Are you a wedding photographer seeking to take your business to the next level and expand your reach? Well, here’s a game-changing tip for you: Consider embracing in-person sales! Not only do photography sales provide couples with a personalized and exceptional experience that really shows off all of your work, but it can also give great returns by opening up avenues to make more money than traditional methods. This blog features insights from Chris Scott, the founder of Swift Galleries, and Kelly Wilde, a successful photographer and business owner of June Lion. We’ll dive into their philosophies and tips to help photographers conquer their fear of selling and host effective in-person sales meetings. Get ready to increase your revenue and make it a breeze for couples to say “I do” to your services!
How To Get Started With In-Person Sales
Photography sales can be challenging, especially if you’re newly transitioning into this process. To get started, firstly, you need to get past the stigma around ‘sales’. Instead of thinking of IPS in photography as an abbreviation for in-person sales, try to think of it as an incredibly personalized service.
Start with introducing the idea to your clients. You can mention selling products during your initial calls or meetings so that they know what to expect. Once you have the final edited photos, try scheduling a viewing session to showcase your work and offer guidance on selecting the best products. This requires dedication, but also has the power to take your business to the next level by helping you build photography client relationships.
In-Person Sales Techniques For A Successful Session
1. Find The Right Venue To Host The Event
The first step to hosting an in-person sale event is finding the right space to accommodate your photography clients. Whether it’s a coffee shop, a rented studio space, or even your own home, the venue should be comfortable, accessible, and conducive to showcasing your work.
Consider factors like parking, lighting, and privacy when evaluating potential venues. You should also think about the vibe and atmosphere you want to create. Do you want a cozy and intimate setting or a more open and professional one? Keep your ideal client in mind when making this decision.
2. Prepare For Your Session
Preparation is key to making a good impression and closing the deal during a sales session. To ensure a successful session, prepare your sales materials beforehand, like albums, prints, digital images, and other files. Make sure everything is polished and presented in a way that showcases your unique style and personality. You should also prepare a list of questions to ask your potential clients to better understand their needs, preferences, and budget. Finally, practice your sales pitch and refine your photography print pricing and package options. You want to be confident and knowledgeable during your session.
3. Consider An Online Gallery Presentation
Many wedding photographers today prefer to connect with clients remotely through video conferencing. The focus should be on crafting a compelling presentation that’ll help maximize sales. Use screen sharing to showcase your portfolio and product options, and encourage your clients to ask questions and give feedback throughout the session.
When delivering a presentation, it’s important to have a clear structure. You should aim to divide it into three parts: the first third should be focused on getting to know your audience, the second third should cover your offerings and photography pricing list, and the final third should be dedicated to answering any questions they may have. Additionally, be sure to overlay your screen with your photography prices and include action shots of your product.
Suggested Read: 5 Tips To Land The Ideal Client For Wedding Photographers
4. Get Creative When Engaging With Couples
The sales process isn’t just about showing your clients pretty pictures and pricing sheets. You need to learn how to sell photography prints by creating an experience that is memorable and personalized to their style. One way to do this is by incorporating fun, interactive elements into your sales session. For example, you can consider creating a slideshow of their engagement photos with a personalized soundtrack. Plus, you can offer interactive activities like creating a mood board for their wedding or designing a custom album layout together. These ideas help you gain insight into their tastes and preferences, allowing you to tailor your offerings to their liking.
5. Offer Options And Guidance
When presenting your clients with their images, it’s important to give them a range of options for prints, albums, wall art, and other products. Take the time to explain the differences between each option, such as canvas, acrylic, and metal, and offer recommendations based on their preferences and budget. Showing them how the wall art will look in their space can also make a huge difference.
To help guide your clients through the product selection process, consider using online tools and software. Additionally, you can bring along samples of the products to in-person sales sessions, allowing your clients to touch and feel the quality of each item. These small touches can help make your clients feel valued and set you apart from your competition.
Suggested Read: Top 5 Ways To Boost Wedding Album & Wall Art Sale
Tips To Manage Client Relationships During A Sales Session
During a sales session, it’s important to be attentive to your client’s needs and preferences and make them feel valued throughout the entire process. Be patient and understanding if they have questions or concerns, and make sure to explain your processes and policies in a clear and transparent manner.
While you don’t want to pressure your clients into buying anything, it’s a good idea to give them a sense of urgency. One way to do this is by offering special discounts, as a marketing strategy for photography business, to encourage clients to make a decision while they’re still excited about all the images. Being proactive and discussing sales with previous clients can be highly beneficial. It allows you to highlight missed opportunities for capturing special life memories and offering a solution for doing so.
Some common questions that arise in many photographers’ minds are, “What is IPS photography?” and “What are some ways for photographers to make money?” Making money as a photographer while wowing your clients with a personal touch can be tough. But fear not, in-person sales is the answer to all your worries! By incorporating this into your wedding photography, you can see a major boost in your profits while offering clients a more personalized experience. Follow these tips, invest in in-person sales training, and explore in-person sales case studies to see how others have successfully implemented this approach. By mastering the art of in-person sales, you can even learn tips to sell digital files and really take your business to the next level. Plus, your clients will love the personal touch!
At ShootDotEdit, we know how precious time is for wedding photographers and help to lessen your post-production workload with our professional photo editing services. To learn more about how we can help you grow your wedding photography business, check out our pricing plans.