Are you leaving money on the table by not offering albums and prints? Scott Johnson, award-winning photographer and owner of The Edge Photography, shares his strategies for maximizing revenue and enhancing the client experience. From embracing the power of print to leveraging tools like Fundy Designer, Scott has built a thriving business that blends artistry with smart sales techniques. Here are six detailed tips inspired by his approach to grow your photography business.
1. The Power of Print: Create Timeless Memories and Boost Revenue
Scott’s love for printed products began during his early career on cruise ships, where selling prints was the only way to get paid. This taught him the value of print as both a revenue driver and a way to create lasting memories for clients.
Today, Scott uses high-quality albums, wall art, and canvases to offer clients tangible keepsakes that preserve their memories for generations. He reminds clients that while digital files can be shared on social media, prints have the power to bring families together—whether it’s flipping through an album at a family gathering or admiring wall art in their home.
💡 Pro Tip: Highlight the emotional value of printed products during consultations. Ask clients, “Where do you want these photos to live after your wedding or session?”
2. Show What You Want to Sell: Display Products in Your Studio
Clients need to see, touch, and experience your products to understand their value. Scott’s studio is designed like a gallery, with albums, wall art, and canvases prominently displayed. He even includes unique pieces, like an album from a wedding shot entirely in Lego, to showcase the creative possibilities.
When clients enter his studio, they’re greeted by a stunning array of options that spark excitement and curiosity. By showing the quality and customization available, Scott primes his clients to envision owning similar products.
💡 Pro Tip: Create a showroom-like environment in your studio or bring sample products to consultations. Seeing is believing!
3. Pre-Design Albums to Encourage Upgrades
One of Scott’s most effective strategies is pre-designing albums before clients view them. Instead of asking clients to choose images upfront, he creates a complete album layout that tells their story beautifully.
For example, a couple who initially paid for a 50-page album ended up purchasing 70 pages after seeing Scott’s pre-design. By showcasing all the best moments, Scott helps clients realize they don’t want to leave any memories out.
💡 Pro Tip: Use Fundy Designer’s intuitive album design tools to create pre-designed layouts quickly. Present the full story, and let clients choose to scale back if needed—they often won’t.
4. Connect with Clients on an Emotional Level
Scott understands that clients make buying decisions based on emotions but justify them with logic. To tap into this, he creates an immersive viewing experience by showcasing albums and slideshows on a 120-inch screen with 4K resolution.
He enhances the emotional impact by playing the couple’s first dance song or another meaningful track during the slideshow. This combination of visuals and music often moves clients to tears and strengthens their connection to the images.
💡 Pro Tip: Pair a slideshow with meaningful music during reveal sessions to evoke emotions. Fundy Designer makes it easy to create custom slideshows.
5. Build Trust and Focus on Relationships
Instead of using high-pressure sales tactics, Scott prioritizes empathy and authenticity. He gets to know his clients, understands their needs, and tailors his approach accordingly.
For clients on tighter budgets, Scott works collaboratively to find solutions, such as spreading out payments or scaling back slightly. This approach not only helps clients feel valued but also builds long-term relationships and leads to referrals.
💡 Pro Tip: Listen to your clients’ needs and find ways to meet them without being pushy. A genuine connection will lead to more trust—and more sales.
6. Use Fundy Designer to Simplify and Streamline Sales
Fundy Designer has been a game-changer for Scott, saving him time and helping him deliver an exceptional client experience. Here’s how he uses it:
- Effortless Album Design: Scott creates stunning layouts in 20–30 minutes. Fundy’s auto-design feature, the Design Wizard, speeds up the process while allowing him to tweak spreads to perfection.
- Visualize Wall Art in Client Homes: With Fundy’s Gallery Designer, Scott helps clients see how wall art will look in their spaces. Clients send photos of their blank walls, and Scott uses the software to mock up collections to scale, making it easier for them to say yes.
- Branded Slideshows: Fundy Designer enables Scott to create professional slideshows with custom branding and music, adding a personal touch to every reveal session.
💡 Pro Tip: Use Fundy Designer’s all-in-one tools to handle album design, wall art previews, and slideshows. This saves time and ensures a polished presentation.
Real Results: A Client Success Story
One of Scott’s favorite clients, Beth and Andrew, initially paid for a 50-page album. After viewing Scott’s pre-designed layout, they loved it so much they upgraded to 70 pages and added wall art for their home. Their total purchase exceeded their initial investment, and they left thrilled with the final products.
Scott’s approach of showing clients the possibilities and focusing on their needs turns one-time sessions into unforgettable experiences—and boosts revenue along the way.
Watch Scott’s Full Interview Here:
Scott Johnson’s strategies demonstrate how offering albums and wall art can transform your business. By embracing the power of print and using tools like Fundy Designer, you can increase your income, provide unforgettable experiences, and build lasting client relationships.
Do it all in Fundy Designer!
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