Throughout the years of being a photographer, I have learned a few things.  Some of these things have been learned from trial and error and others have been learned the hard way…by mistakes made.

Today I thought I would share one of those lessons and I will continue to share lessons in the upcoming months to help you learn from my mistakes.

In-Person Ordering Sessions can be one of those things that is hard to force yourself to do.  You hear it all the time, “sales go up with in-person sales.”  So you know you should do it but making that transition can be hard.  Sometimes it is just easier to sit in your PJ’s behind a computer, right?

Even if it is a hard thing to do, making yourself do in-person sales will bring you more profit and honestly more satisfaction.   By seeing your clients genuine reaction to the photos, you will realize that in-person sales can not only boost your profits but boost your confidence as well!

So what is the lesson learned from in-person sales…that we will make more money?  Well that is a great lesson but we have all heard that before.  The lesson I would like to talk about today has to do with getting money during your in-person sales meeting.

The hard part for me was not doing the in-person order session, it was making sure that my clients paid when they ordered.  The first couple of times I held an in-person ordering session I definitely heard, “Well I have to talk to my husband” or “I forgot my checkbook.”  I wasn’t prepared for this reaction from clients but I learned the hard way that I need to be prepared.

So how can you avoid the excuses during in-person ordering sessions.  Here are some key things that will help you avoid the excuses.

Educate Your Client

This is important in all aspects of your business.  Informing and Educating your clients can be key in making sure they understand what the In-Person Ordering Session is for and why they should be prepared to purchase.

In your Welcome Guide, make sure to include a section about what and In-Person Ordering Session is all about.  Spell it out for them!  Explain that this is their only chance to place an order.  Money must be received at this time and that you will accept check, cash, credit card or whatever payment options you have in place.

At their photo session, set up the In-Person Ordering Session and remind them verbally what it is and what they can expect.

Send an email reminder a few days prior to the In-Person Ordering Session and again remind them of what it is, what they need to bring and what they can expect.  You could also send them a checklist of items that they might need to purchase or a gift list so they can write down all the people they may need to purchase a photo for.  Go one step further and send them a measuring guide so they can measure their walls prior to the ordering session to avoid the excuse of, “well I am not sure what size I need.”

Have the Right Response

During the In-Person Ordering Session, make sure to have the right response to whatever your client may say.  Think of anything you might would say if you were in your client’s shoes and think of an appropriate response.  Be prepared!

Have lots of different payment options…If they forgot their checkbook, make sure you accept credit or debit cards.  The square is a great tool for this!  I run mine right on my ipad that also shows the clients their photos.

Have a payment plan option…if your clients are struggling with the cost but really want that highest package, give them the option of a payment plan.  But with this you must make sure you get all the money paid before delivering the products.  Work it out where you agree to charge them in increments decided on in the ordering session and give them the dates in which you will charge them.  Get their credit card number and keep it on file until their order is paid.  Make sure they sign the order form that states that they are agreeing to purchase those certain items and that no exchanges, changes or refunds will be given.  This will protect you in case they get home and change their minds.

There can be lots of things that can be given as excuses but if you prepare yourself and your clients you will avoid the pitfalls and your In-Person Ordering Sessions will be successful.  And there really is nothing like seeing your clients face light up when they see their photos for the first time!

If you have a lesson learned that you would like to share regarding In-Person Ordering Sessions, we would love to hear it!  Comment below or join the conversation on our Facebook page!

xoxo,

Leslie