Here at ShootDotEdit, we know post-wedding sales are one of the most important areas where you need to focus. From selling prints to selling albums, clients should have a physical reminder of their wedding day to cherish for years to come. Although albums are meaningful to you, how do you know your clients are interested in them? Most of the time, clients do not realize the value of an album from their wedding day. To help you clearly communicate the importance to your clients, wedding photographer Melissa Jill is sharing 4 tips for adding value to wedding albums.
How many of you wish you could sell more albums? Do you find it difficult to find clients who see the value of an album and are willing to pay the additional cost to include one in their package?
This has been a dilemma I’ve dealt with as a wedding photographer as well. What I’ve found is that if I don’t value albums and prioritize them for my clients, they typically won’t value them either. If you want to sell albums, you have to prioritize them. Here are a four tips for how to do so:
1. Share Your Passion for Albums
Share your passion for albums with your clients. Let them know that out of all of the products you offer, this is the one YOU most want them to have. After all, a wedding album should be a couple’s first family heirloom. It is the one photography product they can purchase which will stand the test of time. Long after prints are taken off the wall, children are grown, and grandchildren are running around, an album will be there to tell the story of their love for generations to come.
2. Feature Albums in Packages
Include them in every package. Communicate through the structure of your pricing that the album is the #1 product your clients will want to have. Unsure of what type of pricing model you should be using in your business? Download The Keys to Pricing for Wedding Photographers to discover whether you should use Packages or A La Carte.
3. Include Albums on Your Site
Create a space on your website to share your passion for albums. I have done just that for my photography business, and you can view the album page on my website here for inspiration. This is the place you can share stories and experiences from your past clients in regard to albums.
4. Educate Clients about Albums
Talk about your passion for albums during your initial client meetings. You can do this in any number of ways. If you have a personal story about your wedding album or lack-there-of, or your parent’s album, and how that experience has shaped how you value albums, these stories from personal experience can be very powerful. Or tell a story about one of your past clients and how their album has been a blessing to their marriage. And then don’t pass up the opportunity to show your clients beautiful samples, allowing them to touch and experience each one while you share what you love about them.
I believe in the value of a wedding album; I’m passionate about them. And my clients know it. They know it when they look at my website and read about albums. They know it when they see my package info. And they know it when we sit together looking through albums in their initial client meeting. They become excited about their wedding album, in part, because I’m excited about it.
And you know how I talked about the power of story above? This is my “why” story behind my passion for albums:
Long after her wedding, Kindra related a story to me of what her mother-in-law said to her one day before her wedding. Her mother-in-law wanted to have a conversation woman-to-woman with the woman who was taking her son. She said, “When you go through hard times — and you WILL go through hard times — I want you to find your wedding album and sit down on the sofa next to Michael. Look through it page by page and relive your wedding day. I don’t know anyone who can get through their album without remembering why they love each other and knowing they can make it through anything together.”
I’m convinced in my heart that wedding albums are important. And every married couple should have one. Having this passion and communicating this passion to your clients is step one of selling more albums.
Communicating the value of a wedding album to your clients from the beginning assists you in increasing your product sales. When you increase your product sales, you can continue to grow your business and reach the next level. Download our Pricing Calculator for Wedding Photographers today to properly price your services, such as prints or wedding albums!