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Inspiration

3 Tips For Wedding Album Sales | Interview With Jeff and Lori Part II

By Pye Jirsa on March 25th 2015

Good day fellow shutterbugs! Welcome to part 2 of this informative interview series with Jeff and Lori of Indigo Silver Studio. This duo has garnered much success at their wedding photography business in North Carolina and have decided to share 3 Tips on Wedding Album Sales. If you haven’t seen these guys in part 1, 3 Tips for Wedding Photography Pricing Strategies, we urge you to watch it, like right now! Also, if you want to see these guys in person, they will be teaching a few workshops at this year’s Shutterfest.

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The Wedding Album remains one of the most important heirlooms from a couple’s wedding. However, many people don’t think much about it during the craziness of planning their biggest day. Jeff and Lori make this process easy and also hint to clients that the memories from their biggest day is a worthy investment.

3 Tips For Wedding Album Sales Video

Wedding Album Sales Tip 1: Start with a small number of pages

Some photographers make a 30 page spread (60 pages) when their clients only wanted a 15 page spread (30 pages). This is designed to show people what they are missing, thereby having them approve the longer (and more expensive) album. However, Jeff and Lori have found that this method backfired a lot of the time, making the clients angry when they saw a more expensive book they didn’t ask for.

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It’s like contracting someone to build a 1,000 square foot house and driving up to see a house twice that size with all your furniture already in. They feel bullied because they were not in control from the start. A small number of pages is a great start for the client to first see their wedding, but it doesn’t have to stay there.

Wedding Album Sales Tip 2: Subtly prepare your clients to invest more in the album

If a client asks for only 15 spreads, show them what a 15 spread album will look like. For most people, the biggest day of their life on only 15 spreads looks quite small, especially compared to most albums that Jeff and Lori have around their studio. They let them know that most people choose a larger album. They then show them what other have done. They show them them a beautiful 40 page spread in the lobby as they discuss layouts.

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All this is done very subtly with no hard selling involved. It is important to make the client feel they are making the decisions and naturally taking suggestions that Jeff and Lori give. To sell albums you need to show albums. Even if the clients don’t want an album at all, you need to plant the seeds for possibilities. Falling in love with a layout is the client’s job, it is the photographer’s job to subtly introduce an idea.

Wedding Album Sales Tip 3: Create an album checklist for clients to customize

To truly give your clients the feeling of control, you should give them the control! Lori came up with a system where clients had more input into which pictures they keep and which pictures they take out. Sitting down in a cozy viewing area, clients are taken through their wedding day while Jeff and Lori give suggestions on spreads. It might include adding more spreads and even taking out spreads. This eliminated the dilemma of a client not understanding why a 15 page spread is not sufficient for their wedding. As they increase the album size, Jeff and Lori mention upgrade possibilities if they add only 2 or 3 more pages, giving them even more options.

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Through this collaborative process, Jeff and Lori arrive at the 30 page spread that their clients originally didn’t think they needed. Their clients were not bullied into accepting something they didn’t want. When Jeff and Lori bring them into the album making process, they could see for themselves why upgrading was needed. They came to that conclusion on their own terms and are left with a beautiful culmination of their wedding day. Along with excitement and praises, Jeff and Lori usually receive hugs and kisses from their clients when they leave a sales meeting, and that’s how it should be.

Learn More About Wedding Photography!

This is a 3 part interview series, click here to check out part 1 (3 Tips For Weddings Photography Pricing Strategies), and be on the lookout for part 3 next week. We hope you enjoyed this interview, if you’re interested in learning more about Jeff and Lori be sure to check out their weddings at indigosilver studio, or their photographers’ educational resource at The Shoot Space.

If you’re interested about learning more about wedding photography Jeff and Lori will be teaching a few classes at Shutterfest, and we’re also teaching a wedding workshop in the Bahamas!

Jeff and Lori also have an Album Pricing Worksheet available for purchase.  SLRLounge readers get 25% off, simply use the promo code “loungepricing” for the discount to apply.

About

Founding Partner of Lin and Jirsa Photography and SLR Lounge.

Follow my updates on Facebook and my latest work on Instagram both under username @pyejirsa.

Q&A Discussions

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  1. Greg Faulkner

    A list of all the sections on the album checklist would be helpful to see. To sell 60 spreads that’s a lot of parts to break a wedding day into. Can we see the list you use please? ?

    PS +1 for Fundy Album Designer it’s great

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    • Jeff Poole

      Hi Greg

      Most of our albums end up being between 60-70 pages, rather than spreads. I agree that would be a lot! lol 30-40 spreads however is still a lot however keep in mind that you may have more than one spread per “moment”. For example, bride preparation or couples creative portraits may have 3-4 spreads each, while cake cutting may only have 1.

      It’s this flexibility that we put into the couple’s hands so they are always driving the overall size of the album, with a little help from us with recommendations of course.

      Often times what we see is that couples initially feel that 30 pages is enough, yet after discussing the outline using the worksheet they see differently. At that point, it’s up to them to add additional spreads which often they do with no hard upsells.

      We created a 40 minute instructional video to go along with the worksheet with can be purchased at the link below.

      Hope this helps!

      Cheers

      http://theshootspace.com/product/album-worksheet/

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  2. Kurk Rouse

    I may have to walk with a small checklist for this. Mentally I Iknow which shots I need to get on the wedding day but it’s those small detail photos I totally overlook. Thanks for sharing.

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    • Jeff Poole

      Hi Kurk

      Our album checklist isn’t necessarily a shot list, rather a list of all the different events of the day. As long as each event is adequately captured you should have no problem building albums spreads from it. Think of it as chapters in a book. Chapter one, introduction. Chapter two, bride getting ready. Chapter three, brides details…..

      Hope this helps! Good luck.

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  3. Linda Borrego

    Thanks for the album tips. I would never have thought to show my clients what their smaller spread looks like in order to plant a seed for them to buy more pages.

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    • Lori Unruh

      Thanks Linda! The magic is really in that checklist! They have a really hard time checking only 15 boxes, so they really see how limiting a small album can be. :-)

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  4. Tobias Gronemeyer

    Great tips. Personally I`m happy with every client who NOT want`s to buy a wedding album. As a photographer (not a graphic designer) I simply hate the whole process and that I have to spend hours by hours in front of my computer to design albums.

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    • Lori Unruh

      Tobias,
      We felt the same way until we started using Fundy Album Designer! After planning out the outline with our clients, it takes us less than an hour to design the whole album. They’ve got a free trial; check them out if you’re interested in adding a new revenue stream with albums. ;-)

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    • Rafael Steffen

      There are softwares out there that will make your life much easier.

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  5. Graham Curran

    Some useful advice about not overwhelming clients.

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    • Lori Unruh

      Graham,
      I’m glad you found it useful! Putting our clients in control, while fully informed of the process, seems to be the magic combination for us!

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  6. Brandon Dewey

    thanks for the great tips

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    • Lori Unruh

      Brandon,
      You’re welcome! I hope you got some great ideas from the interview!

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    • Brandon Dewey

      I did. I’m always looking for new ideas to make my product look the best they can.

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