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Lesson Info

Sales Q&A

Are there any of the other question they know we're almost 12 o'clock now about do you often are at all have people who are buying a collection in the newspaper and go with pictures. Can we just put him in later? And I do. I have that and I think sometimes it let's find with me it's a little bit less of our service. Sometimes it's harder because when you're buying the collection and your showing it in person like live, you can actually like, swap the pictures in and out and see and then crop them Go. I want this on a little bit closer. You can't really do that when they're picking the images later. But oftentimes, if the ordering session is getting too long and they're starting to freak out all that, you know what I know. You want this collection. Why don't you go ahead and will buy the collection today so you can use your product credit, otherwise you'll lose it and they're not going to say later. I want to spend the money on that, and I'll put the images online for you, and you had a...

chance to look at them. The Yes, no maybes. And I'm gonna get back in touch with you in one week and we'll get those images will put that back together. If you don't give them at deadline, that might never happen either, So you'll have an outstanding order that it's going to I do. You have one of those. We have one client that's just has been a client of our sport ever. So we put down so many photo shoots with her, and I havent outstanding order. That's like always back there an album that's just not done anyway. So we do have a couple of questions in the chat room and a couple people want to know, and it's, uh, at green at Picks. J. Motive. How do you suggest ordering session with a client if you don't have a studio so you don't have a way to do projection? Well, I did not have a studio for a long time, and what I did was I went to their home and I would do the projection there, and there was there's pluses and minuses about this, and I'd love to get your feedback on how you feel about it, but it actually worked really well for me. I had my huge call it like traveling pony show because I wanted to bring samples to show. And so that and also physical pieces that I could put up this act. This is how big this is. And this is what it would look it on your wall. And sometimes it was it better because we were actually in their home and we could projected on a wall in their home. And so what I would do is come in my little protector and I had, like, a whole checklist of things to bring had a little kit for myself. I would bring a portable screen, which I practiced putting up very quickly. And then you go in and you're setting up, and usually you're bantering with them as you set up like, Oh, God, I set up my pony show here, but they know ahead of time that you're coming and you're gonna do this. So they've set up in the area. We sit down and usually it. Now they're off me drinks because their house and I'll do the show. The show, the presentation there in their home. And it's been a really effective. Actually, Sometimes it's even more comfortable to do it that way. So I would say Don't let that stop you If you don't have a studio, kids issue them that it is an issue because the kids were there. But I would also say, Please, can we do this like either Take the kids someplace else. Do it when they're asleep, like we'll go a little bit later. Or can you get someone to be watching them while we're doing this? Because it's really hard. If they're in the way and you're trying to deal with your Children as we all know, it's working people. Mom, there are a couple people asking how you get clients to invest in some of your higher the higher end products rather than just getting the disk and saying they want to make their own prints and where the Magic Woods, my client, my client, spent about this much we actually have again. It's the setting expectations ahead of Time thing, and there is that issue where they just want the CD of images because they want to do their own thing with them, and I respect that. And again, I don't want to say no to my client. And so I make that CD. They have to reach for that seedy. So they my session, they need to reach a certain price point, which will then qualify them to purchase the CD. Because in my mind, I have a certain price point that I know that I need to hit to meet my cost of sales and to make that section worthwhile. So if I have made that price point and all the rest of that is gonna be gravy, then I know that I can sell the TV, like at that point once they hit a certain price point and then they have to buy the CD on top of that, And I've made my average sale. I'm okay. So because of that, because they do, you have medical. I don't have magic words. What the point is, if they don't buy the CD and they buy it and product instead, chances are they won't hit a higher price point anyway. So if they want the CD and they hit that price point, great, they can have did that make sense. What I just said about the product and your personal acts, right? And who else? Here, use it. I used Julia in the woods and Danica. Well, then, Michael, Would he have you had that problem where you may think it's a really great program toe to showcase really nice, higher and kind of product. But then, do you have that problem where it's it's a difficult to sell them? Or do you think that once they're there and they see it that way, that it tends to lend itself towards purchase? Um, I find that I do manage to sell larger pieces. Then people were originally thinking that they were gonna eight by 10 from people a really big print until you put it on the wall in poster stand. And you can show them that with both selectors, that works really, really well. But in terms of the seedy image, that's usually question that comes up in the phone call, and that's where that passing it, sort of. If you're sorting that out in the sales confrontation, it's a disaster, and I've had that come and bite me in the sales consultation, and it's a fluster, and all the sudden there, like a whole can't decide can we just get the digital image, and then I'm like, Okay, And this is what is gonna cost. It's awkward. Yeah. I mean, how do you like it? Usually does come up early on and they say I just really, really want to see the images. You just say we have a certain price. Once you get to that, I mean, how do you put that to them? I do wrench. And And they're also sort of like price incentives to get them to reach a leisurely conversation, right? One of the conversations I had with him about just getting the CD as opposed to find the product is that whole conversation about that. This is a service for you. That honestly, what are you gonna do with that CD? You're gonna go to Wal Mart and get a print of that. And what I'm gonna do is I'm gonna walk you through every image. We're gonna work up those pictures. I have products that you haven't seen that are. You're gonna love that. I can design for you in a certain way and all of that kind of thing to create more value around the image in what you could do with it and not just the c. D. The Littles. I mean, I think it is important to emphasize the service part because how many of us have just, you know, drives and drives full of images that we always meant to do something with, And then you don't so I can tell them stories about clients who have come back to me, thinking me, Thank you so much. I would have never done anything with these pictures, and this was such a great process. And I really appreciate this. Things just made it so easy for me. You know, I love that, and so I can tell other clients exactly what they've said. And so you believe me, you will be happy. And if you really still want the CD but and after I've done all this work, you can buy it. That's fine, Phil, I recently found on the Internet recon by boxes of old five and 1/4 inch floppies. And so it's on my to do list to buy a box 5/4 and flopping and put a label on it. This is if this was your grandma's wedding photos. How would you see These is an awesome idea because we remember you had that conversation about I think it was filmed was when people wouldn't were first switching to digital And everyone, well, why should I choose digital over film? And I said, You know, I was kicking and screaming for a little while myself over it. But then I realized, you know, years from now, like all the labs were changing the way they were making my prints and so so finding labs who were to do optic prints is getting harder. And I and I said, You know, I think you have to keep up with technology because if you try to stay in archaic style, then eventually you'll be able to access the things that you have. So with digital files like, you know we can, even with those floppies people who took the information on them and they put them onto CDs. And then people take the information out of those and put it with a matter of keeping up and not. But I think Michael's point that I think is brilliant is that you cannot access them anymore on a floppy that all you have is that little square. And so if you need to print it out, you need to have it on your wall, I think, and my wife's laptop doesn't have a CD driving it right, right? So she's already at the point where she's gonna find some way of getting stuff off of a CD. I think that goes back to why it's important to have samples, and I always tell my clients wishing my wedding clients I say every every package comes with a book because Michael, is it for you to have something that you can hold in your hand and open and show your Children That doesn't require an IPhone. And I had a computer, some other kind of electronic device that requires electricity to see that you can actually go running out of a fire with, You know, to say people say that my phone was like like that, that my computer of photo. But then it's the kind of thing where you can see it with your eyes and hold it in your hand. And I think that sometimes feeling really think about how this is attacked me, Oh right, kinetic people, you know, The other thing is when when when someone has a CD and they print their pictures on their printer. Well, I have pictures of my mother, and there were black and wider, and I could still see them today. But I have pictures that I've printed on my printer from a CD. They're totally faded. I can hardly see them, and they're there only a few years old. So it makes a big difference of quality printing and as opposed to going to, it's really painful. When you walk into a client's house and they've printed something like that and it's up on their wall of ours in your life, I am going to get you another. So the last thing else saying that we can break for lunch is that how how many moms out there have thousands and thousands of pictures of their kids that they have not put into a book that you're blending to put into a book, especially your baby's first year e mean, especially by the time you get to the 2nd 3rd child. They don't have a baby's first year, so I think that's another financially important, like with the baby's first year program to emphasize. Look, I'm doing the work for you. When you When this year is over, you will have a gorgeous book in your hand with these milestones. We do three. Some people do five. Everyone says, Oh, what I I can do it myself. You can do it yourself. Well, you know yourself, you will not. Most likely. So I think that that is also up. Selling the value of rather than just here is gonna give you a CD of your babies. Have fun making a book with that. You know, So you never will. Because you have those babies, right? They're not gonna get the time to do it. So, I mean, we're service were a service. That's what we're offering. And so we need to believe in our service and be able to pitch that. Are there ever any instances where you charge for time? My guess. There, Um, like, how do you differentiate? Like charging for products and charging for time? I know that they're like like post photo shop edits that, you know, swapping heads or whatever colors or whatever, but, um, I mean, for like, for me, I just because I do custom layouts and stuff like that and I have been requested to do custom albums and stuff like that. I, um, don't really know how to go about charging for my time, in addition to the product for something like that. Well, you have a custom product, but then you're gonna allow them to change it because you might love the customer I want You want them to love it, right? Who? You again? Setting up those expectations ahead of time to say, Okay, you're gonna be allowed to revisions. And these revisions entail this much. You can change whatever things go one time I'll make those revisions. You get one more revision, and if you still don't love it by then, then I need to start charging you some Photoshopped time. And this is what it is and that what it does to is it creates value around your time. And it also makes them much more specific about those revisions. Because if it doesn't matter to you, you don't act like it matters if I'm gonna matter to them and they're just gonna be like, oh, no cheese at No. So although we actually have gotten it down where a lot of times clients to say I love it. You could even encourage that if you want to save you, buy this picture. This album no changes. I will sell it to you for this much discount. Or maybe the upgraded cover. Yeah, I've never had to do revisions like I've always been able to sell my 1st 1st edition. So, um but But you would just mean if that were to happen, you would just say this is your limit of Yeah, okay. And sometimes to those kind of things could be in because Joy was saying how you know, when people signed that was signed a contract with us, that language in our wedding clients. The language is right there in the airport. It claims about it will be like a little section on albums. Whether they're buying an album or not, the language is still there. And then it could say albums come with 12 revision Having money, your humble with they come to our visions of a vision is and then you describe what issue you know. Please, please be as thorough. You could put as much languages you want just so that people have something that and If anything, hopefully they'll wait it. Well. I was going to just say that people don't necessarily read their contracts, although we work with a bunch for attorneys to read all of their contracts. And so But that's just another excuse for you to have that conversation. And maybe it will lead into the conversation cause that sometimes an awkward wanted say, like, I'm gonna charge you more. You don't want to appear petty right? But you also want a value your time. So it's so your book, the session, you say, Let's just go over this contract real quickly and just touch on these points and, oh, by the way, for the album Fly, I'm just letting you know. So it's sort of a natural conversation and let's get going. And then later, if they do start causing you trouble, you could say, Remember that conversation we had? You have something to refer to? That I think, makes it a little less awkward conversation