Episode 109: Creating More Revenue via Client Gifting & Upselling

Putting in a little extra time (and money) into your clients can really pay off in the long run. Phillip van Nostrand is our guest today! Phillip is based in New York and California. With a strong background in photographing weddings, commercial, and lifestyle projects, he is an expert in capturing bright, cinematic lifestyle imagery. He travels abroad once a year and has photographed 30+ countries.

In addition to being an amazing photographer (seriously, this guy’s been published all over the place!), he owns a company called LaRousse Shop, which features heirloom glass photo boxes. These boxes are BEAUTIFUL and house prints in varying sizes. They’re a great addition to a client thank you box after a wedding. Phillip sent me one and I’m SWOONING. It’s beautiful!!

In this episode, we chat about the importance of client gifting, as well as upselling products like albums, prints, etc. Here are some of my favorite tidbits from Phillip.

• Language Matters: When it comes to upselling, HOW you talk to your clients really matters. You don’t want to leave things open-ended. Definitely chat with them as if you know they’re going to purchase an album or you know they’re going to purchase prints. Be confident in your offerings & your pricing.
• Go above & beyond: Elevate your client experience to the next level by giving them something impressive as a thank you. Making a cute little thank you box and sending it to them with a gift & a bottle of champagne will leave a lasting impression. Lasting impressions lead to great reviews, and word of mouth referrals, which is usually the way most photographers get a large portion of their clients!
• Outsource if needed: Sometimes the reason we aren’t upselling something we should be (like albums) is because we don’t have the time to figure out exactly how we should do it. Figuring out workflow, pricing, and delivery can be tricky! If this is you, Phillip suggests outsourcing! For example, KISS albums will make any album for you for $50. This is a no-brainer!

This was a really fun episode to record; Phillip is a wealth of knowledge on upselling & client gifting & so easy to chat with. Be sure to tune in to hear our entire conversation, and check out Phillip’s beautiful photo boxes here: http://larousseshoppe.com