Have you ever wondered why the biggest photography companies serving the daycare and preschool markets offer pre-printed packages for parents to preview before they buy? It’s because this selling method produces the highest sales averages per client. Parents can’t pass up buying the “Big” complete package when it’s printed out and ready for them to take home. Even if they had not planned to buy very many portraits, they just can’t stand the thought of the unwanted portraits being thrown away. Some parents are not fond of this type of selling while some like to see before they buy and end up buying more.
It is recommended to have two poses available, each with 3 sheets, 1 8×10, 1 5×7 & 2 3.5×5’s on one sheet and 1 5×7 & 4 wallets on another sheet. That’s 6 total units with an investment of only $3.90 per child when paying on 65¢ per unit. You can add an optional 10×13 or 11×14 wall portrait of the best pose to the package for only $1.30 more. Retail them at $15-$20 per sheet or $69-$89 for the complete package, which can save a parent some money over the a la carte price.
Arrange to do IN-PERSON sales from 4-6pm when parents come to pick up their kids. NEVER send them home unless they are pre-purchased. Don’t worry about the unsold units, you can use them as samples in your next presentation. The added revenue from impulse purchases will more than cover the expense of your unsold units. The approval of Speculation sales method also works great for family portrait fundraisers and dance schools.
To learn more about Marathon’s 65¢ 8×10’s and $1.30 10×13’s go to www.VolumePortraitSolutions.com.
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Show comments Hide commentsHi Chris, I was wondering what the best way to keep track of sales would be if you are doing speculation sales.
Amy:
Tracking these sales is very easy as long as you’re doing In Person Sales. When you present direct to Mom’s you make delivery on the spot; either by cash, check or charge. Parents pick up their kids after work, so set up your sales sessions from 4PM to close of the Childcare Center. Set up multiple tables and show several clients their portraits at one time. It doesn’t take long for Parents to decide if they like the portraits, and if so, to decide whether they want all the portraits, or just a part of them. If they don’t like them, they’ll walk away without a purchase. We use any unsold portraits as future selling samples.
Remember to tell all Parents that the packages are available at discounted prices TODAY ONLY and will not be available later at these prices.
If you are allowing Moms to take the work home to review before making the purchase, you can be in for trouble. I don’t recommend doing this as it’s too easy for Moms to scan a print from the package before returning the package with no obligation to purchase. It’s also easy for Moms to steal the portraits with no repercussions for not returning them.
If you have any other questions, feel free to post them here.
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