photography sales

3 Keys to Successful Portrait Sales

In order to have successful portrait sales, you must do in person sales. I know, I know, no one loves this idea at first. It's not as easy as emailing a link, but the tremendous increase you'll see in profits and client satisfaction is well worth the time. The key to successful portrait sales is a 3 step process that starts before you schedule the session. All three sessions should be scheduled at the same time, so it locks that time in for both you and the client.

Planning Session

The process begins with an in-person planning session. The purpose of this session is to educate your client on how to get the most from their session, discuss clothing, location and activity options, and most importantly, get a sense for what finished products they are interested in. By going over the product options you offer and seeing what they are interested in, this gives the client time to consider the price and imagine the piece in their home. Think of it as “planting the seeds for the sale.”

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PBH_Whats_a_Wedding_Worth_to_YouIn my previous article we strategized that maximizing profits beats reducing costs.

But a lot of photographers have tunnel vision when it comes to how much their average wedding is worth to them.

One of the things that trips us up are the standard “rules” for determining how much of your sales should go to photography marketing. You’ve probably heard them. I know I’ve heard it said often to earmark 5%. That is, if you want to gross $100,000, for example, that 5% of that ($5000) should go to your marketing.

I think there’s a better way to figure this stuff out.

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As photographers, it's our job to sell our services and convince clients that our artistic abilities and products have a value worth paying a premium for. It's important in creating a strong brand based on value, instead of a brand that is perceived to be “cheap.” How do we do that? How can we create the message of value for our services?

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If you have been on a never-ending search to find the perfect photography marketing method that is actually going to work this time, read on to learn how we book 75% of our weddings. If you have struggled with marketing, spent money on ads that were a total flop and you NEED to start making money soon, read on.

One of the most common questions I get from photographers is how to get more bookings. It's a common problem that we all have to deal with. Brides don’t just walk through the door every day, checks in hand. With wedding season firmly behind us, we are staring down slow season (AKA “broke” season and “low-on-cash” season) and trying to figure out what to do with our time and how to finally get ahead this year. You know you need to do something about sales and marketing. But what, exactly? Get more bookings! Yes, the end result you are looking for is more bookings, but how-now THAT'S the question.

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Once the holidays are over, wedding photographers tend to get a flood of inquiries. It's a combination of people getting engaged over New Year's and the holidays, as well as people that have been engaged for some time, and with the start of the New Year a feeling of “betting get going on the wedding planning” starts to take over.

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