When Ariana Falerni launched her photography business ten years ago, she only sold digital files. Her business model began to shift when a client asked her to help design wall displays for a commercial space. She’d never done this before and admits that the process was a lot harder than she expected.
To quote her, “I realized, if I don’t know how to do this, there’s no way our clients know how to do this. We need to become experts at this so we can help our clients or they will never get images on the wall.”
Today, in addition to her photography business, Ariana is the creator of Shoot & Sell and Proofshare. Her wall display templates and apps have helped photographers all over the world sell more wall art and increase in-person sales.
Today Ariana will walk us through the process of creating beautiful mockups that show clients how their images will look on their walls and we’ll talk about how to create marketing materials that will help you sell wall art and maximize your sales. We’re sharing some of the highlights below, but be sure to watch the full conversation (or listen to the episode on the Momentum podcast) to see how easy it is to implement these tips.
Show Your Products
It’s difficult to sell products online. It’s even more difficult if all clients have for reference is a PDF that lists products, sizes, and prices. Most people don’t understand industry lingo and aren’t able to picture the things that are listed in a PDF. This is part of the reason that we created the online Pricing Guide that’s part of StickyFolios. Online pricing guides allow you to show images of your products and describe products in a way that people can relate to emotionally. Being able to see products, makes it much easier to sell an expensive piece of wall art or an heirloom album.
Your pricing guide isn’t the only place that you should be showing product images. Blog about them, share them on your website, put them in your marketing materials and welcome packet, post them on social media. We’ve probably complained that clients only want digital files but part of that is because they don’t know what the other options are. Show them products as much as you can and they will come around!
Making the Sale
Ariana approaches each of her in person sales sessions with complete confidence that she will sell wall art. How can she be so sure? Her clients know about it and already want it. They’ve seen wall art on her social media accounts, there are pictures of it in her pricing guide and welcome packet and on her website and blog and before the session takes place, she’s talked to them about how they will use the images. By the time they get to their ordering appointment, it’s not a question of if they will buy wall art but what size or which images they will use in a grouping.
Ariana does ask her clients to send them images of their walls before their ordering appointment but they don’t always do it. It’s not a big deal though, the color of the furniture and walls of the stock rooms in template packs and in the app can be changed to match the client’s decor. This is obviously a really cool feature for sales but it’s also great for creating rooms to go in your marketing materials. A few simple clicks and you have gorgeous images that coordinate with your branding.
Before each in-person sales session, Ariana prepares a few looks/rooms to share with the client. She typically reveals the images in a slideshow and puts the rooms with the wall art ideas at the end. If the client wants to make changes, she has the images saved on her iPad and can easily change the size or swap out images from a grouping.
Sell More with Stock Rooms
There is so much great information in this call and we’re excited for you to start implementing it. Ariana is generously offering StickyFolios users a 25% discount, and her guide, Sell More with Stock Rooms: 13 Ideas to Implement Now.
Here’s a link to the free course that I mentioned: https://learn.stickyacademy.com/p/turn-more-inquires-into-booked-clients-with-one-auto-reply-email/
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