In-person sales (IPS) can be a game-changer for photographers looking to boost their income and build lasting client relationships. IPS photography involves meeting clients face-to-face to showcase your work and offering prints, albums, and wall art directly. If you’re wondering how to get started, you’re in the right place! At Zno, we’ve created specialized IPS Toolkits to make the process easier, even if you’re new to the IPS method.
So, how do you get started with IPS photography, and how can it help grow your income? Let’s break it down.
What Is IPS Photography?
IPS stands for in-person sales. Instead of sending digital galleries for clients to browse through and potentially purchase prints, you invite them for a viewing session where you guide them through selecting their favorite photos. During this personalized experience, you present your work, offer product options, and help them choose the perfect prints or products—whether it’s a beautiful acrylic print, a tabletop display, or a stunning custom album.
Why Use IPS as a Photographer?
For professional photographers, IPS is an opportunity to increase sales while providing a more personalized experience for clients. It helps:
– Boost revenue: Clients often spend more when they see their favorite photos and want to transfer them into high-quality print products in person and realize their long-term value.
– Build stronger relationships: Face-to-face meetings create personal connections with clients, increasing trust and loyalty, which can lead to repeat business.
– Control the narrative: You can guide clients through product choices, ensuring they understand the value of professional prints and wall art over digital files.
What Does Zno’s IPS Toolkit Include?
Zno’s Free IPS Toolkit is designed to streamline your in-person sales process and make it easier to impress clients with professional tools and resources. Here’s what it offers:
- White-Labeled Product Brochure: No Zno brand or price information, allowing you to easily showcase products without overwhelming clients with extra details.
- Downloadable Mockups: Show clients mockups of albums using their photos. This helps them visualize final products, which often leads to higher sales.
- Covers & Materials List: Guide clients through customization options for album covers and materials, helping them choose premium finishes that suit their style.
- Fonts & Embellishments List: Offer personalized touches like fonts and embellishments, encouraging clients to add custom details to their orders.
How to Get Started with IPS Using Zno’s Toolkits
If you’re nervous about jumping into IPS, don’t worry! Zno’s IPS Toolkits have been designed specifically to help photographers succeed. Here’s how you can leverage these tools for a successful IPS journey:
1. Set up a compelling sample display
Clients need to see, feel, and experience your products to truly appreciate their value. Zno offers a wide variety of premium print products, from layflat albums to standout prints, that you can showcase in your studio or during meetings. The key is to have a selection of sample products on display that your clients can interact with. Use the Zno IPS Toolkit to curate an elegant product presentation with high-end samples that demonstrate your craftsmanship and quality.
Focus on showcasing a mix of sizes, covers, and materials—like a Leatherette album. This variety helps clients visualize how they can display their images in different areas of their home.
2. Create a comfortable sales environment
It’s essential to make clients feel at ease during the sales process. Zno’s Toolkit includes conversation starters, scripts, and resources that help you guide the conversation naturally. Focus on offering a solution rather than just a product.
Ensure the setting for your IPS session is cozy and inviting. Serve coffee or tea, play soft music, and set the mood for a relaxed viewing session. The more comfortable your clients feel, the more open they will be to making decisions and purchasing larger packages.
3. Use the power of storytelling
Storytelling is a powerful technique in IPS Photography. Instead of just displaying the images, tell the story behind each one. Describe the emotion, the moment, and how it translates into a piece of art that will last for generations. People connect with stories more than they connect with a product alone.
For wedding photographers, you can present albums by guiding the couple through the timeline of their day, talking about which page should conclude these key emotional moments and how they were captured at that time. This reinforces the idea that each image is a precious memory worth investing in.
4. Utilize bundled products to maximize sales
To simplify in-person sales and increase your income, you need to create customizable bundles. By offering packages that group products together, like a collection that includes wall art, tabletop prints, and a custom album, you can increase your average sales per client. Bundles are perceived as better value, and clients will often spend more when the choice is simplified.
Create tiered packages that offer increasing levels of value. For example, your “Essential” package could include a framed standout print and a small album, while your “Signature” package could offer a complete wall art gallery, album, and personalized print box. Use incentives, like free shipping or complimentary upgrades, to encourage clients to choose higher-tier packages.
5. Streamline your pricing strategy
One of the key aspects of IPS is having a clear and confident pricing structure. You should establish rates that reflect the quality of your work while ensuring profitability. It’s essential to price your products in a way that makes clients feel they’re getting value but also covers your time and costs. Be transparent with pricing during your sessions so that clients feel comfortable making a purchase decision.
Use a structured approach like “Good, Better, Best” pricing. This strategy encourages clients to upgrade because they see the value in the “Better” and “Best” options compared to the “Good” option. Displaying physical samples of each tier helps clients visualize the differences in quality and size.
More Practical Tips for IPS Success
Here are some additional techniques that can enhance your IPS Photography experience and help boost sales:
– Schedule IPS sessions strategically: Timing is key. If you’re photographing a newborn or a wedding, schedule the IPS session within a few weeks after the shoot when the emotional connection to the images is strongest. This urgency can drive quicker, larger sales.
– Provide payment options: Offering flexible payment plans can help clients purchase larger packages without feeling the immediate financial strain.
– Create a sense of urgency: Offering time-sensitive promotions, like limited-time discounts or free upgrades for orders placed during the session, can encourage clients to make decisions on the spot. A simple phrase like, “This offer is available for today only,” can help nudge them toward a purchase.
– Follow up effectively: After the IPS session, send a personalized thank-you note, along with a reminder of their favorite images. This follow-up reinforces their emotional connection to the photos and can lead to additional sales, especially for products like holiday cards or gifts.
In-person sales may seem intimidating at first, but with Zno’s IPS Photography Toolkits, you’ll be well-prepared to thrive. By taking control of the sales process and offering your clients a personalized, hands-on experience, you can increase your income while fostering deeper client relationships.
IPS is not just about selling products—it’s about helping your clients preserve their most cherished memories in a beautiful, tangible way. Ready to boost your business? Let Zno’s IPS Toolkit guide you to IPS success, and watch your revenue and client satisfaction soar!
About Zno
Zno is your One-Stop-Shop Print Lab and All-In-One software platform for professional photographers. With premium quality print products and innovative selections, impress your clients with professional printing on high-quality materials. Maximize your profits with maximum customization options and streamline your workflow with our cloud-based editing and easy ordering system. Say goodbye to complexity and hello to simplicity with Zno. Join us today and take your photography business to new heights！
