Most photographers overcomplicate In-Person Sales.
Especially when you’re first getting started with it.
So, here’s how to make it easy…
Step one: Attract people who want printed products.
There are two other expectations you’ll want to set, but setting expectations for products is most important, so start with just this.
Not sure what products to offer (or what price to offer them)?
- Start with one product. I recommend a framed and matted print. It’s a classic and it fits a ton of different styles. Pick just one from one lab. Still stuck? Ok, here… sell this 1.5” Black Gallery Frame from WHCC. Done. Move on.
- “But what do I charge?”. Multiple your cost by 4. That’s it. Keep moving…
Step two: Create excitement for those products throughout your client journey.
This starts with a planning meeting about a week before the session. Ask questions about what they want to do with the artwork you’re going to create, then make suggestions. Paint a mental picture for them of what you have in mind.
Step three: Give them what they’ve already told you they want.
Most people call this the “sales meeting”. It’s not. The selling has already happened. They told you want they want during the planning meeting and you built up their excitement for those products through the session and the time between the session and this sales meeting.
Now it’s just “Ok, here’s everything we’ve already discussed; what would you like to do with the rest of these images you love?”.
Seriously, that’s it. The sales meeting is the easy part.
Step four: (Over)Deliver
The sale has been made, it’s time to give them (more than) what they were expecting. The best way to do this is to personally deliver any products they ordered and install their wall art for them. Offering installation take all of the work off of the client and ties a bow on the entire process.
Done. You now know what you need to know to do In-Person Sales.
Is there more? Absolutely. Can it be more complex? Yup.
At some point you’ll want to:
- Round out your product mix with products that match your style, fit your brand values and fit your price point.
- Optimize your pricing to include the value of your time and other costs associated with the creation of your products.
- Refine your processes to be sure all necessary expectations are being set at multiple points throughout your client journey.
But all of that? It’s not important yet.
For now, I want you to focus on this and only this:
Make it work. Then, make it better.
Just put something – anything – out there right now. Then spend all the rest of your tomorrows making that thing better. Just get started.
- Want a deep dive into the details of this process? Be sure to check out the free video and workbook on our AEDD Framework for In-Person Sales.
- Want to see what an IPS meeting looks like in the real world? Check out this real In-Person Sales meeting recording from Swift Galleries member, Kaitlin Roten.