Who out there doesn’t want to book more clients and make more money? There are a lot of different ways to advertise, but the key to business success today is generating a buzz about your business and your brand.
If you are looking to stand out among the competition, you have to take your studio samples into great consideration. That's what we talked about with Marc Anthony and Tony Ryan from Marc & Tony Photography.
Here are a few tips from Marc and Tony about showcasing album samples.
"Hi Marc, Hi Tony! How do you get the most from your studio samples?"
Have you ever heard the saying “You only sell what you show”? It’s true. Most photographers love certain covers and that is all they show to their clients. We see everything that is in the market and it is easy for us as photographers to select what appeals to us and do not always keep potential clients in mind.
We’ve found that the best way to up-sell clients, is to show sample wedding albums that have 60-80 pages and family books that have at least 30 pages. We do this for two reasons.
The first being that albums with a lot of pages tell a complete story of a couple’s wedding, engagement session or family lifestyle shoot. All of the best images and details are included, along with other supporting moments that they won’t want to forget. Remember, you are storyteller, capturing moments that will be part of a family’s history. If the images aren’t included in an album or book, they cannot be added in the future.
The second reason is simple, it’s good sales. When a client sees that all of your samples have a high number of pages, they believe this is representative of all your other client’s purchasing decisions. Even if a couple doesn’t purchase a 60 page wedding album or your family client opts for less than a 30 page family book, chances are they will purchase more than the minimum offered in your collection.
"How many Covers do you show to your clients?"
We believe in presenting a variety of cover options to our clients. They are coming to you for a memorable experience, beautiful imagery and of course unique books and albums. Our brand is based on fashion and style. Album Epoca is the perfect partner for us, with their wide range of fashionable covers to select from.
For example, if you were to show only one or two types of covers, let’s say the Las Vegas and Newport, that is all you will sell. Client’s will gravitate to what you show them and this will certainly limit you in the long run. Even if your clients love these covers, just think about what would happen if you show them a number of different sample options and talk about all of the other covers available with the AE creative guide. A whole new world of possibilities is opened to them. Also, it is a great talking point for us as photographers to share with clients and for them to share with family and friends. In doing this, you just opened up a whole new sales opportunity and also increased your client base.
"So, how many sample do you have in your studio?"
We have 10 printed samples, with a range of covers from classic to fashion-forward so that we can appeal to a variety of tastes and show potential clients we have something for everyone’s style. In addition to those 10, we also have 16 foam covers (cover kit) displayed in our office along with the AE Creative Guide. If you utilize all of these amazing resources, this will certainly help you to become more successful in your business”
This is the way Marc and Tony goes for success. We want you too in that way.