Andy and Amii of Sunshine and Reign photography made an extra six figures in revenue by selling albums and wall art using Fundy Designer. Here are their 5 Key Steps you need to take with each and every client to realize your revenue goals.
1. Make a Genuine Connection with Your Clients
Photography is, fundamentally, family storytelling. We are hired to tell the stories of our clients to preserve for generations to come. In order to do this, we must get to know our clients and the story of their relationships.
2. Know What Your Clients Want Photographed and Why
Find out what is most important to the client and what they want photographed. Is there a special location that their family loves. Is there a special look that their daughter gives them that is important. Does the bride want to be held by her future husband. What is most important to them? And next, ask them what they want to do with the photographs. Most photographers skip this essential question.
Amii and Andy recently photographed a graduating college senior who was told that they would never go to college, despite what he was told he went to graduate with honors. To celebrate, his mom wanted to capture the confidence of her graduating son and surprise the father. Knowing the clients’ story and what was important for them to celebrate was huge, the mom was so excited she purchased a collection for her wall, a beautiful album, graduation announcements and even prints for their relatives.
3. Show Clients What Their Options Are
In the photography industry, we discuss the financial benefits to ourselves, but our clients get so much more out of beautiful albums and wall art than they would from a digital download. Before the session even takes place, Amii and Andy show the clients what their albums look like and what wall art collections are available before they even pick up a camera. And most importantly, they share the pricing and inform the clients what most other clients purchase. Clients need guidance, they are not regular buyers of photography.
Use simple phrases like, “you can get an album and it costs this much” or “you can get wall art which starts at this much.”
Amii emphasizes that “people want this.” Clients really do want their photographs in print and love the process, they just need to be guided.
4. Have Good Software
Amii and Andy have used all sorts of software and Fundy Designer is their go-to now. Andy says that he’s not a super tech person but loves how easy it is it is to use. It just makes sense. They love that everything is right there: album design, wall art, cards, slideshow, etc. They can do everything in one place. They love the features that save them a ton of time and make more money.
The custom slideshow and the theater mode are two of their favorite features that makes sales easy. Additionally, they love how fast the support team is should they have a problem or question.
5. Show Options
One of the main keys when showing clients album or wall art designs is to show them the options. Even if they said they didn’t want wall art or an album before the photo session, still show the option. They might have changed their mind. Andy says that by showing the album and wall art in the slideshow, clients have a cinematic experience that convinces them that they have to have it.
They always show an album design and 3-4 wall art collections to each client. And remember, keep it simple. Sometimes it’s hard for photographers to ask for the sale. The easy phrase is “the album would be $1,500, how does that sound?” And then let the clients decide.
Do it all in Fundy Designer!
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