In this video I'm gonna talk to you
about how to sell albums, because that is
a full and complete photography service.
if you're not selling wedding albums... I
honestly think that you are not
completing your job as a photographer.
Your job is to be a storyteller from
start to finish, and part of telling that
story is finding a way to document that
story in a tangible form, so that later
your client can sit down with their friends,
family, kids, grandkids and recount the
story of their wedding day...
When I sit down with my clients, it's
not a sale session it is me trying
to help them create a final product that
they're going to love and cherish...
Tell me in the comments...
are you selling albums,
wedding albums... printed products...
or not, and if you're not, what's
preventing you from doing that?
I will be honest...
yes I do make more money by
selling albums...
because I do sell more pages than their
original package but it's all part
of the service that I'm offering them.
They don't have to buy
anything additional...
but they usually do, because they enjoy
the story the way I show them it can be
laid out...
The first thing that you want to do with
albums is ....
You need to pre design.
Now I know that sounds like a sales
tactic and you are going to
design it bigger than the album that
they have... but hear me out,
if you're doing wedding albums you
already know that if your clients are
picking the pictures they are taking for
ever... and you have clients that it's been a year,
two years, three years from their wedding,
and they still don't have their album,
and that's your fault, because you don't
have a process for creating that album
that is painless and convenient for you.
When I first started, I would let my
clients pick their wedding pictures and it
was disastrous....
they didn't know what to pick...
they would never pick any details, they
didn't know how to tell a story with images.
Now I have a designer that works
with me, so I'm outsourcing this, she
picks all the pictures that tells the
story best.
I don't even tell her how many, you know
pages they already have in their package
towards their albums.
I just say tell this story best even if they
cut out and delete all the pages that we
added in to tell more of the story...
the images that are there
are better laid out...
They're better laid out, bette rchosen
If you are an expert you know.
We go over all of their pages one by one
either in my studio or via video chat.
As we're going through them I use
keywords I reference pictures and
moments of the day
with vocabulary that I know is about
their relationship style, which if you
watch the first video in the series
you'll see how I know that.
If they're taking pictures out I'm not
gonna use kind words like remove or take
away I'm going to say what it actually is ..
delete -you want me to delete these
pictures ....because while they do get
you know a USB and all the digital files
they're never gonna look at them.
Your goal is to finish that album design
during the album session, it's usually a
two or three hour session... yes I know
that seems like a lot, but you know it's
a lot more two three years later, when
your clients still haven't ordered their
album, and you lose money that way, so
take the time sit down with them.
Don't do that think - work emails back
and forth... because then are just
sending you a list of changes.
You can make the changes right there in
front of them.
I use on the Alpha Designer...
it's amazing, it's fast they
just see the page...
I make changes and they see an update
on their screen.
In addition they're also understanding what
it's like to make changes, and they
started seeing what looks good, what
doesn't look good and their changes
are less because of it.
And then finally create packages that
make sense for your clients, my clients
a lot of people in Manhattan...
a lot of people in
North Jersey... they don't have a lot of
wall space, so i'm not selling huge 35-40
metal prints or anything like that.
We are getting off at the next stop
so I gotta hurry this up....
By the way,
don't think that you have to stop when
you have maxed out the number of pages
that can go into the albums.
I've been doing two volume albums all
year... it's been great,
they don't have to... my goals not like to
be like this is going to
work great for you... you should really
have this many pages in your album.
No, my job is to guide them towards
whatever story they want to tell and
however they can tell it,
with whatever budget that they have.
We are getting off and remember it's not
about selling albums remember...
that is about how you finish
telling the story that you've started to
create for your clients for their wedding day.
Ok we got to get out of here we gotta go
to Adorama.
Thanks for joining me on this 10-week
marketing course here on AdoramaTV.
Make sure you subscribe...
hit the belt so you don't miss
a thing.
Don't forget to leave comments, tell me
how these things are working for you, or
aren't working for you, and I will do my
best to answer them.. give you new
suggestions, and really follow along this
entire course.
So leave a comment... hold
the hate, cuz very frankly you're
somebody that I don't know, and you're
taking shots at me like its patron..
I ain't trying to mess with your
self-expression... but I learned a lesson
that's stressing and obsessing about
somebody else is no fun!