How to Upsell Maternity and Newborn Sessions
WITH BETHANY ELLEN
Running a maternity and newborn photography studio in 2026 requires more than strong imagery, it requires an intentional, experience-driven approach. Today’s clients expect guidance, personalization, and emotional storytelling. Upselling, when done correctly, is not about pushing products but about helping families invest in heirloom-quality artwork that preserves fleeting moments. When photographers lead clients with clarity and care, higher per-client revenue becomes a natural result of excellent service.
Start the Upsell Long Before
the Session Happens
Upselling isn’t a moment; it’s a process. It begins the second a client inquires.
- Sharing images of best-selling products in the first response email
- Explaining why families love these products
- Providing a general starting investment range
- Clearly outlining your In-Person Sale (IPS) Structure (session fee, applicable credit, the fact that prints and digitals are sold separately)
- Asking clients what they envision purchasing (albums, wall art, digitals)
When clients understand the experience early, they are more open and confident buyers later.
Curate Your Products to Match Your Brand
Maternity and newborn photography naturally pairs with soft, emotional, heirloom-style products. Upselling feels organic when products align with the story being told.
- Flushmount albums for maternity + newborn combinations
- Framed wall portraits for nursery walls
- Storyline trios of newborn details
- Accordion minis for grandparents
- Birth announcement prints or fine-art cards
High-performing products often include:
Limiting options is essential. Offering three main categories albums, wall art, and digitals/add-ons prevents overwhelming clients and encourages confident decisions.
Let Physical Products Sell for You
Clients fall in love with tangible products—not digital files alone. Being able to touch and feel samples dramatically increases sales.
Effective samples include:
- Albums with premium covers and paper
- Large-scale wall art examples
- Fine-art print finishes
These sensory experiences help clients understand value and envision artwork in their own homes.
Create a Meaningful In-Person Sales Experience (IPS)
In-person sales remain one of the most effective ways to increase average order value. A successful IPS appointment feels calm, supportive, and intentional.
Some ideas include:
- A clean, quiet, and comfortable viewing space
- Real product samples displayed in true sizes
- Soft lighting and a large screen for image reveals
- Showcase a large monitor or projector for reveals
Clients buy more when they emotionally connect with the images first.
Use Strategic Pricing Psychology
Pricing structure strongly influences purchasing decisions. Strategic anchoring and well-designed collections guide clients toward higher investments.
Key pricing principles:
- Offer an aspirational top-tier collection
- Make the middle collection the easiest “yes”
- Avoid low-end packages that undercut value
- Ensure all pricing reflects brand quality and service level
When pricing is intentional, upselling feels natural rather than forced.
Add Personalized, Emotional Upgrades
Pricing structure strongly influences purchasing decisions. Strategic anchoring and well-designed collections guide clients toward higher investments.
Key pricing principles:
- Baby name engraving on albums
- Duplicate mini albums for grandparents
- Matching maternity and newborn wall art
- Custom birth announcements
- Seasonal ornaments featuring newborn images
These additions are emotionally compelling and cost-effective for the studio.
Expand Sales with Multi-Session Bundles
Parents love the idea of documenting their baby’s full story. Multi-session packages increase long-term value and client retention.
Popular bundle options include:
- Maternity + Newborn
- Maternity + Newborn + Milestones (6 months, 1 year)
- A growing “Baby’s First Year” album
Even when clients don’t commit immediately, early exposure increases future bookings.
Make Products Visible Across Your Brand
Clients should see your products long before the sales appointment. Consistent exposure builds familiarity and desire.
Product visibility should include:
- Website galleries and sales pages
- Studio displays
- Social media posts and reels
- Email communication and welcome guides
- Behind-the-scenes content and wall installs
Sharing real client stories adds social proof and reduces hesitation.
Use Vision-Based Language, Not Budget Language
The words you use during sales matter. Emotional, vision-focused language encourages clients to dream rather than calculate.
Examples of effective phrasing:
- “Which artwork do you see in your home?”
- “What images do you want your child to grow up seeing?”
- “Do you prefer a statement piece or a gallery wall?”
This shifts focus from price to meaning.
Structure Collections to Encourage Higher Spending
Well-designed collections reward clients for investing more and naturally guide them toward premium options.
Product visibility should include:
- Middle tier offers the best perceived value
- Top tier includes exclusive, high-demand products
- Entry-level tier intentionally leaves room for upgrades
Clients often choose higher tiers when value is clear.
Offer Flexible Payment Plans
Payment plans remove financial pressure while preserving premium pricing. Clients are more likely to invest when stress is reduced.
Common options include:
- 50/50 split payments
- Multi-installment plans
- Split payments for large wall art
- Album upgrades ordered later
Flexibility helps clients choose what they truly want.
Help Clients Visualize Artwork at Home
Room mockups dramatically increase wall art sales by eliminating uncertainty.
Effective mockups include:
- Nursery walls
- Bedrooms
- Living spaces
- Statement pieces and gallery layouts
When clients can see it, they are far more likely to buy it.
Make the Image Reveal a Celebration
The reveal session should feel special and atmospheric.
Examples of effective phrasing:
- Music and soft lighting
- Tissues and refreshments
- A quiet, uninterrupted space
When the experience feels meaningful, purchasing feels natural.
Use Silence and Follow-Up Strategically
Silence allows clients space to process emotion and make confident decisions. Avoid rushing or filling pauses.
After the appointment:
- Send a thank-you email
- Summarize the order
- Offer one limited-time add-on incentive
This often increases final order value.
Continuously Refine What Works
Upselling strategies should evolve as your studio grows.
Regularly review:
- Best-selling products
- Most popular collections
- Client questions and hesitations
- Add-ons that excite buyers
Refinement ensures your offerings stay aligned with your brand and your clients’ needs.
Final Thoughts
Upselling in maternity and newborn photography is not about pressure it is about service, storytelling, and preservation. When photographers create intentional experiences, guide clients with confidence, and offer products that honor emotional milestones, higher revenue follows naturally. In 2026, the most successful studios will be those that help families transform fleeting moments into lasting legacy artwork.
Bethany Ellen is a celebrated and award-winning maternity photographer whose lens captures the timeless beauty and profound essence of motherhood. With an extraordinary talent for freezing moments in time that celebrate the miracle of life, Bethany has become a renowned name in the world of maternity photography.
Beyond maternity photography, Bethany has a passion for helping other photographers reach their full potential.
She has earned her Photographic Craftsman and Certified Professional Photographer through Professional Photographers of America, and is a speaker at several national conferences. Her work has been featured in numerous magazines, and she is the winner of the first season of The Creator Series by Canon and Sal Cincotta.
Learn more about Bethany Ellen on Instagram, Facebook, and her website.