The Importance of Samples
How to Sell More & Overcome Price Objections
Let’s be honest: selling photography products can sometimes feel like trying to convince a toddler to eat broccoli. Clients love your work but may hesitate at the price tag. That’s where samples swoop in to save the day. Think of them as the superheroes of your sales process – here to turn “Hmm, maybe” into “I’ll take three, thanks!”
Why Samples Work Like Magic.
People Buy What They Can See.
Your clients aren’t professional photographers – they don’t naturally picture a beautiful piece of wall art on their walls or an album on their coffee table. A sample lets them see exactly what they’re getting: the size, the quality, the impact. It takes the guesswork out and makes the decision easier.
Price Becomes Secondary.
A great sample shifts the conversation. It’s no longer “Why does this cost so much?” but “I have to have that.” They’re not buying a ‘print’ – they’re buying a showpiece for their home or a keepsake to treasure forever.
You’re the Expert.
Your samples showcase the best of what you offer. When your clients see them, they’ll trust your recommendations – because you clearly know what looks amazing. You’re not “selling”; you’re guiding them to a choice they’ll love.
How Samples Overcome Price Objections.
Show the Value.
When clients see and hold your products, they understand why they’re priced the way they are. A high-quality frame or luxurious album speaks for itself – it’s not just a picture; it’s a work of art.
Anchor Their Expectations.
Have a range of samples at different price points, but lead with your premium options. When a client falls in love with a high-end piece, suddenly the mid-tier choice feels like a bargain.
Make It Personal.
Talk about why you’ve chosen these specific products. Share how they enhance your images, last a lifetime, and turn memories into something tangible. It’s hard to argue with “This is the best way to preserve your story.”
Keep Your Samples Fresh.
Remember, samples should be updated regularly. Not just to show off your latest work but to reflect what your clients are loving right now. Pay attention to what’s popular with your clients, what’s not, and keep experimenting. Your clients (and your bank account) will thank you.
trust the experts
Kenneth Martin
One of the key tips I share with all my TCMP mentor studios is how crucial it is to perfect your display in the Ordering Room (not the Viewing Room!). This setup is a game-changer for achieving consistently high average sales. A random selection of products makes it more confusing for both the salesperson and the customer.
structure your display for success.
Show sizes side by side.
Arrange your images from largest to smallest, aligned by the top edge (pro tip: the top of the door frame is usually a great height).
Cover your core products.
• Display a traditional framed range (e.g., Scandi with a 2” or 3” mount).
• Include a multi-image range (like Tray Frames or another framed & mounted option).
• Add a contemporary product, along with your print box and album.
Keep it structured.
A random assortment of products can confuse your customers. A clear, organized display helps them visualize exactly what they’re getting.
Support your display.
A random assortment of products can confuse your customers. A clear, organized display helps them visualize exactly what they’re getting.