It’s one thing to offer a variety of photography packages...
It’s another thing entirely to have photography packages that people actually buy!
As a photographer, your photos speak for themselves, and hopefully serve to convince people that you’re the right person for the job.
But even if you have incredible skills that allow you to create stunning photos, without the right packages to offer to clients, you might find yourself up a creek without a paddle.
Of course, understanding how to create hot selling photography packages might not be all that straightforward.
Part of it is having the business savvy to understand what your clients need. Those kind of skills generally build with time.
However, another part is simply taking measures that make your photography packages more attractive to your customers.
Here’s a few tips on how to do just that.
Solicit Feedback
Remember when you were just starting out in photography and everyone told you to share your photos with others so you could get feedback on your work?
That strategy worked to help you improve, didn’t it?
The same strategy can be highly valuable when creating packages for your clients to choose from.
That means soliciting feedback from your clients to determine what they want and what they don’t want. After all, if your packages include things that aren’t on your client's’ wish list, your packages aren’t going to sell.
So, how does one go about getting feedback?
It’s simple! Just ask!
This is especially important when you’re just starting out because you likely won’t have a whole lot of information on which to base your photography packages.
That means consulting with each client and asking them what they would like to see in the packages you offer. That includes the type of photos, the sizes, and the pricing.
It can be a little daunting to ask for that kind of feedback, but you’ll likely find that your clients are willing to help you develop a better line of products. If need be, offer a simple gift for giving you that feedback, like a large print or several smaller ones.
Besides, you’ll need to get into the habit of soliciting feedback anyway, as getting testimonials and referrals will be key to expanding the footprint of your business.
Don’t Try to Offer Everything to Everyone
When devising your photography packages, there’s no way that you can please every single client, every single time.
You can, however, develop your packages such that you hit all the major bases, while also allowing your customers to add other items to their selections as a la carte items. That’s how to create a great customer service experience!
Here’s what I mean.
If you offer complex pricing plans with dozens of different options, your clients will be so overwhelmed by it all that they won’t know what to choose. If they don’t know what to choose, they might choose nothing, and there goes your ability to make money.
Instead, opt for package plans and pricing strategies that are clear and simple. This means using the feedback you’ve gotten from past clients to develop three or four plans, each with clearly defined options and a clearly defined price.
When writing up your packages, keep your words clear and simple too. There’s no need for fluff here - just get to the point so your clients can quickly see what you offer. Think about it like writing a menu at a restaurant - tell them what it is, what’s in it, and how much it costs. That’s it!
Then, as noted above, you can offer a la carte items that might not be as popular. Not everyone will want a giant canvas print of their kid’s 5th birthday party, but having that option available as an add-on will help you capitalize on the times when clients do want something of the sort.
Make Upgrading Too Irresistible to Pass Up
The fact of the matter is that if you have three or four packages, most people will ignore the cheapest and the most expensive ones and opt for the ones in the middle.
What you need to do, then, is make it too hard for your customers to pass up the higher priced packages.
But how do you do that?
If you have four packages, your least expensive package should be basic, but offer enough that makes it worth your time to book the session.
Your next package should offer a sizable increase in perceived value, but without jumping the price up too far, thus making it far more desirable than the first, but without pricing people out.
The third package should be the one you try to sell the most often, because again, most people won’t want to pay top dollar. This one will have yet more value than the second package, and will represent a modest price increase.
At this point, you might even throw in free extras to help motivate your clients to opt for this higher priced plan. Something as simple as a free 5x7 print might do the trick for some people.
But if you really want to impress, add in unique options for storing and displaying their photos, like a handmade photo box from Hanging Branch.
These boxes - which can be made of wood, linen, or leather - are true statement pieces that add a touch of elegance and class to your photography packages.
Aside from being gorgeous and well made, these photo boxes can be engraved. Add your own logo or business name or have the name of your client engraved on the box for a personal touch.
Either way, Hanging Branch photo boxes, which can include a wood engraved USB as well, will demonstrate to your clients a commitment to beauty and quality that they just won’t be able to pass up. That means more people choosing your higher priced packages and more money for your bottom line.
What’s not to like about that?
Get more ideas on pricing your packages and the psychology behind pricing by checking out the video below by Preveal: