photo by FG Trade via iStock
While most of you are probably looking to increase your photography income year round, given the pandemic, your mind is probably thinking about your photography income more often than not lately… as if the pandemic isn’t stressful enough.
One of the most valuable tips for making more money as a photographer I ever learned was upselling. Thankfully I had a little bit of experience with upselling since I worked my way through college as a server (and I’m assuming some of you did as well).
But, if you don’t know what upselling is, or you don’t know how to upsell your photography clients, this article is exactly what you need to read to increase your photography income.
What Is Upselling?
photo by Sam Edwards via iStock
Before teaching you how to use upselling to increase your photography income, let’s break down what upselling is.
Upselling is a technique frequently used in a variety of industries, like the hospitality and restaurant industries, to bring in more money for a business. When an employee upsells a client or customer they simply present that client with a better, more expensive package or item.
The easiest way to describe this is with a restaurant example…
photo by PeopleImages via iStock
Let’s say you go out to a restaurant and order a gin and tonic. The server could go and make you a gin and tonic with the house gin, which is generally going to be made with a very cheap gin. Or, the server can ask what sort of gin you would prefer.
This allows the customer the opportunity to pick a specific brand of gin, which will be both more expensive and of a better quality. Essentially, it’s a win-win because the customer gets a better product and the business makes more money.
Now, you may be wondering how upselling can be applied to the photography industry. Keep reading for upselling tips for photographers.
How to Upsell Clients
photo by zoranm via iStock
The best way to increase your photography income is to learn how to upsell.
Depending upon what type of photographer you are, there are a number of products you can use to upsell clients (which I’ll touch on more later in the article). But, the technique is the same across the board.
If you’re serious about learning how to make more money as a photographer, then you also need to be serious about learning how to upsell.
The most important tip for upselling is to make sure that your client feels in control. If you’re uncomfortable selling because you think you’re trying to give your clients “extra” products or services they don’t need, then you need to change your mindset about it.
photo by Halfpoint via iStock
You are offering quality products and services to a client that wants them. They may just not know they want them quite yet.
Another tip for upselling to increase your photography income is to build the upsell into your regular schedule. For instance, if you usually go over different product packages early on with a potential client, make sure additional products and services are offered here. Then, later on after the client has received proofs of their photos, offer additional products again.
Ideally, you will be able to increase your photography income without even trying because you will be offering additional products and services to your clients approximately 3-4 times throughout your working relationship with them.
Eventually, upselling will start to come naturally to you.
Learn More:
Products You Can Use to Upsell
The ArtBook from QtAlbums
The best way to increase your photography income through upselling is to make sure the products you are using are quality products. Quality products will not only ensure your clients are happier, and thus will probably return to you for their photography needs in the future, but they will also make your clients more likely to recommend you to their friends.
And, as we all know, there’s no easier way to increase your photography income than referrals.
The AriaBook from QtAlbums
I offer the following products to my clients:
- Framed photographs
- Different display stands
- Canvas or metal prints
- Presentation boxes
- Quality photo albums
But, before I decided on which products I wanted to use, I had to decide what companies I trusted.
For example, it took me about three months of testing different binderies before I finally found the one for me: QtAlbums.
The AriaBook from QtAlbums
I had to find a bindery that genuinely cared about the satisfaction of my clients, which QtAlbums does. But, I also had to find a bindery that created a wide range of albums for different clients at different prices.
QtAlbums offers different fine art albums wrapped in leather, more traditional, lay flat photo albums for important life events like baby or wedding showers, and heirloom books.
QtAlbums also hit two of the different products I use to upsell since they create presentation boxes for their photo albums.
The Journal Artbook from QtAlbums
Since starting my working relationship with QtAlbums, I’ve brought in a lot more residual income and figured I should write an article for you about using this upselling technique to increase your photography income.
I hope that this article about learning how to increase your photography income through upselling was useful for you. Send us your success stories!