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You’re Losing Money If You’re Not Doing This When You Sell

You're Losing Money If You're Not Doing This When You Sell

So we’re standing in this rug shop in Tunisia, with colorful carpets lining the walls and overflowing into dusty stacks in the corners.

A friend and I had climbed a swirling, tiled staircase, and emerged, blinking, into this visual feast of hand-knotted Berber rugs.  But for a few buzzing fluorescent lights overhead, we could easily have just stepped back a century or three.

Content to take in the scene rather than actually buy a carpet, I stood and admired the colors lit by the March sun beyond the window.

Then – whomph! – I felt someone drape a carpet around my shoulders. 

The owner, apparently tired of all this standing around, took matters into his own hands.  I’m pretty sure Berber carpets aren’t meant to be worn, but there he was, wrapping me in it, insisting I look up close at the fine quality.

I looked ridiculous – like a fruit roll-up with a face – but had to agree.  The carpets felt thick, sumptuous, and heavy.

We’ve all been accosted at one time or another by someone shoving their wares into our hands, spritzing us with perfumes, or encouraging us to “take it for a test drive.”  We’re understandably wary of replicating these icky-feeling tactics when we want to sell photography products.

But I’m here to tell you, take a sales tip from the Tunisian carpet seller:

Make sure your clients get their paws on your products.



Among the more intriguing quirks of human thinking is something called the endowment effectthe fact that once people own an object, their opinion of its worth goes up

You’d think it’d be the opposite, wouldn’t you?  A desk, once you shlep it home from the store, ding it up a little with your laptop, and spill a little raspberry tea on it, shouldn’t be worth as much as it was brand new, right?

Yet once it’s “ours” – we’re not eager to give it up.  People are incredibly averse to the idea of losing something they have.

So when you ask people how much they’d be willing to sell an object for, and how much they’d be willing to pay for it, the answers differ in a predictable way.  Research shows that for a simple object like a coffee mug, people will demand twice as much money as they thought the mug was worth before they’d sell it.

And, conversely, if they had to buy another mug, they’d be willing to pay only half of what they’d want to sell theirs for.

The endowment effect sounds like a bummer for selling stuff to people, doesn’t it?  That people are only willing to pay a fraction of the price they themselves would demand?

Well, yes.


What if you could make people feel like they owned something before they actually purchased it?

What if you could take the way the endowment effect changes people’s perception of worth, and make them feel that way before they actually bought it?

You can.

When people hold an item, their perceived ownership of that item increases.

Perceived ownership is different from legal ownership, of course, but it’s just as real.  Like a kid at a playground who pitches a fit because that bouncy horse is “MINE!” even though it’s public property, we can take psychological ownership over things that aren’t actually ours. (Sometimes this is good, like taking perceived ownership in our community or organizations we belong to).

When someone holds an object, perceived ownership increases, even though it’s not actually ‘theirs’ yet.  This can affect buying decisions to such an extent that, as researchers Peck and Shu noted, in 2003 the Illinois State attorney general issued a holiday warning that shoppers should be aware that retailers would ask them to hold objects or imagine them as theirs, and that this could lead to unplanned purchases.

Additionally, other research has found that the longer someone holds an object, the more they’re willing to bid for it later.  This indicates that even just perceived ownership can increase how much someone thinks that object is worth.

Turns out that draping that carpet around me, and encouraging me to handle and examine it up close, was one of the most powerful strategies a carpet seller could use.

How can this help a photographer?

In general, photographers spend most of their time getting clients to interact with their digital files, not their physical products.

Blogs, websites, Facebook – all do a great job showing off our work in digital form.  But if you’re trying to sell canvases and iPhone cases, do not neglect to physically hand them one.

Not just a picture of a canvas, but a canvas.  Not just a swatch book of album cover materials, but an actual finished album.

There’s no substitute for the way someone’s face lights up when you hand them a 20×30 and they get to touch and understand for themselves what you’re recommending.

Because it’s not just their face that’s changing – it’s how they feel about the object, how much they think it’s worth, and how much they want it.

(Side note:  If you want more info like this on how people make decisions about buying, be sure you’ve grabbed my free e-book.)

Of course, a sample canvas won’t have their image on it yet, but you can help them imagine what it’d be like.  Though it’s a topic to fully explore another day, imagination can also increase perceived ownership.  You can also enhance the experience by using an app like Preveal or plain ol’ Photoshop to show them what their images will look like in a display, and print out small proof prints (it’s not that expensive) to let them handle their images on paper while they decide what to buy.

Bottom line:  You are losing out one one of the best sales tools if someone is not holding the object you intend for them to buy.



P.S.  And speaking of great sales tools, be sure to grab my free e-book about how clients make decisions about money.)


Keep reading:


  1. Corrie on September 18, 2013 at 11:26 pm

    I know a photographer who has a 16 x 20 display image made up from every family session. It’s sitting in a frame on an easel when the family walks in to the studio to order. He has never not sold it.

  2. Cindy on September 18, 2013 at 11:29 pm

    Wonderful article and once again hit home.

  3. Kristen Carter on September 18, 2013 at 11:31 pm

    I LOVE showing clients actual physical products and watching their eyes change as they feel it, hold it up around their house and realize that they can have beautiful art of their family displayed on their walls! It’s great!!

    Thanks for another awesome article!

    <3 KC

  4. Brittany Hogan on September 18, 2013 at 11:34 pm

    What great advise and so kind (and yes, brilliant) of Nation Photo Lab to be so generous.

  5. Carey Anne on September 18, 2013 at 11:35 pm

    Love this article, Jenika! Makes all the difference when I haul large products to my clients’ homes during their shoot consult!

  6. Martha on September 18, 2013 at 11:36 pm

    This is awesome!! Thank you!

  7. shannon on September 18, 2013 at 11:39 pm

    I just recently started purchasing lots of samples and I’m hoping it make my clients decide to purchase more.

  8. Dave on September 18, 2013 at 11:43 pm

    Great post! When I sold jewelry for a living I was taught to say ” let me show you something” and then treat the jewelry with reverence before handing it to clients. There’s a lot of psychology in those actions too. Thanks for the NPL stuff too!

  9. Misha on September 18, 2013 at 11:45 pm

    What a great point! Now that you mention it, I never did sell an album… until I had a sample album.

  10. Carey Ann on September 18, 2013 at 11:46 pm

    So true. Whenever traveling, I tell my kids to keep their hands in their pockets so they don’t get things put in their hands. I never thought about it for my photography business. Guess I need to step out of my box… 🙂

  11. Rob on September 18, 2013 at 11:46 pm

    If you’re not printing your work, you’re really missing out. This is crucial for clients, but even for personal work it’s wonderful to have prints in your hands (or on your wall).

  12. Alyssa Campbell on September 18, 2013 at 11:47 pm

    Brilliant as usual Jenika. I bought Preveal and the first time I used it I made my money back plus made my largest canvas sale to date. This was even after have samples I put in people’s hands, so the combination of samples AND showing people their images on their wall really does work well.

  13. Connie Fintel on September 18, 2013 at 11:52 pm

    Love love love all that you do for photogs!!! Thanks a hundred times over.

  14. Siri Burlew on September 18, 2013 at 11:54 pm

    sweet deal & great advice 🙂

  15. Emily Swihart on September 18, 2013 at 11:55 pm

    This was seriously perfect timing because one of my goals this year is to finally have canvas and album examples to show. Thanks so much for the extra encouragement!

  16. Yvette on September 18, 2013 at 11:59 pm

    Oh, I’d love to win! I need to have one of each of the categories I offer. Thanks!

  17. spookyrach on September 19, 2013 at 12:00 am

    I never thought of this before. Normally I’m trying to KEEP people from handling things before they buy them. I’m going to try this!

  18. Amanda on September 19, 2013 at 12:01 am

    This is just awesome! Kinda like a 2×4 hitting you in the head! 🙂 Thank you!

  19. Sarah Banowetz on September 19, 2013 at 12:01 am

    $50 is a generous offer from NPL! Thank you!

  20. jamie on September 19, 2013 at 12:02 am

    Thank you for sharing this. SO true! I love it when clients hold my albums and other products and now I know why it is so powerful. I am sharing this with my online photography group and am also thankful for the $50. I have also sold products that I created as “examples” of the clients images. The feeling of ownership truly is so powerful!

  21. Monica on September 19, 2013 at 12:03 am

    I had decided a few weeks ago that I needed to order some samples and this is just the kick in the butt I need! I just wish I was t already a customer of Nations so I could take advantage of the $50!

  22. carla j on September 19, 2013 at 12:05 am

    Great sales insight and tips!! Thanks!

  23. Carleen on September 19, 2013 at 12:06 am

    Loved this article, I have been needing a book and album sample for a LONG time! And I’ve been wanting to try Nation’s Photo Lab since I saw their stuff in Click a few months ago. Now off to download ROES and cross my fingers for the other gift cards. Thanks so much for the reminder to put product in the clients’ hands!

  24. Jen on September 19, 2013 at 12:07 am

    Thanks for this post and the kick in the buns!! I’ve been hemming and hawing about ordering samples but now I know that I absolutely need to make that investment!

  25. Susana on September 19, 2013 at 12:08 am

    Awesome sauce… just in the nick of time! I’m ordering canvases, albums & mounted prints to display for a Meet-the-Photographer Event I planned so this $50 credit will come in handy! Hope I get the $100 one too… that would be such a help!

  26. Kat on September 19, 2013 at 12:18 am

    Yeah! I was thinking abut trying them out! Perfect excuse to do so now!

  27. Sara on September 19, 2013 at 12:18 am

    I couldn’t agree with you more! As soon as my clients hold it they want to have it.

  28. Cyndi on September 19, 2013 at 12:32 am

    Great article! Thank you. I have learned so much about how to treat my clients and myself through your advice.

  29. Susan Gertz on September 19, 2013 at 12:33 am

    A great read as always! Love your articles!

  30. Amber Eason on September 19, 2013 at 12:34 am

    Love this and I’ve been ordering a little along the way to build on my portfolio samples. Great reminder!

  31. Deidre C on September 19, 2013 at 12:35 am

    I have been moving more towards this with in person ordering. I need more samples though, for sure! I look forward to checking out the ebook! Thank you!

  32. Sueze on September 19, 2013 at 12:35 am

    I love this … wonderful article!

  33. Brittney Aldous on September 19, 2013 at 12:37 am

    Oh yes, another fab article. THIS is the reason I keep on coming back (and wishing there was a daily article!).

  34. Katrina Brown on September 19, 2013 at 12:38 am

    Great advice and absolutely right! That’s why I need to stock up on samples 😉 And a side note, I use Nations Photo Lab for all of my clients products and ordering! Not only do they have amazing high quality products, there customer service cant be beat! So this is a wonderful opportunity to try this company out and get some great product samples as well 😉
    Thank you.

  35. Dave H on September 19, 2013 at 12:39 am

    Truly great information!!! Thank you very much.

  36. Ashley on September 19, 2013 at 12:41 am

    In the process of remodeling my studio and I couldn’t agree more! Ill defiantly be using the code to get prints to showcase.

    I never understand retail store prints over professional prints. When I was little I looked at my parents photos and albums. I doubt Walmart prints will hold up as long it even look as good.

    Thanks for the great read!

  37. B on September 19, 2013 at 12:43 am

    No photographer credits on this page?

    • Jenika on September 19, 2013 at 12:44 am

      What do you mean, B? The photography is my own – lower left hand corner there is a watermark.

  38. Amy on September 19, 2013 at 12:52 am

    Excellent reminder – thanks!

  39. Karen Hocker on September 19, 2013 at 1:17 am

    Thank you for this article, I have purchased some sample but many of my clients tend not to be local so in person meetings and sales is still something I struggle with. Still trying.

  40. Shannon Hall on September 19, 2013 at 1:18 am

    This is awesome, thanks!!! I was just thinking of trying them!

  41. Michelle Repolles on September 19, 2013 at 1:23 am

    Thanks for the great advice! So helpful!

  42. Sara Welch on September 19, 2013 at 1:29 am

    SO TRUE! I do this but you know I have never thought to had my clients a canvas! I show it and display it, but never in their hands. I will try that this year and see how it works!

  43. melissa stover on September 19, 2013 at 1:33 am

    it’s true. since i started doing in home sales and have a variety of canvases on my wall, i sell a canvas to almost every client. i let them hold every single thing i sell: the image box, the album, them mini books, and it really increases their desire to own it themselves.

  44. Aly on September 19, 2013 at 1:34 am

    Nations is my go-to printing company for EVERYTHING!
    I’d LOVE to win a gift card! Then maybe I could afford to get my own wedding album printed, instead of printing everybody else’s 🙂

  45. Stacy on September 19, 2013 at 1:39 am

    Oh my goodness, thank you!!! I just signed up and ROES is downloading now!

  46. Dali on September 19, 2013 at 1:41 am

    Excellent article. I’m taking it to heart. I’m already a Nations customer, though. That shouldn’t make me sad. Lol

  47. Gabe M on September 19, 2013 at 1:42 am

    Huh. This post made me re-think my in-person sales. I do IPS and I totally love it, and I print off my client’s proofs, and it’s great. But, while I do have all my product samples laid out so clients can look at them, I never really spend a lot of time discussing them… we spend more time on their proofs. But maybe I’m doing it totally wrong… I think for my next IPS I’ll spend more time carefully going over each product, making sure they have them in their hands longer. 🙂 Thanks for the great post! And for the gift card!

  48. Alicia on September 19, 2013 at 1:45 am

    Love love love! More points for in person proofing/ordering showing actual proofs! Thanks fore the beautiful write-up!

  49. Melissa on September 19, 2013 at 1:48 am

    I’d love $150 to spend on a canvas grouping 🙂

  50. Lydia Gillis on September 19, 2013 at 1:50 am

    Great info. Thanks for sharing!

  51. Kristin Guynn on September 19, 2013 at 1:54 am

    Your advice always wows me! It’s changed my business dealings in the short time I’ve been following your lovely blog. So, thank you. You really are changing lives!
    Also, thank you to you and Nations for the gift! It’s beyond greatly appreciated.

  52. Amber on September 19, 2013 at 1:57 am

    That’s exactly what I plan to do…once I get clients. The product samples I’ve managed to get so far have found a home by my desk. Thanks for such a great offer!

  53. Jill on September 19, 2013 at 1:59 am


  54. Allison on September 19, 2013 at 2:08 am

    Avast, matey! I love this article (and the $50 gift card too!). I’m going to take samples to my mini session at the end of October and set them up so the families can see them right there. Love it! Thank you!

  55. Stacee T. on September 19, 2013 at 2:08 am

    This is SO true!! When I started in person sales years ago, I started slowly building up my studio samples. It is so helpful to have them be able to see/feel them in person. Thank you for this excellently well written post!!

  56. Carla Wells on September 19, 2013 at 2:08 am

    What a great article! I am slowly adding to my sample collection and I’ve noticed how people do tend to buy what they can see/touch/feel. Thanks!

  57. jae ann white on September 19, 2013 at 2:11 am

    Great article! I love thinking about how my clients think!

  58. Heather on September 19, 2013 at 2:17 am

    Wow, Nations Lab. That is great. Love the article.

  59. Kim Shaw on September 19, 2013 at 2:30 am

    Thanks for all this great info! I’m in the market for a print lab and was trying to find a way to get some samples that wouldn’t cost an arm, leg, and my firstborn!

  60. Shelby on September 19, 2013 at 2:33 am

    Great article! I’m so excited to put this principle into practice 🙂 Thanks for always writing relative and informative posts!

  61. Kelly Zimmerman on September 19, 2013 at 2:37 am

    Great way to try them out – awesome

  62. Sharin Shank on September 19, 2013 at 2:43 am

    This is a really great article. I am glad that I came across it tonight because I really need to get some tangible products for my photography business. I have been building my business for 7 months now and this makes perfect sense!! Thank you for sharing and writing this post!!

    Sharin Shank

  63. Kim on September 19, 2013 at 2:45 am

    Awesome article! Thank you so much for the discount code. I will put it to good use, I promise!!!

  64. Jennifer Schulting on September 19, 2013 at 2:55 am

    Excellent post! And thanks for the freebie! Both of them.

  65. Chelsea on September 19, 2013 at 3:03 am

    So true! I show prints and canvases to clients, as well as using the preveal app, and most of the time they end up ordering much more than they would have – and some of them order big canvases that were only thinking of 8×10 prints before – once they see and hold the items. Nice to know the mechanics behind why this is happening – and I will definitely continue to encourage my clients to hold the samples. 😉

    Wish I wasn’t already a customer of Nations for the $50… well, kinda – I love them, though, so I can’t complain too much!!

  66. Jean on September 19, 2013 at 3:03 am

    I totally agree with your article! There is a reason we all like to “try before we buy” I’ve come to realize that most people can’t “see” like we as photographers can…that is why they have asked us to capture memories for them! The same goes for the products we want to sell. We can talk about something forever but we a customer can see and touch something – that makes all the difference!

    Thank you!

  67. Mary on September 19, 2013 at 3:49 am

    No way you can describe the product well enough to get the wow you can get when you put a product in their hand.

  68. Amy on September 19, 2013 at 3:58 am

    This would be a blessing right now! Great article BTW!

  69. Michelle on September 19, 2013 at 4:13 am

    something to think about! Thanks for getting us thinking!

  70. Katie on September 19, 2013 at 4:19 am

    Great article! I always feel pushy when selling products and your suggestions make it feel less pushy and more like guidance. Thank you for the gift card to Nations.

  71. Melissa Korta on September 19, 2013 at 4:32 am

    I really appreciated this post and its the kick in the pants I needed to follow through with in-person sales. Thank you!

  72. Judith Haphey on September 19, 2013 at 4:44 am

    Thank you, Thank you, Thank you for your post! Now I know how I got that “what was I thinking when I bought this” item! The sales person got it into my hands! Hmmmm, wonder if this would work when I have garage sales :-).
    Thanks again!

  73. on September 19, 2013 at 4:46 am

    This is so true. I’ve seen this in action!

  74. Susan on September 19, 2013 at 4:53 am

    This is so right on! I have sold either a session box or an album just by showing the clients the products before their session and at the sales meeting. Although, I wish more would buy canvases. And yes, I do have a canvas to put in their hands. I’ve not ordered from Nations photo lab, so this is great!

  75. Megan eidson on September 19, 2013 at 5:08 am

    Love the advice. Headed out now to get some more samples in my hands and then in my clients hands!

  76. Iryna on September 19, 2013 at 5:12 am

    Such a simple but yet profound truth, thank you for bringing up the science behind it 🙂

  77. Amy on September 19, 2013 at 5:38 am

    In the past week I have spent over $300 on studio samples for this very reason! I’m feeling even better about it now and can’t wait to try out Nations (even though I am pretty loyal to a local printer). Thanks for your posts-I love them!!!

  78. Lanae on September 19, 2013 at 6:17 am

    Great article! I have to agree, giving clients the opportunity to hold the products makes a huge difference in sales.

  79. Jennifer on September 19, 2013 at 9:13 am

    I actually had a bride that I knew was in love with a certain photo of mine. I printed it a 24*30, framed it and had it on an easel when she cams in. Too say she flipped out over it is the understatement of the year.

  80. Misty Johnson on September 19, 2013 at 9:23 am

    Great post, the way you write has me feeling like I am experiencing what you are writing about. Going to take your advice on this one. It ties into the theory of giving too. Thank you!

  81. Emily on September 19, 2013 at 10:19 am

    Still chuckling about the fruit roll-up with a face thing…great reminders of our visual / tactile nature.

  82. Lea on September 19, 2013 at 10:21 am

    I love showing clients the beautiful products I offer! I’ve been doing in person sales for about a year now and I do think that it makes a difference in total sale amount for sure!

  83. Michelle on September 19, 2013 at 11:14 am

    I always enjoy reading your posts, and it’s so validating to know that what I’m doing is what you suggest. :). Offering $50 to new customers is brilliant! Thank you and thank you Nations Photo Lab!

  84. Christine on September 19, 2013 at 12:00 pm

    Great insight!! thank you !!

  85. Gwen Workman on September 19, 2013 at 12:11 pm

    This is awesome…. always love reading your articles…

  86. suzanne on September 19, 2013 at 12:20 pm

    Great advice!

  87. Ali Gripp on September 19, 2013 at 12:27 pm

    Thanks for this article! It is true and a quick reality check for someone that has lost their way with product!

  88. Addie on September 19, 2013 at 12:31 pm

    So a quick question…. I dont have a studio so when I meet with a client, its usually at a coffee house or library or something of that sort. And obviously, I cant be lugging around huge prints or canvas – I do bring albums and small prints to show the difference between having something printed at walmart and a professional lab, but since they arent big (and I cant show how they would look on the wall), the clients usually just arent convinced and I have a harder time selling actual prints and products…. any solutions?

  89. Rebecca Evans on September 19, 2013 at 12:32 pm

    Seriously great post. I love it! Thanks a ton:)

  90. Brooke on September 19, 2013 at 12:44 pm

    Great article! I could not agree more and selling canvases has been the best thing I have ever done for my business, getting those up on the walls and letting them speak for themselves in clients’ homes…their friends see them and want them too!

  91. Valari Canonico on September 19, 2013 at 12:50 pm

    Awesome advice. I have never really thought of actual canvas or books to let them hold. I explain, etc, but this is good. Will be ordering!

  92. Kristin on September 19, 2013 at 12:58 pm

    I was just thinking that I need to get some photo books to, well, promote photo books! 🙂 Great minds! LOL!
    Thanks for the Nations tip – off to do that now.

  93. Sarah on September 19, 2013 at 1:13 pm

    Great suggestion, and a fabulous offer as well! Will be sure to take advantage. 🙂

  94. Dawnya on September 19, 2013 at 1:20 pm

    Thank you for this article. I know I need to order samples to show clients, but I have not done so yet. This just may be the kick in the pants that I needed.

  95. Sheila Brauning on September 19, 2013 at 1:30 pm

    Wow! What an eye opener! Never realized holding a photo could be so powerful! I am definitely ordering more samples now! Thanks for enlightening me.

  96. Taylor on September 19, 2013 at 1:50 pm

    As a college student/entrepreneur, I’ve had a hard time figuring out a way to get people to order prints, canvases, etc., when I can’t even afford to buy them myself to show clients! Thanks so much to Nations Photo Lab for the generosity! This will help out a TON with my little photography business!

  97. Kristine on September 19, 2013 at 2:03 pm

    Have been working on holding more in-person photo sales and this is exactly what I’ve been meaning to do: get more samples! Thanks for the push!

  98. Erin on September 19, 2013 at 2:04 pm

    This seems so obvious but for some reason it was a total light bulb for me today! And that top comment from Corrie is pretty impressive… great information today!!

  99. Covington on September 19, 2013 at 2:14 pm

    this is so amazing! Thank you so much for going into detail about this topic today! Thank you for teaming up with Nations PhotoLab for a give away too!! I was just telling my husband about the samples that I want to get!

  100. Ashley Sheppard on September 19, 2013 at 2:29 pm

    This is just the kick in the pants that I needed to order some prints for my clients to get a feel for real printing. Thank you so much!

  101. Frank Johnston on September 19, 2013 at 2:38 pm

    This is so true….thanks for the story…now I need to win the 150.00 so I can get some samples in my customer’s hands ;>)

  102. Lora Vail on September 19, 2013 at 2:42 pm

    I have to agree, samples are the key to selling products!

  103. Lori on September 19, 2013 at 2:58 pm

    Love this article and it is so true – I always sell better when people have had a chance to see and touch the products. Which reminds me….need to order samples of my new product offerings. And thanks to Nations! I’ve wanted to try them, now with the print credit, I can do it easily 🙂

  104. Jana Roller on September 19, 2013 at 3:04 pm

    Wonderful post. I’ve started doing this about a month ago and it really has boosted my sales! Love!

  105. Michelle Albright on September 19, 2013 at 3:05 pm

    Great article and reminder to get sample products in their hands to fall in love with.

  106. Brooke on September 19, 2013 at 3:18 pm

    This is a great article, thanks for the extra push I needed to get some sample products to get into the hands of my clients. 🙂

  107. Melissa Gephardt on September 19, 2013 at 3:28 pm

    So true! When I do in-person ordering and they can actually hold and see a canvas, I usually sell them! Great article!

  108. Carrie on September 19, 2013 at 3:55 pm

    Great insight! Thank you for being willing to share your strategies and thought! As always your post was well written and witty!

  109. Caitlin on September 19, 2013 at 4:09 pm

    Ok- you convinced me! As photographers we often have so many things on our “to buy soon” lists but you are so right about physically feeling a product- it’s now #1 on my list to get samples 🙂 Thank you so much for another insightful post! You are the best!

  110. Kimberly on September 19, 2013 at 4:38 pm

    This is amazing! I’ve really wanted to order some samples of things and haven’t tried nations lab yet so this is a wonderful opportunity!!

  111. Amy O'H. on September 19, 2013 at 4:40 pm

    Wow- great information. As a reader starting my business I found this really interesting! Glad to have found you and I look forward to your future posts

  112. Abi on September 19, 2013 at 5:24 pm

    Thank you for this article. This concept makes so much sense… and it’s so simple… and yet, why are we not doing it more and more? Thank you, Tunisian man! 🙂

  113. Michael on September 19, 2013 at 5:27 pm

    Thank you so much for this article. As a new photographer (in the world of the business of photography), I’ve really been stumped by how to go about selling my pieces. I’ve heard great feedback all over on the photos I take, but often times I have really lacked the ability to make financial gain in this world because I lacked the ‘hard copy’ of the photo(s) that I have taken. I’m just beginning to realize that the end result often times can be met in many ways — but after reading this article, I now know that the process I have been taking is completely backwards. I must get the print copy first and present it to those I am trying to sell to. It not only draws them into the image, but it makes it real and gives them that ‘AH, I want THAT on my wall’ type of feel (as stated in the article). Sincerely, I thank you for writing this, and as you said at the end, I’m all outta excuses… time to get to work!

  114. samantha gross on September 19, 2013 at 5:48 pm

    Awesome post, and what a very cool offer from Nations Photo Lab!

    I am switching up everything in my biz to take the leap from baby steps to Confident Photographer, and this post and these comments are invaluable!

    *thank you*

    Sam 🙂

  115. Rachel Durik on September 19, 2013 at 5:53 pm

    Great advice!

  116. Victoria on September 19, 2013 at 6:20 pm

    I’ve definitely seen this have a positive impact in my own business during consultations and ordering appointments! You can’t sell what you don’t show! Additionally, I think if you show products you offer that you personally love and own (with your personal images), it only adds more value to what you offer.

  117. Maureen Petru on September 19, 2013 at 6:40 pm

    I am a perfect example of this working. I ALWAYS walk by mall kiosk people and say “no thank you” and keep on moving. But one day my daughters were with me. My daughters with fine, stick straight hair that will not hold a curl longer than 2 minutes. A man said “please, let me put a curl in their hair.” And the barrage of pleeeeeeaaaaaaaaaaaaassssseeees I got from my daughters finally convinced me to stop. I thought “yeah right, buddy, put a curl in their hair. Good luck with that.” And 45 minutes I was back, plunking down money to buy his curling iron as two girls with still perfect curls stood next to me.

  118. dee perrin on September 19, 2013 at 6:50 pm

    I definitely need to get that sample album put together. Would LOVE to start getting some album sales!

    I’ve been wanting to try out Nations too. Thanks for the amazing offer!

  119. KAM on September 19, 2013 at 6:58 pm

    Excellent article!Thanks for the great tips!

  120. Karyn Collins on September 19, 2013 at 7:00 pm

    Super article! And so true. I love selling big canvases. I bring big canvases. They buy big canvases. Everyone is happy!

  121. Missy on September 19, 2013 at 7:23 pm

    Good tips! Thanks!

  122. Julie cook on September 19, 2013 at 7:26 pm

    Oh my heck! There is an AH-HAHHHH moment for this girl! Totally going to implement this and also try npl because of their generosity! Seriously though, thank you both! This is going to be my game changing move! I’m excited!

  123. Jennifer Parsons on September 19, 2013 at 7:48 pm

    Oh snap! This is exciting stuff! I am definitely going to take them up on this offer. I am excited about your E-book too! I’ve been looking for something like that. So glad to have found you.

  124. Rachel Karnes on September 19, 2013 at 7:54 pm

    Great Article. I so need to get better with in person ordering! Thanks!!

  125. Chelsey on September 19, 2013 at 8:22 pm

    This is great information and very helpful, thank you for sharing!

  126. Misty Bradley on September 19, 2013 at 8:44 pm

    Jenika, you are my favorite.

  127. Theresa Johnson on September 19, 2013 at 9:10 pm

    Yours is one of only THREE newsletters I never fail to open, look FORWARD to receiving AND actually save on my hard-drive to refer to again and again.


    Loved this installment especially, because I’ve known intrinsically how important it is to provide tangible evidence of your product/service whenever possible. And I’ve been on the other side of the coin… as a consumer… too.

    (I was a young single Mom and times were often tough. So, on rainy days… to pass the time and inspire some dreams… my young daughters and I would stop into area manufactured and double-wide home sales lots. I can’t tell you HOW much fun we had “claiming” the bedrooms for ourselves and imagining what kind of yard would go with it etc. Didn’t cost a dime but was priceless in terms of a bonding experience.)

    I’m one of those up-and-coming photographers who is still in the “Starving Artist” stage… so you can’t know what a gift you’ve given your readers by passing on the discount code to National Lab. They are a service I’ve never used yet. (And really, can there BE such a thing as having “too many” printing services? I’d say “no”!)

    Thanks so much for this newsletter and the great opportunity, too.


  128. Mandy on September 19, 2013 at 9:21 pm

    Fantastic article! I need to get more samples! 🙂

  129. Cblayloc on September 19, 2013 at 9:25 pm

    Awesome advice as always, thank you!!

  130. Jessica on September 19, 2013 at 10:04 pm

    NPL (Nations Photo Lab) gave me $100 in free stuff trying to get me to come back. Their packaging sucks. ALL of my 16x20s had a small bend in them.

    However your points in the holding the product to help. I used to really want to sell storyboards, so I’d make one up prior to the sales session, have it mounted and take it with me. Only 2 weren’t bought. The 1st one I should have known the second I walked into their home that they didn’t value photography…they’d lived there for 7 years and had 3 little bitty photos on the wall and the rest was just a cluttered mess. The second loved it and ordered a bigger one! So that one became a sample. It’s on the wall in my studio. I need to get brave and do it with a canvas, or a big framed print.

  131. Jamie D on September 19, 2013 at 10:47 pm

    Great information! I am off to order!

  132. Heather on September 19, 2013 at 11:07 pm

    Thanks Jenika and NPL! Now I can get that bamboo sample i’ve been wanting!

  133. Mike on September 19, 2013 at 11:10 pm

    I always produce something from each session that I make available at the viewing/ordering session (along with various samples from other client session) and I have never not sold the product.

    It works. No question.

  134. Renee on September 19, 2013 at 11:27 pm

    Thanks for this article! I’m off to sign up for Nations and get a canvas 🙂

  135. Ruchi Khandelwal on September 20, 2013 at 12:41 am

    Great Article !

  136. Denise Tayson on September 20, 2013 at 12:50 am

    I enjoyed every word of this article and I plan on testing the method. Also, I will try Nations now…I have used the same lab for 5 years without any issues, however, I am open to comparing products for free 🙂

  137. Nicole on September 20, 2013 at 1:38 am

    Awesome advice! I used to order proofs for every client, but it seems like now they all ask to just view online galleries. My print sales have definitely decreased and it is so obvious why now! I’m going back to putting proofs in their hands so they can fully experience their photos. Thank you Nations Photo Lab for the opportunity to check out your products!

  138. Nichole on September 20, 2013 at 1:57 am

    Your writing is brilliant. I love photography but have never really gotten past the simple cameras and taking my kids’ pictures. But I love reading your blog. I sell improv shows and team building and I’ve found selling “arts” of any kind can be tough. I’ve learned a few pretty awesome things here. So thanks for that. 🙂

  139. melissa on September 20, 2013 at 2:05 am

    I have been in the mental debate on how to show my clients prints. It is a great expense. This is going to help a lot. Thanks and I will be putting said “carpet” in hand from now on

  140. erica on September 20, 2013 at 2:11 am

    Great info,thanks!

  141. Billie Stock on September 20, 2013 at 2:15 am

    Thanks SO much for all of this awesome information! SUPER great article. I will definitely be checking out NPL!

  142. Pam Christison on September 20, 2013 at 2:27 am

    What a great article. I love getting emails from you! I do have samples but I could definitely use more variety and I could use them more effectively. Thank you!

  143. Jenny on September 20, 2013 at 2:31 am

    This article makes me feel great about the samples I’ve purchased in the last few months. I actually never owned a canvas print or had any of my work as big as a 20×30. When it arrived, I was in love and saw their value for the first time. (No wonder I hadn’t sold any canvases before this…)

  144. Stephanie Newbold on September 20, 2013 at 3:23 am

    Absolutely true – they buy what they can see and touch !

  145. Ashley on September 20, 2013 at 3:49 am

    Thanks for the advice. Things are starting to make sense. 🙂

  146. Apryl on September 20, 2013 at 3:52 am

    So true! Great advice. I find the same to be true when I sell custom photo editing. Offer 2 edits instead of one and they almost always want both! After they see them, it’s like they were always theirs. They can’t give them up.

  147. Karen on September 20, 2013 at 4:45 am

    Another great article combining psychology and photography–some of my favorite things in the world!

  148. Loraine on September 20, 2013 at 5:05 am

    Great article! I can’t wait to use my $50 to get some products into my clients’ hands.

  149. Traci White on September 20, 2013 at 8:05 am

    I found this post via Charo’s A Camera and a Dream blog ( and it really slapped me upside the head. I love hearing about the documented phenomenon of people imbuing objects with value if they can even just project ownership onto it. I have always delivered digital files to my clients, but having read this I am motivated to make a sample album and print to share. Thanks!


  150. Martha on September 20, 2013 at 2:26 pm

    Great advice! Thanks!

  151. Misha Seger on September 20, 2013 at 2:51 pm

    How generous! I’m also so thankful for your incredible wisdom in the area of psychology and how you apply it to photography! Very grateful!

  152. Valerie Ouderkirk on September 20, 2013 at 3:18 pm

    Thank you for this opportunity!

  153. Jennifer Reina on September 20, 2013 at 6:08 pm

    I love, love, love your blog. I follow a handful of people and when the email comes I usually skim past to read them later – sometimes days and months later, but when I see yours I I have to stop everything and read – everything you write is so beneficial to me and my business. THANK YOU.

  154. Felicia Sinclair on September 20, 2013 at 6:57 pm

    Wow, this was eye opening! I’m just starting out, and I hadn’t really thought about having samples on hand. This convinced me I need to do so! Thank you so much for the information & suggestions!

  155. Valerie Villa on September 20, 2013 at 11:51 pm

    I just ordered my first canvas from them to show a client when she comes to see her gallery…I hope it works!!! I may have to do this before every client gallery viewing- please enter me for the $150 GC, I need it now 🙂

  156. Lori Pauls on September 21, 2013 at 1:09 am

    excellent article! So very true!

  157. […] why it can be profitable to put prints in the hands of potential customers, this article in Psychology for Photographers is also a great lesson for brand marketers. When stakeholders think they own an object, their […]

  158. Debra Ritter on September 22, 2013 at 6:56 am

    Great article, makes so much sense!

  159. Andie Sawyers on September 22, 2013 at 7:12 am

    Great article. Going to put this info to use!

  160. Brody on September 22, 2013 at 7:19 am

    This is a great article! I will definitely consider showing physical products and see if that will change things! Time to have massive prints all around my house 😀

  161. Steph on September 22, 2013 at 7:23 am

    Always excited to get some new product samples in my clients hands. Love the article! Thanks! 🙂

  162. Rebecca C on September 22, 2013 at 7:39 am

    Brilliant article and offer but I want to know if you bought the carpet? 😉

  163. Ellie Augustin on September 22, 2013 at 8:27 am

    Just what I need to read. Thank you so much.

  164. Karen on September 22, 2013 at 10:24 am

    I bet this would work well for proofing as well – a stack of 5x7s to choose from instead of just my images on a computer monitor.

  165. Kathryn on September 22, 2013 at 10:40 am

    Wow so simply but yet it is so true – thanks for the great article!

  166. Lisa on September 22, 2013 at 10:50 am

    I recently stared printing proofs for clients and doing personal ordering consultations and it has made a huge difference over just doing an online gallery!!

  167. Asashia on September 22, 2013 at 11:12 am

    My best sale came from a client who had just held a canvas for the first time. I usually meet my clients in their homes for the ordering session so that I can help them plan where their portraits will go. She saw the canvas, snatched it up, and then paraded all over the house with it—dreaming about how great the canvas was, what images to use, how to arrange it all…
    Once she got it in her hands, there was not turning back!

  168. Tara on September 22, 2013 at 11:31 am

    Thank you for the article and the freebie! Never tried nations.

  169. April vest on September 22, 2013 at 11:34 am

    Great article and print credit!! Yay!! Thank u!

  170. Trenity on September 22, 2013 at 11:37 am

    Great post! I need more samples of what I really want to sell. This would be an awesome opportunity!

  171. Luanne on September 22, 2013 at 11:37 am

    Great article and information! Thanks to Nations Lab as well.

  172. Adrienne on September 22, 2013 at 11:41 am

    This is very true. I want all my seniors to have a layflat book of their session because I love making them and I want them to have this beautiful book that showcases their experience. But hardly anyone bought one until I started taking a sample to my consultation or ordering sessions. Thank you for explaining why that works–so interesting. Now, I am off to check out Nations Photo

  173. Elizabeth Godfrey on September 22, 2013 at 11:51 am

    This was so informative – especially as I’m just starting out. Thank you for sharing!

  174. Kristen on September 22, 2013 at 11:52 am

    Great ideas!!

  175. Robin on September 22, 2013 at 12:09 pm

    Thanks for the great article. I always sell more when I show samples!

  176. Maureen Sargent on September 22, 2013 at 12:10 pm

    Interesting post. I’m just starting out and trying to decide what samples I want for selling, definitely canvas, not sure what else, but would be more likely to experiment with free money.

  177. Jacquelyn Theisen on September 22, 2013 at 12:19 pm

    This is just what I needed to start building my product library.

  178. Sue on September 22, 2013 at 12:21 pm

    So true! So true!

  179. Sheila Pack on September 22, 2013 at 12:22 pm

    Excellent and very timely advice! When I worked in a retail camera store some years ago, we observed this concept in action. Putting the camera in the customer’s hands while going over its features did indeed increase sales. Of course, they were already interested in purchasing, that’s why they were in the store. 🙂

  180. Amy M. on September 22, 2013 at 12:33 pm

    I totally agree with getting product samples into the hands of your clients! I personally would NEVER buy something I haven’t been able to see firsthand – I get too nervous about the quality and value. Since we’re on a budget, I have to ensure I’m making the best decisions with our finances!

  181. Caryn Redman on September 22, 2013 at 12:35 pm

    Haha-keel your hands in your pockets & don’t touch anything! No wonder all these kids stores have the toys out of the boxes! Very generous offer that I’m totally taking advantage of this afternoon!

  182. Sarah severson on September 22, 2013 at 12:40 pm

    I look forward to your posts bc they are always full of amazing insights and tips. Thank you for all that you teach us!!

  183. Jessica Landrum on September 22, 2013 at 12:46 pm

    Thank you so much for this article. It speaks lots of truths and I just love holding canvases in my hands.

  184. Jamie Smith on September 22, 2013 at 12:51 pm

    Excellent advice!

  185. ashlee on September 22, 2013 at 12:52 pm

    Reason #783 for doing in person sales! Thanks so much for the wisdom. I can’t wait to try it. Definitely gonna be reading your blog from now on. Thank you!

  186. Debb Clevenger on September 22, 2013 at 12:53 pm

    Wow! That is great info!!! I couldn’t imagine how to get what I offer into someone else’s hand!

  187. Lisa Keeney on September 22, 2013 at 12:54 pm

    Thanks for a wonderful ex plantation once again!!!

  188. Sherie Siverling on September 22, 2013 at 1:12 pm

    Wonderful and very helpful article thank you!

  189. katrina call on September 22, 2013 at 1:13 pm

    Thank you. Great article. This definitely works. I brought items to one of my first sales and the client couldn’t keep her hands off the items. She ended up buying 2 of one of the items I brought with. I was so excited! I need to buy quite a few more samples though. I really need to create an album sample. I am already. Member of nations. Great company. I love that they are local to me as well!

  190. Okema Clare on September 22, 2013 at 1:23 pm

    Great article and advice! My clients always eye the canvases on my walls and want to talk about them. I also have some leaning against the wall so that I can grab them and give the client a close up view.

  191. Sarah Bauer on September 22, 2013 at 1:39 pm

    Awesome! Thanks for a great post and great giveaway!

  192. Nancy on September 22, 2013 at 1:43 pm

    This I exactly what I’m in the process of doing now! It is an expensive gradual process, but hope pays for itself. What a generous offer from the lab.
    Thank you both!

  193. Tara on September 22, 2013 at 2:01 pm

    I live in a rural area, and don’t have many options for local labs. So, I would love to give Nations Lab a try. Thank you for a great article, and a heads up about their current offer!

  194. Beth Alon on September 22, 2013 at 2:31 pm

    I have two sessions coming up and my goal is to get some canvas and print wraps from these, to not only help me sell to these customers, but to help sell my products to future ones as well. This article is an eye opener and may push me to do in person sales down the road. I have not used Nations Lab before, so what a great opportunity! Thanks to both of you guys!

  195. Marie on September 22, 2013 at 2:40 pm

    Pretty awesome! Not only a great, truly educational article but a great reward too. I just found this website, and I’m a keeper!

  196. Anne on September 22, 2013 at 2:49 pm

    Great article! Makes total sense! I look forward to a new relationship with Nations Photo Lab!! Thx for that! And the draw

  197. Latisha on September 22, 2013 at 3:01 pm

    Thank you so much for this awesome info and reminder. It’s so true!

  198. Wendy Adams on September 22, 2013 at 3:09 pm

    I love Tunisia. I was an exchange student to that country when I was in high school.

  199. Wendy Adams on September 22, 2013 at 3:09 pm

    OH I forgot to say Thank You for the good advice!

  200. Renee Cooper on September 22, 2013 at 3:14 pm

    Great Article! I would love to win a gift card! And thank you for the $50 credit I haven’t tried Nations yet!

  201. Amy on September 22, 2013 at 3:21 pm

    Great article! I have a few samples and always sells biggest canvas when I bring my 20×30 one. Definitely could use some new samples and I’m excited to try Nations!

  202. Janna King on September 22, 2013 at 3:22 pm

    I have experienced this truth time and again! Such great information! Thanks for a great article!

  203. Christina on September 22, 2013 at 3:44 pm

    Wow! This is awesome! Up until this point, I have actually ONLY been selling digital files but this post made me realize maybe it’s time to step it up – especially since photography is all about photographs and having something to hang up on the wall! Thank you for the kick in the butt and the help needed to move forward….for the better (for everyone)!!


  204. Tammy Tolan on September 22, 2013 at 3:51 pm

    Wonderful article. I’m eager to see the difference this makes in my sales.

  205. Allyson on September 22, 2013 at 3:55 pm

    Definitely hit home for me. Thanks for a great article 🙂

  206. Marijane on September 22, 2013 at 6:03 pm

    It’s hard to “show” folks what you can do without having something in your hand – for me, its as small as my business card or a postcard. Every little bit of advice helps so thank you for your wonderful article(s)!

  207. Maria Bryan on September 22, 2013 at 6:23 pm

    Great advice! thank you.

  208. Leah Godfredson on September 22, 2013 at 6:45 pm

    Wonderful article, as usual! Can’t wait to get a few samples from Nations Photo Lab-thank you so much!

  209. Cindy Patrick on September 22, 2013 at 6:50 pm

    Great article! Gives me a lot of ideas!

  210. Nicole on September 22, 2013 at 7:45 pm

    Very good point made here about physical articles to reinforce ownership. You’re absolutely right about digital versus physical, and i never really noticed it until your article. I’m excited to begin my photography journey using this tip right from the start! I’m gonna look like a crazy dog mom with sample products of her all over the place, lol. Fantastic article, glad I found you through Pinterest!

  211. Ashleigh on September 22, 2013 at 7:52 pm

    This was a wonderful article! It reminds me of how school pictures send actual prints home. I always thought that was such a waste of money (before they know people will buy them) … but now it makes a lot of sense!

  212. Christie Spencer on September 22, 2013 at 9:45 pm

    this was a great article and it’s a great offer as well!

  213. Niki on September 22, 2013 at 10:31 pm

    Great article!

  214. JuJu's Photography on September 22, 2013 at 10:50 pm

    This is excellent advice. When I have met with clients and showed them pieces that I have on my walls they buy more!!!

  215. Madison on September 23, 2013 at 12:05 am

    Thank you so much!

  216. Judi Duggan on September 23, 2013 at 12:40 am

    I’ve followed your articles for a while now, and can vouch for what you’re recommending here. More people will buy your products if you have in-person, hands-on meetings once the images are ready to be viewed. I tripled my business sales when I moved to meeting with clients to go over images, and simply by letting them touch canvas, hold a gallery block, see up close what a metal print can do to an image. It’s not a schtick, it’s fact.

  217. Carole Polefko on September 23, 2013 at 2:11 am

    I’ve been wanting to try Nations after reading this article about online photo labs –
    Thanks for the tips and deal!

  218. Megan DiPiero on September 23, 2013 at 12:19 pm

    So true! I learned this trick years ago when I was a retail manager and I’ve brought it into my biz as a photographer too. I love handing over samples and seeing people fall in love with them. I love the idea of a $150 certificate with Nations too. Never used them but I’ve heard good things. Thanks for the valuable info!

  219. Danielle Kirk on September 23, 2013 at 12:30 pm

    Fabulous concept. I recently had a display booth and had so much fun handing over my huge display canvas to potential clients and watching the look on their faces as they “bonded” with it!

    Love NPL – already a client. What a generous offer from them!

  220. Lindsey on September 23, 2013 at 12:57 pm

    Great article! I knew there was a reason I carried a 20×30 canvas to my sales sessions. Now I just need them to hold it!

  221. hollee spears on September 23, 2013 at 1:27 pm

    What great advice! I have wanted to have some examples on hand, but like you said, they are just expensive! I would love to win the giftcard!! Thanks Nations and thank you!!!!!!

  222. Dayna More on September 23, 2013 at 1:45 pm

    I think this is great advice. I’ve been showing clients small samples of nice products and the result has been that they order small nice products…I think I need to order big!

  223. Gia on September 23, 2013 at 1:55 pm

    WOW, not only was this an amazing article to read, but the freebie is a SUPER added plus as well! I’ve been working to build my products for clients to see, so this is very much appreciated! THANK YOU!

  224. Dan McClung on September 23, 2013 at 1:59 pm

    Awesome suggestions and very well related to other businesses. I’m getting samples right away and putting this to the test. Thanks!

  225. ke tom on September 23, 2013 at 3:47 pm

    Great idea!

  226. Annie on September 23, 2013 at 3:59 pm

    WOW! That’s great info. Thanks.

  227. Robert Certain on September 23, 2013 at 4:24 pm

    One of the reasons I started buying the big 16×20 prints and canvas prints was because our family photgrapher had these types of products on her wall and they really stood out. It was nice to break the habit of having only 5x7s and 8x10s on the wall. These bigger prints look much more professional and elegant on our walls than having several smaller prints that take up the same space. The only problem I have now is that I’m becoming slightly addicted to these bigger prints. I want more!

    I just recently started the process of converting my love of photography into a business. The idea of having clients handle actual products is something that I wanted to be able to do as I have seen the impact in had on my personal purchase. However, as mentioned in this post, it can be very expensive acquiring quality products to show clients. So thank you for providing this code. It will definitely be used, hopefully wisely. My initial thoughts are to get a couple of sample albums put together and a variery of sizes of the same print to show the difference in detail that is available at the difference sizes.

    Thanks again for the advice and the promotion code.

  228. Tabitha bailey on September 23, 2013 at 4:29 pm

    This is a great article! I am trying to implement this in my business. And will be trying Nations Photo Lab.

  229. Monda Goette on September 23, 2013 at 8:32 pm

    Thank you so much…in a world of “digital” – it is so important to remind our clients to show off their timeless portraits we have helped them create…showing product is such a great idea, and it allows clients to SEE the big picture. <<ahhh…no pun intended. Thanks again – great post!

  230. David Ryan on September 23, 2013 at 9:23 pm

    I’m so glad I found your site (recommended by The Modern Tog). Now I’m $50 worth of glad I read this post. Thank you!


  231. Jennifer Nichole Wells on September 23, 2013 at 10:39 pm

    Thank you for the helpful post as always. I’ve been brain storming a lot about clients and pricing and the like lately.

  232. Alla on September 23, 2013 at 10:49 pm

    Having items for your clients to hold has numerous purposes: for clients, for you to hang in your studio or home, for trade shows or other promotional events, for the office (to brag and advertise) and as gifts!
    Thank you for the freebies from Nations Photo Lab! Can’t wait to get my hands on mine.

  233. Michael Carty on September 23, 2013 at 11:01 pm

    Excellent post, I was introduced to this in my last 9-5 job and still carry it in my photography business today.

  234. Mary Lou on September 23, 2013 at 11:01 pm

    Love your blog! I totally agree that once the canvas is seen and touched it’s a done deal. I sell about 90% canvases and 10%prints. The colors jump and by the time a print is matted and framed, the cost can be way over a canvas which comes ready to hang.
    I sometimes will bring a few extra canvases when I deliver an order which often results in additional sales.
    Thank you for your ideas!!
    Mary Lou

  235. Katy on September 23, 2013 at 11:04 pm

    I’m new to your blog and I’m just soaking up all your great info – thank you for sharing! Your articles (and e-book) are so fascinating and help demystify the thought processes of our clients (and myself :-). So cool – love the science behind our brains! Thanks again! Off to read some more…

  236. Becky on September 23, 2013 at 11:09 pm

    great article!!!

  237. Stephanie Parker on September 23, 2013 at 11:16 pm

    What a great article, it leaves me with one question though ….. Did you buy the carpet?!

  238. Bethany Darin on September 23, 2013 at 11:17 pm

    Thank you, thank you, thank you! I am trying so hard to build up a supply of items to display to my clients. It’s just so expensive! This will help so much.

  239. Rebecca Pfeifer on September 23, 2013 at 11:39 pm

    Wow, thank you Jenika & Nations Photo Lab!!

  240. Brenda Hamel on September 23, 2013 at 11:46 pm

    I was already convinced that I was going to do this at my first IPS coming up…now I have no excuse not to!!! Thanks!!

  241. Sonia on September 23, 2013 at 11:49 pm

    This is so true. I just received my albums samples last friday and I was so excited to have them in my hands. Great post! Thanks.

  242. Nancy Van Drunen on September 23, 2013 at 11:55 pm

    Your posts are always very helpful. I am glad I signed up.

  243. Melissa Ann on September 24, 2013 at 12:16 am

    So generous of Nations Photo Lab! Thank you all!

  244. Mike Woods on September 24, 2013 at 12:21 am

    I bring samples of metal prints, canvas wraps, float mount wraps, etc. to my in-person sales meetings. Are you recommending printing samples from the client’s session before taking their order?

  245. Tina Hammer on September 24, 2013 at 12:23 am

    I so appreciate you working with Nations Lab to offer this gift. I have been working for a year trying to get up the money to get samples for clients to hold and feel. This will give me the chance to do just that!

  246. Kara Jovag on September 24, 2013 at 12:35 am

    Great tips! I’ve gradually been adding to my samples and love what that has done for my sales, but never thought about the importance of actually TOUCHING them. I love your tips and suggestions – the “whys” behind your advice make for such interesting reading and help make it stick in my mind. It’s like I get to _hold_ onto those ideas! 🙂

  247. Jennifer Hamilton on September 24, 2013 at 12:35 am

    Great tips, still working on building up my sample items. Very hopeful that I’ll be one of the lucky winners of the gift card from Nations, I use them often and love their products and customer service!

  248. Fritz A. Kolmerten on September 24, 2013 at 12:40 am

    arrrrrrgh I like the way you get me to think in ways that I have forgotten about. Great ideas too?

  249. Sarah H. on September 24, 2013 at 12:59 am

    I love your site, and I’m sharing it with all the psychology-loving folks I know. =)

  250. Susana on September 24, 2013 at 1:23 am

    Hi… I’m having trouble finding exactly where in ROES we enter the code??? I downloaded their system awhile back but never made an order…. anyone know the answer to this?

  251. Laura King on September 24, 2013 at 1:25 am

    I needed to read this article! I have been putting off purchasing large display canvases, etc. because of cost. But, this article made me realize I can’t afford not to! Thanks!

  252. Anita on September 24, 2013 at 1:36 am

    Thank you for explaining this so clearly. I will use your advice as I set up my new business!

  253. Candy Howard on September 24, 2013 at 1:45 am

    Great advice!

  254. Jackie Jensen on September 24, 2013 at 2:06 am

    Thank you for all the amazing insights you share!
    You definitely SHOULD “feel like Oprah!”

  255. Amber on September 24, 2013 at 2:17 am

    Thanks so much for sharing, I have been wanting to order samples, this is perfect timing!!

  256. Becky Roesch on September 24, 2013 at 2:39 am

    Not sure whom to thank first! Super post, Jenika, and even nicer that it’s coupled with a giftie! Thanks, too, Nations!

  257. Eileen Ringwald on September 24, 2013 at 3:11 am

    I’ve known it’s a good idea to have actual samples around, but your article really made the point to me (I’ll be using that gift card!)

  258. Emma Holton on September 24, 2013 at 3:17 am

    What an eye opening post. I have only recently been able to afford samples for my clients. This is a massive leg-up for the potential happy clients I will have when I place a product in their hands.

  259. Sarah on September 24, 2013 at 4:34 am

    Interesting… I’m just starting my business, but plan to budget for these ‘hands-on” items! I KNOW I won’t regret it. Thanks for the article and the chance for the freebie!

  260. Jacki on September 24, 2013 at 4:37 am

    I have heard really good reviews about NPL. Thanks for the offer!!

  261. Julia on September 24, 2013 at 4:38 am

    This is literally an answer to prayers, haha. I’ve been trying to figure out what I need to be doing for a booth setup I have upcoming. This is awesome!

  262. Sara Arrigoni on September 24, 2013 at 5:12 am

    Great tips! I plan on incorporating a little more “touchy feeliness” into my in-person sessions!

  263. Nicole Fernley on September 24, 2013 at 5:34 am

    Great advice! I hadn’t considered this, but it makes perfect sense.

  264. Ian on September 24, 2013 at 6:03 am

    Very true – getting prospective clients to hold an album, even if they’re only looking for a digital package, can help seal the deal.

  265. April Maura on September 24, 2013 at 6:03 am

    Your illustration is awesome. Another photographer was telling me about this concept. What is the best physical item to sell in addition to digital if I only want to offer one idea to keep it simple at first?

  266. Jennifer Crow on September 24, 2013 at 6:43 am

    You are exactly right and I experienced this first hand when a client upgraded her package after holding a sample album I had.

  267. dj on September 24, 2013 at 11:19 am

    You must get out of the coffee shop!

    The library isn’t that great either.
    Too many distractions in the coffee shop- the noise, the smell, the children crying. It is not in your professional best interest.
    A lobby in a nice hotel would be better than a coffee shop.

    You need to go to your clients home.

    As soon as you can- you need to get your own space.

    Check into co-working” space or office space you can pay for on a daily or weekly basis.
    Look for incubator space or perhaps rent space with another artist- maybe someone who is a writer, and not a competing photographer.

    Take a part time job if you have to- to earn the cash you need for expenses, and office rent.
    You do not necessarily need a big studio to shoot in, but you do need professional space to sell in, to meet your clients in.
    You do not give your age or tell us if you live in a rural area or a city.
    You have options, but they will take some work and cash flow on your part. Being underfunded in business is one of the major reasons – we fail.

    Years ago, I would meet people at the beach, do the session and put images online. I did not sell much. Passing out cards is not the best way to do things. It wasn’t until I invested in samples – that I would get a “WOW” out of the client.
    You need samples and big ones to open their eyes.

    16×20 and bigger!

    Several styles of other products too, books, cards,canvas,metal etc

    Wish I knew more about you, I could help you better.

    Stay away from a shoot and burn business model.
    Charge a good rate for your time, and talent.
    Have quality business cards.
    Good Luck!

  268. Danielle on September 24, 2013 at 12:05 pm

    Great article! It is so true! After my first sample canvas (20×30) I had my client take it and place it over various objects- couch, side table, etc, so they could envision it in their home. They ultimately bought a 24×36 because they felt like a larger one would balance their couch better. Had I not had the sample and so big, they would never have considered one! And the best part was that the rest of the prints were big as well (an 8×10 looks silly in comparison to a 24×36)

    Thanks for the great offer- I have never tried nations, and have always wondered. Now I have a great excuse to try them out 🙂

  269. Kayce on September 24, 2013 at 12:34 pm

    Great article! Really makes sense! “It’s too expensive to order samples!” Haha, that’s totally me! I’m a newbie so winning that $150 GC would be so awesome! Thank you so much!

  270. Beth Daane on September 24, 2013 at 1:28 pm

    Thank you for always having such fantastic posts!

  271. Sara Masters-Blacksten on September 24, 2013 at 1:43 pm

    This is a great article! I’ve been shopping photo labs and haven’t tried Nations yet. Fingers Crossed!

  272. Shannon on September 24, 2013 at 2:46 pm

    Love this! The majority of what I sell are albums and image boxes. Now I know it’s probably because they can hold them!! Love the idea of handing them a canvas to hold in addition to having them hang in the studio. I’m thinking I may see canvas sales go up in the near future….

  273. Kate on September 24, 2013 at 3:02 pm

    This might actually push me over the edge into in-person sales!

  274. Tony R on September 24, 2013 at 3:16 pm

    Hi! 🙂

  275. Rachel on September 24, 2013 at 3:21 pm

    You make some excellent points and it makes sense, guess I need to get some sample products now! Thanks for the post!

  276. Olga Starr on September 24, 2013 at 3:42 pm

    Thank you for this article, and for all your articles – I read each and every one! This is exactly why I do in-person ordering whenever possible, even though I get flack for spending the time to do them. I also do them in my clients’ homes, which adds that extra bit of “ownership” feeling – I hold a 16×20 canvas sample up against their wall so they start to envision their image hanging there.
    Oh and thank you for the Nations code – using it right now!

  277. laurie on September 24, 2013 at 3:45 pm

    thanks for getting me thinking! I am going to get those books into their hands…and i like the idea of having a 16×20 of the family session already printed and displayed for the session.

    oh..and Preveal took me from a 11×14 is what they thought they wanted and then bought a 18×24 after seeing it on their wall.

  278. Robbin on September 24, 2013 at 4:28 pm

    I’d like to try out NPL to see how their products look. Love your write-ups on this sort of thing!

  279. Savannah on September 24, 2013 at 4:36 pm

    I’ve been revamping my studio space in attempt to make the transition to in-person sales/ session reveals. I completely agree with the idea of creating worth and personal attachment to an item, and LOVE a previous comment about having a 16×20 from their session on display when they come in! Thank you for all the great advise!

  280. Chris Hoffman on September 24, 2013 at 4:59 pm

    Thank you for such a NEEDED post. Welcome back!

  281. Christy on September 24, 2013 at 5:03 pm

    Sweet deal and wonderful advice!

  282. Nicole Klym on September 24, 2013 at 5:38 pm

    Thank you sooo much for sharing all of this helpful information! I don’t currently bring along actual prints of my work to consults, but I know I need to, and this offer came at a perfect time.

    I am so excited to get home tonight and delve into the ROES program and use that $50 credit! And taking a look at Preveal makes me really want to finally get an iPad! Thank you again for all of your great advice. 🙂

  283. Addie on September 24, 2013 at 6:18 pm

    DJ…. thanks for all the advice… I do really appreciate it.

    I am 34, mother of 3 (soon to be 4, leaving in 2 weeks to adopt a little girl from China) – I have a full time job and I do photography on the side… my husband is a teacher. We live in a very small town where everyone and their mother has a camera… and is willing to shoot for free. It also means there are no nice hotels – the coffee shop and the library are as good as it gets for public spaces. 🙂

    I honestly have tried to meet with clients in their homes, but I have very few people who go for that – I live in the south, and if you have someone over, it means cleaning your house top to bottom, even if your guest is only going to be in one room… and with my clients, alot of them have small children, so it just isnt going to happen – I have tried and tried, but the mothers want an excuse to get out of the house, so they suggest the coffee shop.

    I am actually one of the highest paid photographers in my town… earlier this year, I did try to go without selling the cd, but I lost all my clients that I had had for years (and they went to new photographers and I cant get them back now because they felt kind of betrayed) and I didnt bring any new clients in – for 6 months! That about killed me…. like I said, here, everyone has a camera and pretty much gives away everything, so its really hard to compete…

    I promise Im not trying to make excuses, I would love to actually not sell the cd and sell more tangible goods, I just havent found the right formula for my area yet…. 🙂

  284. Kristi on September 24, 2013 at 6:27 pm

    Thank you! great article and great ideas!

  285. Lisa McPherson on September 24, 2013 at 6:41 pm

    This is SUCH good advice! I’ve been in the photog biz for 3 years now and am just now working on this (and seeing how beneficial it really is). When clients have felt/held my products before, it’s been purely coincidence that I’ve had a product handy…usually only because another client has ordered it and hasn’t picked it up yet. This is my short term goal!

  286. Patricia Corl on September 24, 2013 at 7:03 pm

    I don’t have a studio. After clients look at proofs, we meet at Starbucks to have some coffee and a pastry and talk about my products. I carry in a portfolio full of canvas, woodblocks, ipad covers, metals etc. They get to look and fondle and we talk about their house or office and decorating style. I use my Mac Air with a package to show how sizes look on their wall. They get to fondle some more. Folks near by come over to see what is going on, I always have my business cards in a holder on our table, I’ve gained new clients with these sales sessions at Starbucks. The additional interest adds to their excitement as people see their shots we are looking at. I never thought of the reason why doing it this way is successful, Thanks for the article, The hands on along with the compliments from passers by works for me.

  287. Nicole Catroppo on September 24, 2013 at 7:30 pm

    This article reminded me of tips I was taught about selling skin care kits in the past… Yes, it’s an investment, but we were taught to purchase a kit for every person in attendance at a skin are party and were instructed to place it under their chair, which we instructed potential customers to reach down and get when the demo was over, before we started to discuss price and options. All too often, customers loved that they could HAVE that KIT to take home THAT NIGHT… No waiting… And they bought WAY more than they would have otherwise purchased. I’d love to win some cash to spend at Nations! I will be headed there today to take advantage of this offer!

  288. Jade on September 24, 2013 at 7:49 pm

    Never tried Nations Photo Lab but this is a good reason to!

  289. Serena on September 24, 2013 at 8:05 pm

    Awesome! I love free stuff. Just found you through the Modern Tog!

  290. lisa on September 24, 2013 at 8:27 pm

    I love your analogies! Keep up the great blogging and thanks for the coupon 🙂

  291. Julie Owen on September 24, 2013 at 8:31 pm

    I’d love to own x, y and z
    So With that I can order alot n not pay alot!!!!! Thanks!!!!!

  292. angela on September 24, 2013 at 8:57 pm

    so basic, and yet so profound! of course – you need to see something – to hold it – to want it! at least i do. 🙂 thanks for sharing!

  293. Tracey Frugoli on September 24, 2013 at 9:23 pm

    Wow, great information. I am going to use it. What if you are all excited about your signature products and you put them in their hands, but they bring in the old 1990’s style products they got got before that don’t fit your brand? ps I am building my new website right now and wondering how I can set it up right to make it easy for clients to imagine themselves being photographed and imagine those photographs in products.

  294. Valerie Towles on September 24, 2013 at 9:46 pm

    What a great article! You make some very valid points. I am going to start showing clients my products. P.S. I am a current NPL client and I LOVE their products and their customer service is great!

  295. tanya smith on September 24, 2013 at 10:02 pm

    love the idea. can’t wait to try it out.

  296. Sarah Starr on September 24, 2013 at 10:13 pm

    Another good article! And it helped convince me to buy a good canvas print and an album. (Of course, deciding what’s worth putting on a canvas and calling an album perfect is a whole ‘nother obstacle!) Thanks, Jenna.

  297. Debbie-jean Lemonte on September 24, 2013 at 10:29 pm

    Thank you so much for all your helpful words. My business has chanced because of you

  298. Shawn on September 24, 2013 at 10:55 pm

    Love the article.. I’ve been trying to build up a collection of samples to show clients myself.. It does help when they can actually see, touch, hold an item.. They see the quality and how beautiful it looks making it easier to sell it to them!

  299. katie murphy on September 24, 2013 at 11:16 pm

    Thank you so much! Cant wait to see who wins the big ones! 😀
    *fingers crossed*

  300. Christina Blatchford on September 24, 2013 at 11:43 pm

    I have never heard of Nations Photo Lab. Can’t wait to try them out!

  301. Natalie on September 24, 2013 at 11:53 pm

    what great info. I am going to try that next time thanks for the free gift card

  302. Sara Tallent on September 25, 2013 at 12:51 am

    What great information. Sometimes the simplest solutions can make the biggest difference. Makes me want to go design an album!

  303. Jaime on September 25, 2013 at 12:53 am

    Just discovered your blog through Jamie @ the modern tog and all I can say is why haven’t I been reading you all along?!

  304. Tanis Saucier on September 25, 2013 at 2:00 am

    You are so good! I have only had three in person sales and both times the clients purchased the same product that they held and lingered over the longest! I have new samples and can’t wait to get them into my clients’ hands. I am a believer 🙂 Thanks for the gift by the way! Rock on PFP!

  305. Kelly on September 25, 2013 at 2:42 am

    Love nations!

  306. Sara on September 25, 2013 at 4:15 am

    Thank you, great article. I was planning to build a collection of samples, because most people just can’t visualize as well as we can. That’s why they hire us pros, right? It’s hard to convince them to pay a premium for a large canvas vs a smaller print until they see it with their own eyes. Tangible sells.

  307. Sara on September 25, 2013 at 4:16 am

    Thank you, great article. I was planning to build a collection of samples, because most people just can’t visualize as well as we can. That’s why they hire us pros, right? It’s hard to convince them to pay a premium for a large canvas vs a smaller print until they see it with their own eyes. Tangible sells better than theory every time!

  308. Amanda on September 25, 2013 at 4:50 am

    I haven’t tried Nations yet, thank you! And yes, having stuff for them to hold really helps! Loved the article, thank you!
    PS: Did you buy the rug?? 🙂

  309. Elizabeth Johnson on September 25, 2013 at 5:15 am

    I love your posts!
    I enjoy showing my clients studio samples. They would never know the difference until you show them. Thank You Nations Photo Lab!!!

  310. Amy Corrigan on September 25, 2013 at 5:15 am

    I like the ideas behind this article. Your words are so helpful and encouraging to us. Thank you for giving back to us your knowledge and wisdom.

  311. Debi on September 25, 2013 at 10:42 am

    Excellent article! I am definitely getting some samples now!


  312. Marie on September 25, 2013 at 12:18 pm

    This is so true. Once I started showing actual samples of my products to customers, sales went up. I’m still learning the art of sales…and feel woefully inadequate but I’m learning!

  313. Sarah Chappell on September 25, 2013 at 12:28 pm

    Thanks Jenika, what a bonus! I might just have to take you up on the spending spree wearing a carpet right now!

  314. Amber Rushing on September 25, 2013 at 1:12 pm

    I think I found my new favorite blog! Good stuff! Now going for the free ebook!

  315. Jennifer on September 25, 2013 at 2:29 pm

    Thank you for this made alot of sence!

  316. Mike on September 25, 2013 at 5:12 pm

    I am just starting to make the move from hobbyist to professional. I find your blog incredibly helpful. Thanks!!

  317. pam nichols on September 25, 2013 at 5:13 pm

    Wonderful article and yes the puppy dog close really does work! They get to see and feel the texture of what their photos will look like. Thanks for taking the time to write about this.

  318. Tyler Rippel on September 25, 2013 at 5:59 pm

    Thank you so much for the offer and the post. I love showing example images and products, but I need to be more intentional about how and when I offer these things. Great information to think through.

  319. lorine on September 25, 2013 at 7:45 pm

    awesome idea! might try with senior or newborn. Ask client which is their fav and surprise them!

  320. Liz on September 25, 2013 at 8:03 pm

    Great article – Definitely need to order some samples.!

  321. Das on September 25, 2013 at 10:04 pm

    Thank you for driving this message home for me. I’ve been so slow at getting products together for clients to view (my sizes are cut out of boards). Now I’m revved up to get some decent prints done!

  322. Dawn on September 26, 2013 at 6:17 pm

    Thank you so much for giving me the opportunity to use the discount from Nations Lab AND for such a helpful article.

  323. Morgan Alexander on September 27, 2013 at 7:12 am

    This really got the ol juices flowing! Thank you!! 🙂

  324. Breanne Clemmensen on September 27, 2013 at 1:43 pm

    Great article. I have been slowly adding to my samples. Can’t wait to check out this new lab.

  325. Tami on September 29, 2013 at 4:18 am

    Great article!

  326. Kylee on September 30, 2013 at 12:19 pm

    Thanks! I was just wondering which lab I should use IF I decide to use prints! You just made both decisions much easier!

  327. Mattie on September 30, 2013 at 6:21 pm

    Thanks for the free loot! I’m excited to try Nations Photo Lab.

  328. David Ryan on September 30, 2013 at 9:29 pm

    Jenika –

    I’m glad I’ve discovered you. So much so in fact, that I’ve passed your blog around to several others.

    Your providing us with the tremendous offer from Nations Photo Lab also made me quite happy. I waited until I received the prints I ordered before commenting and they have now arrived. I am very pleased with the quality and turnaround time. I was able to squeeze 13 11x14s out for just $51.95, the $50 absorbed by the lab of course. Seldom have I benefited so promptly or highly from a promotional offer and I thank you very much for sharing it.



  329. Loretta Earle on October 1, 2013 at 5:48 pm

    Physical products make all the difference!!

  330. Keri on October 1, 2013 at 7:18 pm

    I love the message of this article. I haven’t taken the time to do in-person sales consults, but I would love to be prepared to do them in the future, and the credit to Nations Photo Lab will certainly help with that!!

  331. Jennifer on October 2, 2013 at 1:38 pm

    I had a good laugh when I read this. I consider myself a savvy shopper but I experienced your “carpet” story a few years ago. On my way to the gym and not intending to buy a car, I stopped at the Infiniti dealership next to the gym. Just looking I told the salesman…..he put me in the used Infiniti I was looking at and said “just take it home and use it for awhile” Well by the end of the day I bought the car….after all it was already mine!
    I never thought to apply this technique to my business….but now you have me thinking!
    Thanks for the article

  332. Kelly on October 4, 2013 at 9:24 pm

    Thanks for the info- I firmly agree with what you’re saying and look forward to giving Nation’s a try!! 🙂

  333. cyndy thorn on October 6, 2013 at 8:54 pm

    What a concept! Of course, I;ve never taken any sales classes, but this is a great concept! Love reading a few of the comments too. Thanks for a great tip!

  334. judy on October 7, 2013 at 7:55 pm

    Great post. Thanks for helping me to snag some samples!

  335. Chris on October 11, 2013 at 4:46 pm

    Of course I would read this on October 11th! Oh, well. This was a great article. Thanks for sharing!

  336. Larry Vincent on October 13, 2013 at 8:33 pm

    The endowment effect is so powerful. I often tell my branding clients to put it to work. A great name or logo is terrific, but how can you put the brand in the hand of your target customer? What can you do to have them feel a sense of ownership of your digital brand touch points? In the same way that a photographer can engage a client by using physical prints, brands (hint: the brand of your photography studio) need physical touches as well. Sweat the details on your business cards and collateral. Those things make you more valuable.

  337. […] fact, according to social science (and people who know a heckuva lot more about this stuff than we do), the act of putting an item in a potential buyer’s hands triggers the fascinating “perceived […]

  338. Sheila Hancock on December 30, 2013 at 1:35 am

    I don’t currently have a photography business, but it is a goal of mine when I retire. I love taking pictures and have done several photo shoots for family. Right now trying to learn all I can to improve my skills and at the same time understand the business. I reached your site through Elizabeth Halford’s Photography blog and, I have to say, I totally agree with everything I’ve read so far. I’ve also downloaded your free e-book. Thanks so much. (Just sad I missed out on the Nations Photo Lab $50 gift card! Oh well, maybe next time.

  339. Annie S. on April 30, 2014 at 2:03 pm

    Thank you for this wonderful article! Can’t wait to start IPS and start showing actual products to them! 🙂

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