Lessons

Lesson Info

Selling

Preparing the sale talks about this better only be seen a plus plus images all looking awesome pick your favorites for your products like I said you should have in mind which one's going to go for like the peep show which one's going to go for the caustic painting which one of our your album design elements create a book idea really big on this? Um if you can envision some sort of hate to use the word theme but I don't have a better word theme for your book that kind of goes with the theme of what their shoot wass um like you can just picture a hot, sexy book from the curvy gal sheet we just did um so you kind of I would I would do a little bit of a pre design just like a couple of spreads and I'd have liked the cover fabric that I think would just rock with that know what I mean if I had it like in one of my samples, if not, I would tell her about it like I see this red velvet cover, I wouldn't do that, but, um, the video slideshow is super important this is how I show my work um we'l...

l talk about that now I used still I used my photo I'm sorry, I know tanimoto I honestly not dog them, but it's using too many effects even their most simple simple version is just too much for me I just want to be images I don't want all these fancy effects and it's just kind of my style so animal that was great hot sexy edgy cool if that fits with your brand their phenomenal but I have to be honest I really just use I photo uh okay keep it short even if you are giving like fifty images put like maybe just put like thirty five can't make it like a teaser you want the best of the best you want them to keep going wow wow wow okay um make it complete meaning beginning middle end okay make it emotional we want to see all those a motive shots you shot motion contemplative silly flirty fun etcetera using music talk like a no brainer um and I am okay with showing my slide show with music that off their playlist that I don't necessarily have rights too I'm not like publicly putting it anywhere I'm not selling it to it with it just play it to show it and gain her trust right off the bat you want to show her like a couple of her best images right out front so she could just go through you know and include some of our albums red so like I said design just a couple and then put him in there any questions about the slide show to use a more subdued music or do you use sexy music? It totally depends like I've used joan jett bad reputation I've used like diana krall, who I love um, michael boo blay I mean, I've gone all over the map there really depends so much on what? The creative direction of the shooters and also what music like I heard her plan, you know, are you showing these on a laptop? Are you projecting that question? Where you meeting with them to delay the sale session? Okay, awesome, I do it on my laptop, I'm going to try start doing it on my ipad, but I do know my laptop and here's. Why, for family photography highly suggest require all of you to dio projection for sure, no doubt for boudoir I really don't think anyone wants this year, s says I like to keep it on the left for that reason. And so one other thing I want to mention is don't hit the same note twice, so if you're doing your job and creating variety and moving it along and hitting all those notes, they're not gonna ever have like the same note twice and in your anything you're gonna be doing even better job of removing ones that hit the same note so she's looking at a set that she can't live without every single one um and so in the slide show, I don't want to see, like, a saucy, sexy, like look like this and then she's just looking like that that's like the same note, but just a different eye line it's different, but let's, switch it up more than that. Ok, ok, do you give this lecture to your customer or no? Um, I'm not currently no, you talked about like, if you have fifty images, only show thirty, what do you do with the other twenty? Just like and that's and there's more? And I always keep one or two earlier ones and they want him or no and there's more that's just the five, so I just wanted to give you a little taste just so two minutes, I'm just like, just relax, we'll go through them one by one if you want, but I just want to give you kind of taste of like my faves on the ones that can kind of stood out and just to give you a little idea of the shoot in a couple minutes and then afterwards, I won't like louis there's a couple more to that. I really want to show you and that's about it, okay, so in person selling, I'm really big, I'm just being enthusiastic and absolutely one hundred percent honest if you're very specific, they will believe you by now, you should have really earned their trust. You've advised them specifically, and honestly, you collaborated with them, you been giving them positive feedback. You've addressed her fears and doubts already. You called her up that night after she did the shoot, which she's so appreciated and was actually starting to wonder. So you're already you're already good friends. And my personal philosophy just on how I treat my clients is that they're all like my friend. So if I never feel like a salesman because I would never feel like a salesman with my friend, but am I going to urge her to go ahead and spend that money on those shoes because they frickin look awesome? Yeah, I mean, so I kind of feeling the same way. Like you've gotta buy this. This is crazy. Cool. Um, so it's the same thing. I never feel like a salesman if the person is a friend. So and how I would treat my friends is very I'll be very honest and very specific. Um so I will literally greet them with enthusiasm like I'm so excited I can not wait let's not even talk I just want to show him to you let me toast you really quick and I just can't wait for you to see especially the ones where you get you know whatever and so I get really specific that's how they I think specificity really lends to credibility already let the work speak for itself yet don't say much more than that like that's really it because your work's got to speak for itself desktop versus projection we already talked about that your product line then you just do want to say we've already talked about it I know you want we're really interested in the album also wanted to show you the peep show because I know you're interested in that and here the images that I think would really lend well so the what pictures that I like tio put in a peepshow are the ones that are a little boy or stick and feel especially the ones of them undressing taking the bras off you know pull in stockings off stuff like that kind of a tease if you will and then I show which one would be for the encaustic painting so whatever product you're doing um share them have awesome samples we talked about that oh a ride eh so let's handle some questions before we move on we're right on time now we're going to do a website critique of a few of our in studio websites go ahead and call it your question um you said when you called them so if it's a secret for their husband how do you go about calling them to where they're prepared that you're calling them that they're not like um thanks because they don't want their husband tio here yeah we plan it okay bye oh it's in the mail I say when's a good time to call you okay it'll be like at the office but uh you know um so yeah speaking of spouses do you ever allow spouses the sales sesh that's a great question and yes oh yes oh yes ideo so I never shoot with the husband president but yeah I want him there during the cells because they're the ones believe it or not you like it all honey I oh my god he's even like I don't know it was missing necessarily on board with this in the beginning of a movement like wow and it's really nice to have them both happy and agree on that because you don't want the woman being there going like I really love him and I think he would what would he kill me? I don't know so I'd like them to both make that decision and since they're doing just I'm doing pretty much destination boudoir everyone's flying into new york for it their husbands you know they're with them on this sexy trip and the shoot is part of it and uh you know, I love that he goes away during our shoot but they don't have a comment maybe like the tail end so I don't shoot couples before but maybe I'll take one or two of them together like outside the hotel or something fun um and then we see them again on sunday at happy hour for cocktails, oysters and the reveal your package is the difference that you a place apart from the product what are they the number of images that are different from one to the other? How do you place the customer attention to the quality, not the quantity? Um uh well, I think I'm not showing anything that is in quality, but if they d'oh want more images or more pages or a bigger album that is just more expensive, so if they can't afford it are really create they can't, you know, live without it that's a decision that I'll make on their own I don't really ever have to stress quality over funny yeah, it never comes up can you talk about like how you connect with your packages like what is that one more time? Just the differences in your package is how you came up with small, medium, large, extra large and like what's the difference in each one. So I would put, like, your juiciest item like you people, the ones that most clients are going to go for in the package you want to sell. Okay. And you should make that one package the best value of them all. So, like, the bottom package is pretty much like a doppelganger or it's, just like, uh, there. And no one ever buys it buys it because it's uh, it's, not a good value. Um, and then, if you want to sell images on cd, this is a personal decision for everyone. I totally believe in it. Like I said earlier, because I'm a photographer and I want my own images. So be a little hypocritical if I didn't sell them. So I'm happy to sell images on cd, so but if you want to do that, you better make sure it's worth the money. So I would maybe include that in your large package. And then your extra large package has all the bells and whistles like your encaustic painting, an album cd all of that are you selling copyright? No sharing. It will give him privileged print everything pressing privileges. Ok? Yeah. And the number of a good question. The number of images various through various packages, or usually say, around fifty. Um, that's that's just recently changed. Now I am, like, with the base session, just sixteen images. And if they want, I think it's like I said, it just changed, I think it's seven, seven more oh, boy, uh, seven more fifteen hundred. Something like that. It just changed. I just started changing. Are you like having an e commerce site? Are you're a section of your of your block where they're doing the credit card payment sitting with you? Do you give him twenty minutes? How do you handle the interaction? The money exchange? I have what's one shopping cart, so I just get the details to my studio manager. She handles all the building and everything, and so she will manually process it. But we also have, like, buy it now buttons and stuff like that on the site that you could just go in and into your credit card details and it's all automatic. We also do have paypal because sometimes some cut card authorizations that really persnickety with the addresses and they don't exactly imagine stuff it won't go through. And like I said, I like to make it as easy as possible. We accept checks, we will do paypal. You know however you want to do it so right then once you finish the slide show and you say I know you're looking at the book and she's like yes I want to do a book and I want to do the painting so you say what ten images do you want or do you you to say all sixteen in the book so my uh philosophy is make it as simple as possible and spend a lot of time on enjoying the images and less on sorting through things and figuring it out so I just say okay so you saw the images we've talked about the book um I could design it I'll give you I'll get I get first crack at it and then I'll let you take a peek you get unlimited changes most people change nothing some people a few people change one image so I will get back to you on that I will give your credit card details to my studio manager will charge you for the order we could do it in two payments if you like does that sound good to you? Okay do you want mustard on your sandwich? Same thing like trying to really like like you know it's the same thing okay, you are in the high upmarket so seven thousand dollars on a credit card your your credit card fees I'm assuming is a little bit more do you charge extra I don't charge that. I always get a little bit only because of my personal experience when I'm paying for something when they charged me there. Credit card, visit like dude, that's, your frickin operating costs, it's, not mine. So I get a little bit like that's, part of being a premium, I like to include.