Tactics You Need To Get Right From The Start.

C O N V E RT I N G TO I P S

Brought To You By:

• Julia Kelleher, M. Photog., Cr., CPP, AFP-O, AFP-W

• ProSelect Trainer/Educator

• Boutique Studio Owner, Bend OR

• Newborns & Families

• Specialist in Sales & Marketing

Who Am I?

Bombed it in the beginning

No idea what I was doing

Flip-Flopped my pricing

No customer service

No set system

MY SALES

-40

0

40

80

120

160

2006 2007 2010 2013 2015 ??

-30%

50%

200%120%

0%

PROFITS

• You are scared out of your mind to switch to IPS

• You are doing IPS, but not very well

• You want to do IPS, but don’t know how to start

• You do IPS, but it’s inconsistent

• You know it works, but you’re not sure it’s for YOU.

YOU’RE IN THE RIGHT PLACE:

“I’m not any different than anyone else. I do not have

access to exclusive resources and tools. I just

have system that works. If I can do this, so can you.”

“It’s a strategy that takes ALL the guesswork out of selling, and secures your income with a profitable,

repeatable process.”

KEEPS YOU EFFICIENTFOR A VALUABLE FREEBIE!STAY TUNED…

LET’S CONVERTYOU

IT’S HARD TO GET SOMEWHEREO N L I N E S A L E S

If an image is posted online without being paid for, you are giving away your product. -unknown

ONLINE SALES• CLIENTS GET OVERWHELMED

• CHOOSE WHAT’S SAFE

• NO CONFIDENCE

• INDECISIVE

• THEY CANNOT “SEE” AN ARTISTIC VISION

• SERVICE FALLS APART

• Traditional online galleries dampen the sale.

• Client is left on their own. Poor Service.

• Client often gets overwhelmed at the options.

• Each time they see the images, the emotion fades.

• When the emotion fades, so does the sale.

Why Online Sales Don’t Work

The Misconception of TimeOnline sales actually costs more time and more money than you think.

“Time is free, but it's priceless. You can't own it, but you can use it. You can't keep it, but you can spend it. Once you've lost it, you can never get it back.”

-Harvey MacKay

Online sales eat$ time.

• Resizing, watermarking & uploading images = time lost (30 min)

• 7 day gallery = time lost. (7 days)

• Client can’t make up their mind. Gallery gets extended = time lost. (7 more days)

• Client orders x-mas card with design revisions = time lost. (2 days)

Online sales eat$ time.• Client changes order = time lost. (15 min)

• Clients adds on prints = time lost.

• Total client order is $300 = MONEY lost.

• Processing & creating their order = time lost. (30 min -several hours)

Total = approx. 385 hours

A “System” Of Sales Makes Your Income PredictableYou can forecast growth, plan for the future, relax.....

•Better understand clients needs and goals.

•Give confidence in a “risker” product.

•Help curb indecisiveness.

•Choices not so overwhelming.•Offer design assistance.•Offer display ideas.•Help pair images together.•Provide a better customer experience.

The Benefits Of In-Person Sales

We don’t sell paper. We sell emotion.

We sell an experience.

Why In-Person Sales?•$$$$$$

•Control of the Sale

•Show what you want to sell.

Why is it such a money maker?•Emotion

•Clients “see” the product. They don’t have to “imagine.”

•Personal assistance gives “courage” to spend on a more deluxe product.

cGet them excited to buy!The Retail Analogy

“The terrible thing about the internet is that it takes the magic and happy chaos out of shopping. The internet might give you what you want, but it won't give you what you need.”-Tom Hodgkinson.

Making The SwitchHow to shut down online sales.

Do I need a retail studio? •No!

•Home Studios/Home Office

•Meet at their home!

•Meet at a coffee shop.

•Do in-person... “online.”

But I am scared!•Practice with a friend or good client.•Learn the “lingo.”•Create a sales room “system.”•Anticipate problems. Script it out.•Say it out loud.

How do I tell my clients? •Warn them in advance.•Tout the benefits of the switch.•Tell them how it will make it better for them.•Offer the option of an online gallery after the in-

person appt.

•As a last resort...tell them the whole “truth.”

MAKE A BROCHURE

• Educate them on the benefits

• Tell them what to expect• Tell them how it works and

why it will be better.• How it will provide stellar

Customer Service.

“I’m pretty sure all my clients ONLY want digital files.”

KEEPS YOU EFFICIENT60% OF CONSUMERS DON’T

KNOW WHAT TO DO WITH THEIR

DIGITAL FILES

I’M SAYING…

You must educate them•Product Line•Pre-Consultations•Pricing Structure•IPS•Policies & Procedures

You must educate them•they are not archival.

•they will corrupt.

•they’ll be stuffed in a drawer

•printing is an art

•the value of the print

Price it so they have to buy art•make it so they have to

get both art and files to get the best value for the investment.

KEEPS YOU EFFICIENT

CREATE YOUR OWN COLLECTION

Wall ArtAlbums{SmallLarge{

CHOOSE ART PIECE

CHOOSE DIGITAL FILES

1

2

We use a “hybrid” create your own collection model. It offers flexibility to the client with a soft sell, and it gets us to our $1000 “happy place” every time.

“If you don’t educate and prepare them, then they will only buy what they know-digitals. If you prepare and price yourself accordingly, they will buy both.”

-me.

How Do I Know What Art Products To Sell?Make a Plan. Make it Brand. Make It Profitable

Product Development •Does it suit your brand.•What does it cost vs. What can you charge?•Does it “look” expensive?•Is it easy to create & produce?•Turn around time?

Create a worksheet that will help you see it all

KEEPS YOU EFFICIENTwww.jewel-education.com/ipsswitch

FREEBIE DOWNLOAD!!!

PRODUCT DEVELOPMENT WORKSHEET

PROJECT IT

ProSelectYou will have to pry it out of my cold, dead hands before I will give it up

Julia, I’m not so sure about my house…

THEN MAKE IT RIGHTClean it.Decorate it.Merchandise it.

There’s no reason you can’t sell out of your home.

KEEPS YOU EFFICIENTI WILL LOSE ALL MY CLIENTS

No, you might not.{Yes, you might.

The ones you don’t want anyways!

You will probably lose some.You will lose the rotten

pumpkins.

It will take some strategic thinking to get into a new target client segment.

M A R K E T I N G

It will take some strategic thinking to get into a new target client segment.

M A R K E T I N G

BUT THE SOONER YOU START, THE LESS PAINFUL IT WILL BE.

Change is HardIt challenges your inner core

We cannot become what we want by remaining what we are.

-Max De Pree

In-Person Sales For The Professional Photographer

Group

Julia Kelleher’s CL Group

F R E EMentoring Sessions with TE

(when you sign up for the free trial)