Now comes the subject that no one likes to talk about: money. Yes, we are going to talk about money because it is a necessary part of doing business. People don’t like to talk about money because they are afraid it will make them look opportunistic, but it is a valid part of any business and there are a lot of mistakes people make when it comes to earning money.
Being a maternity and newborn photographer isn’t just about making money. Don’t get me wrong – you need to be thinking about money but in the right way. You should be thinking about how you can increase your sales by offering more physical products to your clients. They want portraits so they can look back on those days and remember all the wonderful feelings and experiences they had being pregnant and even more when the baby comes.
This is such a great time to be a photographer because a few years ago maternity photos weren’t so much of a “thing.” Not too long ago stylish maternity wear didn’t exist and a lot of women didn’t feel attractive or empowered to show off their bump. Today women have options when it comes to designer maternity clothes and celebrities proudly showing off their baby bumps inspired millions of other women to do the same. Women are empowered to celebrate pregnancy and motherhood with pictures that will last a lifetime. Capturing and sharing these wonderful moments in their lives is a special privilege.
Maternity and newborn photography is a profitable niche and you get to be a part of something special and incredibly powerful. Photographers often say “ I am not a salesman. I don’t want to be pushy when it comes to clients.”And they have a valid point. They don’t want to be thought of like a used car salesman.
But here is another way to look at it. In the service business, customers look to you, as the expert, for advice. It’s your job to suggest products or services that you think would be to their benefit. Printed maternity and newborn portraits are reminders of a special time in their life when they first became parents, you are giving them their beginning forever. These are memories they will treasure always.
When you offer them portraits or any other service package, you are making a suggestion of what you feel are the best services that will benefit them the most. It’s up to the customer to decide whether it is within their budget, or not but don’t be afraid to offer higher-priced services. If you are genuine, honest, and helpful they will happily recommend you to all of their friends.
The next time a client comes to you sit them down and offer them the whole VIP treatment. Show them your high-end physical products, discuss your pricing with confidence and give them options for payment. Don’t hold back by thinking they won’t be able to afford the larger packages. Don’t undersell yourself – tell them about all the benefits of larger wall art and let them decide what to do. Be confident when you say “how would you like to pay for this today?” Most people looking for a photographer have already researched prices and have a ballpark idea before they make an appointment with you.
You don’t have to be a salesman to be in business, but a business can’t survive without sales. And you are providing a valuable service to your clients so you are not the only one benefiting from this business. Your clients are too. If you make a larger profit, you can invest in better equipment, lighting, and studio samples. Investing in your business means that your clients will have a better customer experience ensuring future sales and word-of-mouth referrals.
When you look at making sales differently you will see the benefits to you and your customers and everyone will be happier in the long run.