CHAPTER 21
21. Face Time
In our world, where Web sites and drop-portfolio appoint-
ments are the norm, “face time,” that is, visiting in person, is
more important than ever.
“Agency creatives are swamped with impersonal contacts
from suppliers in general,” states agent Laura Bonicelli. “While
e-mails, Web sites, and direct mail are important marketing
efforts, no program is complete without face time. An in-
person visit allows you to build and maintain relationships, and
relationships are what win the job 90 percent of the time.”
Bonicelli, who got her start as an agent in Minneapolis, has
recently developed a national team of photographers and is
selling nationally. Laura felt so strongly about photographers’
work being seen that she has developed her entire sales pro-
gram with in-person visits as the key sales tool. She knows how
important in-person visits are and she recognized that most
photographers had little interest in setting up appointments,
or, if they had an interest, they had little time to consistently go
on visits themselves. She recognized (as her history as an agent
proved) that the work, the vision, is what ultimately sells, but
the opportunity to build personal rapport was a huge sales
advantage.
“A face-to-face meeting gives the work immediate attention
and provides an opportunity for feedback. During a meeting,
I can ask a buyer what they are working on and see if my talent’s
work is a fit for a client’s immediate or long-term needs,” states
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