TAKE YOUR PORTRAIT SALESfrom “just the digitals please”
to “OMG, I need that!”
If you take the easy way out with selling, your clients will take the easy way out with buying.
>>> QUEUE YOUR CLIENT ADDING DIGITALS TO CART
Go from “just digitals” to “OMG, I need that!” with The Art of Selling™: the complete system for photographers ready to master in-person sales without the stress or awkward scripts.
Let’s Marie Kondo these habits right outta your biz…
Taking the “easy” route and zipping off digital galleries (where no one buys)…
…watching potential sales turn into $500 “just digitals”…
…telling yourself “at least I made something” when they only buy digitals.
LET’S GET REAL FOR A SEC
These shortcuts might keep your business afloat for a while.
But they’ve got an expiration date. And when that date hits?
You’re left wondering how other photographers are booking fewer clients but making WAY more money.
bc — “I show products in the gallery but no one buys them” doesn’t mean they didn’t want them.
Have you ever sat in a restaurant waiting and waiting for a server foreeeeeever? You’ve got a menu, know what you want, but no one around to help?
You think, “maybe I should just leave — apparently they don’t want my business.”
Yeah. It’s kinda like that.
Meanwhile, you’ve been believing this narrative that your clients don’t want to print their digitals …that they will print them on their own and have the resources, time and expertise to create something that will last forever.
(tbh: most don’t and all your work never sees the light of day.)
So you’re still here, doing this
✅ You’re exhausted by a business aiming to just make ends meet
✅ You cringe every time a client asks about your prices
✅ The thought of selling in person makes your palms sweat
✅ You’re stuck in the “shoot and deliver” cycle
✅ You know you should charge more but not sure how
✅ Your current business model has you working more but earning less
If this hits home, it might be time to been there, done that to your old method…and try a new one — that works. 🚀
BUT JUST MAAAAYBE, YOU’RE STANDING IN YOUR OWN WAY…
LIKE AMY, WHO EMAILED ME:
“I was so tired of watching clients choose the smallest package when I KNOW they’d love something more… I just didn’t know how to get there.”
OR KATE WHO SAID:
“I loved the idea of selling products, I just didn’t get why they would buy mine when they could do it themselves.”
OR , HAVE YOU HAD THESE THOUGHTS?
“People don’t want artwork anymore — I’d hate to come off as pushy & just trying to make more money.”
1.
Yikes! That’s like thinking Starbucks should give up on coffee because of at-home espresso machines! Mom’s don’t want their images to collect dust — they want to print. But it’s overwhelming. And they need YOU to guide them through it.
"It’s just easier to send a gallery and let them decide."
2.
When you choose the easy road, they will too — queue adding digitals to cart. But when you show up, share the value of printing now, your clients will appreciate you and order heirlooms.
"I don’t know how to lead the client through the sale."
No one is truly born with all the right words. We learn them through real life experience.
But heads up: the leading-through-the-sale-thing, the workflow, the system — that’s exactly what you learn. So, stay tuned friend.
3.
"What if they get sticker shock and it gets really awkward?"
This ⬆️ is exactly why a client should never show up to a meeting without you getting them ready.
When I say you will know inside/out how to walk a client through the value, the quality and the this-is-so-worth-it conversations — I am not kidding. This entire step-by-step process is based on avoiding this exact problem.
4.
I HEAR YOU…
But would you believe me if I told you —
That profitable, freedom-based photography business you’re dreaming of?
It’s not just possible - it’s SIMPLE.
Not “easy” - but simple.
Like a recipe you follow step by step. No fancy sales tactics. No manipulation. Just a proven system that works every time.
And the clients — they love it too.
I know because it’s working for people inside my course. But also, I’ve lived both sides of this story.
Here’s my hot take
if this was all TL/DR — at least read this
If you’re not at least offering products to your clients, you’re leaving money on the table, making big box stores richer, and building a sandcastle business.
There are only so many sessions you can photograph with the limited hours we have in a week. So unless you’re addicted to being “busy”, you’re on a path to burnout.
One of the most limiting business models out there is one dependent on your time.
And nothing is more time consuming than shooting, editing and marketing for too many sessions.
I took a break from IPS during Covid — for 18 months.
This is the crazy thing that happened and why I went back…
THE MOMENT I REALIZED THERE WAS AN ARTFUL FLOW TO SELLING HEIRLOOM PRODUCTS
HERE’S WHAT I DID
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I nailed down a simple client-first system built to educate my clients and get them primed for printing their work.
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I met my clients in person to share their images, help them see all the possibilities & finalize decisions after the session.
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I ironed out a repeatable post-order workflow that made delivering beautiful products easy, timely & organized.
This process, the one where you educate your clients + get sales, is learnable, repeatable and wildly sustainable.
But for two decades I’ve watched photographers try to make this business “easier”.
The problem is: they make this business easier by downgrading their client experience and decreasing their ability to profit.
The businesses they create aren’t sustainable. Or fulfilling.
Maybe it’s time to go a little old school — and embrace a timeless truth: great service always wins.
And this system has major street cred
✔️ I used this system myself — for 20 years.
✔️ I trained a 4 person sales staff in my retail portrait studio and realized, oh wow — this is learnable.
✔️ I walked my small group coaching program through it — they saw results. 🥂
✔️ Then I packaged it up as a stand alone course — and tracked the progress.
🍾 IT. ALL. WORKED. (yes, even without an expensive 4-figure price tag & coach)
Maybe you’re thinking “I don’t have the time for in person sales!”
I get it. You’re already doing so much — your precious time is split between sessions and working hard to get more sessions, not to mention editing, blogging and family.
(takes a sip of coffee, adjusts glasses, leans in.) But I do not exaggerate when I say: I now shoot 50% less. Which equals more hours in my day. One ordering meeting is a lot less time than all those sessions.
I spend more time at home, shoot almost zero weekends, and have happy clients. When you start doing IPS, your whole schedule shifts. You get options.
INTRODUCING
From sending galleries into the void to creating 4 figure sales.
Go from “just digitals” to “OMG, I need that!” with The Art of Selling™: the complete system for photographers ready to master in-person sales without the stress or awkward scripts.
Could my Type-A girlies meet me here for a sec…
IF YOU LOVE TO KNOW THE EXACT PLAN…
BY THE END OF THIS COURSE, YOU’LL KNOW YOUR WAY AROUND THIS SELLING METHOD BETTER THAN THE LAYOUT OF YOUR LOCAL TARGET. 🎯
START WITH A PROVEN FRAMEWORK
First, learn the step-by-step sales framework I have used and taught for years that consistently adds $100’s if not $1000’s to every single client order.
LEARN HOW TO TALK TO THE TALK
Know exactly what to say (and when) with my ready-to-use scripts, questions & phrases that make your value as obvious as my need for coffee ☕️ (you don’t want to know me til 10am). You’ll get my exact language to have confident pricing conversations and win over the “I only want digitals” clients.
OFFERS THAT SELL ALLLLLLL DAY LONG
Why reinvent what works? Swipe my packages & product menu straight from the course or learn how to craft your own that will have your clients saying “yes please!”
PROFITABLE PRICING
Learn the secret behind profitable pricing that transforms “OMG, no one will pay that!” into “Holy cow, I’ve been practically paying clients to photograph them!” No more guessing, no more guilt - just crystal-clear numbers that prove exactly why your prices NEED to be where they are. Because nothing builds confidence like knowing your numbers are based on facts, not fear.
AUTOMATIONS, GUIDES & WORKFLOW
The exact ordering & fulfillment systems that turned my chaos into clockwork. Swipe my complete template library - every email, every client touchpoint, every follow-up sequence that keeps orders flowing and clients raving. (And yes, I’ve tested and tweaked every word so you don’t have to!)
THE NITTY GRITTY
INSIDE THE MODULES
Go from “just digitals” to “OMG, I need that!” with The Art of Selling™: the complete system for photographers ready to master in-person sales without the stress or awkward scripts.
MODULE 1
The Mindset Makeover
Confidence is built through expertise combined with wins. This module is the perfect starting point to help you understand why IPS is so valuable, how we got to where we are today, and the difference you’ll see in your business as you incorporate products as a natural part of your service.
WHAT TO EXPECT
Why Face-to-Face Wins Everytime
What Does Value Even Mean?
The Secret Sauce: My Signature Sales Method
MODULE 2
YOUR SALES SUCCESS TOOLKIT
This is a jam-packed module designed to get you 100% ready for selling — we will cover pricing, create your collections (or swipe mine), create marketing materials, choose your samples, overhaul your website, create winning automations, and announce your new offer.
WHAT TO EXPECT
Create Collections that Convert
Anatomy of a Magnetic Pricing Guide
Purchase Your Product Samples
Website Makeover
Automations & Planning Guides
Announcing Your New Offer
Can I just sell products in the gallery?
Selling Products After Purchase
YOU GET ALL THIS!
✔️ Automated Email Swipe
✔️ Packages & Collections swipe
✔️ Email template for past clients
✔️ Product recommendations
✔️ Canva Pricing Guide Template
✔️ Instagram Carousel Post for Announcing Your New Offer
✔️ Blog Outline
MODULE 3
THE SECRET SAUCE TO SELLING
Walk with me step-by-step through my Signature Sales Method that I have used for over 20 years, taught a staff of 4 non-salesy photographers, and rolled out to my group coaching program. This method works!
WHAT TO EXPECT
Confident Conversations Playbook
Finding Your Voice
The Perfect Inquiry Process
The Planning meeting
The Sessions
After the Session
MODULE 4
THE ORDERING MEETING BLUEPRINT
In this module, I teach (and show you!) my ordering meeting workflow (including all the language I use) to guide my clients through a sale. After this module you will know how to show up polished and professional!
WHAT TO EXPECT
Full in-home ordering meetings (my go-to)
Full studio meeting
Breakdown of each step of my workflow
MODULE 5
LUXURY DELIVER BLUEPRINT
We go step-by-step through my entire post-meeting workflow, how I track orders, keep my clients updated on the status, and order products minimizing my risk of costly mistakes!
WHAT TO EXPECT
My simple post-meeting workflow
Bags & Bows: The Art of Packaging
My Go-To Vendor List for Beautiful Packaging
BONUS: DESIGNING ARTWORK IN FUNDY
Fundy is my go-to for quickly (like minutes!) designing samples for clients to view. In this module, I take you step-by-step using Fundy exactly as I do for every product order.
BONUS: PLACING PRODUCT ORDERS
Let’s avoid costly mistakes! Understanding all the framing language, how to export for a clean album, and mat sizing — it’s a whole new world. Walk behind-the-scenes with as I place orders with all of my favorite vendors for every product I offer.
YOU WILL ALSO HAVE ALL THIS AT YOUR FINGERTIPS:
Along with the video training series, you will also get swipeable content to make implementing this system into your business easy-peasy.
🎉 NEW! ART OF SELLING PRIVATE FACEBOOK GROUP! 🎉
1.
A BIG OLE WORKBOOK TO GUIDE YOU THROUGH ALL PARTS OF THIS SALES METHOD
2.
FULLY CUSTOMIZABLE CANVA PRODUCT MENU FOR CLIENTS
3.
A COMPLETE GUIDE TO USING FUNDY FOR WALL ART AND ALBUM DESIGNS
4.
EMAIL TEMPLATES FROM INQUIRY TO DELIVERY AND EVERYTHING IN BETWEEN
5.
6.
A CELEBRATORY EMAIL TEMPLATE TO ANNOUNCE YOUR NEW OFFER
7.
A BLOG POST OUTLINE TO SHOWCASE YOUR NEW PRODUCT OFFERING
“SO MANY ONLINE CLASSES TODAY, THEY TELL YOU WHAT TO DO. BUT THEY DON’T ALWAYS PROVIDE CLEAR ACTION STEPS. AND THAT IS WHAT MAKES THIS CLASS SO DIFFERENT…YOU TRULY GET A PEAK BEHIND LAURA’S PHOTOGRAPHY BUSINESS AND HOW SHE HAS SUCH SUCCESSFUL IN PERSON SALES.”
BRITTANY BARB PHOTOGRAPHY
BY LAURA ESMONDGo from “just digitals” to “OMG, I need that!” with The Art of Selling™: the complete system for photographers ready to master in-person sales without the stress or awkward scripts.
✔️ NEW! Private Facebook Group!
✔️ 30+ Page Workbook
✔️ Confident Conversations Scripts
✔️ Learn how to design beautiful galleries & albums
✔️ 35 Concise Video Modules
✔️ Listen on the go! Now Streaming on a Private Podcast
✔️ Nurture Email Templates
✔️ Master Pricing Template
✔️ Swipe-able Collections
✔️ What’s Next Guide for Clients
✔️ BTS Real Ordering Meetings
✔️ Perfect Packaging for Luxury Product Deliveries
I’M A TYPE-B MOM OF THREE WHO CRAVES SLOW WEEKENDS, SPACE IN-BETWEEN TO REFUEL AND TIME WITH FAMILY.
I built this business to support my life, not consume it. And I’ll show you exactly how to do the same.
FREQUENTLY ASKED QUESTIONS
QUICK Q
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This course is for any professional portrait photographer who is ready to offer products, no matter what stage. of business you are in! If you are ready, but unsure about client conversations, how the meetings work, pricing, creating packages, finding quality vendors, and/or ordering products without making expensive mistakes, then this course is for you.
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The course is broken down into 8 parts and has a total viewing length of approximately 3 hours. You can watch the entire course in one day or break it down into the modules, completing tasks as you go.
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You will need:
A Fundy account
A gallery account to deliver digital files such as Pixieset of PicTime.
An invoicing system such as Quickbooks or your scheduler. Many students use 17hats, Acuity or Honeybook.
Product samples: I recommend starting with just one of each product such as one album and one framed piece.
Sales tools from all vendors: frame corners and album cover swatches.
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Part of this course is The Pricing Workshop where you learn about the real numbers driving your business. During this section you will figure out exactly what you need to earn on each session. Some photographers decide to raise their smallest package offer to meet this financial need, while others are able to simple add products to their current offering.
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🖥️ All video modules are provided in an online account. You will have unlimited access for the lifetime of the course plus any additional content created after you purchase.
🎙️ You can listen to many of the modules in a private podcast!
📖 You will have access to a printable workbook.
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Absolutely! Recently added (after multiple requests) is a Private Facebook Group just for The Art of Selling students.
BY LAURA ESMONDGo from “just digitals” to “OMG, I need that!” with The Art of Selling™: the complete system for photographers ready to master in-person sales without the stress or awkward scripts.
✔️ NEW! Private Facebook Group
✔️ 30+ Page Workbook
✔️ Confident Conversations Scripts
✔️ Learn how to design beautiful wall galleries & albums
✔️ 35 Concise Video Modules
✔️ Listen on the go! Now Streaming on a Private Podcast
✔️ Nurture Email Templates
✔️ Master Pricing Template
✔️ Swipe-able Collections
✔️ What’s Next Guide for Clients
✔️ BTS Real Ordering Meetings
✔️ Perfect Packaging for Luxury Product Deliveries