September 11th, 2008 in In no time at all our November 1 cut-off will be upon us, and it will be no surprise to see…
- Album orders coming in with title pages that have 2007 (and even 2006) wedding dates, and
- Clients who absolutely must have them by Christmas!
In other words – almost certainly – stone cold sales, and – probably – missed opportunities…
How can you avoid this happening? Be proactive!
Steve told you how he did it. Here are a few other suggestions, none of them rocket science:
1. Book an appointment with your clients as soon as possible after the wedding, and wow them with a slide show. It will take just a few minutes with Photojunction Remix and you’ll have them weeping in their seats.
2. In your slide show, show them an album, not the images. That’ll take you an hour or two in PJ Remix and you’re half way to the sale.
3. Don’t give your clients anything to take away until the album order is finalised. If you give them a stack of prints, or a DVD of images, you satisfy their emotional need without finalising the sale.
4. Remember Sales 101 and ask for the order before they leave.
5. Treat this as an opportunity to upsell, not just to settle what they committed to before they saw their own photographs.
Note that first you have to be proactive on yourself. Work out your cunning plan. Try it out on real live clients. Use the experience to make it better.
We’d love to hear about your own sales strategies.
Cheers, Ian
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