Transitioning from Amateur

[prenning]

I’ve been shooting action photos of my kids and their teammates at the league baseball games that they play locally. I’ve managed to make some money from the photos as well as the posters that I’ve started doing. My goal this year is to double last year’s efforts, but to do that, I realize I’m going to have to take pictures of more than just my kids’ teams.

I know roughly half a dozen of the coaches in the league, having had kids on their team at one point in time. That at least provides some contacts that can serve as a business base.

My initial questions are:

1. How do I gain additional (positive) exposure? Do I contact the league president and ask if my services might be of use to him? My business sense tells me that’s a little weak and that he’d be looking for more but I’m not sure what I’d offer. Any suggestions?
2. How do I go about marketing my services to the other coaches (and the parents associated with the team)? The question isn’t so much the mechanics of it (i.e. make a phone call) but more along the line of what would make it a win-win from their perspective. Again, business sense tells me that I can only sell them something if its something that they want or need, so how do I generate that initial demand?

Thanks,

Paul
www.psr.smugmug.com

[janetg]

i would send them some samples....you can always size some posters to 8x10's and get some printed at sams or costco for cheap. make yourself a little introduction letter - or perhaps a tri-fold brochure.

i hope that helps...or at least gives you some ideas

[bshelton]

I'm doing the same thing. I took a portfolio to a board meeting I put together of about 15 8X10's so they could see the work. I told them I did not have anything in place yet. I, like you was only taking pictures of my son and the team. I did not want to jump in and not have a deal. It sounds like they want some of the proceed from my sell to go back to the league and they will let me on the fields to take unlimited photos to post on a website to sell. I'm still feeling it out.

[xjben]

I think giving back to the league could work well, but I'd ask for more than just "access to the field". Such as, could you get them to send out a message to everyone in one of their emails or something on the website where people check their team results and schedules? Make it a win-win for everyone.

- Ben

[PeteQ]

If you are marketing yourself as a business be sure to have everything you need to be a business in place before you go in front of a board. They will likely want or at least expect to see included with your proposal a business license and possibly even liability insurance. The license is simple, the insurance, a bit tougher but worth every penny should something happen. It only takes one kid to trip over something of yours or run into you on the sidelines for this to come into play.

Many organizations will expect some sort of "rebate" or something where a portion of the sales or a lump sum goes back to the league/club/school boosters, etc. It's a bit of "pay to play" that has become a standard. If you are up against someone who is giving 15% back to the organization, who do you think they are going to choose? They all want $$ for their teams and it's not really out of line. The networks pay to televise games so it's the same deal on a smaller scale.

The other thing I would say is be sure to show your capabilities well. An 8x10 is nice but also showing that you can do a poster sized print will separate you from the herd. Posters can be a great money maker and they are more difficult but they set you apart. It's an added service and although they might not think they need it now, they will probably like to consider and if they know you can do it, it will help your case.

[bshelton]

Sounds good, i'll look into it. Thanks

[prenning]

Pete,

I figured that there would be some form of payment required but I hadn't considered the business license or the liability insurance. However, what type of "business license" is required for photography? It's not like I'm a store front. Are you referring to tax ID and DBA or is there more? Where would I get the liability insurance?

I did posters for my son's team this past fall. I was surprised at how well they sold. I think sold 9 out of 12 to his team.

The other thing that excited the parents was a "scrap book" of season photos, roughly five photos per kid. I did it mainly to see if Picaboo was as good MyPublisher, but it was also a way to give back to the team and generate some good will / marketing on my part.

[Outlaw]

My work with the youth sports leagues starts with a call to the league president to talk shop; season information, who currently does their Team & Individual photography, and importantly, find out when the next league board meeting is. Research your competition (if you have any), ask to be put on the agenda, put together a presentation packet (even just a folder with information and some 8x10 prints) and make a proposal in the form of a price list for parents and kick-back opportunities for the teams or the league as a whole.

From my experience, the league president is the guiding light of the board, so if you can get his recommendation to the board, you have good odds of being named the "official photographer" with all the access you need. Combining T&I work with action photography is very, very profitable, and all but drives itself on good word-of-mouth advertising.

I agree with the above point to file your DBA and look into liability insurance, even if you only do this part time. The DBA filing process took me five minutes and I believe $25 (I may be wrong on that, but it was not much at all). Visit the Comptroller's web site and fill out the information to get your state tax ID number. Those things done, you are safe to do business, and come due time, the state will send you the forms to file your sales taxes. I used WebFile this year and everything went through without a hitch.

Having access is a beautiful thing in a client-rich environment like Little League, Flag Football Associations, Youth Soccer Organizations, etc. Set up easels with promo boards touting your services and web site, have plenty of business cards, and be prepared to expand your services; if you take good sports pictures, you will get family portrait work, guaranteed.

Good luck! Most importantly, have your ducks in a row so that you can have the confidence to make professional moves without hesitation.

EDIT: Just to add, if you 'land the job' with a league or team, be sure to have minor model releases required by the league/team for every kid, to be signed along with all their other forms at registration/the beginning of the season. Eliminates liability and opens up stock/advertising opportunities. Youth sports photography is a great community-relations builder; you won't find a more appreciative customer base.