Explaining that they will see their images as an AV presentation, that you will take them through a process that really helps them to decide which they want and how they want them, introduce the option of an album and if they are unsure about what today's albums are like, say you just happen to have one in the car and get it to show them! Openly discuss the options available as you really want to encourage them to think about where they might want to hang a finished frame, this will help make further decisions easier such as size and type of frame or finish.

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.

It is crucial that you have great sales samples, as it is a well-known fact that people buy what they see. If you want to sell a multi acrylic block with 9 images on then you need to have a multi acrylic block with 9 images on to show. With collections of pictures in albums, always show a storybook layout, for an on-location lifestyle shoot you should aim for between 60-90 images, to really show the potential of the album as a sales tool.

Another idea worth considering is to have the sales samples priced up, create some beautiful 'price tags' which are neatly suspended from the back of the frame or in the back of the album on ribbon so that clients who may be seeing these samples at the consultation stage or at the photo shoot itself, become comfortable and familiar with prices.

Biography

http://www.annabelwilliams.com

Annabel Williams' reputation as both a world class photographer and an outstanding tutor is recognised across the globe. Her warm enthusiasm, coupled with an incredibly intuitive approach, is and always has been the driving force behind her very personal and unique style of innovative yet contemporary award winning portraiture.

She brings to her work an imagination and insight which is rare among even the finest professionals, all of which has contributed to her outstanding performance in her genre and it is these qualities which command Annabel so much respect from her peers.

No stranger to both TV and the press, Annabel is also the author of several books on her subject. Her passionate viewpoint engages everyone in a highly enthusiastic exchange of ideas and creativity.

Alongside her business partner Catherine Connor, Annabel also runs Contemporary Photographic Training (CPT) – a dedicated training centre in the Lake District, which runs a comprehensive range of workshops and seminars from ‘getting started’ right through to the prestigious ‘Bespoke Programme’ for aspiring professionals.

All images in this article © Annabel Williams

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