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How to land big brand deals:
I want to remind everyone that these are just suggestions to get your ball rolling. Not a secret sauce, not guarantee to work, but this has worked for me in the past and I’ll continue to use this methodology. It’s important to remember that trial and error is what works best, but these are just suggestions. Fear kills more dreams than failure ever will.
Have you ever watched shark tank, dragons den etc? Ever notice how much more the sharks are inclined to invest and/or work with those presenting when they have a clear business model in mind? They know their numbers, they know how and what to do when it comes to questions being asked about their work? It’s super important to have your ducks in a row before you go walking into oncoming traffic - or else you’ll get moshed. Make sure you know what you want, when you want it and what you can offer as a return on investment for your clients. Nothing is more attractive than ROI.
Create a dream list. Manifestation is real, put the clients you want to work with in 2021 in a list, maybe even on a piece of paper that is hung up on your wall that you look at everyday. Believe it or not, just thinking about things bring them into your reality.
As I was writing this, I continually was going back to the beginning and adding steps on top of Step 1, hence the reasoning behind Step 0, 0.5, Haha.
Step 0: make sure your profiles, websites are up to date with which direction you want your work to go. Linked in, Instagram, Facebook, your website.
Step 0.25: Know your brand values, align yourself and your values with the brand you that you want.
Step 0.5: Do you research. Find your brands mission statements, find their goals, what their imagery looks like, a vibe.
Step 1: Curate your work for the brand you have your scope on, this could even mean going ahead and doing a shoot on your own with the products so that you can have something to show for. Having something to show right off the bat confirms your interest and stoke for what you’re doing - very attractive for the brand. I’ve gone out with gear, shot it and sent the images to brands. This worked with billabong for me, I had images that they wanted and supported an article I wrote because I has taken photos of their products on athletes. Only after everything was done, I had reached out to the Media Marketing Manager on LinkedIn and told her about the project.
Step 2: Make a pitch deck/media kit - you need to be clear with what you’re looking for/asking for and what you can offer in exchange for your asking. Whether that be wanted gear from a brand, or wanting to shoot the brands winter/summer collection for 2020/2021.
From Erin Outdoors: Use two media kits, one with pricing, one without pricing.
Step 3: Contact professionals who have works with brands like this before. You need to figure out what sort of work they have done; for what prices and anything in between . It’s important to navigate lightly as many photogs are not super willing to share their contacts. It depends on how you bring yourself to that photographer/artist. Look at other pricing and what the companies pay so that you’re not undercutting anyone. If you skip this step, you’re creating a race to the bottom for the industry. This can be a good way to ask photographers their prices - simply because you don’t want to low ball anyone.
Step 4: Find contacts that could be of use. Media marketing managers, PR companies, creative techs etc. Typically going straight to a CEO might not be the best idea - I know it works but greatest is to find those companies that have a specific placement for this. PR companies definitely hire photographers for projects, and will be a great resource for you to be in contact with.
Step 5: Write a personalized, professional email to the brand you want to work with. Don’t get demoralized here - this is the most important part. This is the time where you NEED to EXCEL and stand out. Whether it be LinkedIn using voice messaging, or including a personal note for the marketing manager. Think about how you would want to be contacted. I’ve had photographers reach out and ask to be a 2nd shooter - this doesn’t work. I’d be far more inclined to go to coffee with someone, hear them out and I’d be 99% more likely to hire them as a 2nd.
This is a good time to also think about leave behinds - photo books, business cards, GIFTED prints etc. One of the old fashion ways to get into a brands repertoire is to bring yourself a pitch to their office - covid allowed. Photo books through vista print or a local company specifically tailored to the brand you’re targeting is a huuuge idea and a big way to get those brands looking at you and your work specifically. You always need to be top of mind, and these are great ways to keep you up there. Along with posting regularly, writing blogs posts on your website, and being in contact with those managers.
And once you’ve submitted your proposal all you can do is wait. And if find yourself waiting too long you go and reach out again to that brand to check in to see if they got it.
Focus on one client at a time. Multiple streams of income is a tactic of the rich, one stream is a way to get rich.
And now you’ve got them; how to keep them?
Follow up emails,
Ensuring the client is happy,
Going above and beyond of what was asked - always.
Being top of mind - consistency .
I remember someone telling the story of getting a client after 9+ years of them following on Instagram. There’s a right time and a wrong time for brands, you’ve gotta put your hook in the water and wait for a fish to bite, and every little movement helps to get that fish more and more attracted. This could be through posting on social, brand advertising, writing emails, taking people out for coffee tea etc.
Best of luck attracting those brands ;) Please email me with any constructive criticism, comments or concerns you may have for me.
Cheers,
Jeremy
P.S - This was the image that attracted Red Bull to be one of my best clients.
(Shot for fun, with my best friends, and not shooting for anyone but ourselves, passion projects will show your true colours)
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