We’ve partnered with Storyteller & senior photographer, Sean Brown of Sean Brown Productions to share his six tips on how he makes $4,000+ album sales.
Establish an Ordering Session Routine
One of the biggest things when it comes to selling, is having an established sales flow. The last thing you want to do is change up your strategy from session to session or let the client take control of the session by dictating what is going on. Looking at specific images or jumping to pricing before you have had a chance to show your product, will throw you and your client off. Confidence is key, when you have a flow, remain in control of the ordering session.
Stop Talking, Just Shut Up
The worst thing we can do during a sales session is talk and interrupt a client’s decision making process. Do not try and fill awkward silences with conversation, let your clients talk with each other or even sit there quietly while they are making their decision. By talking and interrupting this process, you are going to cause them to rush and inadvertently push them to the easier decision, which generally is the cheaper option.
Consistently Offer Everything
If I had not brought up wall art during this sale, I never would have made a sale that was well over $6k when everything was said and done. Wall art is a huge driver and the Fundy wall art designer is a great way to make this happen. I was able to present wall art options using their own home images, at the end of the sale, my client thanked me for offering something like this and was grateful that this was even an option. Do not make assumptions that someone will or won’t buy something or let your limiting beliefs get in the way of you making a sale, “I would never buy wall art collections, so my clients definitely won’t.” They don’t know they want it until they see it!
Educate and Prep Your Clients Prior
After every session, I email my clients and prep them into starting to think about wall art and their album. I have them take and send pictures of any wall spaces in their home that they would want to showcase their images. During their session, I then bring the home images into Fundy and set it up as a room and virtually project exactly how their wall art will look in their room. Rather than them settling for a 16×24 that will be super tiny on their wall, I am able to show them how a gorgeous wall art collection would look and ultimately fill up their wall in a much more pleasingly aesthetic manner.
Don’t Rely On Small Ticket Items
As much as I love the little things like a collage of images or acrylic blocks, these aren’t going to help you get those big ticket sales that you’re looking for. The big drivers are going to be your premium products, such as albums and wall art. I absolutely love Fundy, I’m able to auto design albums in less than 30 seconds that I can show to my clients and get them envisioning exactly how this will look. To boost the album sale even more, offer things like page add-ons or even different paper options.
Have Products
Without product samples, you’re not going to go anywhere. People buy what they’re familiar with and can see. This is why you often get prospective clients asking about digital images and 5×7 or 8×10 prints. It’s because this is what they know and are familiar with. Rather than you telling them you offer albums, show them the quality of your products. The client will overcome their objections and likely order a bigger album, which likely would not have happened if they had not seen the sample.
Do it all in Fundy Designer!
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