The Secret in the collection
If you don’t include what you want to sell in your packages, then you customers don’t believe they really need them! Show your photography customers you are an expert wedding photographer with a few practices below.
Recently a photographer told me: “I haven’t offered any albums in 10 years. There has been no requests from brides but I’ll keep you in mind”. This surprised me because the region of the country this photographer is located is one of our best selling areas for wedding albums! We have photographers in this area that consistently sell packages with albums for well over $3,000.
So why can some wedding photographers sell albums to every wedding, and others say there isn’t any interest?
How the cover chair saves the venue
The answer lies in the chair cover.
Yep, that shiny piece of overpriced fabric that goes over the chairs in every venue known to event coordinators everywhere.
No doubt that when venues first started showing this to brides they thought, “why would I spend hundreds more just for fabric?”.
Then the venues got creative and started including them in their wedding packages.
Brides didn’t know they wanted the chair covers until the venue put it in their pre-paid bundle, and made it an attractive incentive that they “couldn’t live without”.
Now every medium to high-end bride has it at their wedding. As long as it’s a known option, the brides will want it because every wedding they attend has it.
What if the bride has never been to a wedding, and it’s not offered in the package? Then the job of the venue coordinator is to show her beautiful images of events with chair covers. To guarantee the sale, they should also physically show her the beautifully fashioned fabric on a chair. This can reveal what she will be missing out on if she doesn’t choose this for her wedding. Do you really think after that, she will be able to envision her wedding with just ordinary naked chairs? Probably not.
What can photographers learn from this? How can our business possibly be in the same breath as something as basic as fabric that is only used for a few hours for guests to sit on?
Did I mention that brides pay between $400 – over $1000 for these?
Why would a bride spend so much more on something that only lasts for a few hours, and that most guests may not even notice?
