If you’ve taken the time to learn the art of photography, there’s no doubt you can learn how to master album and wall art sales. Even if you “hate sales,” there is a way to approach them where everyone wins. We routinely make an additional 75 to 100 percent on every wedding, even more so on portraits. Take a minute to do the math and think of what you could do with that kind of extra income, then read on to discover the easy way to rewarding photo album and wall art sales.

The Art of Album and Wall Art Sales: Valuing Your Work

Giving your client an easy and valuable way to order products starts before the first “hello.” It begins with valuing the albums, wall art, and prints you offer and realizing they will be priceless to your clients. We’ve all heard the facts about people grabbing their photographs when running from an emergency, and that’s because there is nothing more grounding and evocative than having these tangible memories of the people you love. By shifting your thinking and understanding the value of your work, you can make a critical difference towards achieving success.

[Read: 10 Random Questions for Jacklyn Greenberg]

To give yourself confidence from the start, choose to work with companies that have great reputations, well-made frames and glass, refined wall art with stunning printing, and gorgeous albums with stylish covers and fonts. Choose to work with people you believe in and who have an interest in supporting your brand. We call our suppliers our silent business partners and we’ve developed great relationships with them over the years. In doing so, they’ve gone the extra mile when we’ve had to please an exceptionally rare and difficult client. These relationships are worth their weight in gold!

You Have Options: Outsourcing, Anyone?

The next step is to not be intimidated by album and artwork design. Just use one of the super easy and creative platforms on the market, like Fundy or Smart Albums, or outsource the design out to someone else. You can even hire companies to handle your album sales after the wedding day or portrait session which effortlessly adds to your bottom line.

Collaborate with Your Clients on the Final Collection

Once you have albums and wall art options that you’re proud of, start talking to your client about collaborating to create their final collection. After all, their photographs shouldn’t end up on a computer or in a drawer. By redirecting your clients from thinking about taking the photograph to thinking about experiencing their artwork, you help them get excited about the end product and how they can play into producing it.

[Read: How to Boost In-Person Sales with Photo Product Upsells]

The natural progression of a beautiful photograph starts with a collaboration of trust and understanding between you and the clients you work with. This collaboration is achievable when you dedicate time to discovering their “why”. Once you know what moves your clients you can create photographs that will speak to them with subtle nuances. And when you present those meaningful moments they will naturally want to print them, and be happy you know how to help!

Most importantly, when you speak with your clients LISTEN to them. Go way beyond the avoidable standard conversation about how you shoot, what your packages are, and how you structure your travel fees. Go several layers deeper. No more texting, no more emails. Pick up the phone, and be surprised how much further this little gesture of humanity takes you. A 5-minute conversation creates connection and negates an email you may spend 30 minutes working on. It’s that connection that will build a collaborative relationship that culminates in your clients receiving priceless albums and artwork, and you expanding your business beyond your wildest imagination!

Jacklyn Greenberg’s recent class at WPPI 2023, “Unlock Emotions & Lock the Sale”, took attendees through the steps and actionable items to help them reach their dream clients by connecting with them on a deeper level. The class included the following talking points:

• Facing your fear of sales
• Building confidence 
• Elevating your sales experience
• Uncovering the truth behind you client’s objections

Jacklyn Greenberg of JAG Studios is one of the top photographers in the Educator’s Circle at World’s Best Wedding Photos. Check out her profile and learn more about how to boost the bottom line for your business.