Episode 328: 4 Creative Ways to Increase Your Value (and Your Sales Average)
Host: Annemie Tonken
Release Date: August 5, 2025

In Episode 328 of "This Can't Be That Hard," host Annemie Tonken delves into innovative strategies photographers can employ to enhance their business value and boost their average sales. Drawing from real-world experiences and industry insights, Annemie presents four creative add-on offers designed to provide exceptional value to clients while increasing revenue streams without the need for additional photo sessions.

1. Understanding Client Mindsets and Overcoming Hesitations

Annemie begins the episode by sharing a personal anecdote about receiving feedback from a potential customer who was skeptical about her Simple Sales masterclass. The client stated:

"I love the idea of simple sales, but I'm not convinced it would work for me. People these days just want digitals. Trying to sell packages that include prints or wall art feels like forcing them to buy something they don't want."
(00:03:45)

This response highlights a common hesitation among photographers: the belief that clients only desire digital products. Annemie emphasizes the importance of believing in the services you offer. She states:

"It is incredibly hard, if not impossible, to sell something effectively if you don't believe in it."
(00:05:20)

2. Creative Add-On Offer #1: Headshots and Pet Portraits

The first strategy Annemie introduces involves offering headshot or pet portrait add-ons to standard photography sessions. This approach caters to various client types without requiring additional sessions. For instance:

• High School Seniors: Clients often need professional headshots for LinkedIn or college applications alongside their casual senior portraits.

• Engagement Sessions: Couples preparing for their wedding may benefit from individual portraits for social media or personal websites.

• Family Photography: Parents frequently request headshots alongside family sessions. Annemie advises structuring this as an upsell during the booking process:

  "For $150, add in a headshot add-on session for one parent with three to five photos included."
  (00:18:30)

Similarly, pet portraits can be seamlessly integrated, appealing to animal-loving clients and enhancing the overall session value.

3. Creative Add-On Offer #2: Photo Cleanup Concierge Service

Addressing the issue of digital photo clutter, Annemie proposes a Photo Cleanup Concierge Service. This service assists clients in organizing and managing their personal photo libraries, which often contain thousands of unedited or redundant images. Key features include:

• One-on-One Sessions: Personalized assistance in sorting, tagging, and organizing photos.

• VIP Photo Cleanup Day: An intensive virtual event where Annemie guides clients through organizing their digital collections.

• Potential Online Course: Developing a course to teach clients effective photo management techniques.

Annemie underscores the demand for such services:

"Most of us are drowning in digital photo clutter, and turning that into an actual offer meets a very real need."
(00:28:10)

4. Creative Add-On Offer #3: Family Yearbook Service

Building on the momentum from photo cleanup, Annemie introduces a Family Yearbook Service. This offering allows clients to compile their curated photos into beautifully designed printed albums. Benefits include:

• Customized Albums: Blending professional images with personal snapshots to create a comprehensive keepsake.

• Subscription Model: Offering annual packages where clients submit their photos and receive a new yearbook each year.

• Special Editions: Creating versions for milestones like graduations or anniversaries, complete with legacy notes and letters.

Annemie highlights the uniqueness of this service:

"There are people out there who are professional photo organizers, but this is an offer that's still fresh and highly bespoke."
(00:35:50)

5. Creative Add-On Offer #4: Legacy Story Add-On

The final strategy focuses on adding a Legacy Story component to photo products. This involves integrating personal stories, memories, and messages from loved ones to enrich the photographic experience. Applications include:

• Weddings and Newborns: Incorporating vows, toasts, love letters, or notes from parents and grandparents.

• Graduations: Collecting messages from friends, teachers, and family members to include in albums.

• Family Sessions: Adding interviews or written memories about family traditions and favorite moments.

Annemie explains the profound impact of this add-on:

"This really turns into like a generational heirloom kind of a product and positions you as someone who sees the whole story, not just the pretty picture."
(00:42:25)

Key Takeaways and Conclusion

Annemie concludes the episode by reinforcing the importance of creative thinking in business offerings:

"Being creative in your offers isn't just about making more money. It really is about positioning yourself as more than a service provider."
(00:48:10)

She encourages photographers to:

• Identify Client Needs: Look beyond what clients explicitly ask for to uncover deeper needs and desires.

• Innovate Offerings: Develop add-ons that provide significant value with minimal additional effort.

• Build Trust and Loyalty: Exceptional and thoughtful services turn clients into raving fans who are likely to return and refer others.

By implementing these four creative add-on offers, photographers can significantly enhance their business value, increase sales averages, and foster long-term client relationships without overwhelming their schedules.

For more insights and resources, visit thiscan'tbethathard.com.