Selling large prints is the key to increasing profits in a photography business
While a photographer may make $40-$50 dollars on an 8X10, she will likely make $800-$1200 on a 24X30. In order to sell large prints for thousands of dollars, a client must see the value of a larger print. While some clients already see the value, others need a demonstration to see the value. Technology can provide that demonstration.
When sitting down with a client to show them their pictures, a photographer should utilize a computer and projector to create an atmosphere in which a client can be emotionally tied to the pictures. Imagine sitting down with a client in a dark room, on comfortable chairs, with soft music in the background. The first of the family’s pictures is projected in high definition up on a canvas screen almost the size of a large wall. You explain to the client that you understand that they may not be looking to purchase a $6000 print this size, but that you want to project it at that size so they can see the details. They become accustomed to seeing larger than life pictures of their family. You proceed to show them their pictures pointing out the virtues of each shot. You help them decide on shot that best expresses their family. You now say it's time to decide which size would look best on their wall. You get on your computer and adjust the size of the picture down to an 8X10. After the larger than life demonstration, that 8X10 is looks awfully small. Through out your presentation you work in the idea that most families only have family portraits a couple times in a life time.
You have now created a situation where they perceive the value of a larger print. The client will likely not purchase the large size you demonstrated at first on the screen, but they will likely upscale to something significantly larger than that puny looking 8X10. By creating the above scenario, you will increase the size of your prints that are sold and thus increase your revenue and profits.
