In your photography business, do you know if you will make a profit by the end of the year? Our Pricing Calculator allows you to you list out every expense you have, and the income you will bring home. After you filled out the Calculator, take a look at where your profit comes from. How much of it comes from print sales? Chances are, your answer might be lower than where you want it to be.
Does this sound familiar? After you finalize the wedding details with your clients, and the shoot is over, you send them their images. Because you have so many tasks on your to-do list, and the next wedding shoot arrives, you push print sales aside. When you actually have the time to think about prints, your clients’ excitement about their wedding day has already dissipated.
Although it may seem like selling prints is another task you have to take care of, prints can drastically increase your income. But, print sales have to become a solid part of your workflow from the beginning of the process. Here are 4 simple workflow hacks to skyrocket your print sales.
1. Start from the Beginning
When you and your clients meet to discuss their wedding details, start the discussion of print sales. Many of your clients may not know the value of prints. Let them know what it will mean for them to purchase prints from their wedding day, and the memories they will have for years to come. In your wedding packages, share which ones allow them to easily purchase prints so they can showcase them in their homes with their loved ones.
As you educate your clients about print sales and plant that seed from the beginning, it becomes easier for you to discuss them throughout the process. For example, as you are shooting their engagement session, you can naturally explain that a certain image will look perfect as a canvas in their living room. It also allows you to avoid overwhelming them after the wedding day and coming across as a sales person trying to make an additional sale.
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2. Showcase Past Prints
A second way to include print sales into your workflow is to showcase past prints during your client meetings. Just as you likely share your images after they are color corrected by a wedding photography post processing company, create prints for your clients to view. When clients see actual prints from your past weddings, they begin to understand the value and necessity of the print. It also further plants the seed that prints are something they should consider. In your studio, ensure you have prints hanging on the wall (or available for clients to view) of a few of your past wedding shoots.
When you share prints in your initial meeting, your clients can see what the prints will look like with their photos. Have a few different sizes available, so they know they have options. The photos you choose to showcase should invoke an emotional connection from your clients, so they can imagine what they will feel like when they place their prints in their home.[ninja-inline id=14322]
Related: How can these 9 tools save you time in your workflow?
3. Create Anticipation
Another way to incorporate print sales into your workflow is to have a process where you gather email addresses from guests during the wedding day. Before the day, decide upon the process you will use to encourage guests to provide their emails. If you provide a photo booth, you can have an area where the guests fill out their name and email address to receive a digital copy of their images. Or, you can work with the couple to create cards for the guests’ tables, where they can fill out their information to be notified when the images are available on the gallery. When you gather this information, you can then send out emails once the gallery is ready. This helps you create anticipation for the wedding guests, as well as your clients, so they are excited to see the images (and may be more likely to purchase them).
Tip: If you have a second shooter or assistant, they can also ask guests for their email addresses during the reception.
4. Outsource Print Sales
Similar to other things on your to-do list, print sales can take a lot of your time. After the wedding day, your clients are excited to see their images. But, the longer you wait to share their photos, the more their excitement lessens. Just like you can outsource other areas of your business, have someone help with print sales. For example, Extra markets and sells prints after the wedding day for all ShootDotEdit Customers. With a customized and tailored experience for your wedding clients, as well as their family and friends, you can increase print sales without lifting a finger.
Print sales are a large part of the profit you make each year. When your workflow incorporates techniques for print sales, it becomes easier for you to sell more from every wedding. Learn more about how to set up photography pricing for your business with our free Guide, Pricing for the Wedding Photographer. We feature tips from Vanessa Joy, plus how to know which pricing model is the best for you. Download it today!
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