Sell & Re-Sell Your Photos

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How to Sell Your Pictures to a World of Markets a Mailbox Away

Editorial stock photography is bread-and-butter business. The picture you make today can sell again and again, for many tomorrows to come.

For New and Veteran Photographers

Rohn Engh helps you make the right kinds of photo illustrations and market them in the right ways to the ...

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How to Sell Your Pictures to a World of Markets a Mailbox Away

Editorial stock photography is bread-and-butter business. The picture you make today can sell again and again, for many tomorrows to come.

For New and Veteran Photographers

Rohn Engh helps you make the right kinds of photo illustrations and market them in the right ways to the right photo buyers. That's what his book has helped photographers do since its first edition in 1981.

Helps Non-Tech Photographers in the Age of the Internet

Filled with photos, charts, tables and sidebars, Sell & Re-Sell Your Photos focuses your goals and improves your profit picture. This detailed revision expands Engh's coverage of marketing principles to include the latest thinking and technology.

Practical Proven Advice:

  • the difference between good pictures and marketable pictures - the ones photo buyers need constantly
  • the four-step principle guaranteed to produce marketable photographs every time
  • how the internet is being used
  • how to find your strengths and develop your market list
  • how to price your pictures
  • how to market by mail - and present a professional image
  • promotion techniques that get your name out and your pictures noticed
  • a filing method that keeps your pictures easily retrievable
  • how to approach a stock photo agency
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Editorial Reviews

Professional photographer Engh teaches independent photographers how to successfully sell and re-sell their photos through the mail and maximize their income with every photo. Updated (second edition, 1988) to reflect current industry trends and prices, and revised to include information about using computers in the work. Annotation c. Book News, Inc., Portland, OR (
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Product Details

  • ISBN-13: 9781582971766
  • Publisher: F+W Media
  • Publication date: 3/9/2003
  • Edition number: 5
  • Pages: 386
  • Sales rank: 641,321
  • Product dimensions: 6.00 (w) x 9.00 (h) x 0.80 (d)

Table of Contents

Introduction: Exciting Opportunities at Your Doorstep 1
1 The Wide World of Possibilities 4
The Buyers Are Waiting 4
Trends in the Marketplace 5
Fifty Thousand Photographs a Day 7
A Wide-Open Door 8
Find the Market, Then Create 10
You, the Photo Illustrator 10
The "Theme" Markets 11
Magazines 13
Books 13
A Hedge Against a Downturn in the Economy 17
Good Pictures--Wrong Buyers 17
2 What Photos Sell and Re-Sell? 18
The Difference Between a Good Photo and a Good Marketable Photo 18
Enduring Images 21
Good Marketable Photos 21
The Rohn Engh Principle for Producing a Marketable Photo Every Time 23
The Principle 25
Become a Monopoly 28
Photos That You Can Read Into--Using the Principle 29
You Are an Important Resource to Photographers 34
A Gallery of Stock Photos 39
3 Finding Your Corner of the Market 49
First, Find Yourself 49
Photographically ... Who Am I? 49
Your PS/A (Photographic Strength/Areas) 55
The Majors and the Minors 60
How to Use the Reference Guides, Directories, and the Internet 60
Using Your Local Interlibrary Loan Service 61
Using the Internet 65
Chart Your Course ... Build a Personalized Market List 65
The Total Net Worth of a Customer 72
Long-Term Value 73
4 Getting Started 75
The Four-Weekend Action Plan 75
5 Producing a Marketable Photo 78
Some Basic Questions Answered 78
What Film Should I Use? 79
Scanning: Should I Do It Myself? 82
Digital Previews and Submissions 83
The Most Commonly Asked Questions About Color 84
Making Duplicates of Slides 86
From Film to Pixels 88
Using Specialized Films 88
6 Taking and Making Editorial Stock Photos 89
Do You Take or Make Them? 89
Danger Ahead: Trite Pictures 92
How to Manage Models 95
Should You Pay Your Models? 99
Other Model Sources 100
When Is a Model Release Necessary? 100
Dealing With Officials 101
7 The Fine Art of Dealing With Photobuyers 104
Getting to Know Them 104
The Reliability Factor 105
The Photobuyer Connection 106
Should You Visit a Photobuyer? 108
Should You Write? 110
Should You Telephone? 111
Should You E-Mail? 112
Get on the Available-Photographers List 113
Selling the Same Photo to Multiple Buyers 117
Scanning and Photocopying Your Photographs 118
The Central Art File 120
The PhotoSourceBANK and PhotoSourceFOLIO 121
The Permanent-File System 122
The Pirates 123
The Legal Side 124
8 Pricing Your Photos 125
Master Your Marketing System First 125
Sell and Re-Sell 125
The Price Range 126
Base Camp: Inside-Editorial Use 127
Which Range for You? 128
Using the Pricing System: What to Charge 129
Payment for Other Uses 130
Within the Price Range, Should You Charge the High End or the Low End? 135
Unique Pictures--What Are They? 136
Second Use of Your Pictures 137
State Your Fee 138
Pricing the Service Photo 139
Royalty Free 142
The Lowest Fee Possible: Nothing 143
9 Managing Your Mail and Internet Marketing Operation 144
How Do I Get My Pictures From Here to There? 144
Delivery: As Close As Your Mailbox and Computer 145
Our Postal Service--A Bargain for the Stock Photographer 146
Preparing Your Stock Photos for Market 147
Packaging: The Key to Looking Like a Pro 151
Writing the Cover Letter 154
Deadlines: A Necessary Evil 156
Unsolicited Submissions 157
The Magic Query Letter 158
Should You Deal With Markets Outside of the United States? 163
Which Are the Heavy Purchasing Months? 163
How Long Do Photobuyers Hold Your Photos? 165
Sales Tax--Do You Need to Charge It? 169
When Can You Expect Payment? 170
How Safe Are Your Pictures in the Hands of a Photobuyer? 171
How Much Recompense Should You Expect? 175
A Twenty-Six-Point Checklist to Success 177
10 If You Don't Sell Yourself, Who Will? 179
Promoting Your Photography? 179
Talent Can Take You Just So Far 180
Look Like a Pro Even If You Don't Feel Like One ... Yet 181
Your Personal Trademark or Logo 181
Build a Mailing List 184
Credit Lines and Tearsheets--Part of the Sale 192
Show Yourself Off 193
Reassess Your Promotional Effectiveness 201
Some Final Self-Promotion Suggestions 204
11 Assignments 206
An Extra Dimension for the Photo Illustrator 206
Negotiating Your Fee 208
Expenses 212
Extra Mileage From Assignments 214
Industry-Sponsored Assignments 214
The Stringer 214
Self-Assignments--Where Do You Start? 216
Making the Contact 221
A Sampling of "Hot Sellers" 228
12 Stock Photo Agencies and Decor Photography 231
Outlets for Track A 231
Everything New Under the Sun 232
Prepare to Share Your Profit 233
Agencies: A Plus With Limitations 234
How to Contact a Stock Photo Agency 239
The Timely Stock Agencies 240
Stock Agency Catalogs 241
Possible Problems in Dealing With Stock Agencies 242
Do You Need a Personal Rep? 244
Will Stock Photo Agencies Go Out of Style? 245
Start Your Own Mini-Agency 246
Decor Photography: Another Outlet for Your Standards 251
13 Keeping Records: Knowing Where Everything Is 258
The Lazy Person's Way to Extra Sales--Knowing What's Selling 258
File It! How to Avoid Excessive Record Keeping 259
Knowing How to Put Your Finger on It: Cataloging Your Black and Whites and Transparencies 260
The Basics 260
The Systems 261
Counting the Beans 263
Protecting Your Files 264
Everything Has Its Place 265
14 Working Smart 266
The Success Habit: Following Through 266
Setting Goals 267
Getting Organized 267
Time Your Goals 267
Is It Easy? A Survival Secret 268
Think Small 270
You Manage the Business--Not the Other Way Around 272
A Self-Evaluation Guide 272
How to Measure Your Sales Strengths 273
Pictures Just Aren't Selling? 274
A Potpourri of Additional Aids in Working Smart 278
15 Rights and Regulations 283
Copyright 283
Copyright Infringement 284
Group Registration 285
How to Contact the Copyright Office 286
Interpreting the Law 286
Be Wary of Dates 287
Laying Claim to Your Picture 289
Some Drawbacks of the Copyright Law 290
A Remedy 291
Q&A Forum on Copyright 291
Work for Hire 301
Electronic Rights 303
Which Usage Rights Do You Sell? 304
Read the Fine Print 304
Forms to Protect Your Rights 306
Legal Help 308
You Will Rarely Need a Model Release for Editorial Use 308
Model Releases--When Must You Get Them? 310
Oral Releases 311
Can We Save Them Both? The Right of Privacy and Our First Amendment Rights 314
16 Your Stock Photo Business: A Mini Tax Shelter 316
The Great Rebate 316
The Tax Return 317
Carrybacks 321
Your Stock Photography Business Deductions 323
17 Stock Photography in the Electronic Age 333
Which Computer to Buy? 334
Cataloging and Retrieving Your Pictures 339
CD-ROMs 340
Establish Your Own CD-ROM Service 341
The Three Fs: Fone, Fax, and FedEx 345
Internet: The Electronic Post Office 346
Online Delivery 348
The Fax 349
Printers to the Rescue 350
Captions 351
Word Processing 355
Spreadsheets 355
Graphics 356
Picture Enhancement 357
Storage 358
Where to From Here? 360
Bibliography 363
Appendix Third-Choice Markets 366
Paper Product Companies 366
Commercial Accounts 368
Other Third-Choice Markets 369
Index 371
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Customer Reviews

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  • Anonymous

    Posted February 5, 2006

    Excellent work

    Highly recommend for anyone who wants to make money in photography. Easy to read and contains practical advice. Not alot of abstract theory but actual 'how-to' information.

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  • Anonymous

    Posted March 31, 2005

    Must Have

    This really broke things down in very easy to understand format. It is extremely informative and a must have for every serious photographer.

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  • Anonymous

    Posted November 29, 2004

    What an eye opener !! Not to mention a door opener !!

    This is a great book. Opened up many options that are availble to me out there. I live in a rural area and this is perfect !

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