Printed proofs vs online gallery viewing

[Quintin]

Well for me, it would all depend on convenience. Printed proofs are always a better indication of quality... plus, it gives clients something to touch and handle as well as see, which can really help with some kinds of people. But they cost, as well, or do around here at least.

I've noticed that Adobe Bridge CS4 has a nice Flash gallery export function, which would allow you to upload the images to a website. The images are embedded in the Flash movie, which gives you added security. Upload, send them the link, and take it down afterwards... or keep it up as a portfolio reference.

Originally Posted by Xposurepro

If you are going to invest in the sales presentation, I would recommend projection. A big projection with sappy music to make the mom wipe away a few tears. Sitting around a computer screen or a table full of prints does not create this emotion. Emotion leads to sales and a big projection leads to the desire for larger prints and canvas wraps.

Do you really do this? Projection sounds like a great idea... but sappy music? Heh... Were I the client, I'd think it'd be trying too hard.

Then again, I'm not the professional, and quite cynical in my way. Could work for some folks, I guess.

[FormElement]

I think it all depends on what the customer is paying for. If you charge for the presentation in your original fees, then it's super easy to justify.

From personal expertise, in another creative arena, there are folks who are happy pay more for a better "show". For example, I have had several professional peers ask me why I do 3-D renderings for every project, no matter how small. The simple answer is because I expect the customer to pay for my skills, which are substantial, and I have had so many stop and say "WOW! That's exactly what I wanted!" on the 3-D and then skip everything else and go straight to the approval.

So, the moral of the story is that presentation is EVERYTHING. If your presentation is excellent, you should be able to discreetly (or even better, invisibly) charge for the time and effort of the presentation in the original contract. It IS an excellent value to the customer, especially in the context of emotional impact. The people I like to work with love the presentation, because they get maximum understanding in the shortest amount of time.

The big screen, and the sappy music (think Beach Boys or Beatles), might just enable you to double your asking price for the resulting referral jobs. If it is not overdone, and tasteful, people absolutely love that stuff. I know that I do. I would say "WOW" and tell all of my friends about it. Cost is almost always a secondary issue when you really WANT something.

[nokiN]

After the session has been shot and the images have been edited, your job as a photographer is done.

The next phase of the business is where you must become a sales person. The better you are at selling, the more profitable your business will be.

As far as online proofing: I never sold a car to someone, who didn't go with me on a test drive first. I drove first and demonstrated what the car could do, then I let the client drive the car.

In other words, putting the images up online doesn't give you the opportunity to generate any excitement over the images.

I'll tell you something else I learned selling cars. People buy high ticket items on impulse. The highest compliment a car buyer could give me was to say, "I wasn't even planning on buying a car today!".

To summarize: Presentation is critical to selling (learn how to sell) and you have to be there to generate excitement and show the client what all their options are.

One last piece of insight about selling. Your happiest clients will be the ones who pay the most. Your unhappy clients will always the ones who pay the least. I make sure I don't have any unhappy clients by not EVER giving discounts. I have been known to give clients a surprise gift though (they tell me that's called marketing).

[FormElement]

Your happiest clients will be the ones who pay the most. Your unhappy clients will always be the ones who pay the least.

Oh that is so true! So sadly and painfully true!

[Jim Bryant]

The less time you spend behind the camera, is less money you'll make. I use exposuremanager.com and photoshelter for my sales. They pay by credit card and the finished product is shipped directly to them. I sit back and collect the money