Many photographers target non-local or destination clients. We certainly do because they allow us to expand our creativity and shoot with a different canvas or backdrop often. They are often a higher-end clientele as well. It’s awesome because we get more variety in our shots and the passion is continually fueled! When targeting destination clients, or working with clients remotely, a different set of rules apply when selling products and services through the computer than in person however. In person sales sessions are the way to go if possible but that’s not always convenient.
So, how can the web help you market your services and products after the client contacts you or books you? That’s the topic of our discussion today! We have a handful of tools that we’ve used in order to match our in-person sales sessions with our remote ones.
Product Sample Gallery
Create a gallery photo album on Facebook that is just for product samples. Here is our example.
We often refer clients (even prospective clients) to the gallery in order to view other client albums, canvas, wall art and prints. There they can browse the product samples and get an idea of what they may look like on their walls and in their hands. It also demonstrates the quality of your products. It’s a great, easy place to start if you have no other way of sharing your available products online. The description has the sizes, cover choice and any other details the client may be looking at.
Video Product Bundles
Create a video that walks remote clients through our product bundles. Showcase each product as you talk about it and show viewers up close images in a colorful, active way. Even if you don’t use audio, it’s very easy this day and age to grab panning images of the products, add some text to share the description and put it together in a video.
Upload to YouTube in an invite-only link (not public or private but only available by direct URL) and embed it on a page on your website.
The advantage of showcasing samples on Facebook and in a YouTube video before the sales session is that clients come into your ordering session with an idea of what they would like to buy. Shorter sales sessions and decision-oriented clients… nice.
You can more easily sell photography products visually, so the next time you have a phone call from a client, suggest to do a GoToMeeting where you can share your screen and really inspire them with ideas visually. Or do a Google Hangout and it will be like your meeting face to face, and you can even show the webcam on different physical items (like canvas wraps or albums) you want to showcase. The point here is that people make emotional purchases when it comes to photography and if you can offer a personal approach with something visual you can tap into that connection and set yourself apart from other photographers who simply responded to them via email (how old school!).
- Skype – free, universal, quality may be an issue
- GoToMeeting – $49 per month, great if you want to show your computer or record the meeting as a video
- Google Hangouts – free, requires client to have Google account (not universal), can stream to YouTube if you want to record and make public
Recording a meeting could be great if the client wants to share what was discussed with a spouse or parent.
I hope these ideas help get your face in front of clients. Don’t be afraid to take someone beyond that email or phone call and say “Hey, how about we jump on Skype and talk face to face about your questions…”