Week 6 – Three Simple Tips to Better Your In-Person Sales
Photography sales is a skill just like off-camera flash or composition. The more you practice it, the better you get at it. Here are three simple techniques to either start you on your IPS journey or improve upon what you are already doing.
1. Design Bigger To Show More
Simply put, people can only buy what they see. If we show them just the minimum option that is what they’ll want. If your wedding package includes a 30 page album, design a 70 or 80 page album. If your portrait shoot includes a 10 page album, design a 20 page album. If your client is interested in a canvas, design four or five canvas collages. Go big!
Some photographers don’t want to do this because they say it’s a bait and switch. It’s only a bait and switch if you fail to communicate. Simply tell your clients along the way, “I’m going to design the biggest, most beautiful album and wall art you’ve ever seen, just for you. We can take anything out from the designs, I just want you to have the best story of your day available.” If you approach each and every client in this way and design big, you’ll also sell big! (In order to design big, you’ll want to take advantage of the automation tools in Fundy Designer. If you missed Week 5 of the challenge, be sure to circle back and read that challenge.)
2. Design Stories Over Selling Photographs
Every single slideshow software in our industry is targeted towards showing individual images. People don’t invest big in individual photos, they invest big in their stories. And the most effective way to tell our clients stories is with big albums and wall collages.
The slideshow feature built into Fundy Designer is the only slideshow tool that makes it simple to show your designs as well as your photographs and set it all to music in just a few clicks. With music included in Fundy Designer (or import your own) you will evoke more emotion and wow your clients with their story, not just their photos.
Learn how easy it is to create, show and export a slideshow in Fundy Designer in this video by Scott Johnson, FujiFilm UK Ambassador.
3. The Simple, Magical Question
This simple question has helped tens of thousands of photographers increase their sales. After showing your clients the slideshow and taking some time to show how beautiful their designs are, state how much the upgrades are and then ask them a simple either or question. It goes like this:
“If you love your album as is, it’s going to be an extra $XXXX.”
“Would you like to make some changes? Or would you like to get it as is?”
And then just be quiet and give them some time to think and answer. You’ll be surprised at how many people want to invest in the extra art for themselves. And if they want some changes, make those changes and then repeat the price and the question until they settle on what they want.
These three simple tips are guaranteed to increase your in-person sales, whether you are sitting down with your clients or conducting your design session over Zoom.
CHALLENGE TO YOU – Do these three steps with your next client. And if you don’t have a client you can work with right now, schedule a practice session with one of your colleagues.
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