Greg Harvey: Selling Your Photographs
Article written by Ruth Ball, IACC Member
​On November 22, about 25 members were treated to an excellent presentation by Greg Harvey, a well known wildlife photographer, on things that need to be considered when selling your photographic work.  Greg emphasised the need to answer two important questions — who? (the demographics of your target audience) and why? (why are they going to buy from you). Once you have the answers to these two questions all photographic decision should be made on that basis. When booking a photo tour or editing images, will you be taking images for your target audience or will you be taking images only applicable to you.
 
Social Media
When choosing images for sale or exhibit don’t be afraid to make use of social media, such as Facebook, Flicker, Pin Interest, 500px, Instagram and Blogs. Just be aware of the pros and cons of gong those routes. Social media can also be used to research your competitive market. In your genre, what generally sells? Follow professional photographers’ work; e.g., what do they photograph, where do they photograph and how do they present their photographs. Now do it better.

Cost for Prints
Cost can be based on the formula: L + W X 4;
e.g., 20 = 30 x 4 = $200.

Prints
No one will appreciate your work like you do. It is well worth your time to expand your expertise and learn to print your images yourself. Consistency is important. It is imperative for print to stay in pristine condition. Wrap the corners and edges with foam and shrink wrap.  
Important to note.  Do Not Pull shrink wrap off canvas prints ads it will scrape the ink off. Cut IT Off.

Exhibit Space
Search out exhibit spots, such as hospitals, office towers or coffee shops taking into consideration foot traffic.
 
Setting Up Exhibit
Consider where the source of light is coming from. Be sure to have business cards readily available. Identify each image with both the price and a story. Do not use red dots to indicate sold image. When an image sells replace it with another one. Make sure there is a flow to the exhibit – continuous framing, style and theme.
 
Income Streams
Greeting cards, postcards and prints can add to your income. Stock agencies are great for passive revenue streams but be aware that stock agencies can and will steal from you.
 
From Hobby to Business
Enter contests regularly to attain notoriety and thus higher prices.
10 Image Selling Points
  1. Make it simple – people buy what they can relate to.
  2. Colour sells – people like colour on their walls.
  3. Cute sells.
  4. Sex sells to a point depending on the genre.
  5. Prestige and Notoriety – people like to buy from photographers who they think are famous.
  6. Image Quality – images should be tac sharp.
  7. Story – an image that tells a story or sparks people’s imagination is golden.
  8. Soul – catching an intimate moment gives the image soul and creates intrigue.
  9. Presentation – frame and matting should complement the shot drawing your eye in.
  10. Cost – should reflect perceived level of photographer based 3x’s the artist cost.
Important to Remember
Never put anything on the Internet that is not tagged. The image is always nicer than the frame. Just because you print and display it where people will see it doesn’t mean people will buy it.

These are a few of the highlights of Greg’s presentation. For the full presentation, please visit the Members’ Only page (password required).