Portrait session: web gallery vs face to face presentation workflow

[Canonymous]

Being fairly new to the business of photography, I am keen to get others input on establishing better business practices. I do believe a face to face meeting will earn more sales from a client. The website is quick and easy, but may be best kept till after the face to face.

This is my current work flow for a Portrait session (family & kids):
Step 1. Within 4-7 days upload clients web gallery for review.
Step 2. (This is where I need help) I then book client to set up person to person presentation where I offer different variations of presenting the images - then take orders. (This sometimes takes weeks)
Step 3. Take web orders from extended family (Again slows down the ordering process, but I get a few more orders that I wouldn't have in the f2f meeting. I also get exposure to other potential clients).Clients always reply with great feedback after they see their online gallery and are keen to book a presentation, but I am finding it difficult to lock them in to a face to face meeting. Even some making a time and then postponing. I feel that leaving it too late loses the initial excitement after seeing their images online, which would impact sales.

Any feedback or pearls of wisdom would be greatly appreciated.

[zagiace]

depending on the type of work, I often have a wallet special or extra product reward for keeping the appointment. I often say the images will be archived after 30 days and usually require a file retrieval fee charge. I will tell them
" I won't charge you guys however I will not be able to offer the wallet special."
So many studios now rely on the internet to take orders now, it good you do it face to face.

[Canonymous]

Thanks zagiace, valuable feedback.

[Car2n]

I'm not a professional nor in the same position as you but I do have a sugession.
Why not book the face to face first while the excitement level is high and once the favourites are choosen upload to the web gallery for the extended family sales.

[4event]

I'm not a professional nor in the same position as you but I do have a sugession.
Why not book the face to face first while the excitement level is high and once the favourites are choosen upload to the web gallery for the extended family sales.

I could not agree more. This is in my opinion the best tactics for private clients.

[RDKirk]

Once they've seen the images, you've lost the sense of urgency and excitement. That's why your tactic is failing. Why, from their point of view, should they now be in a hurry to purchase--why buy the cow when they have free access to the milk?

You have to be there with them to capitalize on that first sense of excitement.

[Canonymous]

Thanks everyone, it does make total sense.

I was originally only using the web gallery without a face to face till I built up my confidence (selling is not my strong point) and the cash to purchase the presentation software. Once I started doing more face to face presentations I started to see that that was the way to go.

[asysin2leads]

This is why the assembly line studios (Sears/JC Penny) will have the viewing session immediately following the shoot. They know that you are more likely to make an impulse buy in the face to face than from the comfort of your own home. That's why the grocery stores will put all that crap at the front of the store by the checkout stands. You're more likely to make an impulse buy while standing there than if you're walking up and down the aisle. Now all I have to do is take my own advice.

[Canonymous]

This is why the assembly line studios (Sears/JC Penny) will have the viewing session immediately following the shoot. They know that you are more likely to make an impulse buy in the face to face than from the comfort of your own home. That's why the grocery stores will put all that crap at the front of the store by the checkout stands. You're more likely to make an impulse buy while standing there than if you're walking up and down the aisle. Now all I have to do is take my own advice.

After a shoot I still need time to sort through and post process. Most if the time the families are busy rushing off somewhere else after a shoot.

On a side not and a bit of a follow-up... At the conclusion of my most recent shot, I immediately booked my client in for a face to face. It has dawned upon me to upload maybe 2-3 photos to my blog site and email them the link as a teaser. That way the client can get excited and will hopefully want to stick to their appointment.:D

I have seen this done by many of photographers using their blog as a marketing tool. ;)

[asysin2leads]

After a shoot I still need time to sort through and post process. Most if the time the families are busy rushing off somewhere else after a shoot.

On a side not and a bit of a follow-up... At the conclusion of my most recent shot, I immediately booked my client in for a face to face. It has dawned upon me to upload maybe 2-3 photos to my blog site and email them the link as a teaser. That way the client can get excited and will hopefully want to stick to their appointment.:D

I have seen this done by many of photographers using their blog as a marketing tool. ;)

I didn't mean to have them view them immediately. I was pointing out that is how they get their sales. I take time to edit my shots, too. I like the blog idea, too.

[waple]

I offer people 10% off their print order when they place an order within one week in the studio. It gets them in sooner. They longer they wait the less likely they'll buy.

[stathunter]

I would guess that putting them online first - takes away the urge to set up the appointment - before you show anything I would require that they complete their appointment.

[iamjediknight]

I just started doing in home proofing. I make the appointment at the end of the photo session. I will email them one photo to peak their interest to make sure they will want to keep the proofing session.

When I get big enough I will get a projector to project the images so they can see what large prints will look like.

scott.

[RDKirk]

Toward the end of the session, I will usually give the client a couple of views of the LCD replay to leave them excited to see more. I may let them view a few images during the session if I think they need to see how good I'm making them look to increase their self-confidence. This is something I completely control myself--they get a view when I decide to give them a view.

If I have reason to correspond with them between the photo session and the preview session, I may also include a small sample image to maintain excitement.

When I get big enough I will get a projector to project the images so they can see what large prints will look like.

If your print prices are anywhere near realistic, the projector will pay for itself by the second time you use it. You sell the size you show.

[zagiace]

If your print prices are anywhere near realistic, the projector will pay for itself by the second time you use it. You sell the size you show.
This is a really good comment. I would add to it and say you sell the size just under what you show. So, if you want to sell a 20x24, show a 20x30 or larger.
But it is common for people to come in wanting a big wall portrait and want to see an 11x14. It is difficult to convince them an 11x14 will look very small on a typical wall. One of the reasons I hate 11x14, difficult to fit anywhere.
I used to project directly into a frame. That was an old slide projector that i used transviews with, I need to get a digital one.

[Karl Johnston]

I don't put anything on-line till I've received the cash.
I prefer face to face presentation but sometimes it's just not possible given the time bracket.

I just use a computer and windows slideshow for viewing purposes, bring my laptop over to the client's house. It's not the best method but there we are.

[Karl Johnston]

I offer people 10% off their print order when they place an order within one week in the studio. It gets them in sooner. They longer they wait the less likely they'll buy.
That's a great incentive

[asysin2leads]

I have seen somewhere on here before the software for customer viewing on an external monitor. You control which images they see and they see only those images rather than your desktop. It's similar to what the national studios (Sears & JC Penny) use. There was a link on here somewhere, but my search has come up with bupkus.

[Karl Johnston]

I've seen that thing too, its about 2-400 $. P-3000 or something?