site of some soaring, anonymous residential tower for people desperate to live downtown.

The Austin Music Hall was originally built in 1995 and then almost completely re-built in a remodel in 2007. What they ended up with was a building with pretty miserable acoustics but a huge bar and a convenient venue for lots of downtown shows. A cheaper alternative to the ACL stage at the W Hotel. 

Now, less than ten years after the multi-million dollar remodel, the building is just a pile of twisted metal and semi-powdered cement. Another downtown half acre sold for enormous amounts of money and ready to host yet another too tall residence town. Kinda sad, kinda not. It was never a great venue  in which to actually "hear" music. The square main hall was an audio nightmare (as we found out early on when staging a musical there) and the parking in the area was/is pretty bad. But president Obama visited here last year and I can't count how many corporations used the venue, in conjunction with then popular, Lyle Lovett, for their celebrations of success in the late 1990's and again, more recently. Hapless photographer with ear plugs in tow...

Just noting the passing as part of yet another Austin transition: from tradition and music to just profit. 
Could be worse. We could be mired in a great depression. I guess we've got to count our lucky stars. 

Here is what the Austin Music Hall looked like just before it came tumbling down.

Dogs at the Pecan Street Festival. Just taking in the smells...






 I love dogs. They are always on alert. Always hyper vigilant. Then able to take a nap at the drop of a hat.

9.25.2016

Sony point and shoot camera as "street photography instrument."


I went for a walk downtown this afternoon. The city was hosting the annual Pecan Street Festival. Free and open to the public. Blocks and blocks of vendors and non-profit organizations selling everything from custom T-shirts to dark chocolate. It was fun to walk through the crowd at a leisurely pace, stopping to snap the flow of people going by like a lively river. 

I was going to take a full frame camera and a 50mm lens but I read something recently that more or less said we tend to become prisoners to our past habits, so I put down the cliché rig and grabbed my trusty Sony RX10iii. I set the camera to "A" and walked along taking in the ambiance and the energy of families and singles walking, some with their dogs, along a long line of booths and tents. It was fun, relaxing and the first afternoon the temperature hasn't hit the 90's in a good long while. Here is some of what I saw..




9.24.2016

Sony's answer to Nikon and Canon's "Nifty Fifty."

A Rehearsal Photo from Zach's upcoming production of: Priscilla, Queen of the Desert. The Musical.

In the distant past cameras did not come with nasty little "standard zoom" lenses as part of their cost effective package, they came with a 50mm f1.8 or f2.0 normal lens. The benefits are legion. Even the most pedestrian 50mm lens handily outperformed the plastic zooms when it came to sharpness and clarity. The zooms were preferred only for their focal length flexibility which, unfortunately, was only deliver along with a big helping of slow aperture. Over time the general public became less and less discriminating (or less well educated) and chose to think that the zoom gave them more stuff for their money. Now cameras no longer come packaged with normal, prime lenses. 

Nikon and Canon continued to make small, light, fast and inexpensive 50mm lenses and, as trends go through cycles, the benefits of the single focal length lens have been rediscovered. Hundreds of thousands of "Nifty Fifties" have been sold over the last decade and photography is better for it. But if you chose to live your photographic life in the Sony mirrorless camp you had few low priced options in that focal length range. Sony introduced one lens, the 55mm f1.8 that cost about $900 and, while it is very, very good, it seems almost churlish to have the ambition to be a big camera company if your customers don't have a cost effective choice in this realm. No, the Zeiss Loxias don't count as cost effective.

The faithful waited three years from the launch of the original A7 series cameras in order to see the introduction of a cost effective alternative to the super lens. It comes to us in the form of a 50mm f1.8 FE lens at a list price of $249 and a current street price of $199. It comes to us with six elements and, in a departure from Nikon and Canon, one of the elements is an aspherical. There are seven aperture blades and it's touted as a high resolution lens solution. According to the test hungry technicians at DXOMark.com it tests out very, very well. It out resolves 24megapixel, full frame sensors and deliver a score of 36, which is a big bump up from most standard zoom lenses --- even the Zeiss 24-70mm f4.0.

I had read the reviews of the lens at DPReview.com and understood that it had some handling issues that might ---- make a lot of users unhappy. The biggest issue is that this is one of the few Sony lenses that does not autofocus at the wide open aperture and then stop down. Nope, when put onto a camera the camera tries (some times desperately) to focus at the set aperture. If you've set f2.0 or f4.0 it generally doesn't present much of a problem. If you set f11 and you are in a dim setting you are in for a world of focusing hurt as your state of the art camera hunts and hunts. The flip side is that focusing at the taking aperture (especially at f4.0 and f5.6) does away with the effects of focus shift which plague even the priciest of lenses. That's a good thing.  But it's a good thing (accuracy) mixed with a big dose of bad thing (slow focusing acquisition). It's a compromise. And each user has to decide if the compromise is worth it to him/her. 

I bought the lens fully aware of this issue. The lens also has an interesting/annoying characteristic that makes it feel like it's part of a point a shoot camera. It doesn't just acquire focus and stop, the lens goes to either side of sharp focus before stopping. It introduces a bit of delay. I'm not sure if it's fixable with a firmware update but I'm using 3.10 in the camera and it should be working in full phase detection AF mode, so I don't get the compact camera hunt motif...

All of this is critical to know if your intention is to use the 50mm as a convenient AF lens. I had other plans. I love the manual focus action of my existing choice of lens for the A7ii. It's a Contax/Yashica Zeiss 50mm f1,7 that is very sharp and contrasty. It works well with the one button focus magnification of the A7 camera series. It's also quite usable with focus peaking. It's more accurate with the magnification but it's an extra step to push a button to engage the magnification and then push a button again to go back to the normal view in the viewfinder. Too many steps for stuff that moves quickly or erratically.  I wanted an inexpensive lens with good optical quality that would also trigger the focusing magnification with a touch on the focusing ring. You grab the ring to focus, the magnification engages and shows you a big, crisp image (with focus peaking intact) in the viewfinder and the second you stop turning the ring the image snaps back to showing the full frame. 

I didn't know how well this would work but having spent decades using my hands, in conjunction with my brain, to focus any number of cameras, I thought I would give it a try. What better place to try than on a stage production rehearsal, under mixed light at my local, regional theater?

I had already done some casual images just walking around and came to the conclusion that the lens was terrifically sharp across the center almost wide open. I've been shooting it at f2.5 and f3.5 and have been very, very satisfied by the optical quality. The optical design and the construction of my sample is top notch. But stationary objects are like shooting fish in a barrel, it's easy to get a nice sharp frame that way. 

While it took a bit of practice I was comfortable with the manual focusing routine I've described above: grab the ring, focus with magnification, let go and shoot. The results were gratifying; my images are impressively sharp.  As sharp as I need them to be. When the camera gave me an enlarged image I could easily focus on skin texture or eyelashes, even the weave of fabric. Once I released the lens I obviously didn't have to mess with focus hold buttons as the focus remain fixed until I changed it. 

My takeaway from the 400 images I shot in a preliminary rehearsal yesterday is that the lens is quite sharp and the manual focusing, with the A7ii body, is easy and quick. The lens may, in fact, be no better than its Nikon and Canon counterparts but the focusing method I've described might just be more accurate and allow exacting focusing position and acquisition a much higher percentage of times giving me the perception that the lens performs better. And if the images look better then who is to argue? I will keep this one on the front of my A7ii as daily user and look forward to some sort of firmware update that makes AF a more transparent transaction. Until then I'll count on the manual focus to do my heavy lifting. 

A lot of words for a cheap lens but in the end I am glad I bought this one and put the left over $700 into my retirement account. I might need that cash some time in the future. You never know. 




Nice resistance to flare. 



Enjoy the book. Get one now.