Everything.But more specifically, this is what pushed me over the edge:
I had a streak of weeks were my average sale numbers weren't up to par. I was trying my hardest to rectify this situation, but just when I started to get them back up, a $9.99 package would com in to ruin all the progress I had made. I had been put on evenings at a time when senior photos weren't popular and therefore I didn't have the $200 sales to bump things up. Compared to my first quarter average sales numbers of about $139 per sale, I was at around $100 (20 below the goal). I knew I was in trouble.
One Monday, the studio manager sat me down to look at my sales numbers. I knew they weren't good, but I took her through all the things I was doing to try and bring the numbers up. She told me she needed to see an at least $10 improvment over the previous week on this week's numbers.
This was a problem given that we were already on the 3rd day of the week and I already had two 9.99 packages (that I upsold to buy extra stuff but that still hurt my average), putting my average at that time at about $88.
I did the math and figured out that I would need some spectacular sales in order to bring myself up to a $110 average sale. But rather than admit defeat, I decided that if I just tried to make each day end up at $120, it would help my week total.
My first appointment was corporate headshots. This meant he had a set package he needed. I offered him additional sheets, but he just stuck with his company's package. This was a $60 sale. So my next sale had to be 180 dollars to make up for it.
My second appointment was different corporate headshots. His $75 package meant that the next sale had to be $225 now to make up for the previous two.
The next sitting was not corporate headshots. It was a four year old and I took great pictures, got great smiles, and we took photos in two different outfits. The mom pulled out her 9.99 coupon which I added a proof sheet onto for a total sale of $24.99.
Average sale for my shift that day? About $53.33.
Story continues Wednesday.
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3 comments:
Why does SPS offer a $9.99 pkg. if they don't want to sell it? I understand the whole bait and switch foundation that the company was built on, but people are either terminated or forced to quit when they fail to "overcome" the coupon. I saw a coupon yesterday for 35 portraits for $4.99 and no session fee. If I thought I wouldn't break out in hives by just going near my old studio, I'd round up the whole damn family and just order the pkg. We'd make our appointment for the November 28th. At about 8:00 pm. And we won't be ready. That is how it's done, right?
your selling yourself short..The proof sheet is rang as a colage or a composit=$30! most customers are stuck to what they have gotten for years..they will pay it!, to add Ive had alot of studios Ive helped at not charge add'l sitting fee for each add'l subject.
I hate those freakin cupons as much as anyone but these are a few things that have been working for me..
-Good point..add'l fees
-custom= pick diff poses,u pick sizes,(use words like mix & match)
-Combine w/ studio offer(montage ect) or I will give a sheet or let bogo w/ss purch(bogo collages )
-I keep a sample of the minis to show how small
To sum up you could get 3 sheets for 9.99(same as package w/o minis) but you pick size, pose
I know we shouldnt be playing lets make a deal.. but whatever it takes right? anyone else have tips or strategies out there??
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