selling photography

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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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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It's true that most couples have a budget in mind when planning their wedding, so they're likely to shop around.  And wedding photography can be a competitive business.  If you want to beat out your competition and still make a profit, sell your client on the experience you're going to offer, not your price.

Most women start dreaming about fairy tale weddings when they're little girls and their dreams just keep getting bigger and bigger.  It's going to be the most important day in their life and they're more concerned about the results than they are the price tag.

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