You had a great shoot and captured some fantastic images. The client raved about
how much she loved them, but it has now been over a month and still no order. Sound
familiar? Here are some tips to get clients to complete their orders in a timely manner:
1. Charge session fees
Most of you probably already do this, which is good. If you don’t charge session
fees, and then the clients don’t place an order, you are simply out of luck (and
money !). You NEED and DESERVE to be paid for your time and talent. The
session fee is a way to make sure that this happens.
Some photographers go the route of charging a very large session fee, and then
charging very low print prices. This way, they make their money up front (for their
time and talent), and do not have to rely on selling prints or packages.
2. Build print credits into your session fees
Building a print credit into your session fee encourages your client to order, and it
also guarantees that you are being paid (at least for a few prints) even if the
client is slow to order. I would recommend doing at least $50 as a print credit.
So, for example, if your session fee is $150, then $50 of that goes toward a print
credit. Make this clear to your clients so that they understand. This credit can be
applied to a package or ala carte prints.
3. Show proofs in person
It has been proven that your sales increase when you show proofs in person
(projection is optimal). The emotional impact goes way down with an online
gallery only. Ideally, you should strive to take orders immediately after the proof
showing, but of course this isn’t always going to happen. If you can, show
projected proofs in person, and THEN make the online gallery available so that
they can complete their orders at home.
4. Limit the number of proofs that you show
I would say no more than 10 to 15 images. When you offer too many images,
the client simply has too hard a time making a decision (especially if some of the
images are very similar). Narrow down the options, and the client will have an
easier time ordering.
5. Enforce deadlines
Have deadlines in place and then enforce them. Don’t cave. Offer to have
their online gallery up for one week, and then start charging a hosting fee. Also,
if you offer a print credit, have an expiration date when that credit will expire.
6. Give incentives for ordering on time
Tell your clients that they will save 10% or so by ordering within 5 days. After that,
no discount will be offered. Make sure they are very clear on this (state it in your
contract and remind them). If you don’t want to do a discount, you could offer
them an additional free print if their order is completed within your chosen
timeframe.
7. Remind them by email, phone, or postcard
First reminder – at the in person proof session
Second reminder – email or call after two days to see if they need assistance
Third reminder – the day before the gallery or discount expires (phone call is
best)
Bottom line: don’t feel like the bad guy for having and enforcing policies. You are
in business to make money. If you clearly state all of your policies (and go over
them in person with the client), then there should be no arguments about time
frames and ordering.
Like this blog post? It was taken directly from Shuttermom University! For more photography business and technical tips, come join in the fun. See you there!
