Boost Sales with In Person Selling
Some of you reading this might wonder why I’m highlighting in-person selling (IPS) on a blog for an online storefront. The answer is because they are both wonderful tools for boosting sales, and you shouldn't limit yourself to using only one sales-method.My whole business model changed once I was introduced to the use of IPS. It truly helps photographers connect more-fully with their clients. Additionally, because you are right there and available, you are able to answer any questions your clients may have, especially if they are hesitant to call and ask!
This post will help guide you through how to run an IPS session with your clients. I recommend trying one out on a friend first to practice, and then ask them for feedback about how you did.
Setup an Appointment
Directly after your photography session, setup an appointment with your clients for them to come to your studio (or home studio, or coffee shop, or wherever) to view their images. Be clear with them upfront that this is a viewing AND ORDERING session. I like to setup the appointment with them verbally, and then follow-up with an e-mail like this:
"Hi _____. I'm so excited to share the images from your session with you! I have your viewing and ordering session appointment scheduled for _{Date}__ at __{Time}__. Please meet me at my studio at __{Address}__. We will be viewing a slideshow of your entire session, and I will be on-hand to help you select some of your favorite images. I can also walk you through the ordering process at that time. Regardless of whatever product or style you choose for your images, whether it be prints, canvases, albums, or anything else, we can make your images look perfect on it! Please plan on spending at least an hour at this session, as sometimes it's hard to narrow down your favorites! You are welcome to bring friends and family to share your viewing experience – please let me know how many people to expect so I can arrange seating appropriately. I look forward to seeing you again!”
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| Have plenty of samples ready so your clients can touch them to know the quality |
Once their appointment is confirmed, it's time to prepare to dazzle them. Have a way of going through the session images, such as a slideshow on a big screen, or proof prints your clients can flip through. You should also have some order forms, samples of prints and products (so they can see/touch/feel the quality), and a list of your prices available (I also like to attach a price list to the confirmation e-mail to avoid surprises at the viewing session). A catalog is a great thing to have as well as it will lay out the various options and pricing all in one place for your clients to browse. Many of your clients will be unaware of some of the different items that their images can be placed on, and a catalog or some sample products can show them a few options that they never knew they wanted before.
State Your Favorites
As you go through your clients' session images point out your favorites, and explain why they are your favorites. There's no quicker way to offend your clients then by being disingenuous about them or their photographs, so when flattering an image make sure that your flattery is genuine. If you really love their eyes in one particular image, that’s a great thing to point out, but if you are saying it just to try and make a sale, you may find your clients rolling their eyes and heading for the door. If you know ahead of time what type of products they are interested in, you might point out an image that would pair well with it as you go through the viewing. For example, if they are interested in an album of all their images, you might point out an image that would look fabulous on the cover.
Ask For Their Favorite
After the viewing is complete, ask your clients if they have a favorite. I’m willing to bet they say they love them all! This is a common problem and another reason why IPS works so well. If that happens, you have a chance to be the expert and help lead them to the images that you feel would work best for them. You might ask, “Since you don’t have one specific favorite, can you tell me how you’d like to display your images?” From there, you can help pair some of their images with the available products, as previously described.
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| Having a pricing guide or catalog will help show off various products in one place |
Offer Some Privacy
If your clients hesitate on choosing which package and products they’d like to purchase, offer to leave the room so they can discuss it with their friends and family privately. You can simply say “why don’t I step out and give you a few minutes to think about it”. After a few minutes, you can poke your head back in and ask if there are any questions you can answer for them.
If your clients hesitate on choosing which package and products they’d like to purchase, offer to leave the room so they can discuss it with their friends and family privately. You can simply say “why don’t I step out and give you a few minutes to think about it”. After a few minutes, you can poke your head back in and ask if there are any questions you can answer for them.
Prepare the Order
Once everyone is ready, help your clients get an order-form filled out, or show them how to order through your online photography storefront, and verify their order's accuracy before collecting payment.
Ask For A Review And Referrals
At the end of your viewing and ordering session take a quick minute and offer your clients the opportunity to provide a written testimonial or a review of you and your services. If they loved their photos, it's also a great time to ask for referrals and possibly give discount cards that they can hand out to their friends and family!
Post Your Images Online
After the IPS session, be sure to also post the images to an online photo gallery and storefront, such as Instaproofs. Remember - don't limit yourself to just one tool! Using an online storefront will help provide marketing and online photography sales for you, and it will give your clients the opportunity to share their images with all of their loved ones, near or far. Instaproofs also allows you to track viewing stats, gather e-mail addresses from users, and send reminder e-mails to people.
Ask For A Review And Referrals
At the end of your viewing and ordering session take a quick minute and offer your clients the opportunity to provide a written testimonial or a review of you and your services. If they loved their photos, it's also a great time to ask for referrals and possibly give discount cards that they can hand out to their friends and family!
Post Your Images Online
After the IPS session, be sure to also post the images to an online photo gallery and storefront, such as Instaproofs. Remember - don't limit yourself to just one tool! Using an online storefront will help provide marketing and online photography sales for you, and it will give your clients the opportunity to share their images with all of their loved ones, near or far. Instaproofs also allows you to track viewing stats, gather e-mail addresses from users, and send reminder e-mails to people.