I want to tell you about a sale I had this week...
I know, I know. Right now you're saying, Look at Nick getting ready to brag about a $3,000 sale.
This sale was a $600 minimum order, and I knew it was going to be $600 when the Dad announced early on in the ordering session, "my ex-wife and I have $600 between us to spend." 😢
Of course I tried the ol', You liked so many of the images, it'd be a shame not to get an album... Did you know you can spread larger purchases over two or three payments? blah... blah... blah...
But it was pretty clear they'd already booked their train to Minimumsville, and they weren't going any higher.
There was a time when a minimum sale like this would send me into an emo tailspin for days!
I could have had ten $2,000 sales in a row and one low order would pop up and I'd find myself in my bathrobe, unshaven, staring at my pricelist for days trying to figure out where I went wrong.
These days I have more confidence in my sales strategies and look at smaller sales like any other cost of doing business. If you photograph enough seniors they're going to happen!
The key, of course, is to make sure the steps you are taking to pre-qualify your clients work and that smaller sales are rare.
In my case, photographing about 70-80 seniors a year, I know I'm going to get 2-3 clunkers in there. Any more than that and it's time for me to take that hard look at my processes and make some adjustments.
Bottom line, especially for all you newer photographers out there, don't let a smaller order get you down! They can't ALL be winners!
Just make sure you're taking the necessary steps to guaranty most of them are.
Anyway, I've gone on a little longer than I intended... Let's get down to biz...