How to Sell Portrait Photos

June 23, 2009 | Mark Goldstein | Photography Techniques | 4 Comments | |
How to Sell Portrait Photos Image

Every photographer should spend a dedicated amount of time monitoring and evaluating the efficiency of each area of his or her business. Running a photography business is about more than just taking pictures. Each department needs to have as much TLC as the photographic product. The sales department is often one of the more neglected areas, coming at the end of the process and sometimes being the bit that photographers feel the most uncomfortable about!

When monitoring the effectiveness of this you need to go back through the journey that each client takes through your business. This journey allows you several opportunities to prepare the clients for the sale experience and thus also prepare them for a realistic spend.

Your marketing activity should ensure that you have the right target market clients coming through the business, but from the very first point of contact they need to know an estimation of what they are likely to spend. In fairness most clients won't have a definite idea of what they want as a final finished product so it is up to you to educate them, start to get them thinking about the physical product that they want from the shoot whether it is a collection of pictures in an album, or framed pictures and canvasses for the wall. Introduce the price points for these options –'Most of my clients spend anywhere between £xxx and £yyy' Framed pictures start from £xxx upwards, collections of images in albums start from £xxx.

How to Sell Portrait Photos

At this stage this is enough information for them to start to feel comfortable with, anyone unwilling or unable to spend this much will be filtered out here. Following the initial call, send out your printed material with a covering letter, this letter should support and reinforce the message you were giving out over the phone, confirming all details and again have a simple reference to prices and the sales process you will be taking the clients through so they have a thorough understanding of both the method you will be adopting for the sale and the price points of the various products available.

How to Sell Portrait Photos

The next stage which offers you an opportunity to pre-sell is the photographic experience itself, throughout the shoot you can mention products and prices if the opportunity arises, if not there is always the valuable time at the end of the shoot. Don't rush away, an extra 15 minutes over coffee at this time will give you the best opportunity to prepare the client, they have had a great time with you so far and are now quite relaxed. Take some products with you, keep them in the car and as you are chatting start to prepare them for the next stage.

Entry Tags

photos, how to, portraits, top tips, business, studio, location, marketing, annabel williams, sales, sell

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#1 Vic Pellicier

“By the time you are in the actual sales scenario almost 90% of the work should be done and you’re job is then to help them select the best possible images in the most ideal form of presentation for their needs.”

This is some dynamite info, thanks a lot. I have had trouble balancing the jobs between salesman and photographer, finding a balance and partially separating the two could probably help me out quite a bit.

Great article, got a lot out of it.

- Vic

6:21 am - Wednesday, June 24, 2009

#2 Harry Golding

As a website owner that sells directly to photographers, here is my sixpence.

If you are visiting clients to take a shoot or they are coming to you; you should always have samples of work with you.  This should be high quality prints, framed items and canvas prints or perspex art if you sell these.

We supply over 400 photographers with canvas prints and perspex art of their work which they in turn sell onto their clients.  The biggest problem they all have is that clients always buy what they see.  We sell a small perspex print, a medium one and a large one.  Photographers will usually get one small sample and then complain that the client bought that size.  You need to get the biggest sample for canvases or acrylic prints as you can so they can visualize that size on your wall.  This is all assuming that you want to make more money selling the larger canvas or print etc.

Another tip is to use a company for your prints that can do some nifty stuff on photoshop.  We have some photoshop templates that allow us to put any image onto a model of perspex or canvas and make it look real. That way the photographer can show the completed art without having to purchase it.

Hope this helps.

1:20 pm - Thursday, August 13, 2009

#3 Mellissa lentini

It’s a woman the author is vinciata

2:48 am - Friday, May 16, 2014

#4 Derrick Rose

If you want to sell portrait photos then you have to make then look good. I mean make the best quality copy out of it by using a hp laserjet 1320 toner in printing it. Landscapes photos are easier to sell but portraits can be sold too.

5:01 am - Thursday, September 11, 2014