Making the Sale?

[shutterfire]

Big question here I am totally new at this and am asking for help with the print sales aspect. I Did a shoot this last week and then I emailed them the print prices. The Sitting fee was a modest price and I was hoping for larger sales on the back end. I think I failed in that I provided a web size CD proof set. She asked for a price list and I sent one. My response was (WOW) as in thats a lot.
I believe I failed I probably should have had a 1:1 with the proofs and some larger examples to show the difference.

1.Would it have helped to close the Sale?

2. Would I have had a larger loss by printing available sizes?

2. Should you charge a bigger up front Sitting fee and expect smaller print sales in relation to price?

[Ernst-Ulrich Schafer]

Well Eldon, lst mistake was not communicating policies and portrait pricing upfront before you even had the session. 2nd mistake was offering the CD proof set.

At my studio most of all of my customers come back for an ordering appt. In person sales are pretty much required if you want to make money at selling portraits. I don't do online viewing unless maybe its a wedding/family reunion where there are alot of out of town folks. The longer their online, the smaller the sale, so limit that time and maybe
offer some sort of discount by a certain date.

I myself don't have a Session Fee, I have a Reservation Fee for a studio session of $200 and then I do offer this as a credit towards their purchase. I also sell all A la Carte, No Packages.

When it comes to price, it's also important to know what sort of quality your offering?
Sorry to say but these days we are flooded with photographers that don't know what there doing, the quality of their images are quite poor, but, but, but I have a nice camera here and I do know how to push this button.

[J Eddington]

Finding out before the shoot about what your client wants and needs is very important.
You can also give them a idea of what this is going to cost them. Don't waste your time on clients that cannot afford you.

Get them excited about seeing their photos and the excitement will continue through the sale and they will buy more.

[LanceHaynie]

Originally Posted by J Eddington

Get them excited about seeing their photos and the excitement will continue through the sale and they will buy more.

Agreed! Sales is just a transference of enthusiasm. It doesn't matter what you are selling, they have to be excited about it.

[shutterfire]

So when you give them an idea of what its going to cost them. I guess after pumping them up about the photos you might give them an idea of what you are charging for a 8x10? I didnt have any problems pumping them up about the photos. Thanks Ernst I think I really failed in the ordering appointment! Janice I appreciate the advice about finding out the clients needs, I will have to work on honing these skills.

[Ernst-Ulrich Schafer]

Eldon, Keep in mind they also buy what you show and the suggestions you make. You don't have to be a hard sell, You know Mrs Jones most families will purchase a Wall Portrait for themseleves and then the Desk Sized Portraits for family and friends. I sell alot of Wall Portraits. Or how about a nice collection of 3 or 4 portraits right above you sofe. If you don't show it suggest it you can't sell it.

[shutterfire]

Ernst, so you purchase these in advance hoping to make the sale and if you dont then its a loss right?

[shutterfire]

So its buy large and sell large right?

[Ernst-Ulrich Schafer]

Eldon, I just have examples of my work that I have hanging at my studio. If I was traveling with a laptop I'd have examples in a nice bag that I take with me.

Now there are times when I print a favorite image of the session on an Epson 3800 printer, put some backing to it, slap it in a frame and it's sitting on an easel when the customer comes in. Sells 8 out of 10 times, if it doesn't I can put it in my display window, my costs isn't that much.

[David Whatley]

I always ask, what are your plans for the photos, hang on the wall, FB, email to Grandma, Gifts, etc
After you know what their plans are you can help them. Print an 8X10, 11X14 and 16X20 of an image and compre how small and cheap that 8X10 looks side by side.
Your "print" cost is just a small part of your COGS.

[shutterfire]

Thank you david>

[Ernst-Ulrich Schafer]

Eldon, Ya, your FRICK'N Welcomed.

[texxter]

Originally Posted by Ernst-Ulrich Schafer

Eldon, Ya, your FRICK'N Welcomed.

[Ernst-Ulrich Schafer]

Nothing worst that internet bad manners Paco, what is it with the younger generation these days? ;-(

[shutterfire]

sorry guys I appreciate all your help! I really wasnt trying to be rude to anyone and was going to thank everyone and got pulled away from the computer to put my wife in the Hospital so please forgive me.