Upload
the-joy-of-marketing
View
4.018
Download
1
Tags:
Embed Size (px)
DESCRIPTION
At WPPI, Sarah Petty shared a 2 hours presentation to over 1,000 photographers on how to sell your butt off! Check out how to increase your photography sales by following Sarah's proven process to make more money!
Citation preview
Sarah Petty
Sell your BUTT off!
Sarah Petty
Sell your BUTT off!
#1 Reason businesses.FAIL
#1 Reason businesses.SUCCEED
What do you do for a living?
SalesThe oldest profession.
It’s the little things.
Learn today!
Buyer typesObjections
FAB System
Text thejoyofmarketing
to96362
itextphoto.com
Me.
Go to camp.
Start sales career.
Family bonding.
Stuff supermodel.
Graduate college. Parents say get a job.
Get lucky.
Learn cold-call sales.
Get MBA.
Get job atadvertising agency.
Get married.
Rediscover love of photography.
JohnHenry&KatherineMae
Open studioAugust 30, 2001.
Grace Elizabeth.
Expand studio.
Hire.
Love to sell.
Named most successful in country.
Find great partners.
Get family portrait.
Travel and teach others to make more
money.
Countryside Acres orMillionaire Estates?
The sales opportunity.
One golden hourto make the sale.
5 buyer styles
1. Self-Actualized buyer5%
2. Apathetic buyer5%
3. Analytical buyer30%
4. Emotional buyer30%
5. Task-Oriented buyer30%
Create three presentations.
Overcoming Objections
Objections vs. Questions
4 Times to Handle Objections
1. Before they happen
2. When they happen (if appropriate)
3. After they happen
4. Never
Use feel, felt, found toovercome objections.
Tell stories to overcome objections
Create products to overcome objections.
Books . Canvases . Albums
Create homeworkto overcome objections.
Go home and measure.
Create services to overcome objections.
Payment Plans
Smoke screen:-(
Make a list of all objections.
Shrine to kids No space
Didn’t measureOlder sibling?Too expensive
Studio Collection$195
Learn to talk in benefits.
A chilled pickle...
Feature:Never heated.
Advantage:Stays crunchier.
Benefit:Tastes better.
Kids’ Room Art
Feature:Custom artwork.
Advantage:Neighbor can’t have.
Benefit:Gives you chills.
The Sales Process
You can’t simply show up, have a session and hope to sell something!
The more time and energyyour client invests in the PROCESS, the more they will invest with their wallet.
Five client visits.
1. Phone consultation.
2. In-person consultation.
3. Session.
4. Sales presentation.
5. Pickup/framing appointment.
1. The first phone call.
Start with aconsultation
form!
CONSULTATION:
DATE:
Name/Address: Phone Numbers:
Home
Work
Cell
Names Ages
Referred By:
Color Individuals
Black and white Kids Together
Hand-Tinting Family
Shoot Date:
Meet Where:
Schedule Presentation
Payment
COMMENTS
Looking forthe right “fit.”
“How much is an 8x10?”“What are your packages?”
Take control.
Ask questions.
Tell what makes you different.
Share pricing.
Explain expectations.
ConsultationSession
Presentation
Setup consultation.
Sales secret.
Metal Mural9 square mini & square
2. The consultation.
Turn on the air-conditioning.
Build rapport.
Be on the edge of your seat.
Identify needs by asking questions.
Generatereciprocity.
Establishcredibility.
AppearanceReputationTestimonialsCustomer-focused experienceProducts
Integrity. Earn their trust.
Use relationship building skills.
Vocal cues
Pacing
Leading
Breathing
Find common enemy.
Have lots of stories.
Schedule session andcollect creation fee.
3. The Session.
16x20 float wrap&
8x8 press printed book
Text winner
4. The sales presentation.
“Don’t wish it were easier,wish you were better.”
Jim Rohn
One hour.
If they leave, the orderWILL GO DOWN.
Buying decisions are emotional.
Simplify your product mix.
Have a sales plan.
Your sales plan starts with abusiness plan.
For example $100,000
25 sessions at $4000 averageor
100 sessions at $1000 averageor
200 sessions at $500 average
Creating an effectivesales presentation.
Selling strategy
1. Most profitable items2. Framed series and albums3. Add-on items - jewelry, purses, cards
Start and end with best images.Use emotion.
Make recommendations.
Appeal to the senses:
Sight SoundSmellTasteTouch
Have absolutely everything perfect.
The Sales Presentation
Tell them what to expect, start the movie and...
...shut your mouth!
The Sales Presentation
25-30 Images
TheSales
Presentation
Recommendations
Lead the client.
The faster they cut in
the beginning,the better!The Sales Presentation
Album . Sort images by file name
The Sales Presentation
Narrowed down toclient favorites
Closing sales.
Recognize buying signals.
Trial Closes.
The Summary Close
The Summary Close
Pressure?
The Puppy Dog Close
“By the way...”
The exception to the rule.
When it happens...
Get deposit.
Make appointment.
Cross your fingers.
“There are never any traffic jams on the extra mile.”
Brian Tracy
20x24 gallery wrap&
25 press printed cards
WHCC BOOTH11:15 today & tomorrow
www.thejoyofmarketing.com
Daily blogFree e.bookFree summits
“Before working with Sarah, I was lucky to get a $300 sale. I have had
3 sales over $3000 this month.”Kate Byars
The Joy of Marketing
Lose fear of selling.Stop faking it!
Build confidence to sell to anyone!$149 (Reg $249)
Stop attracting wrong clients.Lay foundation to make money.
Get rid of confusion!$149 (Reg. $249)
The Joy of Marketing
FIRST 50 BONUS!
Pricing webinar andcopy of Sarah Petty Photography pricing$229 ($800 value)
Just keep selling!