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Now is the time to start promoting school contracts
. . . . it quickly becomes too late!
Building relationships is essential for contracting school clients. Start forming these relationships before you try to sell. Be seen at the school events, capture incredible images at sporting and educational events and offer them to the athletic director, yearbook advisor, coaches and parents for newspaper or yearbook publications. Your studio should be the face of professional photography in your area. Here are some tips to help you prepare for a successful school season.
- Create order envelope at NorthWest by contacting Brenda Dockter by email or phone. bdockter@npc-net.com or 800.747.9966 Ext. 158
- Customize NorthWest’s Sales aid to present to the Superintendent, Principal, Secretary, School Board members and three of the most prominent school parents.
- Design a power point presentation that separates your studio from the competition and promotes confidence in your ability to handle the contract.
- Once you’ve established your relationships with the schools influential contacts, and you've completed your sales presentation, it’s time to sell. This can be best accomplished by requesting time on the next school board meeting agenda. Be ready and short. Don't forget to hand out your sales aids to everyone.
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The following statements will help you confirm your package choices and help you prepare for your power point presentation.
Spring Program
- Encourage your school to offer a “Spring Fundraiser”. This type of event builds rapport and trust for the upcoming Fall Event.
- Remind the school that through your studio’s “True” commission/rebate program, you do not “exclude” certain packages, options and bonuses from the commission they receive.
- Offer “Green Screen” technology to your schools for unique graphics products.
- NorthWest is now promoting Metallic paper for your packages. This paper emphasizes the brightly colored clothing and backgrounds often used in a Spring session.
- Picture Day Posters are recommended for posting 2 weeks ahead of your scheduled photo date. NorthWest can produce these posters, which can be customized with your studio information.
- Encourage students to bring a small prop along for Picture Day. A casual portrait, with their personal item, will allow more Self Expression!
- Clothing Colors - Suggest colors and tones. The students will be photographed for school files, so remind them to dress their best! Solid colors, in medium to dark tones, photograph well. Avoid all-white or light pastel outfit choices. These colors will draw attention away from the most important part of their portrait… THEMSELVES!
Fall Program
- Remind the school that through your studio’s “True” commission/rebate program, you do not “exclude” certain packages, options and bonuses from the commission they receive.
- Offer “Green Screen” technology to your schools for unique graphics products.
- Clothing Colors - Suggest colors and tones. The students will be photographed for school files, so remind them to dress their best! Solid colors, in medium to dark tones, photograph well. Avoid all-white or light pastel outfit choices. These colors will draw attention away from the most important part of their school portrait… THEMSELVES!
- Picture Day Posters are recommended for posting 2 weeks ahead of your scheduled photo date. NorthWest can produce these posters, which can be customized with your studio information.
- Several choices of photo service strips are available. An adhesive backing can be added to each strip if needed. Services strips are sorted and identified.
- NorthWest can provide photo CD’s in the most popular digital exports for use in School Yearbook layouts and School Administrative Software programs.
- Photo ID Badges are available for library, lunch & event passes. The badges are heavy-duty, laminated ID's and can be included with pocket clips. Barcoding is also available as an option.
- Memory/Yearbooks - NorthWest and Walter’s Publishing CO. have partnered in the production of Memory/Yearbooks. NorthWest customers will receive special pricing considerations for these books. The discounts may vary, depending on book type, options selected, number of pages and quantity sold. Contact Carolynn at Walter’s Publishing Co. for more details.
Sports
- Offer “Green Screen” technology to add unique graphics products to your sports teams.
- Picture Day Posters are recommended for posting 2 weeks ahead of your scheculed photo date. NorthWest can produce the posters, which can be customized with your studio information.
Special Events
- Offer “Green Screen” technology to add unique graphics products for your upcoming events.
- NorthWest is now promoting Metallic Paper for your packages. This paper emphasizes the brightly colored clothing and backgrounds often used in a Special Event session!
- Picture Day Posters are recommended for posting 2 weeks ahead of your scheduled photo date. NorthWest can produce the posters, which can be customized with your studio information.
Experience/Stability – Promote your studio to your school! Design your sales aid with information that shows your experience as a professional photographer. Compose a statement for your proposal that suggests, “We’re a small enough studio to care, yet a big enough studio to manage even the largest school’s needs."
Locally Owned – Emphasize to the DM, that your studio is active in local business associations and charitable groups. You hire local employees who pay local taxes. Your revenues stay in the local economy; you don’t send your money to out of state corporate offices. You try much harder to keep the school happy because you live here 365 days a year. You want to be an active, year-round participant in the school community.
E-mail - bob@npc-net.com Cell - 701.361.7792 800.747.9966 Ext.159
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