I don’t consider myself an expert on In Person Sales…so I asked real experts on In Person Sales a few In Person Sales quick tips. Here is what they shared!
Matt Roberts offered these tips:
1) Don’t include high/full res digital files in the base package. 2) Sell within the emotional window shortly after the reveal. 3) You’re not ‘selling’, you’re ‘advising’. You are simply walking them down the path of which options are available and asking questions to understand what recommendations of products you have would fit them best.
4) Package your a-la-carte wall art/album add-on items. 5) Offer a discount for that night only (during the sales session). 6) Don’t create buyer’s paralysis. KISS packages, KISS photo selection process, etc 7) Bring them in on the album creation process ie/ Design more album spreads than ordered, include them in the weeding out spreads process
Marit Welker offered this tip:
8) Be confident. Even if you are shaking in your boots, they don’t know that. If you say things like many of my clients like to… then it makes you sound established and experienced.
Trevor James Millions suggested:
9) The biggest tip for inspiring confidence in my approach to sales and valuing my work was watching Zig Ziglar videos on Youtube.
Leave your In Person Sales ideas in the comments below!
“Most enjoyable activities are not natural; they demand an effort that initially one is reluctant to make. But once the interaction starts to provide feedback to the person’s skills, it usually begins to be intrinsically rewarding.” ― Mihaly Csikszentmihalyi, Flow
istock // RichVintage
Have you found your genius zone? The zone where you absolutely love what you do (and you make lots of money doing it)? Mihály Csíkszentmihályi calls this zone your flow. It’s where you get lost doing what you love. Luckily for many of us it’s where we also make the most money per hour! I explained on our VIP list how you can find this zone with only a few minutes of work (not getting these email? Sign up here.)
$10 – $15/ hr tasks (outsource these to spend more time in the genius zone and in flow)
Basic customer service
Running to the store
Talking to unqualified leads
Anything you don’t want to do
Stop doing the things that are holding you back. Go ahead and find your genius zone. Fall into flow. And design the life and business you’ve always wanted.
Founded Brandsmash as a marketing resource for photography small business owners with his mantra “Your story changes everything.” Hailed by a Rock n Roll Bride as “the Original Tattooed Bride Photographer” Mike Allebach crafted one of the most distinct niches in photography. Ariel author of Offbeat Bride said “It’s obvious that Mike Allebach so totally gets offbeat brides.”
I’ve worked in a Portrait Studio for 26 years. The first 12 years we were Wedding and Portrait. It always amazed me that people called us for wedding bookings but we called them for portrait bookings. This I feel is where photographers often get mixed up. Wedding photography is Event based marketing example: Are you available, are you in my price range do we connect. But Portrait Photography is not an event its one of those things that all people want but never get around to do it. Usually it’s Mom saying can we have a family portrait trying desperately to herd everyone together for a bad photo. Lets face it she has been doing that since you were babies. You have a product that everyone wants they just don’t know it.
Since there is no life event around updating your portrait our clients get confused about when to do it and why spend the money. So your job as a Portrait maker is to market to the WHY? do I need this. The target there for me has always been Mom. Obviously I specialize in a Glamour Beauty genre so my marketing has always been to the ‘Girls Day Out’ or the classic beauty brand message that all Women know “Because you are worth it” or the “Have you ever wanted to look and feel like the Models in magazines” The Mom marketing sell has always been easy for me as we are photographers and we stop time. “You are someone that I love I want to capture you for all time”
Remember first find the WHY, not in what you do . . but in WHY your clients want you and need you. Then speak to them through those needs. Marketing is not about getting noticed it’s about giving service. Too many photographers are marketing on price and competition instead of value and at the end of the day the person paying needs to be excited, educated and then treated with exceptional service. Then they will tell 10 friends and you will be in business. In business you need to take a step back from your website and see it like someone who does not know ANYTHING about our industry. Ask yourself these questions Does my website accurately and clearly portray what I do and what I sell? You would be surprised how many do not. What is the need my clients have? What is stopping them from getting this need met? Do I value what I do and what I sell?
Every time I see photographers with hurdles it’s alway about ‘Putting themselves out there’ that is not marketing that is personal confidence you need to develop into your own power in this area if you are struggling here. The best marketers i’ve seen are natural connectors, but do not be discouraged as connection is something that can be learned enthusiasm connects more people than BS or slick snake oil sales pitches. Even an introvert becomes an extrovert when they talk about what they love. Be open, learn to promote yourself with your enthusiasm for what you create and focus on giving service not getting paid you’ll be amazed at how that flips over night