GNP Picture Frames Customer Spotlight

Storytellers Photography

This month we are featuring Storytellers Photography of North Haven, CT. They have a proven system of marketing and selling frames in their Senior Business and have been gracious enough to share with all GNP customers some of their ideas. Considering they photograph on average 475 seniors each year with an average sale of $385, you are sure to pick up some great tips by reading below! All images on this page are copyright Storytellers Photography.

Marketing Frames to Seniors -

1. Show what you sell!
- During our Senior Season (June - Nov) we fill all our, Econo-Frames,  Wall Folio and Designer Collection Samples with Senior Portraits. We have them placed in our sales rooms, reception room, camera room and waiting areas.
- We have different configurations on display, from 3 Pose Senior Petite WF, to the largest Collection.
- We CHANGE OUR SAMPLES often by changing the photographs in them to keep current. The price of a print is nominal and the effect it creates by our customers always thinking they are seeing something new is priceless!
Frame Sample above shown in Dusty Sand

2. Suggestion Selling
- Most customers want ideas from you, the professional, before they make a purchase. After all don't you do the same thing when you go to a fine restaurant? Don't wait for them to ask. Make it a part of your plan - to give suggestions that are right for their portraits.
- Have a plan and be consistent in your sales presentation. Not every client buys a framed collection, but we suggest it to everyone at some point. If you are consistent in your sales presentations, the numbers will work in your favor.

3. Use Packages
- People like packages, but you must establish individual retail values for all the items within the package so the customer realizes a savings when they purchase the package. We do this by offering an a-la-carte menu.
- We decided to design a high end Senior Portrait Package to include a GNP Wall Folio. Many of our customers would rather have several poses from their session in a collection rather than one large framed portrait. We wanted a package that would be so beautiful that it would move the customer to buy at the next level while satisfying their desire for many poses. The GNP Deluxe Series Moldings do just that. We priced the package so our customer could select any molding and any configuration. Our goal was to be able to say YES to whatever the client wanted without have to recalculate frame or print prices.
- 3 to 5 packages are enough. If you have too many, you will make it confusing. Most customers are going to buy in the middle, so design your middle package to include the essential items that most customers want, at a moderate savings and a healthy profit! Our basic packages include the Econo-Frames, whereas the higher priced packages include Wall Folios and Designer Collection  Frames.
- Be sure to have a WOW package somewhere on your price list. This should include everything you want to sell in one grouping and should be the most expensive item you offer. Our Senior WOW sales goal is to sell a canvas finish, framed wall portrait, several framed gift portraits, a framed digital composite, lots of wallets and all the previews. So we created a package that included all those items at a decent savings for the customer and a healthy profit for the studio. We didn't think anyone would buy it, but low and behold, every year several customers do buy it! There are some people who must have the BEST of everything.

Sample Above is SPWF #64 in Silver

Call 1-888-372-6346 to order

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