Our goal this month is to round out your sales system with clever and desirable upsell options to entice your clients to get the most out of their experience with you (and to get you the most profit). A quick note about terms: In the strictest sense, upselling means selling the client a higher-priced product than the one they were considering. The terms cross-selling and add-on sales describe selling the client additional items beyond the one they were considering. It’s become commonplace to use the word upselling for all methods of achieving a higher sale. For the purposes of this article, we use the broader meaning of upselling.
Building a proper infrastructure in your business is much more important than learning how to take pretty photos. I am not discounting the importance of being a good photographer by any means. I am saying that if you don’t have the processes in place to deliver an excellent overall client experience, eventually nobody will care about your pretty pictures.
Off camera flash for dramatic portraits is something we are known for. If you are a wedding photographer, you are always searching for the perfect shot for your clients. Each client, each scene presents different challenges. In this shot, we took this during a wedding in Florida. As you are…
For successful sales, you have to create a system that makes getting to your target sale easy and fun. This month, we focus on the role of your price list in making your target sale the easiest way for the client to buy from you. It is not just a list of every product you offer, but a systematic approach of presenting different items and offers that your clients can’t resist.
As a wedding photographer, you should be filling your calendar with free leads from fellow vendors. I mean, aren’t they grateful? Haven’t they seen all the amazing photos on your blog? Without your images, no one beyond the guest list would ever see the flowers, fashion and decor they create—at least not in the appealing and professional way you photograph them. If you want to get on a wedding planner’s good side, see your name on a venue’s referral list or even become the go-to personal photographer for wedding vendors everywhere, consider the following tips.
You read that title right. All other things equal, marketing is the reason I see most businesses fail. They ether don’t do it at all or, quite frankly, they suck at it. And no, running a Facebook Ad is not marketing. There are time-worn strategies that go into marketing. You don’t just do something and magic happens. You need a plan. You then must execute that plan. You then evaluate the results, make adjustments and re-execute your plan. Rinse and repeat.
For a long time I despised marketing because I did not have a strategy for our B2B video and photo company. Anything that I had tried, like posting on Facebook and Instagram or email marketing, did not seem to work for me. These strategies work when done well, but I did not figure them out and was getting frustrated. A mentor told me to look at my best clients—the 80/20 rule—and figure out the commonality between all of them. Were they all the same type of business? Did they all have the same product or service? Did they all find us through Google?
In-person sales (IPS) offers the number-one way to make real money as a photographer in today’s digital world. But lots of photographers still resist this proven strategy. Most people who refuse to implement IPS are terrified of it. That’s understandable. The idea of sales has such a negative connotation, especially for artists who already suffer from the “Am I good enough?” complex. Those photographers are expected to sit in front of their clients, confidently make eye contact and ask for thousands of dollars? Forget about it.
We’ve all been there. Things just aren’t working out. Jobs aren’t coming in. So you panic. You need work. You need to pay the rent. You need to keep your head above water. This is all about you, you, you. But it’s not about you. It’s all about them.
As a wedding photographer, social media is one of the strongest marketing and branding tools at our disposal. It’s also the most time-consuming task, taking us away from our passion of running our own photography business. It’s the end of engagement season, so marketing is a top priority for wedding photography businesses. Social media is where most newly engaged couples hang out digitally these days, but that’s not the only way to get in front of them. How can you make sure you’re doing your best job at marketing when everything keeps changing?