Phone calls to your studio — be prepared to respond with a special sale offer. Every phone contact you receive is valuable. You can not afford to let a potential customer hang up without making an appointment.
To get some ideas to help writing up your phone presentation, watch late night TV infomercials. Learn the techniques of presenting the products features by explaining the benefit of each feature. Have a total value price that is on special and even discounted a little more for those who act now. And oh yeah, almost forgot, “But Wait There’s More”, have an extra special bonus for them if they book right now and give you a credit card. You could even offer a two for one special, just like late night. They bring a student friend and both get a session.
Your offer needs to be tested and tuned until you find one that is irresistible. Try to make a package that does not exist with other photographers. This eliminates direct comparisons if they are shopping. Be able to explain the compelling benefit of each feature. Use emotions, get the caller involved with the fun, excitement and memories possible with quality portrait photography. This is a once in a lifetime event being preserved. Why would they trust this to just anyone getting started or learning on their time and dime?
Print package special would likely include a session, mention it has been very popular and is the one they have seen most of their friends have. Talk about the different poses and outfits and locations. Let them know how each will make them look great, handsome, beautiful, intelligent, what ever the mood or feeling of the shot. Oh yeah, almost forgot, part of the super spiffy special this session includes some extra shots, poses or outfit changes that are great to include a friend if you like. Next talk about some of the photo prints in the package. Explain how much each family member and friend will appreciate every print they receive. Different sizes and poses for different people. There could be a bonus here as well, an extra pose and print in the super spiffy special not in regular packages. People want lots of poses so a brag proof book would be a good thing to include. Explain they likely will want some poses for their Facebook on a disk. This and/or the brag proof book could be the “but wait there’s more” closing offer. After you go through the package in detail and before mentioning the price run through the package again quickly outlining all the products and services and then mention the low special price. Pause a bit and then ask how this sounds to them. Way to high, About right, Can’t believe I get so much… then wait for response. Have some answers prepared and some extra things you can add at special prices.
One of the best opening lines ever for incoming phone calls to your studio just after the customer identifies themselves and states the reason for their call you reply… it’s great you called today. Pause a bit, they will be surprised to hear this. Then continue with, We are right in the middle off, or Just getting started with, or In the final few weeks off, our super spiffy special. Replace of course super spiffy with the Name of your special.
To help make your phone ring a little more–
Use your studio Facebook page to post some pics and mention your end of season sale.
Ask your friends and previous customers to post something similar.
Tweet about the special and all the fun kids are having with the sessions. Describe how glad they are that they decided to have senior pictures taken professionally at a real studio.
The word is… It’s not to late to get in on all the fun and excitement of senior pictures.
There’s still time to get in on creating a lifetime memory and they are the only one who can do it.
Senior portraits costs less than you think.
Coming up, a tip on how to get class officers to brag about your studio and a blog post detailing The Top 5 All Time Senior Picture Marketing Steps.
As always your comments and suggestions are welcome.