Jerry Ghionis’ Top Five Tips for Selling
We recently joined award-winning wedding photographer, Jerry Ghionis, for a webinar on how to design and sell more albums. We compiled five of Jerry’s most important tips for boosting your client sales.
1) Don’t offer a collection without an album
Even the base collection you offer should include an album, and each level of collection should then include a bigger or more luxurious album. Once your clients know they are getting an album no matter what, you can use your skill to show them the beauty of their own story; they will always buy a bigger album once they see this.
2) Have sample product in your studio
Your studio space should also demonstrate that you are passionate about the printed product. If you are not passionate, your clients won’t have any reason to be either. Ensure you have plenty of sample albums and wall art to showcase to clients and let them see the quality and impact of these products in person.
3) Display a complete wedding album on your website
People buy what they see. If you aren’t displaying an entire album on your website, potential clients won’t have any reference to what you are selling. Displaying multiple albums on your website can showcase your versatility or reinforce your signature style. Anyone can have a great photo or two on their website, but you can’t fake a really incredible wedding album. When clients see gorgeous albums, it will reinforce their confidence in your ability to capture an entire wedding story and display it beautifully.
4) You must present the album “in person” – even if that means via Skype
You don’t want to simply send your album online and let your clients review on their own. When clients click through an album at their own pace, they are shopping with their logic instead of their emotion. They might focus on individual photos rather than the impact of the spreads themselves. You want to show the slideshow or album design in person or over Skype so you can draw out the emotions of their special day. You can then walk them through your design and how each page of the album is a piece of their story. Lastly, you’ll get design approval on the spot instead of having to go back and forth with proposed edits.
5) Don’t penny pinch with your album company or labs
Select one album company or printing lab that offers the products you want to make available for your clients. Your loyalty with these companies creates a better business partnership, and brings more value to you long-term. If you can pick up the phone and call someone you have a relationship with at that company, they’re more likely to work with you and help you if you’re in a bind. They become like family and will support you just as you support them. We have a wonderful relationship with both Fundy and GraphiStudio for our albums.
Missed the webinar? View the recording here:
If you’re new to Fundy Designer, download the trial now and start designing and selling more albums and wall art this year. To see more education from Jerry Ghionis, visit Ice Society.