GRANOLA

- the blog -

In Person Sales The Basics

In Person Sales The Basics

Everyone wants to know how to make more money in their business. We totally get this! It’s hard to make a living as a photographer right? Yes and no. It is a lot of work and you have to be dedicated but the difference between struggling and making it can be as simple as increasing the sale from your current clients. This is what I do and it’s been a HUGE  difference in our business. Today we are talking about In Person Sales The Basics. This is nowhere near the full picture but this information will get you started. If you are looking to get a deeper look at this topic, check out our France workshop where we will be talking in depth about this topic.

When I talk to people about this subject, I get a few responses. Either they have tried it and not had good responses OR they insist that it’s a great idea that would never work with their clients who are looking for immediate gratification.

.

.

In Person Sales The Basics

In Person Sales The Basics

.

.

If you hear yourself saying these things, then we need to rewire your way of thinking. You are doing it all wrong! Either you didn’t take the appropriate steps for IPS or you don’t believe in the system. We have somehow convinced ourselves that our clients only want to spend money on the original package (for weddings) or on the sitting fee (for portraits). We tell our selves that it’s easier to race through the editing, not bother our clients, don’t ask them to spend more. Just send out a link and be done right? Maybe it’s easier but who said that was what the client wants or even needs? They hired you for your expertise. Do you honestly think that the clients only want a digital file? One that will sit on their computer? Of course not! Their end game is to have something to put on their wall or place in a frame. They may even want an album!

So the question is, why are we only getting our client half way to their end result?

.

.

STEP 1: SET EXPECTATIONS

-In Person Sales The Basics-

.

Every part of your business should set expectations

Blog & Website, Social Media, In Person or over the phone, on your paperwork

– EVERYWHERE-

Your clients should know that you expect them to buy art or albums from you.

This is where most photographers drop the ball. If you fail to set expectations then IPS will not work for you. So, What expectations do we manage?

.

.

#1 : The Product

Make sure people KNOW that you sell product. Show product everywhere and get clients thinking about products in their home. You need them to know early on that this is part of the experience!

#2 : The Process

Clients need to know how you expect them to purchase from you. Go over the kinds of meetings you expect to do with you. If you have a reveal meeting then tell them that! Make it exciting and sell the experience.

#3 : The Cost

Please… Do not blind side your clients with prices. *This is the #1 problem with not being able to sell. Don’t get too specific. Just say something like “Most clients spend between X and X”. They just need an idea of what to expect.

I personally like to give a packet of information that includes pamphlet about the process. It’s very helpful and informative for the client and explains the process. I also do it verbally and in our online client portal. The more you reiterate the better!

Here is a free one from Shoot and Sell (an awesome app to sell at IPS meetings)

In Person Sales The Basics

In Person Sales The Basics

.

.

STEP 2 : BEFORE THE SHOOT

-In Person Sales The Basics-

.

Before the actual wedding or photoshoot, make sure to ask your clients a few questions. You can do this in person, or in a question form. Ask “Where in your home would you like to put canvas wall art?” Do not say “Do you want any Wall Art in your home?” This gets them thinking! Ask them their style, what their home looks like and show products that will match. Have them send you photos of their walls. Go over generic pricing again and let them know the average amount spent.

Next set up a time for the Reveal Party (aka sales session). Get it on the calendar so that you don’t have to do it after the shoot. This is another way to get them prepared. Choose a location as well. If you have a studio, you can do it there. If you work from your home, go to them. Have them set up a party at their house and invite family. Let them know that you do special discounts for anyone who orders that night only. This will get them excited and give added urgency to purchase. Since I shoot mainly weddings I do this at the final meeting a few weeks before the event and set it for about a month after the big day at their place.

.

STEP 3 : AT THE SHOOT

-In Person Sales The Basics-

.

At the shoot make sure you plant the seed about wall art or albums. If you take an amazing photo let them know! Say things like “OH WOW!! This one would make a perfect picture for the album cover!” or ” You are going to love this one! It would look so good on your wall.”

In Person Sales The Basics

In Person Sales The Basics

STEP 4 : AFTER THE SHOOT

-In Person Sales The Basics-

.

I can not reiterate this enough!!! Do not do any FB Reveals or Sneak Peeks. The whole point is to build excitement at the reveal party. If you share a blog post or share images on FB then when the party comes, the client will not have the same level of excitement and will result in much lower sales.

At the party you want to start with a slideshow. Don’t overwhelm them with images. I know this is hard and I break this rule a lot. I try to do a few hundred images for the wedding slideshows but often end up with 400. Oops! As for portrait sessions, you want to stick to about 30-50. Make sure there is variety and put it to music. If you plan on selling the slideshow (which I suggest) I would make sure your music comes from a place like The Music Bed, or Triple Scoop. Please be legal about this!

There is a ton of psychology about what products to offer, where to place products, where to sit in relation to the client and more but we won’t be going into all that here. If you want to learn more, we will be covering this information in our France workshop! 

Once the slide show is over, hand the pricing sheets out and let the family know that anything ordered that night will have a special discount. I do 20% personally but you can do what ever you like.

Follow up with your pricing guide and allow family to discuss their options while you go over albums with your clients. Even if my client didn’t preorder an album, I will still go over the options and show them a design of an album with their photos. If they did preorder a base album with 20 pages, I will design the album to tell the story correctly. If it ends up being 30 or 40 pages, thats ok. I just show them a 20 page album and tell them that they get this size. If they don’t want as many pages as I designed, then they can remove any that they don’t like. They almost always want more! Always design MORE than what they get.. But let them know. Don’t be sneaky.

Don’t forget to sell the slideshow. You will be surprised how many people ask for it. Have it preloaded on USB’s so that they can take them home that night! Also bring lots of samples and blank canvas templates (for size reasons). You want to make sure that your client can visualize the sizes. Hold them against the wall so they can see how a 16×20 is actually quite small.

If you follow these steps, you will be making more money before you know it! You will be surprised at how many people will LOVE this experience and give you so many thank you’s and nice compliments. You will be fulfilling their needs and giving an experience that many photographers don’t offer. We hope you enjoyed “In Person Sales The Basics” and hope that you will leave us a note below. Now, get out there and SELL!!

steph

Stephanie

Send

Contact Us

You will hear from us shortly :)

thanks!