The holidays can get pretty hectic. Besides work, life in general can get a bit crazy and if you live in the snowy part of the States I don’t have to remind you that ice and snow can add to the stress.
One thing that never changes tho is that families value photographs of each other. The older I get, the more I am so thankful for the images we’ve taken the time to do of our family each year. Every year in the fall we have a new session and hang that new portrait on our wall. There are always lots of memories and stories to reflect on from the previous portrait as well as the new one.
With the holidays quickly approaching now is the time to start reminding families that you have something special you can create for them right now. And they can wrap up Christmas shopping early as portraits make the perfect holiday gifts.
You have to get your message across multiple times to motivate people to take action. It’s not just one time that they will feel the urge. You have to promote the experience and satisfaction of having a professional portrait session. They have to know that the effort is worth their time and investment.
Put yourself in your customer’s shoes. It’s hard getting everyone on board to have a family portrait made. Especially as the kids get older. It’s so easy for people to say – it’s too much hassle. Let’s just use the vacation photo we took this summer. Dads can be especially uncooperative. So there’s a lot for a mom to overcome even if she’s personally really motivated.
Give the spouse the solution to the objection of – “It takes too much time” by offering a beautiful, personalized family portrait in just 15 minutes. It might be a challenge but you have to be able to deliver that in today’s busy world. That doesn’t mean the family won’t give you more time once the session starts but you’ll have to ask permission and explain the variety you could add.
That gives you have the ability to promote that you can create a gorgeous, personalized portrait in a short amount of time. It’s a great selling tool. If the spouse has a demanding schedule, this is huge.
Sales. In-person sales are the key to higher averages. Try to schedule the sales appointment 3 – 5 days after the session. Let them know this in your initial call. Let them know how the process works and the benefits of that. Or maybe they want to do it right after the session? But be prepared to listen to their needs and accommodate them when it makes sense. Some people have found that doing FaceTime sales has been the only way to manage busy schedules with decision-makers.
Think about what makes your studio unique from the competition and promote that in all your marketing material and website as well. Have you heard about Marathon Power of 3 Family Marketing? There’s no easier or cost-effective way of reaching out to families. Check it out here.
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