You love taking photographs. You love making your clients laugh as you snap their portrait. You also feel your heart burst when your clients cry over your images. So why can’t you get them to buy anything? In the beginning, I was just as frustrated as many of you. I would sit up on the computer late at night wracking my brain, questioning why I couldn’t increase sales from my photo sessions. People loved my photos, they loved the experience, but they were only paying a hundred dollars here and there. It brought me to tears many times.
It’s not that you want to be rich. It’s not that you want to swindle your clients. But, your passion for photography drives you to create amazing photos for your clients. Your time and talent are worth everything to you. The trick is to learn how to translate that into sales. Merely posting your images on your website or online hosting gallery isn’t going to encourage your clients to buy more.
People tell me all the time, “But Dustin, I don’t want to make my clients feel like they’re in a high pressure salesroom!” Absolutely not, I completely agree. My focus is to create an enjoyable and relaxing environment surrounded by overwhelming emotion. There are so many sayings out there when it comes to studio sales. Skip Cohen, a studio guru, states “Beauty is in the eye of the checkbook holder”. This is so true, based on the idea that when people cry, they buy. This doesn’t mean that your playing on their emotions. Rather, it reflects their emotional investment in your work. They love your images, so why not show them what they can really do with them?
Over the years, I’ve slowly built my collection of studio samples. I know for a fact that my clients won’t buy a Collages.net album or a gallery wrap from Canvas Press unless they see it with their own eyes. They want to touch it, feel the weight, see the quality, and know what they’re getting is something they’ll enjoy for a lifetime. People won’t buy a car if they can’t take it for a test drive. Why would they buy an album if they don’t get to hold one in their hands?
My point is this: You’re not creating a high pressure sales situation. You are enabling your client to see the multitude of ways they can enjoy your images forever. Instead of smothering them, let your clients be free to take in all the wonderful things your studio has to offer.
Above all else, remember this lesson… as a professional photographer, taking photos isn’t your only job. Helping your clients get the best results from your images is also part of your job. Don’t leave your task half-done. By completely satisfying your customers, your sales will increase, your profits will grow, and your passion will be rewarded.
Please post your questions and comments below…
by dustinmeyer
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