The Sales Strategy That Will Double Your Income as a Photographer

If you’re still relying on online galleries and hoping clients purchase prints on their own, I have some tough love for you: you’re leaving thousands of dollars on the table.

The secret to making more without working more? In-person sales (IPS).

IPS allows you to sell with confidence, offer tangible products, and completely change how your clients experience their photos—while doubling (or tripling) your income. Let’s talk about how.

Why IPS Works (and Why You Need It in Your Business)

Here’s what most photographers do:✔️ Charge a session fee✔️ Upload a gallery✔️ Hope clients place an order

And here’s what happens:❌ Clients get overwhelmed with choices❌ They procrastinate❌ They screenshot the images and move on

This is why so many photographers get frustrated with low sales. The digital-only model relies on clients taking action—and most won’t.

IPS fixes that. It puts you in control of the sales process, guiding clients through their selections and ensuring they actually purchase high-end products.

How to Run a Profitable IPS Session (Without Feeling Pushy)

The biggest hesitation I hear from photographers? “I don’t want to be salesy.”

But here’s the thing: IPS isn’t about pressure. It’s about service. Your job is to help clients decide how they want to enjoy their photos, not just send a gallery link and hope for the best.

Here’s a simple breakdown of a luxury IPS session:

Step 1: The Pre-Sales Setup

Before the ordering session, you want to prime your clients so they already know what to expect.

✔️ Send a welcome guide that introduces albums, wall art, and pricing.

✔️ Show sample products during the shoot so they can start envisioning what they want.

✔️ Make it clear that they’ll place their order with you in person.

🔥 Pro Tip: By setting expectations early, clients will come ready to buy instead of feeling surprised by the sales process.

Step 2: The IPS Appointment

This is where the magic happens.

💡 Host the ordering session at their home or over Zoom. Make it relaxed and enjoyable—bring product samples if in person!

💡 Guide them through their options. Instead of, “Which ones do you want to print?” try:

“Where do you see these photos hanging in your home?”
“Would you love an album to tell the full story of your session?”
💡 Show, don’t tell. Use software like Fundy or ProSelect to show their images on their actual walls. When clients see the final product, they’re more likely to buy.

🔥 Pro Tip: When you take the decision-making process off their plate and make it easy, clients will happily invest in their memories.

Step 3: The Upsell (That Doesn’t Feel Like an Upsell)

Most people don’t know what they want until they see it. That’s why offering upgrades and bundles is key.

✔️ Offer wall art collections that make it easy to buy multiple prints.

✔️ Present album upgrades (e.g., “Would you like to add extra pages?”).

✔️ Incentivize bundles with discounts on digitals + prints.

🔥 Pro Tip: Never assume clients only want digital files. When you guide and serve, most will choose luxury products—if you show them the value.

How IPS Transformed My Business

When I switched to IPS, I went from inconsistent, low-paying sales to averaging $7,000 per session.

✅ No more gallery ghosts.

✅ No more hoping clients buy prints.

✅ No more undercharging for high-end work.

Was it scary? Yes! But, like anything, once you practice and gain confidence it becomes second nature.

IPS allows me to work fewer sessions while making more money—and still delivering an incredible client experience.

And do you want to know the big secret to become successful? Here it is.....You're not SELLING, you're SERVING. That's it! Once you can pivot from feeling the need to sell to your client to realizing how much value you're providing by serving your client the easier the process becomes, the higher the sales, and the happier the client!

(Want to see how I structure my IPS process? My Photography Sales Simplified course walks you through exactly how to sell with confidence. Learn more here.)