Are You Leaving Money on the Table? The Hidden Potential of In-Person Sales (IPS)
Let’s talk about in-person sales (IPS) and why it’s one of the best things you can do to increase your revenue without booking more sessions. If you’re currently just sending digital galleries and hoping clients buy prints on their own, you’re likely leaving thousands of dollars on the table. Let me show you how to change that.
Why IPS Works So Well
When you walk clients through their images in person, you’re guiding them through an emotional journey. They see the photos for the first time, and you’re there to witness their reactions, offer suggestions, and help them make decisions.
Clients are much more likely to invest in products like wall art, albums, and prints when you’re present to explain the value and walk them through their options.
How to Structure a Successful IPS Session
Start with a Slideshow: Show an emotional slideshow of their best images to set the tone.
Preview Wall Art Mock-Ups: Use software to show mock-ups of their images on their actual walls.
Show Product Samples: Let them touch and see the quality of the albums and prints.
Guide Them Through Selections: Help them narrow down their choices and make confident decisions.
Collect Payment: Don’t reveal pricing until the end to avoid overwhelming them. Guide them through any adjustments if needed.
Overcoming Common Objections
One common objection you might hear is, “We just want the digitals.” Here’s how I respond:
“I understand! The digitals are included, but let’s think about how amazing it would be to see these memories displayed in your home every day. Wall art can turn your home into a living gallery of your family’s story.”
By planting the seed early and showing the possibilities, clients often realize they want more than just files on a USB.
Ready to Maximize Your Sales?
If you’re not currently offering in-person sales, or you want to refine your process, my free guide can help you get there. Make the Leap to Luxury: 5 Steps to Start Charging What You’re Worth walks you through the key steps to start maximizing your income without overworking.
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