Step 4 : Close, Make the Ask
Then comes the close. You make the ask. The presentation of price. At this point, you guys are like, "yeah, I can do this now." And, what is our rule? Be bold. (laughs) Let me give you an example of not being bold. Angela, give me your notebook. "Angela, I would really love to document your family. "Here's our prices. "What do you think?" (laughs)
I have to think about it.
Okay, just let me know if there's any problems.
Okay. (audience laughs)
You're laughing and how many of us have done it? Yes, we're raising our hands. We're like, "yes, I've done that. "I've said those words." That is not being bold. Being bold is, "I can't wait for our photo shoot. "It's gonna be absolutely incredible. "So, here's what I would recommend." (audience laughs)
You're welcome. I win. (audience laughs) The first person who talks loses. (audience laughs) And you think I'm kidding? I swear to you that is how it works. (audience laughs) I can do awkward silence all day long. (audience ...
laughs) So, here's our line. "I don't wish to pressure you. "Your date has five other inquiries. "We are a first come, first serve studio." That's not a line. Remember way back when I told you to track every one of your calendar leads, schedule, everything? And I said, "it'll come back to you later." Because at that point, we present to them our studio calendar. And I say, "this is your date. "Blue are bookings. "Red are leads. "Guys, we're almost fully booked on that date "and we have 14 more leads on that day. "This is not to pressure you." It is to pressure you. (audience laughs) But am I, I'm not adding pressure to the conversation because I don't need to, right? What I'm doing right now is creating scarcity and a reason for them to act and move. And I don't need to add any additional tactics. There nothing else that I need to put down other than simply say, "look guys. "I would love to book right now." Now, maybe your calendars aren't this packed yet. Okay, fine. Does it need to be? No. This a tool that you use a little bit down the road when you start getting those leads. But, look, anytime you got a lead. You can make it hit your calendar. Just make the lead hit the calendar. Put it in a certain color, okay. And eventually, six months or 12 months down the road, you're gonna have this as another tool for scarcity, but when you don't have that tool, "Julie, I want to work with you both and I would love to. "Let's get everything started. "I can actually take a card right now "if you'd like to make your deposit."
You lose. (laughs) I win again. I'm just kidding. I'm kidding. But, you get what I'm saying, right? It doesn't, you can create that same scarcity by just saying, "look, this is first come, first serve. "I wanna work with you. "Let's get started." Be bold. Make the ask. Then, "I'd love to reserve your date. "All we need if your deposit and a signed contract. "How would you like to make your deposit?" And write this part down. This is the shut the hell up. Stop talking. Because when I undersold myself, when I devalued, remember that example I gave when I was like, "it's 2,500 bucks, but I can do $2000." (laughs) Haldis, you gave it to me for free. Dang. But, as soon as you drop your price a little bit, then it, you just chum the price waters, right? Now it's, "well, if he's willing to go down "to two will he do $1,500? "Will he do $1,000?" Just present and stop talking.
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