This is a quick article with four solid tips to help you sell more albums.
1. Keep Selections Limited
With so many vendors, materials, cover sizes and design types, it’s never been easier to give your clients endless options. Which is exactly what you don’t want to do. When people are overwhelmed with options, the tendency is to avoid making a decision. You never want your clients avoiding their album selections, keep the process fun and enjoyable by limiting options. Here are some recommendations:
- Offer two styles, matted and flush mount
- Offer two to three sizes like 10×10, 12×12 and 11×14
- When making cover selections, first get them to narrow down to a category. “Do you like metal, wood, fabric or leather?” Then provide colors and styles from there.
2. Pre-Sell Your Albums
The best time to talk about your albums is way before a single picture has ever been taken and there is no sales context. Planting the seeds and ideas for an album is easy. Send clients an e-mail after they book with album ideas and examples. Casually mention albums in the first consultation to plant the seed and get them thinking about it. Tell them you’d like to show them what can be done with their pictures and even be upfront that you’d like to just give them some ideas. When you talk about albums long before there’s a chance to actually sell them and you’re planting the seeds that can later be turned into an album order.
3. Provide Recommendations
The fact is, clients have NO idea what to order. They don’t know what they want, and so in these cases they’re relying on you to provide them with that information. Using a statement like, “My 12×12 thirty page album is my most popular” will give your clients some ideas about what they should get. Even if you’re brand new to selling albums, you can still have a most popular. Think of yourself not as a salesperson, but a consultant helping your clients figure out what they want. Providing recommendations and letting them know what other clients buy is a great start for this.
4. Love Your Albums
When you take the time to create albums from great weddings with great vendors using a design you love, it’s going to come across to your clients in how you show and talk about your albums. When you love your albums, your clients will love your albums. Make albums a priority in your business, be excited about them and they will sell themselves. Watch and see!
Sample images generously provided by Finao.
