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Albums & Wall Art: The Simple Way to Sell More · Luxe & Legacy Podcast

Welcome to the Lux and Legacy Podcast.
I'm Marie from Marie Elizabeth Photography.
And I am Amber from Light Live in Photography.
We created this show for photographers who are ready to run a luxury business with clarity, intention, and elevated artistry.
Each week we uncover the strategies behind high level brands from shooting and styling to client communication, to marketing, to designing heirloom products that increase your value.
If you want to attract aligned clients, produce, work with a recognizable aesthetic and build a business that supports the life you want, this podcast will guide you there.
Let's dive in.
All right, so we are excited about this episode because it's something that we bring up basically every other episode, and it's probably one of the most number one topics that people want us to talk about, and we haven't really sat down and broken it all the way down We've talked about it many times, but today we're giving it its own episode and going really in depth with lots of examples for you guys Yeah, I book fewer sessions than most photographers, I would say.
I'm making more money than most photographers, I would say.
And the reason is artwork.
Albums, wall art, the actual tangible pieces, instead of just sending over a link of digitals and calling it a day I'm really excited to talk about artwork today because it's the biggest thing for making your business profitable, but it's also the biggest part that trips people up because it can feel huge and overwhelming to add this in.
Like suddenly you need a whole product ca- catalog and a sales background, and you really don't You really don't.
And I say this all the time, but if anyone can sell artwork, or if I can sell artwork, anyone can sell artwork because I'm just a shy, introverted people pleaser.
So if I can do it, you can.
So we're gonna break today's podcast into three parts.
First, we're gonna talk about how to actually introduce artwork into your workflow without overwhelming yourself, and we're starting small.
So, you know, just a couple pieces of artwork, including the labs we personally love and the pricing recommendations we have for starting out And then we're gonna get into our exact touchpoints.
This idea of Hansel and Gretel leaving breadcrumbs so that they can get back to the place they need to be, and breadcrumbing artwork into every single step of the client experience is the most important part of the sale.
It's so simple, and I love simple.
I'm not a salesman and I certainly don't want to confuse my clients with a lot of complicated math and overwhelming options.
So the way Marie and I do it is really simplified, and you guys are gonna love it Yes.
So we're gonna finally close with mindset, which is probably the most important aspect of offering artwork because you need to genuinely believe in the value of what you're selling so you're not in your head and worried if you're feeling too salesy So if you've ever wondered how people are actually making real money from artwork sales, or you've been too nervous to even try, this is your episode.
Let's get into it Okay, so we are first starting with how to introduce artwork into your workflow.
And the key is to start super simple so you're not overwhelmed, but most importantly, so your clients aren't overwhelmed.
You want to be successful with artwork.
You don't want to offer artwork and then backtrack because no one buys it.
So that's why we recommend starting simply, and maybe you stick with that simple offer, or maybe you choose to offer other options down the road.
But the idea is that you need to get comfortable and confident with the options you are showing clients, so they will feel confident spending money with you.
I personally recommend starting with an 8 by 10 album and maybe two to three wall art sizes or offerings, so you're not freaking out when it comes to building a wall gallery.
Building wall galleries in Swift Galleries or Pro Select or other design software can be overwhelming when you first use it, which is a reason a lot of photographers shy away from wall art.
There's also the print size, the mat size, the frame size, and all the options for each of those.
But if you stick with standard sizes like 8 by 10, 11 by 14, 16 by 20, and maybe three to four frame options, you basically have a small, medium, and large size option to work with Yeah, it, for me, that was the most important part in sales in, is making it super simple, only offering the things that I absolutely love and adore.
So the only things that I offer are a 9 by 12 album, and that's in only luxe linen options.
If they asked for leather, I could get them leather options, but I show the luxe linen because that's what I love.
I just keep it really simple.
This is the one option for albums.
You can do 22 images or more.
And then I also offer frames, but on my initial pricing guide, I'm only showing, like Marie said, small, medium, large options because we want them to get an idea for, yes, these are not cheap.
We need to, understand kind of the value and the basic costs of them we do a big mock-up or anything like that.
But I don't wanna overwhelm them with a million choices in that preliminary guide when they first start out.
So we just have some small, medium, large, a- and extra-large frame with the price points that are there.
And that is it in my initial pricing guide.
That and then my base price of my digitals and what that costs, 'cause that's the base package that they are required to get to work with me, and then they can add on artwork from there Right, and my actual pricing guide for our work, it's one page.
So, like, I do not want people having to scroll and zoom in and get confused.
It is very, very basic, and I either will explain that pricing guide with them on a discovery call so there's no confusion, or I've recorded myself going through the pricing guide that I'll send over to them.
So I wanna make sure there's absolutely no confusion, and they're not overwhelmed when they first open it.
So our go-to labs.
Now, the lab you start with might not, might not be your endgame or your final lab simply because the labs that I personally use, they do have a higher cost of, of goods, but it is so worth it because the quality is unmatched.
So I love Indie Print Co.
for albums because they use such fine materials, and their covers are stunning.
The debossing options they have are so classic and romantic, and I think their options, like, they really speak for themselves and sell themselves.
When clients see their albums, they really do fall in love because the albums are not something that clients can really get on their own.
Even if they, you know, had the time to do, to design on their own, they really can't find an album like Indie's.
For wall art, I love Musea.
Not only is the quality museum worthy, but their customer service is the best.
If there is ever an issue, they take care of it immediately, and they respond so quickly.
So choosing Musea for their customer service alone is worth it because things can happen.
Wall art can get damaged during shipping.
You can make mistakes with your order.
Musea is just a great vendor to have a relationship with because they are there to serve you, and the quality is unmatched.
So when clients are spending literally thousands of dollars for something, I want the quality to be far better than anything they can get on their own, and Musea does just that.
Who do you use, Amber? So I love Musea, but I also really love The Photographers Framer.
It is co-owned by a, a photographer in our industry.
And so I think that's the reason why I started supporting it in the first place, and I feel like every single print a- and framed piece of art that I've gotten from them is definitely equal to Musea.
I do both.
depends.
Sometimes order Musea if The Photographers Framer doesn't have a particular frame or something like that.
But they also have amazing customer service.
They really care that the product is exactly as it's meant to be.
so yeah, I highly recommend them and Musea for frames.
For albums, I'm just a creature of ha- habit.
I use Red Tree albums.
They're absolutely stunning, super thick, luxurious pages that don't bend.
can rely on them for getting the color completely accurate, the white balance, the exposure.
All of that is just beautiful, and it's exactly how I meant it to be as the photographer.
So yeah, I recommend those two.
I still need to get an Indie Prints album sample, 'cause I think you just...
You sell what you have samples of, right? So my samples are in Red Tree, but that's been on my to-do list, is to try out Indie Prints and also support another photographer in our industry who is a co-owner of that one as well.
Yeah, they're both great.
So next is pricing artwork and digitals, and so many photographers make the mistake of having artwork priced much higher than their digitals because they know that they need to multiply the cost of the good by three or four to price artwork properly.
But when they do that, artwork is gonna be in the thousands range because the fine artwork that we're ordering from these vendors, it's going to cost us at least a few hundred dollars.
So when you multiply that by three or more, and if you also multiply that by three or four, yeah, you're gonna be paying in the th- in the thousands for artwork as a client.
So when your digitals are priced at $500, you are not going to book clients who are interested in purchasing a $4,000 album.
You are gonna book clients who are interested in paying $500 for digitals.
It's a different client.
You need to make the digitals and artwork in the same category for pricing.
So your pricing for digitals needs to be in a luxury range and comparable to your artwork.
Then you'll get clients who want artwork and digitals If you want to sell artwork, you need to be well above $1,000 base price to work with you.
if you're in that 300 to even 900 range, those are people who they're more DIY often, like they wanna get the digitals, and then they wanna order the frames themselves, or they wanna order the prints, or DIY their album.
That's just a different client.
That doesn't mean there's anything wrong with with what you're doing or your work if they don't buy the artwork.
just means it's a different type of client.
Just like a Target client is someone who always buys their purses from Target, is a different type of client than someone who only buys their purses from Chanel, right? It doesn't mean that one is worse than the other.
So that's the number one thing, is upping your client experience and making sure your portfolio is strong enough first to be able to dive into the above 1,000-plus range.
Most likely, if you're listening to this episode, you are already there and just afraid to go into that, that pool.
So I would start there, and then slowly adding in just a couple products.
Go ahead Okay, so the so simple yet so many photographers miss section.
All right, the core idea of this is that artwork shouldn't be a surprise at the ordering appointment.
It should show up at every step of your client experience, leaving a trail of breadcrumbs.
So it needs to be mock-ups on your website showing that you actually provide this service.
What would you say, Marie? Is that one of the number one mistakes of people trying to add in artwork, is that they don't show it anywhere, yeah, I think it's the number one mistake.
Or people don't realize how much artwork needs to be in the client experience.
They might have it in there a little bit, but it's not enough So on the website first, and then we're gonna talk about into the welcome guide and the consultation call.
Any communication that you have with the client, we need to bring up artwork, right? Yeah.
The artwork touchpoints, it's the most important part of being successful with artwork.
I always say it needs to be so annoyingly obvious that people walk away with artwork when someone lands on your brand, whether it's your website or your social media.
If a potential client doesn't know right away that artwork is a part of the process, you'll be climbing uphill the whole time with it.
A client might not be thinking about artwork when they first stumble upon your brand, but your job is to bring the value and make them understand why artwork is important.
So it's a constant conversation.
I talk about artwork on every page of my website, so that's like before they book.
If you only have an artwork page on your website, I've seen some photographers do this, no one is gonna click that because a lot of people won't even be thinking about artwork when they first think of getting photos done.
We live in an age where digital photography has made consumers focus on digital products, so why should someone print their photos and print them through you? That's the value you need to convey, and so this value needs to be conveyed on every page of your website, as soon as someone lands on your Instagram, and then ideally once every nine squares or so, so they can see artwork if they scroll your Instagram page.
When they inquire, you need to show artwork in some way, whether that's a video or a discovery call, picking up an album and showing them while you're on the call.
They need to be prepped before the session with artwork.
So I send a planning guide, and there's a whole section on artwork.
I send a questionnaire, and I ask them, "How do you like to enjoy photos? How do you wanna enjoy these photos?" And then during their planning appointment, I am asking them these questions again.
So that's it's a conversation that is continued.
Then during the session, that's a great time to bring up how a photo will appear in print based off their needs.
So from your previous conversations with them, you might discover they want a full family photo framed on their wall.
So maybe showing them a behind-the-camera image, telling them how perfect it would be on the wall will get their excitement going.
So when it comes time to order artwork, they already have a good idea of what they want, and you do, too.
So at that point, it's just making it as easy as humanly possible to have them check out.
So we'll talk about the ordering appointment in a second, but what touchpoints do you have, Amber? Yeah, and I also really quick wanted to mention that people expect you include artwork in the process, you don't feel salesy talking about it, right? 'Cause you know they know that's just what they came here for.
I don't feel like bringing it up is being salesy.
If you went into, say, Tiffany's, would you not be expecting them to show you diamond rings, right? You're not saying these people are being salesy because they're showing you what they sell.
So I just wanted to mention that real quick.
And yeah, in my touchpoints, I do all the same things that Marie does with the website.
It's lots of mock-ups on the website, lots of mock-ups in my pricing guide.
On the consultation call, I address whatever they selected in my questionnaire that they were interested in.
So if they said they were interested in framed art, then I'm gonna talk about the process.
But again, briefly, succinctly, not overwhelming them, 'cause it's just the consultation call.
But I do mention that I do custom mock-ups where we get it exactly to their taste and what they need for their own home.
And then for albums, I pick up the albums and I show them right here on the call.
It's out always by my desk, at least one sample.
I have two underneath my laptop right now.
And I just show them how beautiful they are on the call so they can see really pretty well that the pages don't bend, that the colors are beautiful, that I do all that design work for them and take it off their plate.
those are some of the touchpoints I do before we even have the ordering appointment.
If you're going to be buying a luxury item that's over $1,000, you need to either be super familiar with the brand or super familiar with the product.
So sometimes who's got money to burn might walk into a purse shop, it's the first time they've seen it, and buy a $5,000 purse.
However, likely they know that brand, and that brand means something to them.
Our products aren't necessarily a brand.
We are a brand ourselves, but the product itself, they have to be familiar with it and understand how luxurious it is, how special it is, how unique it is, and why that's ma- going to make them feel more, luxurious as part of this process.
So it's part of the luxury client experience, and people love exclusivity.
They love feeling they, like they have something really special Yeah.
And it all comes back to how you feel, right? Like, how does this brand make you feel? How do you wanna feel? So we need to convey that properly so people want it.
So now Amber and I are going to do a kind of sped through version of an ordering appointment, just because so many people wonder, "Oh my gosh, what do I actually say? Like, what words come out of my mouth during an ordering appointment?" And truth is, every ordering appointment is slightly different, but the overall structure is the same.
So we're going to get started.
Amber is my wonderful client, and I am so excited to show you your photos today, Amber.
They are absolutely stunning.
I'm gonna share my screen and play a slideshow for you.
And then I know you're interested in some wall art, so I made some mock-ups for you based off the pictures that you sent me.
Now, side note, I have when clients schedule their ordering appointment, I send them a link, and they get some reminders automatically sent to them before their ordering appointment.
And one of those reminders is that if they want wall art, then they should take a picture of walls in their home where they're interested in seeing it, and in that picture, they should have a standard size piece of paper taped to the wall, and they should take that picture kinda straight on.
You know, so all the lines are straight and it's not at an angle.
And so most clients who are interested in wall art will send me those pictures before their ordering appointment, so I can go ahead and make those mock-ups in advance.
So back to this ordering appointment or faux ordering appointment.
Amber, we're gonna play your slideshow, and I'm gonna show you some of those mock-ups, and we can take it from there.
But first, I want you to sit back, relax, and enjoy your images.
We're gonna play some to meet them some sappy music.
She's going to cry.
And what do you think of your images, Amber? Do you love 'em? so gorgeous.
You're the best photographer ever I actually don't, like, ask clients, like, "Do you like your images?" That's too direct for me.
But usually clients will, you know, they'll be teary-eyed or say, "Oh my gosh, I love them so much."
And then I'm like, "I'm so glad you love your images.
You know, I love them, too."
And so now I'm going to share my screen and show you a couple mock-ups I made.
And so at this last ordering appointment I had the client sent me two walls in her home, and so I made, I think four mock-ups total.
I didn't wanna overwhelm her, so, "Amber, I don't wanna overwhelm you.
I made, like, four, but you let me know what you're kinda drawn to."
So first we have this one, and it has three eight-by-10s.
And basically I go through each of them, okay? And then I say, "Amber, do you feel, drawn to one of these over the other?" Yeah.
I kinda want six of them.
That's Okay.
thinking, the big one All right, all right.
So let's go...
This wall, I think, can accommodate six better than this one.
And so what I would do is I would probably start with, we can do 8 by 10s here with either, like, a two-inch or four-inch mat.
Let me do the four-inch mat to see if they'll fit on the wall, because I love a four-inch mat.
I think it draws the eye in.
So basically, I'm, kind of playing around now in Swift Gallery to show her.
Like, I have these baseline mock-ups that I've already done, which is nice, and then I'm kind of just tweaking them based off what she's sharing with me.
So once I make these, this mock-up of the six images, I'll be like, "Do you like this?" Yeah, that looks great Okay, yeah.
I love how it looks too.
I think it really is going to be a showstopper on this wall.
Do you gravitate more towards metallic or natural wood, white or black frames? I noticed that on your questionnaire you said your house has like a farmhouse style.
So I have some ideas, but do you have a particular color you, you tend to prefer? I'm not sure, but I think maybe like whites or a natural wood would go well.
What do you think? Yeah, I think either would work.
Let me pull up my frames to show you.
And what Amber said, like I have...
That's like a pretty standard response from clients.
Like, they tend to not know exactly what they want, just an overall idea.
And so I don't wanna overwhelm her with like all these options, but she said...
You said whites or natural woods, so I would share my screen.
I literally go to Musea's website, and I don't log in to where it shows pricing.
I'm just like on the website where you can see all the frame options.
So it just shows pictures of all the different frames without showing pricing, pricing.
And so I will open that page, share my screen, and show her the frames that I think will be a good fit based off what she told me.
So I'm not like scrolling like, "Which ones do you like?" Because there's so many options.
She told me she likes white or natural wood, so I am going to make the decision as the expert.
Okay, I think this one, this one, and this one would be good to show her.
And so kind of like with the mock-ups, I'm going to say, "Okay, let's look at this one.
This one's also a good fit, and I like this one, too.
Do you find yourself gravitating towards one?" Ooh, I really like that second option This is so funny, Amber.
And so I will be like, "Okay, great.
Let me throw that into the mockup so you can see how it looks."
And Swift Galleries, what I use they used to have all the Musea frames, but when Musea updated and got some new ones, they don't have all of them now.
So what I'll do is if they have the exact frame, I'll put that in.
If they don't, I'll just kinda look and find a frame that is a similar color, because the mockup you can't see all the details of a frame anyway.
But it'll at least give the overall general picture of what that frame will look like on the wall.
So I'll plug that in, and I'll say, "Oh, yeah, I, I love this.
What do you think?" That's perfect.
Let's do it Okay, fantastic.
And then at this point we have the wall art taken care of, so I'll say, you know, "Is there anything else I can help you with? Are you good with like grandparent gifts or, you know, matted prints, albums?" Oh, I didn't even think of that.
Yeah, I think that maybe for Christmas I could get a matted print for my parents and my husband's parents Okay, great.
And this is a really wonderful question to ask because you're serving your clients in a way that, like, how many parents gift their parents pictures of the grandkids, right? And so by thinking of this during the ordering appointment, even if it is in summer, you know, you are getting this checked off their list and giving it to them in a beautiful way.
And so oftentimes, like in this particular situation, Amber has already chosen or actually no, we haven't chosen images yet in this ordering appointment.
But I would go through now with images and have her select the six favorites that she wants for the wall.
And usually from those six favorites, we can then pick the grandparent photos from there.
So that's kind of how we do- have a little bit more time though, Marie? So if you want more time to select the images themselves, I can give a 48-hour extension, but we have the sizing all figured out, so I feel like we're on a good timeframe for that.
So what I can do, Amber, is I'll draw up the invoice and send it to you for the print s- sizes, the wall art sizes the matted prints, so we have all those big decisions taken care of.
And then if you wanna let me know by, you know, two days from now what images you want, that's fine.
And that way we have...
We're not giving this extra time to pass because as more time passes, the excitement wanes away.
So it's important to capitalize on all those emotions and wrap things up.
Now, as I just did here with Amber, if they want a little bit more time to actually pick the images themselves, that doesn't bother me.
I just wanna get the big decisions taken care of because my wall art is priced by print size, so we'll finalize that.
And if it was an album sale, we might finalize the number of images because that's how my albums are priced.
So that way they aren't going home and getting less and less and less excited about artwork and then deciding, "You know what? Let's just do the digitals," because that will happen if people don't make the decision on the call.
Amber, do you wanna walk us through albums? Yes.
Perfect.
Okay, so my process is really similar to Marie's in that I book a consult call, I send them another copy of the heirloom guide again, I make sure that I have...
know throughout this process what they were interested in.
So in this case, we're gonna talk about albums.
I have already shown them on the call, and I brought a sample to the session to show them.
Now when we hop on the call, so Marie and I can do just a really sped up version of this.
Hey, Marie.
How's it going? I'm doing well.
How are you? Good.
Are you excited to see your images? I'm so excited.
I love the previews you shared Okay, awesome.
So I'm just gonna show you a slideshow, and I just want you to sit back, relax, enjoy your images, and then we can talk about how we can get these in your hands.
Sound good? Sounds good Okay, so now I've shown Marie a slideshow of her beautiful images, and I will just say, "Oh, my gosh," "I'm so glad you love them."
Most of the time people are just smiling and so excited.
And I'll say, "Okay, so I know you really wanted an album, right? We talked about that before."
And let me show you guys this again, and then I'll open the album, show them again, just briefly how beautiful they are.
I'll say, "Okay, so do you wanna go through and heart some of your favorites so we can see about how many images you want in your album?" and gonna, like pause right here because once I've heard them express interest in it and I've shown them at the session, usually even at the session when I show them in person, I'm sure they're gonna buy it.
If not, often they'll say, "Oh, I think..."
Even at that point they'll say "No, we're for sure gonna do digital images," which, but that's just a few people.
Most people do get an album.
So at this point, at the ordering appointment, I'm sure they want it, right? So I approach what I say in terms of not asking like, "Oh, do you wanna add on an album?" In a really passive, nervous way.
I'm just saying, "Okay, so let's go through and heart your favorites and see how many you want for your album instead.
Okay, so I'm so glad you love your images.
Let's go through."
And what I'm gonna do is pull up each photo one by one, and we're just gonna say heart and keep going.
And then if, say, we have too many, if you want to narrow it down at the end, then we can go through and weed them out and I can kinda help guide you.
Because I've been the one editing them, right? So I usually know okay, there's two that are similar that I included, but I can guide them towards I think this one is a little bit better and explain why.
Because we want the albums to be each image unique.
I don't really want repetitive images in the album.
So we're trying to...
And I'll tell them like I really love when an album tells a story, so we wanna pick some wide shots, some close-ups, some, you know, soft moments, some action shots.
So we'll try to vary it up.
then when we go through I'll just say, "Just say heart or keep going."
And we go through.
It's really fast this way.
And I'll tell them "This way it gets it off your plate.
You don't have to think about it again.
We'll just get it done really quick right here."
go through the images.
Honestly, usually only takes 10, 15 minutes and then We'll go, through and maybe delete a few.
Say they picked 50, but they really wanna keep it down to 33 or something like that.
We'll go through and weed them out, and then I'll say, "Okay, awesome.
I will go ahead and send you the invoice, and then once that's paid, I will send you over the full digital gallery link."
Because for me, My base package, is the digital galleries, and then they can add on artwork if they wish.
But there's never any pressure to add on artwork.
I just know that they're gonna love it if they do.
So I'll send that over, send their full digital gallery over, and then I'll say, "Great.
I'm going to design your album this week, and I will then send you a Loom video," because I don't want to make them get on another call to approve the design.
Instead what I do is I design it really quick in Fundy.
It has...
There's an auto-design temp- like, that you can click on for how many you want, and I usually keep my designs pretty simple, like mostly just one image per page.
Occasionally, I'll add in stacked images, especially if it's a close-up of a hand on a rose or something.
I don't want the rose to take up the whole photo.
I might add it on top of another detail shot.
So I can click auto-design, then just move them around a little bit.
looks good.
So then I will go onto Loom, L-O-O-M, and do a screen recording that's less than five minutes.
Just go through, say, "This is your album design.
Any time you see that white border, that means there's gonna be a white edge.
If you want me to go full page, let me know, and if you want me to move any particular photos around, let me know.
If there's no changes, then I'll go ahead and put in your order."
then I will send them a screenshot of the album cover options and the emblem options.
basically, I keep it so simple.
I just send them a screenshot of these 10 or I don't know how many there are on there, on Redtree options, and then just the luxe linen options, unless they express that they wanted something different.
And they say, "Okay, great.
I want summer with emblem number design eight with the letter M in gold," and then we're done.
It's so easy, and you're adding on at least another $1,000 profit to your session, and that's why I love album sales.
Yeah, and my album process is very similar to Amber's.
I- the only thing I don't do is, like, the video recording of the spreads.
I just send them in Pic-Time for them to make comments and but yeah, albums are amazing.
We both love selling them.
And so now the last part we're gonna chat about today is often the hardest part, and that is mindset.
And mindset can really make or break your transition into artwork.
And so as we kinda talked about before, you have to believe in the value of what you're selling yourself, because if you don't, y- it's going to communicate to your clients that this is not something that you would recommend, even if you're not saying that.
So this truly matters.
Your money mindset needs to be strong.
Why are printing photos important? Why should your clients get them printed through you? And there are so many different avenues you can go down with these questions.
I mean, in today's digital age, there are so many people whose images are all on devices, and that brings a literal, literal question of, like, how will your children and grandchildren get these images? Because technology's ever-changing.
And so those images might stay online, but how will your children and grandchildren access them? Will you you need to leave behind a Dropbox password? Are they gonna be on a hard drive somewhere? That not only adds an extra layer, but, like, who is going to sit down and try to find a password or a hard drive to get photos? Like, that is making them very inaccessible.
So you can talk about that.
Like, do you have some personal memories looking through family albums? You want people, potential clients, to feel something when you are talking about the why.
So what do you want them to feel? And so it's not your job to convince someone to spend money they don't have.
I know, like, again, the introverted people pleaser doesn't wanna ask anyone for anything, but when you walk into some of these client homes and you see the thousands they spend on a sofa or you know they went on a vacation that cost $10,000 or thous- tens of thousands, the money is there.
They have the money, and it's never our job to assume that they don't.
They're spending it on things that they Value.
So it's just our job to convey that value properly.
And if we believe in what we're offering, then that value will come across.
So you're connecting the product, the album, the wall art to legacy, to what these years look like on the wall in 20 years, not to, you know, the materials and dimensions of the product, because that won't sell Yeah, and it's a good point to bring up that if you put it off your plate to do, what happens? They end up on the hard drive, and then that hard drive, like you said, becomes obsolete.
I still have my wedding photos on a CD in the drawer.
Mm-hmm.
And the CD's obsolete because my laptop doesn't have a CD player.
Cars no longer have a CD player.
That's something that I never thought would go obsolete back in 2010, right? Mm-hmm And that's just been on my to-do list forever to go somewhere and have it transferred to a digital file so that I can actually...
I had a very amateur wedding photographer, 'cause this was, what, long before I did photography, and he just literally gave me thousands of raw photos on a CD A bit overwhelming, and I don't have them printed.
So artwork is worth it, and you can express to your clients, like, how much easier you make it.
The ease part is a big part of it, taking it off their plate, making sure that it's a beautiful finished product, and we're taking care of all the customer service if anything were to go wrong.
And then, like Marie said, the emotional value of flipping through an album with their grandkids someday versus, "Where was that session back in 2026 that we did with that one photographer we liked?" Mm-hmm.
So yeah, and people do spend a lot of money on different things.
One of my clients said she budgets $5,000 twice a year for photos because it's something that is important to her.
So there are those clients out there, and just because we are not those clients as photographers we don't think like that, we don't shop at these expensive places or whatnot often doesn't mean there aren't people out there who value these things Exactly.
So one action step for you this week, pick your one album size, three frame options, check that your digitals are priced level with the artwork, and add a single new breadcrumb to your workflow.
We'll hope, we hope this was helpful, and we'll see you next week Thanks, guys Thank you so much for spending time with us today on the Luxe and Legacy Podcast.
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