Monday, June 10, 2013

Selling Only a Disk of Images is a Disservice to Your Clients - Part 2 of 2

So . . . why do photographers say that selling only a disk of images is a disservice to your clients?

As long as we're on the subject of selling a disk of digital images, let me tell you a true story.

A funny thing happened to me last December . . .

I had a colleague from another FB group hand me a session he couldn't cover because he was going to be out of town. He'd told the client that he'd photograph her family and "give her the files" for $300.

During the session, I mentioned to her that I could honor his original agreement, or I could walk her through the ordering process the way I normally do.

Her first question was "What do I do once you give me the disk of files?"

This wasn't a dumb woman; this was a woman who is a corporate executive. However, she doesn't have access to the labs we do, she doesn't know about mounting or finishing. She just wanted a nice family portrait on the wall.

She and her husband returned to the studio to view the images. We went through the view and order process together . . . and $1200 (yes, twelve hundred) later I had an order. A framed wall portrait, some smaller gift prints and a boatload of greeting cards later, she walked out with a huge smile and I had a happy client.
The truth is, many people simply don't know what to do! We - as professionals - are doing them a HUGE disservice to hand over a folder of files. "Edited" or not . . . they have no clue!

It would be like going to a restaurant and having the server thump a raw piece of meat and some uncooked vegetables in front of you, demanding the price of the finished meal in the process.

Operating a service-oriented professional photography business does not mean shoot and burn! It means helping your client place the order and getting them the product they really want.

If you're not willing to help them with this process, who will? If it's too much work for us to do, how will someone who does NOT have the software and knowledge be able to figure it out?

Take the time to work with your clients and help them get to their ultimate goal . . . printed photographic products they can enjoy and display for years to come! 

- David Grupa 

1 comment:

  1. So inspirational! I decided to trust David and made the change about a year ago... it has been an amazing journey. Lots of bumps in the road, but definitely worth it! I have learned so much and continue to improve my workflow, my skill and my customer service!