IPS Isn’t a Pricing Model - And Other Things You’ve Been Told Wrong

Let’s rethink how you actually sell your work.

There’s a lot of noise in the photography world when it comes to In-Person Sales (IPS). Depending on who you follow or what Facebook group you’re in, you’ve probably heard everything from “It’s the only way to be profitable” to “IPS means no digitals, only prints” to “It’s outdated and high-pressure.”

Here’s the truth:
IPS is a process, not a pricing structure.

It’s not about what you sell - it’s about how you sell it. And done well, it’s the difference between confused clients and confident ones… between ghosted galleries and meaningful, profitable orders.

In this episode of The Work Between, we’re breaking down the myths, the realities, and how to build a sales process that actually works for you and your clients.

1. So What Is IPS, Actually?

IPS stands for In-Person Sales, but it doesn’t mean you have to sell only one pricing structure, or only printed artwork.

At its core, IPS is simply a guided sales experience face to face with your client.
It’s about walking your client through their choices instead of dumping a gallery link in their inbox and hoping for the best.

You can use IPS with:

• Digitals

• Albums

• Wall galleries

• Any combination of products

You can host IPS sessions in:

• Your studio

• A coffee shop

• Their home

• Or even over Zoom

Bottom line: IPS isn’t a product list or a price point. It’s a client-centered approach that helps people make decisions with confidence.

2. Why “Gallery and Ghost” Fails Every Time

Most photographers relying solely on online galleries make the same mistakes:

• No prep or expectations before delivery

• No guidance on how or what to choose

• No follow-up after the gallery is viewed

So what happens?

• Clients buy the smallest collection.

• Or… they disappear completely.

• Or… they feel overwhelmed and unsure.

That’s not a client problem, it’s a systems problem.
When you don’t lead, they don’t buy.

3. An Online Gallery Approach That Actually Works

Here’s how we approach it (and what we teach):

1. Set expectations early.
Before the gallery even goes out, your clients should know what’s coming and how to prepare for ordering.

2. Send the gallery with a clear timeline.
A 3–5 day deadline with friendly reminders works beautifully.

3. Offer expert support.
Think: emails with helpful suggestions, a short phone consult, or even screen-sharing to walk them through artwork options.

This isn’t traditional IPS - and that’s the point.
It’s guided, efficient, and built to fit your business model. And best of all, it’s rooted in trust and service, not pressure.

4. Busting the Biggest IPS Myths

Let’s clear up a few things you’ve probably heard:

• ❌ IPS means no digitals.
  ✅ Not true. You can offer digitals and products, many successful photographers do.

• ❌ IPS is sleazy and salesy.
  ✅ Not when done right. Real IPS should feel like a concierge experience, not a car dealership.

• ❌ IPS is outdated.
  ✅ Only if your client flow is outdated. Modern IPS can be tech-savvy, high-end, and totally scalable.

• ❌ You have to offer albums and wall art.
  ✅ Nope. You can guide clients through any ordering process, including digital-only collections.

IPS is not about hard-selling.
It’s about showing up, serving well, and guiding clients through a decision they actually want help with.

5. Pick a Process. Do It Intentionally.

There’s no one-size-fits-all solution here. You don’t need to be “all IPS” or “all online.”

But you do need to lead.

• If your client doesn’t know what to expect…

• If they’re unsure what to order…

• If they’re left to “figure it out” after the gallery drops…

That’s not luxury. That’s confusion.

You can be clear and kind.
Strategic and service-first.
That’s what premium client experience actually looks like.

💡 Action Steps for This Week

✔️ Audit your current gallery delivery:
– Is it clear?
– Is it supportive?
– Or does it leave clients to guess?

✔️ Map your sales flow:
– Where do they need more guidance?
– Can you help them without being pushy?

✔️ Let go of the IPS drama:
– Ignore the noise.
– Build a system that works for you and your clients.
– Serve confidently and consistently, and watch your profits reflect that.

Weekly Listener Question:

“I’m scared to try IPS because I don’t want to be pushy or salesy. Is there a way to do it without feeling gross?”

Yes.
IPS isn’t about pressure. It’s about presence.
It’s showing up to guide, not to convince.
If you’ve done the work to create a beautiful, intentional experience and offer quality artwork… much of it sells itself.

Final Thoughts

IPS isn’t the enemy of freedom or profit—it’s a tool.
But like any tool, it only works when used with intention.

So whether you’re selling wall galleries, digitals, or albums…
Whether you’re doing Zoom calls or studio meetings…
Whether you’re full-time or part-time…

Lead your clients.
Support their decisions.
And stop waiting for sales to magically happen after a gallery is emailed.

You don’t need to choose between being profitable and being kind.
With the right strategy, you can be both.

UPDATE: The Work Between will be taking a short break for busy season/end of year.