In marketing, creating high quality upsells is one of the fastest and most effective ways to boost the income of a business, but in photography which is typically a ‘one time thing’, it seems a little more tricky…
Here’s a great idea for portrait photographers who work with kids, as well as maternity and newborn photographers. If you don’t fall into one of these categories I’m sure it will spark some ideas that will allow you to incorporate an upsell into your business…
Family Growth Photography
You can probably already take a pretty good guess by the name I’ve given it, but here’s the full explanation…
- When doing a job with a family, offer to provide a package that is like a yearly professional photography ticket. It gives them access to one photo shoot per year and can be claimed anytime.
- You can do shorter packages, like 3 years, or longer ones, like 10 years. You would price the longer packages at a lower ‘cost-per-shoot’ price, because it’s like buying in bulk.
- Explain the benefits of having a professional photoshoot each year, and get them to imagine what it will be like looking back on their photo album in 30 years, and having high quality photos every single year showing their families growth and how glad they’ll be that they have such a memory.
With my students who use this, it seems to work extremely well especially with maternity and newborn photographers. To the new mom, the idea of having photos every year in those early stages of development is priceless. Many even book their first shoots at 3 month intervals when their baby is growing so quickly.
3 Hidden Benefits
#1 You’ll Become Part Of The Family
Each family will see you every year for at least a few years, so you’ll build up a friendship. Just the simple fact that they know they’ll be seeing you again will make them much more sociable and friendly.
You’ll be first on the list for all the events in their lives – weddings, graduations and other events, so a couple of jobs could turn into a dozen jobs if they really love your work.
#2 They’ll Almost Certainly Refer
Having this long term relationship sort of makes you ‘their photographer’. Whenever a friend or family member brings up the topic of photography or needing a photographer, they’ll refer you.
These will be the easiest referrals you’ll ever get, but that doesn’t mean you shouldn’t still reward them for every single one!
#3 There’s No Extra Advertising Costs
Unlike finding new clients, which almost always requires some sort of advertising cost, making an upsell has no cost attached. You probably spent a little to get them in for that initial shoot, but to provide the upsell costs you nothing extra, which is why it is so powerful in boosting the income of your business!
So how can you use this in your business?
In the comments below, let me know what type of photography you do, and how you’ll use upsells in your business. We can even have a little brainstorming session!
P.S. – If you’d like to get a whole heap more strategies to boost the success of your business, check out my Rich Photographer System here. It’s being used with great success by thousands of photographers around the world – check out some of their testimonials on the page.