Skip to main content

Your Second Massive Failure

Lesson 68 from: How to Start a Photography Business

Pye Jirsa

Your Second Massive Failure

Lesson 68 from: How to Start a Photography Business

Pye Jirsa

buy this class

$00

$00
Sale Ends Soon!

starting under

$13/month*

Unlock this classplus 2000+ more >

Lesson Info

68. Your Second Massive Failure

Avoid pitfalls to the selling process by tackling the most common mistakes, like sharing the price too soon.

Lessons

Class Trailer
1

Class Introduction

13:12
2

Common Myths & Unknown Truths

11:42
3

The Road Ahead

13:03
4

Find Your Passion

06:06
5

The Lin & Jirsa Journey

13:54
6

Part-time, Full-time, Employed, Partners?

03:51
7

Stop Wasting Time & Money

06:07
8

Your 12 Week Roadmap

04:33
9

Great Plans Still Fail

06:01
10

Strategy Vs. Planning

04:16
11

Mind Mapping

07:25
12

Select a Focus

14:16
13

Competitor Research

09:34
14

S.W.O.T. Analysis

13:54
15

Strategy & Long Term Goals

03:50
16

Values, Vision & Mission

27:49
17

Effectively Managing Your Time

15:05
18

Artistic Development

07:30
19

Create Your Plan

13:12
20

What's Your Product

10:51
21

Luxury vs Consumer Products & Experiences

11:44
22

Quick Break for Econ 101

16:31
23

Your Target Market & Brand Message

21:25
24

What's in a Name

09:20
25

Your Client 'Why'

05:43
26

Crafting the Why Experience

24:17
27

Document the Client Experience

08:29
28

Business Administration Basics

27:03
29

Book Keeping Management

06:51
30

Create the Logo & Branding

07:04
31

Portfolio Design

15:11
32

Design Your Services & Packages

18:51
33

Pricing Fears & Myths

08:46
34

Three Pricing Methods

25:39
35

Package Pricing Psychology & Design

06:15
36

Psychology of Numbers

07:29
37

Pricing Q&A

23:51
38

Grass Roots Marketing

09:36
39

The Empty Party

07:03
40

Friends & Family Test Shoots

16:28
41

Join Groups

04:32
42

Second Shooting Etiquette

07:44
43

The Listing & Classified Hustle

14:10
44

Make Instagram Simple

13:55
45

Your Automated Pinterest Plan

08:01
46

Facebook Because You Must

07:37
47

Giveaway & Styled Shoots

12:17
48

Content Marketing & SEO

08:12
49

The Monster: SEO

07:26
50

Selecting Your Keywords

05:45
51

Testing Your Keywords

07:53
52

Grouping Main & Niche Goals

12:39
53

Your Content Road Map

11:47
54

Content Marketing Q&A

10:45
55

Inspiration to Keep Working

07:45
56

How to Craft Your Content

15:03
57

Internal Linking Basics

05:30
58

Back Link Building Basics

04:55
59

Link Value Factos

14:38
60

Measuring Link Value

04:24
61

Link Building Strategy & Plan

06:10
62

Link Building Plan: Vendors & Guest Writing

06:45
63

Link Building Plan: Features, Directories, Comments

03:11
64

Link Building: Shortcuts & One Simple Tool

14:44
65

What is Sales? Show Me!

12:58
66

Your First Massive Failure

05:17
67

The Sales Process

07:31
68

Your Second Massive Failure

05:23
69

Understand Buyer Psychology

10:00
70

Step 0: Building Rapport & Trust

15:14
71

Step 1: Identify Need or Want

15:39
72

Cognitive Dissonance

12:01
73

Steps 2 & 3: Value Proposition & The Solution

14:21
74

Step 4 : Close, Make the Ask

04:32
75

Step 5: Follow Up & Resolve Concerns

06:13
76

Family Photography Hot Seat

12:06
77

Business Example Hot Seat

15:52
78

Boudoir Photography Hot Seat

16:09
79

The Best Sales Person

07:45
80

Your Mindset, Vibrations & Frequency

06:56
81

Always Positive, Always Affirming

11:55
82

The Second Money & Dual Process

07:39
83

Chumming the Price Waters

03:57
84

Creating Want or Scarcity

09:54
85

Timeless Advice on Being Likable

11:53
86

Selling Over The Phone

10:59
87

Forbidden Words in Sales

11:40

Lesson Info

Your Second Massive Failure

So now let's talk about your second massive failure. And I have, you remember he was, like, the dude that was all contemplative looking into the camera? He was my original sales dude. And I got him here again, "Yeah!" This is, like, my thought of the guys on the first dates. I'll show you. Let me show you. She may not want the whole truth but she wants the real you. Will Smith, Hitch. I love that line. This is the part where you peel back too many layers of your onion before they actually have a chance to kind of get settled in, right? Guys, we do it on dates all the time. You start, you know, your first date is probably not the place to talk about psychological problems, and the ex, and all those kind of things. Let's give it a break. She wants the real you, she just doesn't need it all in the first 15 minutes of meeting you. And that's the way that our sale needs to be as well. They want the real you, but this is what happens, is presenting a price here is peeling back too many layer...

s of your onion before they even have a chance to know the real you. Presenting your price here, not ready for the whole truth prior to knowing the actual service. So that's what, okay, presentation and price. Look at this. Even if we present the price here, you haven't developed the value. You haven't helped them to understand what it is that you need. What are you showing them a price for? You don't even know what they need, to be honest, okay? So any point that you're presenting that price prior to actually developing the value proposition and showing them why they need this thing, you have failed the sales process. There. That is where the presentation of price comes in. Yes, Julie. I find it kind of hard to see the difference between develop the value proposition and present the solution. Mm-hmm. We're gonna, we actually lump these two things together because when you present it, you're developing the value proposition in your head of what they would want, what they would need. The presentation of that solution comes almost at the same time. You think about what it is that you want for them, what fits, and then you present it to them. That's the two differences. Haldiss. So I think one of the hardest things I have with this whole thing is really to articulate my value. I don't know what my value is and I don't know what it is that I'm selling. I know that I'm selling artwork, but how do I articulate, like, that you need that and you need what it is that I'm selling versus the guy that's selling it for three seventy-five? This is the beautiful part about this, is that you don't need to articulate it. I'm gonna teach you a process where you make them say what they value. Then you simply play into it. Sweet. Cool? Okay. So what the heck do you say when people just want the price? Haldiss, when I said I just want the price, you give me my bone. Remember that dog reference? I got that bone stuck in my mouth, right? Give me my bone. Let me have something basic. Well, clients typically spend around this. I'd like to tell you though, and ask you what it is that you're looking for so I can talk to you about the value included in that and I wanna tell you about what we do. I have a question for you. And then you spin it back. Simple answer and then spin it back, okay? Take control back. You need, that's the place when ... Okay, so there's a really great book talking about the framing of power and conversations and I forget what that book name is. But he talks about reframing the power of a situation, right? He uses this analogy of a waiter in Italy. The waiter comes to the table. Now the waiter knows that in order to choose a correct wine, in order to get the right pairing, you have to actually know what it is you're eating first, right? It's a very simple thing, the waiter knows that. But everybody thinks they're a wine connoisseur. Anybody going to this restaurant thinks they know a lot about wine. So what he does is take his frame of power. He steps to the table and he says, "Have y'all thought of what you'd like to drink tonight?" And the person that thinks they know a lot about wine chimes up and they say something. It always happens. And then he says, "Well, sir, let's actually stop. "Let me say first, let's figure out "what you'd like to eat, "then I can select a wine pairing "that will go perfectly." And what he does is he identifies the person that thinks they have the power and he takes it away from them. It's a beautiful thing. Like, watching that is a beautiful thing. And the way that it's illustrated in this book is so fantastic. When that price is presented, you give 'em a bone, and you take that power away from them. Let's talk about that later. I want you to first understand what we do and I wanna know what we can do for you.

Class Materials

Bonus Materials with Purchase

How to Launch a Photography Business Workbook
Experience Pricing Example

Ratings and Reviews

Armstrong Su
 

This class and materials are to the point and eye-opening on the business side of photography. Pye Jirsa is an amazing and fun teacher as well! Most photographers need more business classes offered to bring us who love to create art back to reality for a more successful business that makes a living on it's own. This course will definately get you started in the right direction and so cheap too! Great investment! armstrong outdoor tv case outdoortvcase Pye Jirsa is one of the best instructors that I have the pleasure to learn from. He and his team have given me so much more than they'll ever realize. Knowledge, wisdom, training, friendship, mentoring, inspiration, joy... I cannot thank Pye enough for changing my life for the better. I owe them more than they'll ever realize. Thank you, Pye Jirsa!!!

Angela Sanchez
 

This class has been an eye opener for me; a point of change in my vision as photographer. Pye is and AMAZING, INSPIRING, GENEROUS instructor, with an, authentic desire to help people and to share with them the best of his knowledge. I will not have enough words to say thanks to Pye Jirsa, as a teacher and as a human being, and thanks to Creative Live who allows us to benefit from the experience of such a knowledgeable, educated, well-versed photographer and instructor. 1000% recommended!

Yenith LianTy
 

Been following this guy forever. Pye Jirsa may be well known in the wedding & portrait photography world and if there is something that this guy knows it is how to create a business, a sustainable one. The workbook he provided is comprehensive, and I honestly wish I had this when I first started out as a photographer! I love that he talks about his failures, keeping it real and honest for anyone starting out. He is definitely one of the best instructors around, super humble, down to earth and with a sense of humor to boot. The course is worth it! THE WORKBOOK is AMAZING! SUPER DETAILED!

Student Work

RELATED ARTICLES

Recent

Articles

Recent

Articles

Recent

Articles

Recent

Articles

Recent

Articles

RELATED ARTICLES

Recent

Articles