6 Main Points for Successful Sales at Deluxe Photo 

At Deluxe Photo we’ve learned over more than 10 years of working in busy restaurants that great sales don’t come from just “being good with people” or “taking nice photos.” They come from following a clear system at every table.

These 6 main points are that system. Each one affects a different step of your work: how you approach, how you shoot, how you manage time, how you feel, and how you sell.

If you follow only 5 out of 6, your sales will still be much lower than they could be. For example:

• ✅ Perfect phrasing and great quality photos won’t help if you show photos poorly at the table.

• ✅ Strong selling skills won’t save you if you only photograph a 1 or 2 groups because your time management is weak.

• ✅ Even if you do everything technically correct, a negative mood or low energy will push customers away.

Treat these 6 points as one complete process. When you follow all of them together, you:

• 📈 Cover more tables in less time

• 🖼️ Take better, brighter photos that people love

• 🤝 Create an emotional connection with guests

• 🧠 Make the selling part easy and natural

• 😀 Feel more confident, less stressed, and happier at work

Below you’ll find each point explained: why it matters, what to do, what not to do, and quick self-checks.

This is the foundation of your sales. Why this matters for sales:

• The first sentence you say at the table decides if they will let you take photos or not.

• When you invite people (“Let’s take a photo!”), most guests naturally follow your lead.

• When you ask for permission (“Would you like a photo?”), many guests automatically say “No, we’re fine.”

• Consistent phrasing allows us to measure results and improve training. If everyone uses their own wording, it’s impossible to know what works.
  
  

What you should do ✅

• Use the approved phrase every time, with energy and a smile, for every group. For example: “Hello guys! How are you? We give one free photo postcard and offer optional photos to all our guests today! So, let’s take a quick photo! Please sit closer and smile!”

• Speak loudly enough so everyone at the table hears you.

• Sound confident and happy, not shy or unsure.

• If a group asks follow-up questions after you introduce our service with the script (usually something like “Is it free?” or “How much are the photos?”), it means they’re potentially interested, but they want to make sure they won’t have to pay. 🙂 When you answer, make sure they clearly understand that one photo postcard is completely free, and they do not have to purchase any optional photos. ✅ Example:

  • • You: “Hello, guys! How are you? 😄 We give one free photo postcard and offer optional photos to all our guests today! 📸 Let’s take a quick photo — please sit closer and smile!”

    • Guest: “Is it free? How much are the photos?”

    • You: “Yes — one photo postcard is completely free (a 4x6 photo with the restaurant logo). There will be some optional photos you can look at, but you don’t have to buy any of them — the postcard is yours either way. 🙂 Let’s take a quick photo — are you ready?” (Act like you don’t really care if they buy anything or not — act like you’re just there to take the free photo.)

    • Guest: “Alright, we’ll take the free photo!”

• But you still take all separate shots — don’t stop after just one photo. 📸 Most guests will still buy photos even if they say up front they only want the free one. Your photography skills will convince them they want your photos. 💪✨Also, never start explaining prices before guests see the photos. Try to avoid it. 🚫 For example, if a guest asks how much the photos are before you even take them, answer like this:

  • • Guest: “How much are the photos?”

    • You: “One photo postcard is completely free. ✅ There will be some optional photos you can look at, but you don’t have to buy any of them — the postcard is yours. 🙂 Let’s take a quick photo — are you ready?”

• If a group rejects you, politely accept it by saying, “Thank you, no worries! If you change your mind, just let me know — I’ll be around.” This keeps the interaction positive and leaves the door open. If they later see another group having fun during their photo session, they may ask you to come back. Keep the connection friendly, even after an initial rejection — some guests do come back later.

• After the group photo, smoothly move into separate shots using the same confident tone.

Do ✅ 

• Use the approved phrase every time, with energy and a smile, for every group. For example: “Hello guys! How are you? We give one free photo postcard and offer optional photos to all our guests today! So, let’s take a quick photo! Please sit closer and smile!”

• If a group rejects you, politely accept it by saying, “Thank you, no worries! If you change your mind, just let me know — I’ll be around.”

Don’t ❌ 

• “Do you want a photo?”

• “Would you like me to take a picture of you?”

• “Can I take a photo?”

• Whispering or mumbling your phrase so only one person hears you.

Why this matters for sales

• Separate shots = more photos = more chances to sell. A single group photo gives you only one product to offer.

• Different combinations (kids together, couple together, grandparents with grandkids, etc.) help guests find something they emotionally connect to. ❤️

• Fast confident transitions between shots keep guests engaged and prevent them from stopping the photo session after just one photo.

• When you plan your separate shots before approaching the table, you look professional and in control.
  
  

What you should do ✅

• Check our recommended poses

• For tables of 2 or more, always plan several separate shots before you approach:

  • All together

  • Kids only 👧👦

  • Couple shots 💑

  • Grandparents with grandkids 👵🧒

  • Small groups of 2–3 people

• For couples, take different poses (hug, kiss on the cheek, making a heart together, looking at each other, etc.).

• Move immediately from group photo to separate shots without asking if they “want” them. Use your hands and voice to guide people quickly: “Now you two please sit closer… great! And now you guys… perfect!”

Do ✅ 

• “Now guys, please sit closer” – 📸 click, click – “Perfect! Now you two, can you hug each other?” – 📸 click, click – “And now kids together, big smiles!”

• Think: “Table of 6: I’ll do 1 group, 2 kids, 2 adults, grandparents with kids.”

Don’t ❌ 

• Only taking one group photo and leaving.

• Asking: “Do you want separate shots?” or “Would you like some individual photos too?”

• Hesitating and standing silently after the first photo so guests think you’re done.

• Spending too much time on one table because you didn’t plan your separate shots.

Good quality photos are much easier to sell. Why this matters for sales: 

• Guests buy photos that make them look good. If the photo is dark, crooked, or out of focus, they will say “No, thank you” no matter how good your selling skills are.

• Bright, clear photos look professional and are more likely to trigger emotional reactions: “Wow, I love this!” 😍

• High-quality photos build trust with the restaurant and with our company brand.

What you should do ✅

When shooting 📸:

1. Make sure you use recommended camera and flash setting: check that photos are brign but not overexposed.

2. Move around the table to find a straight angle where everyone is roughly the same distance from the camera.

3. Avoid strong side angles that make some people huge and others tiny or blurry. Make sure no one is cropped, heads are not cut off, and faces are in focus.

4. Zoom in a little so people fill the frame (but don’t cut off arms and heads).

When editing/printing 🖨️:

• Choose the brightest, sharpest photos to print.Use the recommended starting settings in Darkroom.

• Save these settings as catalog defaults in Darkroom at the start of each shift so you don’t have to adjust from zero every time.

Do ✅

• Step to get a straight, centered view of the table.

• Check the camera screen and adjust flash angle if needed: “Is everyone bright enough? Are eyes open? Is it sharp?”

• Print only photos that look bright and clear.

• Always improve your photography skills - whenever you take not a perfect photo that needs your attention in Darkroom - tell yourself to improve this type of photo with next group (angle / flash / pose / composition etc).

Don’t ❌

• Taking photos from a strong angle where the closest person is huge and the far person is tiny and blurry.

• Printing dark photos because “that’s what the camera gave me.”

• Keeping bad shots “because I don’t have time to retake.”

• Cropping heads, cutting people at the neck, or leaving someone half out of frame.

How you use your time directly controls how much you earn. Why this matters for sales:

• Your income depends not just on how well you work but on how many groups you work with.

• If you only take photos of one or two groups and then go print, you waste time walking back and forth and lose other tables that were ready.

• The more tables you cover, the more potential customers you find, and the more chances you have to hit big sales. 💵

• Good timing (approaching right after ordering, delivering before guests leave) makes guests more relaxed and more willing to buy.

What you should do ✅

• Aim to photograph 3–4 groups per printing round (sometimes 5–6 depending on the restaurant).

• When you walk the floor:

  • Look for tables that just ordered and are waiting = best time to approach.

  • Also notice tables that are about to finish so you know who to bring photos to next.

• While at the printing station:

  • Keep watching the room. If you see a new table that is now ready, pause printing, quickly take their photos, then return to printing.

  • If a table you photographed is clearly finishing their meal, prioritize printing and delivering their photos so you don’t miss them.

• Take photos quick. No more than a 1-3 minutes per 1 group (of course the larger the group - the more time you spend since you have to take separate shots for everyone)

• Print photos quick. Avoid spending excessive time adjusting settings, zooming in and out, or revisiting edits repeatedly. This not only wastes time but also reduces your opportunity to engage with other customers. Keep edits simple and quick—no more than 1-2 minutes per one group photos for editing and printing. If you do lots of editing in Darkroom and it takes longer than 2 minutes for printing photos - your photos aren't the best. Instead of trying to edit them a lot, focus on improving your photography skills (see previous point).

• Rather than spending time editing photos, focus on taking great shots from the start. Minimize the need for editing by improving your photography skills. Strive to capture photos that are nearly perfect when taken. Excessive editing often highlights areas for improvement in your technique—work on refining your style and creating stunning images in the moment. 💪📸 

• Take all the frames for all groups to see when you go to sell - not just 1 specific group.

• Come back to the station only when you need to print new photos - do not come back just to dropped unsold frames, otherwise you will waste lost of time for walking back and forth instead of doing something what will bring you sales.

• Think in “loops”: Take photos → print 3-4 groups → deliver → repeat 🔁 One loop should not take longer than 15-20 minutes from the beginning till the end.

• Aim to photograph at least 6-8 groups per hour ideally in the same area, so you will save time from walking back and forth too much.

Do ✅

• “I already took photos of tables 12, 15, and 18. I’ll print all three, then check 12 and 15 first because they’re finishing.”

• Pause printing for 1–2 minutes to grab a newly ready table, then resume.

• Take new photos before walking back to the station 

Don’t ❌

• Only working one table at a time (“I’ll do table 4, print, sell, and then look for another table.”).

• Ignoring the room while printing.

• Letting a table finish eating and pay the bill while their photos are still in the printer.

• Spending too long talking at one table while other tables are getting up to leave.

• Walking back to the station just to dropped unsold frames and take the photos out of the frames without having anything new to print.

How you look and how you feel are both crucial. Why this matters for sales:

• Guests buy not only the photo – they also buy the experience with you.

• A clean, polished look and proper uniform make you trustworthy and professional.

• Your mood is contagious. If you are relaxed, positive, and enthusiastic, people feel it and are more open to buying.

• Rejections are normal (we sell about 50–60% of groups). If you let “No’s” affect you, your energy drops and your sales drop with it.

What you should do ✅

• Follow the dress code: clean uniform, name tag, tidy hair, good hygiene, no messy or wrinkled clothes. 👔

• Smile when you approach, while shooting, and while selling. 😀

• Speak politely and confidently and assertive; use friendly compliments.

• Expect rejection as part of the job. When a group says “No,” say “No worries, enjoy your evening!” and move on smiling.

• Reset your energy often: take a deep breath, remind yourself of your goals, and focus on the next group, not the last rejection.

Do ✅

• Arrive a bit early so you’re not rushed and can look prepared.

• Keep your uniform clean and tucked in, badge visible.

• Keep your energy high at all times - even when you face a rejection.

• “No problem, guys – enjoy dinner! I’ll let you relax.” (and then walk to the next table with the same smile)

• Use positive body language: open posture, eye contact, upbeat tone.

Don’t ❌

• Showing up with wrinkled clothes, messy hair, or strong odors.

• Rolling your eyes, sighing, or complaining after a “No.”

• Saying “Nobody is buying today” out loud.

• Letting one rude table ruin your attitude for the next 10 tables.

This is where all your work pays off. Why this matters for sales:

• Even perfect photos won’t sell themselves. How you present them at the table makes a huge difference.

• Guests are more likely to buy when:

  • Each person touches the photos and looks at them closely. ✋

  • They understand clearly: postcard is free, framed photos are optional paid items.

  • You lead the conversation with confidence, smiles, and emotional comments.

• If only one person holds all photos, other guests don’t get attached to their own images and the group often decides “We’re good.”

What you should do ✅

• Before you approach a group to sell, look at them first and make sure they’re ready to take frames from you (not actively eating, not on the phone, etc.), and that all group members are present. 👀

• Count your frames before you approach to sell and again after the purchase is complete — it helps you avoid any lost frames. Most lost frames happen when photographers forget to collect them from guests (especially with bigger groups, but it can happen with small groups too), so double-check every time! 👀🔒 Any lost frames without a matching card or cash transaction at the end of the shift will result in a fee (according to the Financial Agreement). 

• Approach the group when they’re ready and say, “Hello, guys — it’s me again!” 😄📸 Look excited and happy to show them the photos you took. ✨

• Start by placing the postcard in someone’s hands and reminding them: “This is your free photo postcard that I promised earlier.”

• Then show the framed photos: “And these are your optional photos in frames – you can take a look. Let me know if you like anything.”

• Show each photo one by one and hand it to different people around the table so everyone sees their own images. If it's a small group of 2 people, you can give all the frames to one person, but if it's a big group, hand frames to different people.

• Smile and compliment the guests:

  • “You guys look amazing here.”

  • “This one of the kids is so cute.”

• Save one strong emotional photo (kids, grandparents, romantic shot) for last and say: “And this one is my favorite.” 💖

• Give them a moment to talk while they hold the photos. 

• Be around the group and do not leave the group while they look at the frames. Be ready to answer questions about prices and packages.

• Don’t mention the price unless they ask. Always wait for a question like, “How much are the optional photos?” Then you can answer: “One frame is $20, but if you buy two or more, it’s $15 each — that’s a $5 discount per frame.” 

• If customers ask for additional discounts, respond with this: "Deluxe Photo has set pricing that automatically gives you a discount when you purchase more than one photo. One framed photo is $20, and two or more photos is $15 EACH, $5 off per photo."

• Give them a moment to decide, and be ready to complete the transaction (they can pay card or cash).

• If they pay by card, they will usually try to hand you their card. Don’t take it — guests should handle the card themselves. Instead, open the Square app on your phone and make sure the Square reader is connected. In the Square app, go to Library → Items and select how many photos they’re buying. Tap Review Sale — you’ll see a price breakdown (photos + tax). Show this screen to the guests so they understand tax is added on top. Once they confirm, tap Charge and let the customer insert their card into the card reader. Keep the phone visible, because after the transaction is complete, the tip options will appear, followed by receipt options (text message or email). Let the customer choose their preference.

• At the end, collect all unsold frames and thank the guests for their purchase. If you see guests really enjoyed the photos, complimented you a lot, and left you a good tip, please ask them to leave a review about our service. Please follow this link for more details on how to request a review.

• Count frames at the end of the process to make sure you collected all unsold frames. Example: You counted your frames before selling and had 10 frames. They bought 4 frames, so you should collect 6 frames back. You take the frames, count them, and see you have only 5. Look around the table — one frame might be left behind. If you don’t see it, politely ask the guests to check: “Excuse me, guys — it looks like I’m missing one frame. Could you please look around and see if it fell somewhere?”

Do ✅

• Count frames before you sell and after you sell to make sure you have all unsold frames.

• “Here is your complimentary postcard. And these are your optional framed photos – let me know if you like anything.”

• Hand a kids’ photo to the parents, a couple photo to the couple etc.

• Give natural compliments: “I really love this one – everyone is smiling and happy here.”

• If guests ask for the price, respond: “One frame is $20, but if you buy two or more, it’s $15 each — that’s a $5 discount per frame.”

Don’t ❌

• Handing the entire stack to one person and standing back.

• Keeping all photos in your own hands and flipping through them quickly like a deck of cards.

• Throwing photos on the table and saying, “These are for sale if you want them.”

• Forgetting to explain that the postcard is free and frames are optional.

• Leave the group while they are looking at the photos.