We all have heard the phrase “show what you want to sell”. But, what does that really mean? Taken literally, it would mean that if you want to sell for the wall, you should only show wall portraits, or wall groupings hanging on a wall. If you don’t have a studio location, this is hard to do! Even with a studio location, showing lots of wall groupings can be a big investment to make!
PreeVu Software will allow you to “show” your clients wall portraits or wall groupings right on their own walls. This is even more powerful than your client walking into your studio and seeing a wall grouping that showcases another family! I’ve learned that an order appointment in my clients home, with only a laptop, can lead to very high sales, because the process is so customized for each and every person that I work with.
Here is how to lead your client through the entire process so that they will be ready to purchase for the wall:
THE FIRST PHONE CALL
From the very first phone call, the prospective client should know that your specialty is creating custom wall concepts for her home. Ask where they will be hanging their portraits after you’ve talked about who you will be photographing and talking about the type of session you’ll be photographing. Since most people who call won’t have a clue where they’re going to hang their portraits, it becomes your opportunity make suggestions to them and let them know that you’ll be asking them questions about their home and decor style. At this time I ask clients (even first time callers) for some quick snapshots of the walls in their home – any place they’d consider hanging a portrait. PreeVu allows you to design wall concepts right on your clients wall. When finished, take a snapshot in PreeVu and email the wall grouping for your client to see before the consultation call.
THE CONSULTATION CALL
Plan your consultation call a couple of days before the session is scheduled. I ask our clients to send over the images for their walls before this call so that I can make suggestions for clothing and locations based on where we will be hanging their portraits. I also want to show them the designs that I’ve put together for them in PreeVu. When at all possible, show your clients the concepts that you’ve built (groupings on their walls without images) before this call so that you can discuss each room and the suggestions you’ve made.
When a client asks if they can do a clothing change during their session, I let them know that I’ll have them change clothes for each room that we are photographing for. This has cut down on needless time that we used to spend on changing outfits. If we are only decorating one room, it will be one outfit. If we are decorating three rooms, they will bring three outfits.
If you do not have the clients wall photos yet, remind them again how important it is so that you can design the session based on their decor style and the colors in their home. Let her know that as soon as you have those, you’ll be emailing over some design concepts for her.
During the session I like to make comments based on our previous conversations about where my clients will hang their portraits.
For example: “I love her pink dress! It’s perfect out here in the flowers and it’s going to look so sweet in her room!”
“This grouping is going to look fantastic in your family room! I love the textures of your sweaters and it’s all going to look great with the browns and yellows you have in that room.”
Keep the conversation going so mom feels good about the choices that she made for clothing as well as the final presentation of the images in her home.
ORDER APPOINTMENT REMINDER
The day before the order appointment, give your client a call and let her know how excited you are for her to see her images. Remind her of the time you’ve set and that you’ll be helping her make her decisions while she’s there. Remind her of the rooms that you photographed for and let her know that you’ve got some wall groupings already put together for her (if you haven’t already sent them over).
If you follow this process, by the time your client gets to the order appointment, she is excited to see her images and ready to buy! You’ve already discussed where you will be hanging her portraits as well as suggesting sizes, framing and the best placement of the images. The order appointment should be fun and go quickly with this pre-planning in place.
After the order appointment, send your client a hand-written thank you note letting her know what great choices she has made and how wonderful her portraits are going to look in her home.
TIP: Give your clients the simple instructions of photographing a wall straight on, and not at an angle. Ask them to have something measurable on or against the wall in the photograph, and measure it. (you’ll then be able to use this measurement in PreeVu for the exact dimensions of the wall and the images and framing you’ll be hanging on the wall for them). Try to show some other elements in the room. If they can’t include other elements with the wall shot, ask them to take some additional pictures so that I can get an idea of colors and style of the room. I give clients my cell phone number because this is the easiest and quickest way to get photos to me.
*Show what you want to sell with PreeVu software. No studio needed!