Marketing and Selling Black & White Portrait Photography by Helen T Boursier

Author:Helen T Boursier
Language: eng
Format: epub
ISBN: 9781584280156
Publisher: Amherst Media
Published: 2000-03-01T00:00:00+00:00

A Planning Folder

A planning folder for the client is an organized way to present all the information about doing business with your studio. It should include your printed price list, a size guide sheet and templates, clothing and hair “rules,” details on the various finishes, and a little bit about yourself and your background.

Value, price, value…

The only way to discuss prices with your clients is to remember the simple phrase, “value, price, value.” First you give a benefit for a particular product or size, then the price, then another benefit. For example, when I explain sizes and prices for wall portraits, I might say something like, “The 40" portrait of the family group on display over the sofa is the largest size we offer. It is X dollars and it looks the best when displayed over a sofa, above a mantle where there is a cathedral ceiling or in a front entryway. The 30" portrait of the family of four hanging on the left wall is X dollars and is ideal for smaller family groups. It looks good above a fireplace when the ceilings are eight or ten feet. It also looks good above a sofa when you display a 24" vertical portrait beside it of the children (see page 53). The 24" is X dollars and you can see how much it is the perfect size for a portrait of the kids. The 20" works well when it is included as part of a grouping, and it is X dollars. Many of our clients choose the 20" for individual portraits of their children to display as a grouping going up the stairs or down the length of the hallway. The 14" is also meant to be used as part of a grouping. It is X dollars, and you can see from the example on the right wall how it looks great as an accent piece to go with a grouping of larger portraits.”

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