10 Ways Your Sales Presentations May Be Hurting Your Sales

I recently wrote a post 13 Ways To Make Sure 2013 Doesn’t Suck For Your Photography Business. I’ve been doing a lot internal planning with my own business for 2013, and I used that post as a trigger for all of you to start thinking about what you want the New Year to bring into your own lives. In order to stick with that theme, I’ve decided to run a “13 Days Of Photography” feature throughout December to help provide you with a ton of ideas and tips on things you can do for your own business starting on January 1st. Here is 10…

One of the hardest aspects of running a photography studio is the sales process. Most of us aren’t born with sales skills. And though we can learn it over time, it may be the one thing holding you back from success. If you can’t sell, your business can’t thrive. Take a look at these ideas to see how you can improve your sales process.

1. Your selling process isn’t defined

What do you hope to accomplish during your sales process? How long is your sales process? Do you have clearly defined goals along the way? The only thing that builds and grows your business is sales. Yet that’s probably the one area you leave to chance and just “go with the flow”. You take classes to become a better photographer, and to learn how to market your business. Why not take a sales class too?

2. Your selling process isn’t planned

Instead of leaving it to chance, create a program that puts your sales strategies down for each stage of the process. How will you introduce your services? How will you get them to say yes? What will you do to keep them happy with their yes decisions? How will you get them to say yes to more throughout the process? The more you define in your strategy, the more successful you will be with it.

3. Cold selling has evolved

Remember the days of getting a list, picking up the phone, and making a “cold” call to someone? Nope, me neither. That’s because traditional cold calling hasn’t been around in a long time. Yet that doesn’t mean it doesn’t exist – we just approach it different. Thanks to the Internet, the customer is now more educated than ever before. They do their research, they understand your business, and they educate themselves on exactly what they want. Your job is to be the expert and help them bridge the gap between what they know and what they need to know in order for you to close the sale. [Read more…]