zpmh
Thank you Sarah, funny that one of my issues this year has been the digital files.... I am refusing to let them go but it is getting harder and harder to say no. I think the low ress is a great way to say not to the high ress.
I will do
Thank you
Sarah Petty
moderator
zpmh For sure. The better your sales skills, the less this is an issue! Keep going:-)
VanessaGliha
I really Enjoy these videos, however this is the first video I received due to timing of registration for the scholarship. Is there a way to access the previous videos so that the following ones make a bit more sense?
Sarah Petty
moderator
VanessaGliha Vanessa - they are all available for another day or two. Scroll to the top of this page and you will see colored tabs. Click on each one and you will see the videos there! Thanks for coming!
Catherine Vibert
This is just magic awesome. I wish I could press a do-over on my last 5 inquiries! :-) Live and learn!
TeganJohnson
Sarah I just wanted to say, I am SO impressed at how much time and attention you give to everyone on here when there are SO many questions! Its a huge time investment on your part which speaks volumes about how passionate you are about what you do, and this comes across in your videos too! You are a pleasure to learn from :) I am only just starting my business, and in the beginning (very exciting but very broke) stage at the moment, but I hope that one day I can make the investment in your system, and take it to the next level, in the meantime Ill keep my fingers crossed for a scholarship, or a lottery win :)
Sarah Petty
moderator
TeganJohnson Haha. Lottery is always a life-changer! I bought tickets once and forgot to look at the winners so I now have guilt that I have winning tickets lost somewhere now! Oh well. Thanks for watching. I hope you will become a part of our Joy community. We have so many cool opportunities here all year long (some free and some require an investment) but either way, if you want to create a successful photography business, we are here to help you! Thanks for being here:-)
Hi Sarah,
Wonderful videos! My question is, if you do not have a studio space and work from home, what is an ideal way to have a sales consultation? In the client's home? Would that require bringing along a slew of sample products? The idea of bringing along samples makes me feel so "car salesman"ish!
Thanks :)
Sarah Petty
moderator
For SURE the best place is in the client's home. You don't need a slew of products, just a few LARGE ones. And, with the right system, you should NEVER feel smarmy. Something is broken if you do!
I am in the middle of re-working my focus as a photographer and these videos are incredible! Something changed in me about a month ago and I'm no longer afraid to charge higher prices because 1. I have found a way to put more investment into what I'm doing so that the clients will see the value and not be as hesitant to purchase--they are already buzzing about what I'm going to be doing, without even knowing all of the full details and what it's going to encompass and 2. Something on a more personal note--I can use those funds that I earn, as author Robert Morris says, and become a funnel in which God can use me to bless other people. I see how money can be used for a greater purpose and I'm not afraid of it anymore. I don't ever want to love it, but I definitely want to earn it so that I can use it! : )
So, I am okay with selling more so that I can earn more--I had that settled in my heart already and watching these videos are that much more eye-opening, because I've already decided in my heart that it's the right thing to do. I'm not having to convince myself--but it IS solidifying the idea and I can't wait to learn more! I really want to get these videos someday and hope that you will be offering them for awhile so that I can save up to get them. : ) In the meantime, I'm going to get your book--it's a good starting point and can't wait to read through the pages! I'm ready to take my business to the next level and really feel like your system is geared to do just that.
QUESTION:
One question I do have is about the marketing of this new focus in my photography. It definitely is a higher-end product and service that is going to be offered. Because it is, do you suggest the good old fashioned in-your-hands kind of marketing pieces or do you suggest the less pricey email way? I personally believe in the old fashioned tangible way and have some really creative ideas, especially since it will be a higher end product, but have heard that it's just that: old fashioned...and costly. What are your thoughts on that? I want to wow my potential clients and give them a taste of what I'll be doing, but I also don't want to go broke in the process. I don't mind putting some $$$ out if I know that they're going to generate really solid leads. Which leads me to my next question...is there a way to get my hands on where my target market lives in my area? I know who my target client is, but am not quite sure how to get my information into their hands.
Thanks so much, Sarah! : )
I love what you do and can't wait to hear more from you!
Have a blessed night,
Alicia
Sarah Petty
Sarah Petty
moderator
Beba, This is too long of a question to answer in email. The best way to find and reach your target market is one person at a time. I recommend getting involved in your community, co-marketing with other businesses that share your target market, charitable marketing, generating publicity, etc. The thing is, if you don't know how to sell, your marketing efforts are going to fall flat so be careful. And yes, if you are trying to create a boutique brand then your marketing must be boutique. Mass emails are not boutique. Hope this helps:-)
BebaPhotography
Sarah Petty Thank you so much for your response, Sarah! : ) I will put that on my list of ideas for reaching my target market--I appreciate your feedback! I did pretty well with sales in the past, turning an $800/month profit for another company into almost $100,000 in sales in just a few short months once I learned their product inside and out and what made it so valuable and unique from the competition and I know that that is what I need to do with this portion of my business before I launch it. I've been fervishly writing down ideas and brainstorming over the last few months and feel satisfied with what value I have in mind for investing into my product. I'm ready to sell, I just needed to know where to find the right people. ; ) You've given me some great ideas which I'll add and implement. Thank you for taking the time to respond--I appreciate it so much! : )
petrajungmanova
Hi Sarah,
How inspiring are your videos! You are such an inspiration thank you!I'm still not sure how to price the photography, session plus the prints?
Thanks Petra
I know all that you are saying is right and true, however, I am learning allot of new things about how things are changing, and the cheaper photographer is not just the untrained photographer anymore. I have several REALLY good photographers in my area, that are priced half or more than half less of what I charge. I lose clients to them allot. Many of them are doing the same style, specialties that I am, and when you compare apples to apples and they are the same but these are cheaper, well even an educated person is not going to pay more just for the hell of it. I know, make yourself different, etc, but that is getting harder and harder. Most are selling digitals for $500 or less, with or without a session fee, and again, these are GOOD photographers, at least on my level, or better. How do you keep charging more, when you are losing clients? I have even begun to feel guilty about my pricing lately, even though I know I work for it and deserve it, when a sale is $1500 I am starting to feel bad ....I don't really know why other than these other photogs who are not doing it. I also know that we should focus on us and not others and for the most part I do, but when I lose a client and then see that they are now using my competitor who charges less than me I can't help it. I am doing an overhaul on some things and looking for ways to stop trying to beat them, and just join them. I don't want to give away the farm, but working smater, not harder, is always the goal, and maybe that is not in high pricing and big sales. Maybe it is figuring out how to roll with the current market...thoughts?
Sarah Petty
moderator
Hey Tonya - If you join the cheap photographers, you will not be in business in a few years. If you are doing this for a hobby or to fill your time, then being cheap could be a good choice. This course isn't for everyone and for sure, if you don't want to make money, then I can never teach you how to do it. The thing is, you are not competing with cheap, you are competing with FREE. Everyone has a digital camera and you can't sustain a price advantage because once you devalue what you are doing, there will ALWAYS be someone doing it cheaper. I hope next year you aren't asking me if you should join the photographers doing it for free:-( Good luck with your struggles. I hope that one day you will be ready to make a profit:-)))
TraceyFrugoli
Sarah, You are really getting us hooked on you! You make us feel like we can do this. How long will these videos be up? I have taken good notes but I still think re-watching them is a good idea.
Sarah Petty
moderator
@TraceyFrugoli they won't be up long! We are announcing a super cool opportunity tomorrow so stay tuned!!!!
DaveScott
Thanks Sarah, I'm really going to do things differently. Your videos help.
Jrollerphotography
Hi Sarah! I have clients who call or email and they always say my husband/boyfriend/fiancé/partner isn't in to photos. How would you suggest a better way of working with a client whose partner isn't into doing photos?
Sarah Petty
moderator
Jrollerphotography Hm. I don't think I have ever had that happen. I would just tell that person what makes me different and see what they say. I would ask who the decision makers are - if the other isn't going to be happy about participating, they may not be the right client for me. If that person isn't in the photos, then that probably isn't going to be a very positive experience for anyone. I may even be pretty direct with the client about this issue (ON THE PHONE ONLY). Hope that helps! (I thought everyone loved photos!) haha
TeganJohnson
Jrollerphotography Hi,
I get this issue allot with what I do, and I have found that like Sarah said it is best to be direct, but its also a great idea to tie it into what makes you different and use the feel, felt found too! For Example: Well one of the great things about my sessions is they are designed in a way that makes it fun for the whole family to participate. Other Dads//Partners have felt the same way but trust me I have found they are are the ones who end up enjoying it the most!
Which is true, most Dads have an initial objection because they dont know what they are getting themselves into and they havent had the chance to talk to you and be reassured like the wife has, they are fearing that it will be the worst kind of poesy awkward photo shoot, which Im sure is not really what most of us do anymore?but in the end they end up loving it
Thoughts anyone?
Sarah Petty
moderator
TeganJohnson Jrollerphotography Something else you can do is to include them in the consultation. The second person has so much buy in when they are more involved. Great selling point!
First of all thank you for all of the great info.What do you do when the number a client gives you is a work one and you call and all they have time for is a couple of minutes? Do you ask when it would be a better time to call? Do you begin by asking if they have time to chat? Just curious in how you deal in particular with someone at work - I don't want to feel that I'm taking them away from something else that they are doing and potentially getting them in trouble.
Sarah Petty
moderator
@Cheryl Struss If they call from work or give a work number, it is probably because they are able to talk from work and are only saying they only have a minute because they want an out if they don't like what you are saying. I would probably be super excited and say I want to give you some info but we are very different than every other photography studio. Do you have a minute for me to tell you what we do? If not, see when is a good time to call back. They are interested or they wouldn't have reached out. Go through the 7 bS faster!
DeniseWinterstein
Hi Sarah ~ you are amazing. I'm wondering if you send clients a PDF of your prices after the phone call.
Sarah Petty
moderator
@DeniseWinterstein I rarely do simply because they don't need it. I answer all of their questions and they have enough information to make a decision. I am happy to send them out only after I go through the 7 bS!
TraceyFrugoli
Sarah Petty DeniseWinterstein I m working on a pdf magazine for my seniors as we speak and because of Sarah I don't think I will include any prices beyond my session fees. It will focus mostly on what it is like, what they might think about, how I am different, what I offer, hopefully appealing images, testimonials, that sort of thing. Basically to get them jazzed about working with me so they choose me. this would not be a replacement for that phone call, just an adjunct. Does it sound like I am on the right track?
Sarah Petty
moderator
TraceyFrugoli DeniseWinterstein YES. You want to talk to them Tracey. How many seniors would you need to book if you could follow this system and get $1000-$2000 sales? ONE OR TWO!!! Don't be afraid Tracy. I am here with you all the way. Let's do this!
Mindy Campbell
Hello Sarah,
I think I was not clear to my previous response-NO I didn't get the session fee and that's one reason I want to do the consult. I don't want to go to her place and don't have any commitment yet. Mindy
Sarah Petty
moderator
@Mindy Campbell For sure, a consult is a mandatory part of the process in my mind.
Mindy Campbell
Hello Sarah,
The reason I want to do the consult was she just saw the prices that was printed at the back of the brochure (nothing was discussed on what package she would like) and would like to give her more info on what they have to wear re: clothing, locations, nothing was finalized except that I told her it is possible for me t o shoot at that day, at that time ( Got three events going on that day-her sched is in between)
Mindy Campbell
Hello Sarah.
Thanks so much for this positive encouragement! I have a client who would like me to photograph her kids in their new home and gave a possible date that would work for both us which I agreed, however, I asked her if she can have the consult first to know more of what she wants to get out of this session? She has not returned my email or text message and the session is coming up this weekend. Should I proceed to show-up or simply call her and tell her that my time has been booked by another client? Give me a more positive suggestion on how to approach this situation.
Thank you very much. Hope to hear from you soon.
Mindy
Sarah Petty
moderator
Mindy Campbell I am assuming you got the session fee. If you did, I would do the session. I would probably keep calling her tho and make benefits - tell her you really need to talk to her prior to the session. If you have missed these steps, you might have lost the sale but if you cancel it on her answering machine you won't save the sale. At the least, I would take your samples and try to squeeze in a quick consultation before the session. Now you know...
Thanks so much, I'm so encouraged! Really appreciate you making these Sarah!! I'm just wondering if you have any brilliant advice for my rather unique situation as a military wife. We're moving every 6-12 months these days and even though I'm very extroverted, it's extremely hard to make connections and build up clientele that quickly! ANy words of wisdom?! THanks in advance!
Sarah Petty
moderator
Christine - I have worked with quite a few photographers like you over the years. The key is to have a portfolio and great images. Also, if you create one great promotional piece with only a website and no address, you can keep using it after you move. The biggest key is to have a great sales process. You MUST convert clients right away. Keep watching!
MiriamHaugen
I have a lot of repeat clients like people that come back once a year or even several times within a year. I usually just do phone consults with these people to just chat about clothing and backgrounds. They usually know what the process is and what they want to purchase. Do you do in person consultations with people like that?
Sarah Petty
moderator
MiriamHaugen ABSOLUTELY! Those are the ones I DEFINITELY have an inperson consultation with. I typically even go to their house to find a spot for their new art before we create it. Otherwise, you will hear a lot of them saying "oh, I am out of room," or "we got big ones last time so this time we just want small ones." These are the best ones to create amazing stuff for!
MiriamHaugen
Sarah Petty I needed that kick in the pants! Thanks!
JoeOrigbo
Thank you for sharing these business secrets for no charge. l look forward to be your student in the near future.
Sarah Petty
moderator
JoeOrigbo You are welcome Joe! You guys who are watching and asking questions are the ones we know will get the most out of our courses which is why we do it this way! Our upcoming course info coming SOON!
Do you sell packages or alacarte? I am in heavy debate with this subject..... hmmmmm
Sarah Petty
moderator
I mostly sell alacarte but have done some packages. There are quite a few strategies to this which we will be covering in detail in our upcoming course (there are many pitfalls). The key I think is your business model. If you are more boutique, custom and high touch, alacarte is usually better. If you are higher volume or potentially not doing your own sales, packages might be better. Again, there are a lot of moving parts to this decision so keep watching!
TraceyFrugoli
I say again, you are awesome! Thanks so much. I would love to see a list of objections and possible responses that will help close the sale:)
Sarah Petty
moderator
TraceyFrugoli Hey Tracey - we will be showing you how to get this comprehensive list and it isn't something we even sell. Hang tight and watch your email!!!
Thanks for your generous and optimistic spirit, Sarah!
Kerri Photography
Thanks so much for the great information. What are some recommended books/resources that you would recommend to get educated on SELLING? :)
Hope to see you tomorrow! Going away in 1 hour so grab that last listen and hope you are with us!
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