Taking quality photos can take you a long way in the photography world, but many photographers often forget how important sales are. It takes time to understand what your clients are looking for in order to turn a profit, so here are some tips from Imaging USA speaker Phil M. Jones that’ll help:
- Slow down. Take time to learn about what customers want from professional photography, and don’t rush it. Ask your client questions about themselves and provide recommendations to make the sales process easier and less complicated. Not only does this help you understand your client better, but it helps you to form a lasting relationship with them. Clients appreciate the effort it takes to get to know them, and that will incline them to return time after time. Along with that, don’t try to rush your sales and close a deal too quickly. You may accidentally skip some important steps and lose money in the process.
- It's not about the price. You would think customers wouldn’t want to pay high prices, but the truth is clients don’t care about price at all. What they want is value-- they want to get the most for their money. Ask your client what they know about photography and explain to them what they’re paying for, so they understand the value your unique work has. Explain what your process is like, who you work with, and what other work you’ve done.
- Fill the funnel. When you finally close a deal and finish with a client, don’t focus on the success of making money. Focus on the success of making your client happy. This will serve you better than increasing your revenue because pleasing your clients will encourage them to come back again, refer you to friends, and put in a good review for your work. This will allow you to expand your clientele and increase your sales.
To read the full article and get more tips, visit Professional Photographers magazine. If you're not already a PPA member, don’t forget to join PPA to get the latest advice and news in the photography world!