Portrait Packages - do you budge on what's included?

[Mindy H]

I always have customers ask....what they want doesn't fit perfectly into the packages that I have set up....so they ask if I have 'other' packages that might fit the quantity and sizes that they are looking for.

Sub-1k customers I just say no and they order from what I have. Customers that are placing 1k+ orders, I feel like I need to be a little more customer-service oriented and I've been customizing a package specific to them and giving a percentage discount comparable to the discount offered in my regular packages.

So, I've been wondering if I am going about this the wrong way. Should I actually be sticking to my packages and basically forcing them to purchase the extras that they didn't really need? Then have them add on the items that they orginally wanted that weren't included in the package?

Help a sista out with some sales advice! The sales part of this game, I am so not good at!

[toverman]

Few people want to buy something they don't want. Much better if they absolutely love everything they are getting.

How specific are your packages? If you list specific sizes of prints, etc., maybe you should include a "print credit" instead. For example, a session costs $500 with a $250 print credit. That doesn't mean you only get $250; it means based on your marked-up print prices, a customer can order any combination valued at that amount. In reality, your costs will be much less. It might require adjusting your price to figure the same (or more) amount of profit using the credit, but I've seen it done many times.

That way you don't have to budge for them to be happy.

[CaptainTom]

So, I've been wondering if I am going about this the wrong way. Should I actually be sticking to my packages and basically forcing them to purchase the extras that they didn't really need? Then have them add on the items that they orginally wanted that weren't included in the package?

I would advise that your "packages" are merely suggested combinations that other brides have requested. You can combine any number of options to suit the customer and that you would need to price this 'custom' package according to the items they want. This gives you the opportunity to sell them what they want, and to modify the pricing any way you want up/or down...

This will help distinguish you from the other guy who sticks with his packages and won't budge. It's always more fun to get an item that at least seems to have been designed especially for you and we aren't surprised that such a 'service' would cost a bit more.

[bondarnes]

We often adjust a package by swapping things of nearly equal price i.e. "You can have two 5X7 instead of an 8X10 if that fits your needs better." Just make sure that the items are close to the same price or the swap is in your favor.

[Cajungaltx]

This is something that I'm running into as well. I started with just pricing everything individually, and then after the BR workshop, thought 'packages' would work better. I'm learning that is a hard sell. Some folks don't want wall portraits, etc.

I like Todd's suggestion about print credits. I recently saw someone who offered their plans in that manner. They offered the session, plus a dollar amount of print credits. So their $500 session was the session fee of $125, plus $375 of print credits - customer determines what they get with that $375.

If they order all 5x7's - they'll get alot... if they want one large wall portrait, then they get that.

The reality is that if you need to make: x amount per session to end up at your yearly income target, I think pricing it to make sure the 'minimum' amount is bought at those sessions is key. The biggest issue that i run into, is that the COG on, say a canvas is a heck of a lot different than an 8x10. So that really screws with my math as well.

Let me know what you figure out so I can copy you... *lol*... you know I'm a Mindy Harmon wannabee. ;)

[bigjon0107]

We use our packages as "guidelines." If they want something added/removed we are glad to work with them. Plus working with them will make them happier customers, or at least when it seems like you are making an effort....and happier customers = better word of mouth ;)

[HotHolly]

I dont have any portrait packages. I never was able to get them to benefit BOTH me and the client. Maybe Im stupid, but I do way better al la carte.

I dont sell sizes smaller than 5x7. If they want wallets, they get 4 free with every $100 of stuff they buy. If they want an album, it cost $XYZ - if they buy $ABC amount of prints, then the album is 50% off. I push print sales pretty hard as primary product. Other stuff is icing.

[Mindy H]

Thanks everyone for sharing all of that info! I am going to revamp what I'm doing soon and take the advice into account....then, untill then I'll just let the customer do a swap for equal value items that way the package doesn't loose value. Gracias!