Did you know that 55% of communication is non-verbal? As a portrait photographer, understanding this is the key to boosting your photography sales and selling in a way that doesn’t give you the ick!
Whether you’re capturing the joy of families, the innocence of newborns, the energy of children, or the charm of pets, your success hinges on more than just technical skills.
It’s about mastering the art of client communication and strategic selling.
We’re about to dive into game-changing strategies that will revolutionise how you approach your photography sales. From client education to NLP techniques, we’ll cover it all.
Just imagine confident clients who know exactly what they want, a streamlined sales process, and a portfolio that sells itself.
Get ready to unlock your full sales potential as a portrait photographer. Let’s explore how you can turn your passion into profit and create a thriving photography business!
The Power of Client Education in Photography Sales
As a photographer who’s been in the trenches for years, I can tell you that educating your clients isn’t just important – it’s absolutely essential for your success.
When your clients understand the value of what you’re offering, they’re more likely to invest in your services. But it goes beyond that. Educated clients are happier clients, and happy clients become your best marketers.
So, how do you educate clients from the get-go? It starts with your very first interaction.
When a potential client reaches out, don’t just send them a price list. Instead, use this opportunity to showcase your expertise. Share some tips on how to prepare for a photoshoot, or explain the difference between various photography styles.
One technique I’ve found super effective is creating an Studio Tour or Welcome Video – a beautifully produced video that explains your process, showcases the experience a client will have and answers common questions. It’s like a mini-course in working with you, and clients love it.
Setting expectations is another crucial part of client education. Be clear about what clients can expect from you, and what you expect from them. This includes everything from timelines to outfit choices. I once had a client show up in a neon green shirt for a family beach session – not ideal for those soft, sunset shots I had planned!
Guiding clients towards desired purchases is an art in itself.
Instead of pushing products, focus on helping clients envision how they’ll enjoy their photos. Ask questions like, “Where in your home would you love to see these images every day?” This helps them see the value in larger prints or albums.
Creating a client education timeline from the initial inquiry to the final sale. Map out the key touchpoints where you can provide valuable information. This might include sending preparation tips a week before the shoot, or sharing a guide on how to choose the best images for an album after the session.
Remember, client education isn’t about lecturing – it’s about empowering your clients to make informed decisions.
When you do this well, you’re not just selling photos – you’re creating an experience that clients will rave about.
Shooting with Intent: Aligning Your Images with Your Products
Seasoned photographers shoot with “intent”. They know the exact images they need to suit the products they want to sell.
Running a successful photography business is not just about taking pretty pictures; it’s about creating images that sell!
So how do you plan your shoot around your product offerings? It’s all about strategy. Before you even pick up your camera, sit down and make a list of your best-selling products. Is it wall art? Albums? Digital packages? Once you know what sells, you can plan your shots accordingly.
For example, if you specialise in large wall art, you’ll want to shoot with negative space that allows for cropping. If albums are your bread and butter, focus on capturing a variety of shots that tell a story. It’s about thinking ahead and visualising the end product while you’re shooting.
Now, let’s talk about techniques. To showcase your best-selling products, you need to shoot with them in mind. If you offer canvas wraps, make sure you’re leaving enough room around the edges of your compositions. For metal prints, capture scenes with high contrast and vibrant colours that really pop on that medium.
But here’s the tricky part – balancing creativity with sales-driven photography. You don’t want to stifle your artistic vision, but you also need to pay the bills and make a profit. The key is to find that sweet spot where your creative passion meets client demand.
Try this … for every “must-have” shot that showcases a product, give yourself permission to take one purely creative shot. This keeps your artistic juices flowing while ensuring you have plenty of saleable images.
One thing I’ve learned is that clients often don’t know what they want until they see it. So, while you’re shooting with intent, don’t be afraid to throw in some unexpected shots. These can become your new best-sellers!
Mastering NLP Communication for Photography Sales
Mastering NLP communication techniques can be a real game-changer for your sales process.
First up, let’s break down the 7-38-55 rule of communication. This rule suggests that in face-to-face communication, 7% of meaning is conveyed through words, 38% through tone of voice, and a whopping 55% through body language.
It simply means that what you say is actually less important than how you say it and how you present yourself.
Now, let’s talk about matching and mirroring techniques. This is where you subtly align your communication style with your client’s. If they speak slowly, you slow down your pace.
If they use lots of hand gestures, you might do the same. It’s not about mimicking them exactly – that would be weird! It’s about creating a sense of rapport and comfort.
Identifying and adapting to different communication styles is another key aspect of NLP. Some clients are visual – they need to see things. Others are kinesthetic – they need to feel or experience things. And some are auditory – they process information best through hearing.
For visual clients, make sure to have plenty of sample albums and prints to show. For kinesthetic types, let them hold a sample product. Auditory folks? Describe in detail how their photos will look on their walls.
Reading body language cues during sales sessions is crucial. Are your clients leaning in, showing interest? Or are they crossing their arms, possibly feeling defensive? Pay attention to these signals and adjust your approach accordingly.
Mastering NLP communication isn’t about manipulating people – it’s about connecting with them on a deeper level. It’s about understanding their needs and communicating in a way that resonates with them. When you do this well, you’re not just selling photography – you’re creating an experience that clients will value and remember.
Effective Closing Techniques for Portrait Photographers
Ok. You’ve done the shoot, you’ve shown your amazing work, and now it’s time to seal the deal. But how do you do it without coming across as a pushy salesperson?
First things first, you need to understand different closing styles. There are 12 closing styles to choose from. Here are three favourites that people do all the time.
There’s the assumptive close, where you act as if the sale is already made. The alternative close gives clients options to choose from. And then there’s the soft close, which is more of a gentle nudge.
Each has its place, and knowing when to use them is key.
Now, let’s tackle those objections. Price is often the big one.
When a client says, “It’s too expensive,” what they’re really saying is, “I don’t see the value.” Your job is to show them that value. I like to break down the cost over time. “This album will last for generations. That’s less than a dollar a day for the first year to have these memories forever.”
Creating urgency can be tricky. You don’t wanna be that guy who’s always “closing down the lot.” Instead, offer genuine, time-limited incentives. Maybe it’s a bonus print with orders placed within 48 hours of the viewing session. Or a special album design that’s only available this month. The key is to make it real and valuable.
Role-playing with a friend or colleague can be incredibly helpful. Try out different closing techniques and objection-handling strategies. It might feel awkward at first, but it pays off when you’re face-to-face with a real client.
Consider this scenario. Your client loves the photos but is hesitant about the investment. Try this: “I understand this is a significant investment. Many of my clients felt the same way initially. But you know what they tell me now? They say these photos are priceless to them. They’re the first thing they’d grab in a fire. How do you think you’ll feel about these images in 5, 10, 20 years?”
The most important thing to remember is that closing isn’t about “winning” or strong-arming someone into a purchase.
It’s about helping your clients make a decision they’ll be happy with for years to come. When you approach it from this perspective, closing becomes less about sales tactics and more about genuine connection and service.
Leveraging Technology to Boost Photography Sales
Choosing the right platform to display and sell your products is crucial. There are a number of options, but ProSelect, Fundy Designer and Pictime for online galleries are standout for many seasoned photographers. You can create stunning layouts, calculate pricing on the fly and even show clients how their photos will look on their own walls.
But here’s the thing – it’s not just about the software. It’s how you use it to streamline your sales process. Set up templates for different product combinations, so you can quickly show clients various options without fumbling around. This saves time and makes you look super professional.
With more clients preferring remote interactions, we’ve gotta adapt. Consider doing virtual viewing sessions using screen sharing. It’s not quite the same as in-person, but it can be just as effective if you do it right. The key is to keep it interactive. Ask questions, get them involved in the selection process. It’s all about creating that personal connection, even through a screen.
Don’t be afraid to embrace technology in your sales process. Experiment with different tools, find what works for you and your clients. The right tech can help you showcase your art, streamline your process and ultimately boost your sales.
Craft Strategic Pricing for Maximum Profit
Crafting a strategic pricing structure will boost your profits without scaring away clients. It’s an art form that can make or break your photography business.
Your price list should be a reflection of your shooting and selling style. Are you a high-volume shooter or do you prefer a boutique approach? Your pricing should align with this.
Now, let’s dive into packages versus à la carte. A la carte can provide some clients more freedom, but can leave others overwhelmed. Experiment with packages. Clients love the simplicity of packages and it’s easier for you to guide them towards higher-value options.
You don’t have to choose one or the other. You can even offer both packages and à la carte options. The packages serve as anchors, making the à la carte prices seem more reasonable in comparison. It’s a win-win.
Let’s talk pricing psychology. Ever noticed how $499 feels so much cheaper than $500, even though it’s just a dollar difference? That’s the power of psychological pricing. Instead of pricing an album at $1000, go for $997. It’s subtle, but it works.
Another psychological trick is the rule of three. Always present three package options – a basic, a middle, and a premium. Most people gravitate towards the middle option, so make sure that’s the one I really want to sell.
Balancing affordability with profitability is tricky, but it’s crucial. You need to know your costs inside out. Factor in not just the obvious stuff like printing and album costs, but also your time, equipment depreciation, and overheads. Then add your desired profit margin.
Create a “minimum order” amount. This ensures that even your smallest sales are profitable.
Remember, pricing isn’t set in stone. It’s okay to experiment and adjust as you go. Keep track of your sales data, see what’s working and what’s not, and don’t be afraid to make changes.
Curating a Product Line That Sells Itself
Curating a product line that sells itself is an art form. When you get it right, it’s like magic – your clients will be reaching for their wallets before you even finish your sales session.
First things first, let’s talk about aligning your products with your brand and target market. This is crucial. You can’t just offer any old thing and expect it to fly off the shelves. Think about who your clients are and what they value. Are they young families looking for affordable options? Or are they high-end clients who want luxury items? Your product line should reflect this.
Showcase products that complement your photography style. If you’re all about moody, dramatic portraits, then bright, colourful products might not be the best fit. Your products should be an extension of your artistic vision.
Creating product bundles is a fantastic way to increase your average sale value. It’s all about perceived value. A client might baulk at buying an album and three large prints separately, but package them together with a slight discount, and suddenly it seems like an irresistible deal. I call this the “Value Vision” approach – helping clients see the value in investing in a complete package rather than individual items.
The key to curating a product line that sells itself is understanding your clients’ desires and aligning them with your artistic vision. When you do this successfully, you’re not just selling products – you’re offering your clients a piece of your unique artistic perspective.
Final thoughts
Congratulations! You’re now armed with powerful strategies to supercharge your photography sales. By focusing on client education, shooting with intent, and mastering communication techniques, you’re setting yourself up for unparalleled success. Remember, your unique vision as a portrait photographer is your greatest asset – now you have the tools to ensure it’s properly valued.
Don’t wait to put these techniques into action. Start by implementing one strategy at a time, and watch as your photography sales begin to flourish. Your dream of a thriving, profitable portrait photography business is within reach. Embrace these changes, and get ready to witness the incredible transformation in your photography sales!
