We discuss the importance of sales tools with Emma Fynn and Jane Breakell of the Annabel Williams Studio as Emma approaches the imminent re-launch of her photography business

As part of gearing up for the re-launch of her business later this year, Emma has decided to tackle the sticky but vital issue of sales tools. A good selection of sales tools to show your client what you’re capable of producing can mean the difference between making that sale and losing out. Although she already has a range of albums and frames that she’s happy with, Emma wants to ensure that she’s explored all her options before making it all formal with her re-launch.
Emma is looking to create a timeless ‘capsule collection’ of products, comprised of classic albums and frames that will neither date nor go out of fashion. Once this has been established, she’s planning to expand into some more fashion-led items such as canvas wraps and acrylic prints.
“At the moment,” Emma said, “I have a range of contemporary acrylic and wooden frames, several types and sizes of Jorgenson albums and a few contemporary albums from Aspinal of London ready to show to prospective clients.” Emma still likes to personally create her albums by hand mounting the images. “The hand-mounted albums give me a product that’s got great quality but that’s – possibly – a little cheaper to create myself, though I think I’ll eventually move over to having them assembled for me. At the moment I really enjoy it – I find it really therapeutic to assemble them, and I keep a level of control over my products.
“My sales tools are still very much a researching project – it’s a question of finding a style of products that I like, but also offering choice and flexibility to my clients,” Emma explained. “The digital world is amazing and there are so many different sorts of products on offer - so I don’t like putting restraints on what I can do and don’t want my products to become too formulaic, but I have to have a good basic range that shows both capability and confidence.”
To learn more about what Emma was tackling, I spoke to Jane Breakell, key trainer and sales guru from the Annabel Williams Studio. Jane is well known for her skills and belief in product presentation and has a wealth of experience and expertise for the Bespoke members to tap into.