Most photographers spend the majority of their time and energy trying to book new business, often missing out on numerous sales opportunities right under their nose. In today's post, I'll share five strategies that can significantly impact your sales without booking any new business.
1. Create An Offer that Your Customers Can’t Resist
Over the years, we've used several different techniques to entice customers to purchase larger packages. The key to success is making the offer so irresistible that it's almost impossible for customers to say no. People will take action when the perceived value of the offer seems higher than the risk.
For example, this season we have an offer for our dance schools that's working exceptionally well. Here's the deal: last year we ran a $90 average order with dance school orders, but wanted to increase the average this year.
First, we introduced a new 5×10 framed portrait with a retail price of $29. While this product has a high perceived value, it actually costs the studio less than $4 to produce. Since this product has such high perceived value, we used it as a free bonus item for parents who placed an order of $125 or more. For this to work, please make sure you have samples on hand for parents to see. This promotion has been so successful this year that we're about to order another five cases of frames.
We have an exciting new offer we're finalizing now for Fall that looks like it's going to be a real winner. Stay tuned.