Selling Tips
Getting the client to respond from the Emotional Side of the brain is one of the most powerful ways of getting your sales/profit averages up!
After the photography session, we always give out a printed price list. We ask the client to assume that we have succeeded and that there will be at least 3 to 6 images that they will love when they return to view and choose their images.
We ask them to look over the price list and to think about where the images will be placed in the home. We ask them to also to give thought as to who may receive gift prints.
When they return a few days later, we begin our sales presentations by showing a slide show with music of their images.
After the show we tell our clients that it's best to pretend that the photographs are free!
We gently ask them to put a “dream package ” together for their home, family, and friends.
We let them know that if their “dream” is too much money, they can always delete a few images to bring the price down to their budget.
We then ask about placement on walls, grandparents gifts etc, etc...
Of course 95% of the dream orders get purchased. This is by far the best idea I have ever used in the sales room! We have found that people can handle a higher price than they had planned if they have mentally planned for our images in their minds before purchase.
Michael Redford has a complete line on the operation of the contemporary portrait and digital studio. He has more information on marketing, photography, DVD video presentations and sales of portraiture at the Niagara School of Imaging.
Michael Redford is just one of 11 professional instructors at the Niagara School of Imaging.
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Sunday, August 20,2006 through
Thursday, August 24, 2006
Designed by Professionals
for Professionals
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Join Michael and eleven (11) other instructors at their 5-day, hands-on workshops in August at the Niagara School of Imaging from Sunday August 20 to Thursday August 24, 2006 at Brock University in Niagara Falls, Canada.
