As one of the most challenging parts of owning a wedding photography business, selling to clients can be a difficult task to master. With wall art sales, you can increase income for your business, which helps you continue to grow. When you offer, sell, and create wall art for your clients, you provide them with valuable memories from their wedding day.
So how can you overcome the fear of in-person sales and find the inspiration to sell more wall art to every client?
This is a guest post from my good friends over at the wedding photography editing company, ShootDotEdit, to discuss simple ways to set expectations for wall art throughout the client lifecycle, which can help you feel more comfortable selling to clients.
Here at ShootDotEdit, we love to provide actionable and reliable photography resources for wedding photographers. In our Online Training: Simple Steps to Sell Wall Art to Every Wedding Client, Chris shared simple ways for you to incorporate wall art sales into your process. Here are 8 easy tips to selling wall art to clients for your business.
If you have difficulties selling wall art to every client, you may not be attracting the right client for your photography business. Reach out to potential clients who are perfect for you with examples of wall art on every platform they have access to. For you to do this, share about wall art on your website, blog, and social media platforms. That way, you can attract more clients who want to purchase wall art with their services.
On your wedding photography website, build a portfolio specifically dedicated to wall art. The examples you share on your website can be of wall art samples, or examples of wall art in your past clients’ homes. Two main focuses of this are to show your clients how much you value wall art, and to set their expectations for when they book you as their photographer.
In addition to placing wall art galleries on your website, share more about them on your blog. Create a few posts which share why you love to share wall art with your clients. Often, your clients do not understand the value of wall art and why they need to have it. When you take the time to blog about what wall art means to you, your clients view wall art differently. The posts are also less about what your clients bought from you in the past, and more about why you believe wall art is the best thing for your clients to purchase from the wedding day.
Because social media gives you the opportunity to expand your reach, you can share wall art with thousands of potential clients. Use your social media platform to have a two-way conversation with your followers. This is a great opportunity to involve them in the conversation, so they are more invested with wall art. Ask them questions about their favorite galleries, or to share about the wall art they currently have in their home. When you post wall art galleries on social media, it continues to reinforce the idea you are the source for wall art in the wedding photography market.
As you talk about wall art galleries on social media, run a contest to get your followers invested. An example of this is to ask followers to help you decide on your studio’s new wall art samples. To involve your past clients, share wall art galleries from each wedding you shot this year. Let your clients know you will give them a prize if their gallery wins on social media, which encourages them to share about the contest with their family and friends. This creates excitement about wall art, and continues to set expectations for your ideal clients.
Before the client contacts you, they should already have expectations for wall art from your website, blog, and social media platforms. Once the client contacts you, take the time to set up a client-focused planning meeting. During this meeting, ask thread-pulling questions. Thread-pulling questions are ones which encourage your clients to answer more in-depth than just “yes” or “no.” This helps you find out what your clients really want. Ask about the design in their home, the color scheme, and where they envision wall art. The answers they share allow you to provide helpful suggestions, which further encourage them to purchase from you.
Once the wedding day arrives, reinforce the expectations throughout the shoot. When you mention wall art to your clients during the wedding, you build excitement for the wall art you discussed in the beginning. This is the time to help them visualize the wall art you spent so much time talking about before the wedding day.
As you plant the seed during the wedding day shoot, look for stories to capture for wall art. There are a few ways you can accomplish this for your clients. Look for moments that are perfect for wall art, such as a photo of the bride and groom during their portraits, or highlights from other memorable parts of the wedding day. Detail shots also make great wall art, and you can incorporate many details together to showcase your couple’s choices. Keep an eye out throughout the wedding day to spot moments you know will create wall art your clients will love.
With a process in place, wall art sales can be a simple process for you. Plus, you can increase your overall income and continue to grow your business throughout the year. Do you know if you will make a profit by the end of the year? Fill out our Wedding Photographer Pricing Calculator to find out!