#274: How to Up-Sell Your Wedding Packages - Tonya Damron
07/01/19 • 64 min
Are you ready to profit more in your photography business through products sales, but have a fear of being too pushy while selling to your clients?
In episode 274 of the Bokeh Podcast, Tonya Damron exposes the reason that people are afraid of offering print products, and how you can overcome that fear. Listen in as she shares the opportunities you have to up-sell your packages and successfully profit from products in your business.
The Bokeh Podcast is brought to you by Photographer’s Edit: Custom Editing for the Wedding and Portrait Photographer. You can also subscribe to the Bokeh podcast on the Apple podcast app, follow on Spotify, add to your playlist on Stitcher, or listen on Overcast.
Based in: Knoxville, TN (01:19)
Shooting: Weddings & Humanitarian Work (01:19)
Brand Position: Providing amazing customer service by being herself and owning it. (06:29)
Bonus: Sends weddings out within a week,
The Lesson: Get business insurance and find a mentor. (20:05)
Technique for Time: Save work for work hours. (26:19)
Book Recommendation: Everybody Always by Bob Goff (31:46)
The Gear Bag: Bear Whistle and her Think Tank International Camera Bag - bit.ly/bp-ttairportbag (34:10)
Root of Fear in Selling: People think that if they try to sell something, it will always be pushy, when that’s not the case. (38:25)
"When you build collections that include everything you’re capable of offering, you’re limiting the ability to up-sell to your clients."
Why to put your prices online. (50:22)
Touchpoint for Selling Add-On’s (52:10)
1. Consultation/Booking Session
2. Pre-Wedding Consultation
3. Post Wedding Preview Party (20% Off Special)
Links:
instagram.com/tonyadamronphotography
Positioning - bit.ly/bp-positioning
See acast.com/privacy for privacy and opt-out information.
Are you ready to profit more in your photography business through products sales, but have a fear of being too pushy while selling to your clients?
In episode 274 of the Bokeh Podcast, Tonya Damron exposes the reason that people are afraid of offering print products, and how you can overcome that fear. Listen in as she shares the opportunities you have to up-sell your packages and successfully profit from products in your business.
The Bokeh Podcast is brought to you by Photographer’s Edit: Custom Editing for the Wedding and Portrait Photographer. You can also subscribe to the Bokeh podcast on the Apple podcast app, follow on Spotify, add to your playlist on Stitcher, or listen on Overcast.
Based in: Knoxville, TN (01:19)
Shooting: Weddings & Humanitarian Work (01:19)
Brand Position: Providing amazing customer service by being herself and owning it. (06:29)
Bonus: Sends weddings out within a week,
The Lesson: Get business insurance and find a mentor. (20:05)
Technique for Time: Save work for work hours. (26:19)
Book Recommendation: Everybody Always by Bob Goff (31:46)
The Gear Bag: Bear Whistle and her Think Tank International Camera Bag - bit.ly/bp-ttairportbag (34:10)
Root of Fear in Selling: People think that if they try to sell something, it will always be pushy, when that’s not the case. (38:25)
"When you build collections that include everything you’re capable of offering, you’re limiting the ability to up-sell to your clients."
Why to put your prices online. (50:22)
Touchpoint for Selling Add-On’s (52:10)
1. Consultation/Booking Session
2. Pre-Wedding Consultation
3. Post Wedding Preview Party (20% Off Special)
Links:
instagram.com/tonyadamronphotography
Positioning - bit.ly/bp-positioning
See acast.com/privacy for privacy and opt-out information.
Previous Episode
#273: How to Create Balance Amidst Hustle - Deb Kalsbeek & Bethany Cramblet
Do your personal relationships suffer because you're investing all of your time into your business? The concept of balance is subjective, but it may be time to evaluate how you can have more of it in your life.
In episode 273 of the Bokeh Podcast, Deb Kalsbeek and Bethany Crambley of SnapJoy Studio share how they've found balance while juggling five businesses between the two of them. Listen in as they share about their experience in finding a way to balance their workload to fit their individual needs.
The Bokeh Podcast is brought to you by Photographer’s Edit: Custom Editing for the Wedding and Portrait Photographer. You can also subscribe to the Bokeh podcast on the Apple podcast app, follow on Spotify, add to your playlist on Stitcher, or listen on Overcast.
Based in: West Michigan (1:21)
The Businesses:
Joy Photo - Owned by Bethany
Snap Studio - Owned by Deb
Weddings In A Snap - Co-owned by Deb & Bethany
BE - Owned by Deb
SnapJoy Studio - Co-owned by Deb & Bethany
Brand Position: (11:43)
Joy Photo - Capturing joy and storytelling in a generic way that is specialized in a genuine way.
Snap Studio - Photographer serving wedding clients as one vendor to simplify the planning process so they can focus on the reason they’re getting married.
Wedding in a Snap - Weddings don’t have to be about the chaos, so plan your wedding over a two hour consultation.
BE - Education based on community over competition.
SnapJoy Studio - Provide a space that has all of the tools you could possibly need as a photographer.
The Lesson: (21:15)
Find a mentor.
Put yourself out there.
Content Recommendations: (24:38)
Jasmine Star - jasminestar.com
Seth Godin’s Podcast - seths.blog/podcasts
Gary Box FB Group - facebook.com/groups/1828961777318899/
The Gear Bag: (30:00)
Krystal
White Balance Tool
What is Balance? A effort to meet goals without sacrificing mental health. Physical health, or relationship health. (34:33)
Contrasts in Work Habits & Balance for Deb & Bethany: Not everyone’s idea of balance will look the same, listen in as they share how they differ yet still find balance. (42:11)
Links:
Joy Photo - joyful.photos
Snap Studio - SNAPSTUDIOGR.com | instagram.com/snapstudiogr | fb.com/snapstudiogr
BE - Be-TheChange.net | instagram.com/grbossbabes
SnapJoy Studio - snapjoystudio.com | instagram.com/snapjoystudio | fb.com/snapjoystudio
Rising Tide Society - rising
Next Episode
#275: Building a Recurring Business Model - Gustavo Fernandez
Have you found a way to generate recurring work within your business model?
In episode 275 of the Bokeh Podcast, Gustavo Fernandez explains why making the transition from wedding photography to corporate event photography was the key to consistent work. Listen in as he discusses networking for events, the principals for a successful corporate brand, and pricing your services.
The Bokeh Podcast is brought to you by Photographer’s Edit: Custom Editing for the Wedding and Portrait Photographer. You can also subscribe to the Bokeh podcast on the Apple podcast app, follow on Spotify, add to your playlist on Stitcher, or listen on Overcast.
Based in: San Francisco
Focused on: Headshot & Corporate Photography
Brand Position: A seasoned professional, trusted by Fortune 500 companies to capture their employees and events. (7:13)
The Lesson: Take care of your clients. Customer service is so important, so step it up. (14:31)
Technique for Time: Place everything in your calendar and stick to it. (17:57)
Book Recommendations: (22:20)
How to Win Friends and Influence People - bit.ly/bp-winfriends
Never Eat Alone - bit.ly/bp-nevereatalone
The Gear Bag: Monopod (25:44)
Gustavo’s Impetus for Transitioning to Corporate Events: The referral sources for corporate events provided more opportunities. (28:56)
Benefits of Corporate Events: (28:56)
They can occur on weekdays.
The relationships can be shorter with events since they are more transactional.
Networking in Corporate Events: (35:50)
Gustavo spends about 1/5 of the amount of time networking on corporate events than on weddings.
Principals for a Successful Corporate Brand: (42:58)
1. How can you solve a problem for the clients?
2. Over-Communication is key.
The Process to Pricing: (50:46)
1. Look at the market and how you want to set yourself.
2. Determine what you want to make and how much you want to work.
FREE DOWNLOAD:Top 10 Ways to Take Your Business to Six Figures in Corporate Event Photography
Mentioned in this Episode:
Bambi Cantrell - cantrellportrait.com
The Art of Wedding Photography - bit.ly/bp-artwedding
Links:
instagram.com/gustavofernandez
Bloom Messaging Platform
See acast.com/privacy for privacy and opt-out information.
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