An Overview Of Using In-Person Sales To Maximize Profits
In-person sales allow you to build a relationship with your existing customers and understand their individual needs and wants. By presenting your work in a physical form, you can showcase the quality of your work and provide a more personalized experience. Showing your clients tangible products makes it easier to visualize their wedding day memories and see the value in investing in your services. Also, upselling and offering additional products that your clients may have yet to consider help increase wedding photography sales. By implementing these strategies, you can not only boost your sales but also provide an exceptional client experience.
Wedding photographer Kelly Wilde of June Lion talks to us about how she made in-person sales (IPS) her USP. Kelly initially hesitated to embrace in-person sales (IPS), assuming it required an extravagant studio setup. However, she soon realized that a studio was optional. Having always offered albums and prints, she had ventured into wall art when she discovered the joy it brought her clients. Through a print survey, she found that many clients derived more satisfaction from physical prints than digital files.
Suggested Read: Top 5 Tips For Selling Wall Art To Every Client
Kelly’s Insights On Creating A Customer-Centric Sales Approach
On using in-person sales to maximize profits, Kelly Wilde has a unique approach! To guide clients through her IPS process, Kelly sends them a comprehensive studio guide, offering an overview. She emphasizes the importance of a planning session to discuss the artwork’s placement in the client’s home, the house’s ambiance, and color schemes.
She uses a unique approach called the “Creative Collection,” allowing clients creative control while ensuring they invest in both digital files and printed products. Clients can also opt for digital images a la carte, but this is limited, often pushing them toward the Creative Collection, providing them with a fuller experience during the reveal session where additional printed products can be explored and added on. Kelly’s process highlights the effectiveness of IPS in enhancing the client experience and maximizing sales.
Tips To Sell Your Services In-Person
1. Establish Trust And Build Relationships
- Begin by listening to the potential client’s needs, desires, and concerns.
- Show genuine interest in their wedding plans and vision.
2. Showcase Your Portfolio
- Present your previous work to highlight your unique style and approach.
- Create web galleries or well-structured product pages to help enhance your conversion rate.
3. Demonstrate Expertise And Professionalism
- Share your experience, qualifications, and any awards or recognition you’ve received.
- Be well-prepared to answer questions and address any concerns.
4. Work On Pricing And Packages
- Be clear and upfront about your pricing and what each package includes.
- Try cross-selling and strategically offering add-ons during consultations to help boost your sales figures.
- Your clients should feel confident in understanding the value of their investment.
Suggested Read: How To Generate Passive Income As A Wedding Photographer
5. Avoid Pushy Tactics
- Instead of being aggressive, offer to follow up after the meeting. This reinforces your commitment and reliability.
- Provide additional information or clarify any doubts they may have after the meeting.
- Give clients time to think and make decisions at their own pace.
6. Highlight Your Uniqueness
- Emphasize on your USP and offerings that set you apart from the competition.
- Explain your signature style and how it aligns with your client’s vision.
7. Be Professional And Approachable
- Dress appropriately for the meeting and maintain a friendly demeanor.
- Ensure your behavior reflects your dedication to their special day.
Remember, selling in person is about creating a positive impression and nurturing a connection with your clients. These tips will help you foster trust and secure more bookings ultimately leading to wedding photography business growth.
Bonus Tip: Hosting pop-ups at popular wedding expos or other relevant events is an effective way to connect with potential customers and fellow business owners. These events offer a unique opportunity to showcase your portfolio and engage directly with couples actively seeking wedding photography services. Creating a compelling and visually appealing booth, can help create a lasting impression and secure bookings on the spot.
We extend our heartfelt gratitude to Kelly Wilde for sharing your valuable insights in this enlightening discussion on in-person sales in photography. For a deeper dive into Kelly’s work and expertise, explore her website, Instagram, Facebook, and Pinterest.
For wedding photographers to maximize profits through in-person sales, implementing effective marketing strategies is crucial. Start by understanding your target audience’s preferences and tailoring your offerings to their needs. Remember that your sales team is pivotal in guiding the customer journey and ensuring customer satisfaction. After a successful sale, take into account the power of post-purchase email marketing to maintain engagement and offer complementary services. By incorporating these tips, you can leverage the potential of in-person sales, driving revenue growth and strengthening your position in the wedding photography industry.
At ShootDotEdit, we are passionate about helping you grow your wedding photography business. A part of how we do that is by lessening your post-production workload with our professional photo editing services. To learn more about how we can help your wedding photography business, check out our pricing plans.