Photo Cred: Bethany Belle Photography We can all agree that the photography industry has changed IMMENSELY over the last 10-15 years with the popularity of digital SLRS taking over from film cameras. Along with this shift, it became a lot easier for photographers to offer digital files to their clients instead of prints. However, just because it's easier doesn't necessarily mean it's the right path to take! For this episode, we invited in person sales guru Hillary Lachman (of Stills By Hill Photography & Sweet Snap Photography) to teach us a little bit about why she chooses to stick with in person sales and how she manages everything! Key Takeaways:

1. Digital Files Can Be a Disservice: Hillary feels that family photos are SO important to have, and that by offering digital files only, clients will likely not end up printing their photos. When they don't know what products are available, they are even less likely to print their photos, and therefore they won't have their memories as well preserved as they would be with prints. Studies have been done that show that kids grow up with better self esteem and better sense of self when they see their parents print up family photos or photos of them and/or their siblings and put them on the wall. Even as photographers, most of us at PhotoSpark are also super guilty of not printing our photos... so it's easy to see that this is a huge possibility for our clients as well!
2. We Lose Control Over Digital Files: When you give print releases for your digital files, you have zero control over where the client prints their photos. We've seen some horrible filters on Facebook, right? Well imagine if the client applies those awful filters to our professional images and then PRINTS them and hangs them up on their wall?! Even worse... what happens when they post the altered images on social media with credit to your business? You could easily lose potential clients.
3. Transitioning from Digital to Prints: This is something that those of us who still offer digital files only all likely struggle with. For me personally, I've been digital only for 8 years, so my clients are used to getting their digital images... I've often felt it isn't fair to them to completely switch my business model after they've been such loyal clients. Hillary suggests a good way to start the transition is maybe offering digital files for mini sessions only, but keeping regular shoots all in person sales. This allows past clients to still receive what they're used to receiving, but also allows for a much more customized, couture experience for full price sessions.
4. Work With What You Have: You don't have to have a studio in order to do in person sales! Hillary started out by visiting client's homes. She'd bring a projector with her, some sample albums, frames, etc, and she'd show the clients their photos in the comfort of their own homes. While it's significantly easier to have clients come to your own studio (because you don't have to lug a bunch of stuff around!), don't shy away from in person sales just because you don't have studio space!
5. Narrow Down Your Selection: Don't show people 80 photos from their shoot and make them choose!! With digital, you can kind of get away with offering more photos, because your clients don't have to make any decisions. With in person sales, you'll overwhelm your clients if you show too many images. Narrowing them down before you even show them to your clients is so important! Don't be afraid to only show the very best of the best!

Hillary has a TON more tips for you guys in this episode, so be sure to download & tune in to hear some more!! Do you guys do in person sales? Or do you prefer digital? Let's chat! Leave us a note on Facebook and join in on the conversation! Relavent Links:

• Stills by Hill
• Stills by Hill on Facebook
• Sweet Snap Photography
• Sweet Snap Photography on Facebook

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