Monday, March 9th, 2009...3:41 pm
Good Habits for Selling for Wedding Photographers
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Here are some simple things that will make a big difference in your sales. Most of you do these things already and are the path of success but some are just starting to work on their good sales habits.
- Be there early. Show up before your client does. If you’re just starting it maybe the Starbucks. Or even your studio. Show up there and have enough time to setup.
- Story or Humor: Use anecdotes to build rapport. People love hearing entertaining stories. Try practicing these stories on a friend and tweak.
- Qualify: Qualify your leads. Set boundaries for what you will and will not do and price upon that.
- Show them that their time and your time are very valuable: Get your books ready if you’re going to show them your work. Set these things up beforehand. Reinforce to them that you don’t want to waste their time.
- Always Be Positive: The client might not be in the best mood that day so it might help them with a little push if you are significantly more optimistic than the other person
- Environment: Pick an environment that matches your style. Selling high end products demand an environment that matches the mood: Meaning Not McDonalds.
- Dress Well: Dress just a little better than your client or whichever your style sees fit. Don’t change anything about yourself
- Context is King: People are more willing to say yes if you change the context of the question. Example: Showing your largest wedding photography package and the price and then moving to a lower price would significantly provide more success in selling at a higher price.
- Ask Questions: Ask questions that will allow you to clarify. Part of being a good sales person is being able to clarify and find their right needs.
- Consultant: Call yourself a Consultant. You are not a sales person.You are there to help them pick good decisions not to purchase things. The word salesperson has enough stigma already.
- Flex your Sales Skills: Read (or listen to audio)books often on sales. Like any skill you must keep them strong or they’ll atrophy. Try just reading half an hour a day. You’ll be surprised how much that can add up to. Reading half an hour a day every day can add up to 18+ books a year. That’s an equivalent a college degree reading requirement of most public universities!
1 Comment
April 13th, 2009 at 5:33 pm
Nice post! Sometimes people just really tend to forget the basics.
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