After you’ve spent an hour with a potential client showing them your work and talking straight from the heart, watching them walk out the door knowing they will never book can be very difficult.
Being good at photography isn’t enough. You also have to be great at selling.
1. Be confident.
The more comfortable you are with your products and services, the easier it is to sell. Set your packages up for your own goals and needs. Understand exactly why things are placed together, why timing is important, and why you’ve selected the materials you have. Then stick to your guns. Don’t allow changes and switches unless you know exactly how they impact your profit margin. Always have them go to your ala carte pricing – which should be more expensive than your packages – if they want to make changes.
2. Don’t react.
The most common way to react to a customers questions and comments at the end of your sales presentation is to give in to their doubts, and start making counteroffers. Yet this is the worst thing you can do. Let them talk it through, especially if there are two or more in your studio. Repeat your sales points, and stick up for your pricing. Don’t make adjustments – adjustments before they book with you mean you’ll be willing to change things throughout the process.
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