The Importance of Preparing Your Clients to Invest in Wall Art

You can create all of the welcome guides, adjust your pricing and invest in every avenue of marketing you want, but you certainly will not see the results you imagined if you aren’t communicating with client and preparing them to invest in wall art.

If you aren’t communicating what your client experience is and skip or miss important key touchpoints, you may fall into the category of sleazy sales and we don’t want that!

Taking a zoomed out view of your workflow will give you a solid idea of where you may need to add touchpoints with your clients about investment and experience. Today we are going to talk about the importance of where, when and how you are prepping your client for the sale, whether you are planning to sell albums or large wall art or even small prints, everything comes down to the psychology of the sale and honest communication. 

Where | What platforms are you using to talk with your client about investing in their portraits?

Finding multiple touchpoints in different locations when communicating with clients will help preparing your client to invest in artwork quite simple. This means using your social media strategies to share photos of past orders with testimonials, wall mockups or videos of yourself unboxing orders. Getting potential clients on the phone is huge, this will allow you to understand who your client is, what they are hoping to achieve and walk them through what they can expect working with you.

Phone calls are a great place to lay major touchpoints about investment and ensure your client is not blindsided down the road. We have a full breakdown specific to your portrait business on how you can build a phone script filled with asking the right questions in the right way, ensuring you are being transparent about investment without scaring clients away inside our educational community Master Your Mind & Money. On top of marketing methods and initial contact with clients, you still need to make sure your clients understands and is prepared to invest in artwork.

Are you talking about artwork every step of the way while interacting with clients? Or are you saying something quick over the phone and not touching that topic until their ordering session? If you currently struggle with unhappy clients or are faced with answering a million questions every step of the way, it is time to reevaluate how you are preparing clients and talking about your business.

These are only the tip of the iceberg when it comes to methods and avenues you should be using throughout your portrait business to make sure you are being 100% open and honest with clients about what they can expect working with you.

What steps are you currently taking to communicate and prepare clients to spend money with you?

When | How often are you talking about investment?

Believe it or not, you should be talking about artwork and investment long before your client first expresses interest in scheduling portraits with you.

Sharing real life products past clients have ordered whether it is hanging in their home or a quick unboxing video will introduce potential client’s to the idea of investing in wall art. Once you have captured that initial lead, this is where you will continue to nurture the business relationship and talk about investment.

Communicating that people are genuinely excited to spend thousands of dollars with you for the art you provide helps reiterate that they can expect to invest in their portraits in the end. It doesn’t stop there though, while you may think verbally informing someone of investment is good enough I promise you it is not. We have to remember that everyone retains information differently, some may be visual learners while others may need to hear something a few times and following those methods in different ways helps.

Verbalizing how certain portraits will look on your client’s wall while you are shooting will also help get their gears turning on what they may want to create with their portraits. Following up with emails about scheduling your client’s reveal and writing out investment information in different formats also help ensure they are fully prepared to spend money with you.

When you take a look at how you are currently preparing your clients to invest in their portraits are you starting to notice any holes? There are so many different places within your workflow where you may need to communicate more with clients.

How | Are you frequently giving clear and concise numbers while normalizing large sales for your client?

Taking a moment to plan out how you are going to inform your client about what they will invest in your portraits will save you the headache down the road.

Are you giving clear and concise numbers when talking about portrait investment frequently and in different ways? Are you helping guide clients with examples of what most of your clients are investing and what they get?

It is important to normalize talking about investment and the beautiful artwork you are planning to create for clients. You are hurting your business and your sale if you are shying away from talking numbers with your clients, the last thing you want to do is leave them feeling blindsided in the end. The key to properly preparing your client for the sale is open communication and that starts by offering your clients a once in a lifetime experience with one of a kind products!

After looking over your workflow and asking yourself the hard questions, have you found yourself feeling overwhelmed or unsure of what steps you need to take in order to reach a large sale with your client? We have solutions for every question and struggle highlighted in this blog.

Master Your Mind and Money offers a program that actually works to help photographers build profitable portrait brands. Master Your Mind & Money is filled with constantly evolving content, 1:1 and community support. Photography is not a one size fits all industry, but we can help you find the tools and resources to help build a business workflow that works best for you.

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