Episode 274: How to Up-Sell Your Wedding Packages – Tonya Damron

Up-Sell Your Wedding Packages

Are you ready to profit more in your photography business through products sales, but have a fear of being too pushy while selling to your clients?

In episode 274 of the Bokeh Podcast, Tonya Damron exposes the reason that people are afraid of offering print products, and how you can overcome that fear. Listen in as she shares the opportunities you have to up-sell your packages and successfully profit from products in your business.

The Bokeh Podcast is brought to you by Photographer’s Edit: Custom Editing for the Wedding and Portrait Photographer. You can also subscribe to the Bokeh podcast on the Apple podcast app, follow on Spotify, add to your playlist on Stitcher, or listen on Overcast.

Based in: Knoxville, TN (01:19)

Shooting: Weddings & Humanitarian Work (01:19)

Brand Position: Providing amazing customer service by being herself and owning it. (06:29)
Bonus: Sends weddings out within a week,

The Lesson: Get business insurance and find a mentor. (20:05)

Technique for Time: Save work for work hours. (26:19)

Book Recommendation: Everybody Always by Bob Goff (31:46)

The Gear Bag: Bear Whistle and her Think Tank International Camera Bag – bit.ly/bp-ttairportbag (34:10)

Root of Fear in Selling: People think that if they try to sell something, it will always be pushy, when that’s not the case. (38:25)

“When you build collections that include everything you’re capable of offering, you’re limiting the ability to up-sell to your clients.”

Why to put your prices online. (50:22)

Touchpoint for Selling Add-On’s (52:10)
1. Consultation/Booking Session
2. Pre-Wedding Consultation
3. Post Wedding Preview Party (20% Off Special)

Links:
Tonyadamron.com
instagram.com/tonyadamronphotography
Positioning – bit.ly/bp-positioning

Episode 249: How to Sell More Products WITHOUT IPS – Allie Siarto

How to Sell More Products WITHOUT IPS - Allie Siarto

Are you leaving money on the table because you aren’t interested in implementing an in-person sales (IPS) model?

In episode 249 of the Bokeh Podcast, Allie Siarto shares how she’s successfully incorporated print sales into her workflow without having to meet up with her clients for an additional reveal.

The Bokeh Podcast is brought to you by Photographer’s Edit: Custom Editing for the Wedding and Portrait Photographer. You can also subscribe to the Bokeh podcast on the Apple podcast app, follow on Spotify, add to your playlist on Stitcher, or listen on Overcast.

Technique for Time:
Use a scheduling tool for ease of scheduling time with people. (2:07)
Plan out time for when you’ll work and won’t work. (4:05)
Ask for help where it is needed, like childcare. (4:05)
Batch content creation. (4:28)
Automate everything you can. (4:35)

Book Recommendation: (8:28)
The Emyth – bit.ly/bp-emyth
The Zero Waste Home – bit.ly/bp-zerowaste

Advice for Photographers:
Avoid debt, budget where you can, and put some time into the business side. (15:36)

The Gear Bag:
A reflector as a traditional reflector, shade, and the bag for when someone sits on the ground. (22:03)

Benefits of Print Sales:
1. Money
2. Happier Clients

Four Ways to Virtually Sell More Print Products:
1. Curate your products. (36:06)
2. Set client expectations. (38:55)
3. Give your clients the right tools. (41:57)
4. Host a virtual viewing party. (47:40)

How to Push Sales in a Timely Manner: (52:43)
1. Set up a timer to expire the gallery.
2. Incentivize the purchase with a sale.

Links:
photofieldnotes.com
Calendly.com
Schedule Once – oncehub.com
17Hats.com
Swift Galleries – theprintmakersystem.com
boomeranggmail.com
Pixelu.com/slideshare
designaglow.com

Episode 233: IPS for Senior Portraits – Britney Smith

IPS for Senior Portrait Photographers

Are you looking to incorporate print sales into your senior portrait sessions while maintaining a boutique experience?

In episode 233 of the Bokeh Podcast, Britney Smith of The Glam Lab Photography provides three key principals for making the transition to in-person sales! Tune in as she walks through her own process and why she decided to make the switch!

The Bokeh Podcast is brought to you by Photographer’s Edit: Custom Editing for the Wedding and Portrait Photographer. You can also subscribe to the Bokeh podcast on the Apple podcast app, follow on Spotify, add to your playlist on Stitcher, or listen on Overcast.

Technique for Time: She had to decide to take time for herself and her business and send her children to daycare for half days. After drop-off, she’ll meditate and journal to get in the right mindset to accomplish tasks for the day.

Book Recommendations: Rich Dad, Poor Dad – bit.ly/bp-richdad-poordad

Advice for Photographers: You need to charge your worth in order to run a successful photography business.

The Gear Bag: Canon 6D w/ 85 mm 1.4

The IPS Process:
1. Have a consultation to discuss how it works, expectations, and get to know each other.
2. Capture the photoshoot with intent of delivering 25-30 images to the client.
3. Send over 2 sneak peaks.
4. Two weeks later, reveal their images via slideshow at Premier Ordering Session (or IPS session) for the first time.
5. During ordering session, label images as Favorite, Maybe, and No’s.
3. Determine the products that they’d like to order for themselves, then allow add-ons after they hit the minimum ordering fee.
4. Determine the products that they’d like to order for their family members.

Principles:
1. Build a relationship with your clients.
2. Remind your clients of the value of prints and products.
3. Do not undercut yourself.

Links:
theglamlabphoto.com
instagram.com/theglamlabphotography
thephotocookout.com
pixieset.com
millerslab.com

Episode 201: IPS in a Shoot and Burn World – Keala Jarvis

In-Person Sales

Does the idea of moving to in-person sales intimidate you, when the photography industry has moved online? You’re not alone!

In episode 201 of the Bokeh Podcast, Keala Jarvis shares how she moved to IPS, and the impact it has had on her business as an international portrait photographer. Listen in as she describes the three main fears most photographers have about transitioning to an IPS business model, and how you can overcome those fears!

The Bokeh Podcast is brought to you by Photographer’s Edit: Custom Editing for the Wedding and Portrait Photographer. You can also subscribe to the Bokeh podcast on the Apple podcast app, follow on Spotify, add to your playlist on Stitcher, or listen on Overcast.

Technique for Time: Scheduling out all emails and social media.

Brand Position: International portrait photographer that creates unique artistic expressions of the individual or family’s soul.

The Gear Bag: Canon 5d Mark III & Sigma Art 50mm & Reflector

Fear Photographers Face with IPS:
1. Rejection
2. It takes a lot of extra time.
3. Expensive to start out.

Links:
Kealajarvis.com
instagram.com/kealajphoto
fb.com/kealajphoto
boomeranggmail.com
Buffer.com
Workflow Wednesday: Social Media: bit.ly/bp-161
joerogan.com
Big Magic by Elizabeth Gilbert: bit.ly/bp-bigmagic
Knightingale by Kristen Hannah: bit.ly/bp-knightingale
Kindle Paperwhite: bit.ly/bp-kindle
The *Poop* Sandwich: bit.ly/bp-poopsandwich
The Suttle Art of Not Giving an F: bit.ly/bp-notgivinganf
Jess Onesto: bit.ly/bp-186
Bobbi Brinkman: bit.ly/bp-146