Portrait Startup

 

Portrait Startup

 

Lesson Info

Sales and the Reveal Wall

a lot of people ask me over and I begin what should I say what am I supposed to say so let's just go back to the reveal and digital sales because before you can get tau feel you need to be signed digitally so let's just talk about sales language like I want to talk about the most important part of selling which is their pre consultation can we go with the pre consultation and I'm really really wants to bet that you've got something stronger in pre concert so cami talk about that yes one of the biggest questions I get in the in bed with soo group is what do you talk about at a consultation how do you prep your client to actually make a big purchase and for me it just comes easily because I'm an extrovert I like to talk to people learn more about them engage with them but there's a lot of people that are very shy and they don't know how to start that conversation when I get an inquiry for pricing and it's either via facebook or through email and that every week I get a question I love yo...

ur work can you send me your price list I've learned over time that as soon as you send out that price list you will not hear from that client again because they're comparing your price to the price of every other photographer around you if you can somehow convince them in that email to come into your studio or come to your home or meet at a coffee shop to say I would love to talk to you about what I do and how what happens at these sessions and you know let's talk about ideas for what you want to dio uh would you be willing to meet with me so that I can explain all of this to you because unless they hear what that experience is that they're going to go through on the day of a photo shoot they have nothing to compare that price too so they'll see you're priceless no like oh you're expensive you know that's way out of my budget well expensive in compared to what you know people are buying eighteen hundred dollar televisions so it's really what's going to get them excited to come in so when they come in we talk about you know I'll start just by asking them a little bit about themselves you know emily how long have you been married you know yeah and how did you meet and where did you meet and what is your anniversary coming up or what you know why are you considering having a photo shoot is there a big event coming up for a special occasion or when's the last time you had your portrait taken how often do they actually say that's too expensive or yes I don't do this kind of in person consultation so and I know a lot of us don't some curious right and a good consultation for me is is gauging if it lasts at least thirty minutes and we've talked before I've even started to talk about pricing it's eighty percent chance that they're going to look for a session if we make it to sixty minutes I know they're booking a session before they leave and they're giving me a credit card to pay for that session be um so yeah if they and I haven't had anybody physically come out and tell me oh you're expensive they might wait until they get home and then sued me a little email and that's fine because maybe I'm too expensive for them now but now they know their my pricing they can tell their friends who might have been thinking of coming to me so I've already pre qualified those people that are going to contact me but you might want to save up and come to me later which they have done I had to have had people message me saying you know you're just out of my budget for right now in a month later they come back saying you know what I'm just going to do it for me I do kind of like what you dio on ly I assume that I don't give the price when somebody e mails me I typically get phone calls versus emails so I just assume they're going to meet me this is how it works you know I asked them what they're interested in how they found out about me have they seen my work and if they have you know ninety percent of the time they ve already looked at my website that's why you need a good website or at least good work on your website I just say well here's cam and what I do is I like tio meet my clients at my studio so you get a chance to see what my studio is like you can see what I have to offer I controlled my products if we get a chance to talk and you can tell me what you're hoping for for your chute and what we can design especially for you and if after you've met me I'm not the right photographer for you that's okay you can tell me that but let's just get to meet each other and see what you know you're if you're interested in what I do and I think I'd be able to provide beautiful work for you so I'm available this day or this day they always come in all ways and if they come in ninety percent of them are gonna book it's like a date you're you're prime ing that client to getting to know them and engaging with them they're getting to know you and trust you um and they're gonna book if they feel like you get them it's like I understand you I can relate to you I'm going to take care of those issues that maybe you're having and the more they trust you the more they'll book so I wanna hear from how have you experienced showing images like the reveal wall how have you enjoyed the experience of people walking in and seeing it I mean I've done years of digital sales and I've seen people do anything from crying tio whatever people don't cry I get kind of annoyed because I might really you could at least give me one like you could at least give me like a because this is good stuff but what I'm asking is have any of you experience just the emotion ofthe people just being like overwhelmed toe or I was recently I had a client come in and she was turning forty she brought her husband and for her reveal they were I don't know a whole lot of behind the scenes and I need I need to get better at that I took they were holding hands looking at the photos and I don't have the wall so we had him all spread out they were holding hands going from photo photo looking at each other with these little googly eyes and it was just the sweetest thing it made me tear up and they each chose their favorite and I mean they bought my top package it was just such a cool experience to see that had they been on the computer screen I wouldn't I don't think I would have seen that the interaction in that connection and that emotion between them and it was just really cool really cool I was just gonna say one of the things that I have that kind of works in my favor is that I actually kind of tell them you're going to be really emotional when you see these images and it's gonna be this incredible experience we're going to really see you and sides of you that you haven't maybe ever seen or that you lost and um so they're looking for that when they walk in the door they're ready to see themself and so I have I have them come in and they always say can I sit for a minute and just sit down and absorb it for a while I can't process it yet hisself yet yeah I didn't tell me about that well when she had her the first year that I got to do with her recently I posted it on the in bed with soup age and story yeah I didn't you know and well and everybody had been commenting on my gosh she's gorgeous and I called her that you should hear all of the things everyone saying about you and she's crying when I'm telling her all of these beautiful comments the group is the most supportive group ever and so they all said you need thio videotape her seeing her images for the first time and so I said mom they want me to videotape it she says I'm I'm coming over in ten minutes she showed up and she sat down and we put the video camera on her and she was watching her images and crying his pouring tears and she couldn't a memo for the camera but when I turn it off she said you have shown me the me that I think I am until I see myself in the mirror and I look at her and I and I don't I don't I'm not her and I I wish that I was the one that I imagine as myself and because they are incongruent I hate her and I hate this outside and you've given me the eyes to see that I still am this person that I I feel like I am inside and that I need teo be have permission to exist and then she lost seventy pounds I had a similar story but it wasn't my mom but I had a client who brought me her two daughters here they're grown daughters but both had been through quite a bit in their lives already and she brought them in specifically because she wanted them to feel better about themselves and so I was really nervous when they came in and I you know I know I'm going to show them they don't know and one of the daughters looked at her picture on the wall and she turned around and she looked at me she couldn't even get the words out she said and I was like get chills when I still feel it today and I was like yes your I mean in this girl is beautiful just unbelievable and she doesn't see that about herself and her mom later contacted me both girls were just you know she said she could see it a shift because they have those pictures they can go right home and just sort of take it all in you know their mind I have it and I'll tell you that we haven't talked about it since I've used to reveal while I haven't not sold something no no no sales if they're on the wall somebody's buying something so it's phenomenal um I noticed a swell in comparison to doing thie digital reveals uh in comparison to the reveal wall is that when the people come in they're a lot more emotional and if there's two of them they're talking to each other and for me I always feel like I need to talk you know when the doing the digital reveal and now I just have to sit back and I really don't do anything and they talk themselves into it and they buy it and they're all emotional and I don't have to do anything so point because I think a lot of people in the group just photographers in general or creatives they're not necessarily sales people this wall takes that pressure off you don't have to say anything you can't just let them be let them just take it all in sit back the only thing I do is I wait for they say and how much are those again and I moved in I said here's the she they can look at it and I walk away sometimes I even leave the room if there are more than one and I want them to have a private conversation because what usually happens is they've planned six in their head they said I'm going in and buying six that's all I'm buying and then they see the wall and they're like but I really want twenty leave the room and I got a tour that I washed my hands take my time play with my hair uh twosome poses but the truth is is if you leave the room you give them time to jet but stop talking that's the whole point is to stop talking now something really interesting I photographed a woman who told me at the consultation I'm gonna spend a thousand dollars that's it okay so she came in for you reveal she said I'll take all of those there and I didn't have that one of the sixteen twenty and that one is six and twenty and and so she ordered her prints and I ended up she said I've gone over a thousand heaven I headed it up and it was six thousand nine hundred fifty I said yes actually it's six thousand nine hundred and fifty I see that very calmly and she looked at me and she goes it's with and I just thought she told me before thousand dollars now if I had photographed thinking she was only kind of spent a thousand dollars then people talk about pre qualify pre qualify hell d'you pre qualify when I was twenty two I worked part time in a jewelry store because photography didn't pay anything and I needed to buy a new car and by sold and eight thousand dollars diamond one carat diamond ring toe an old woman and cleaning clothes with eight thousand dollars cash and a plastic bread bag that woman taught me an incredible listen that day because nobody else in my jewelry store would serve her because they thought she was homeless I held her hand and said what are you doing here today she said I want to buy my granddaughter an engagement ring I said how lovely let me show you engagement drinks and then I showed her along and she said like this one and she pointed to an eight thousand dollar diamond I looked at her and I said let me try that on for you and I put it on my own finger and I said I don't think your granddaughter I could have been given a gift and she is sweet eight thousand dollars out of this bread bag and I looked at her I just you've told me a wonderful listen who pricked pre qualify small if I this is about enticing people to fall in love with your work I think there's a slide of my reveal wall on here somewhere and it shows a family that's exactly like that ah lot of people in the group will talk about what if yes what if they don't buy but what if they do because this is a family of three it was a mother and two daughters it was the youngest daughter that book the session as a surprise for the mother the mother showed up with a big huge suitcase like she was going to go traveling for a week was all she knew was she had to pack some nice clothes and so the whole session to her was a surprise and the youngest daughter was paying for everything and I followed up after the photo shoot again with my price list say make sure you review this before you come in and she sent me a message saying I feel so terrible that I'm only going to be able to afford a couple pictures I still did the full reveal while with twenty to twenty five images as if she will still by my largest package even though she's told me she's only going to buy a couple pictures because there's that chance that they're going to buy more and at the reveal once they saw their images it came down to the picking off the images they could not live without each one of them pulled out a credit card saying you know what we're just going to get this we're going to spend this and you're going to put this this this on each of the cards so never assume that because the reveal while changed everything they saw those images and they have to have them huh what clients so she seen davy a wool and she's struck starting sobbing like feel that cry and I'm waiting and then she can't wrestle down and she said you know now I see how my grandchildren will see me and then I kind of sad because that is what about creating something that will be family helm but I just gotta say this to all the people out last night I got a tweet that said estrogen fist now I want to tell you something about yesterday and fist how year buddy I'm all about the estrogen fifth and I'll tell you why I shoot women market to women I sell women listen to what these women in telling you because these women want to walk in and say themselves don't you see what we're doing if you can offer this this is the magic your mother was talking about you know that photographer needs to be they're photography just a student phone call from me that told your mother that they can't make magic because I can make magic with in a human being male female who sits in front of my camera my job is to look for the magic inside someone to capture it and then to sell it back to them my job is to do that now these girls these photographers they're telling you they are much and around saying we printed the images it is extraordinary we've gotta convict digital sales because we could talk about this now it's like coffee group wine wine great way could talk about that still the cows come home but can we come back tio let's we're gonna do language after lunch around sales but it's just say one thing about digital sales can we at least how did you start with digital how did you do it I use light room exclusively in my reveal appointment for digital reveals and I utilize light rooms slideshow functionality and I put it to music on and that's how we intro and then once that isthe finished I pull up the entire collection of thirty images that I've edited and say all right now which ones would you like and I have them all up on the screen and then I let the client direct me and say um can I see all the things together or whatever um I also will have them go through and maybe say yes no maybe to each image one of the time and they always are aren't yes and maybe with the exception of maybe two or three and so then from there I say all right now you tell me which ones you want for me I'm the only thing I do digitally is business headshot session so I moved them into a dropbox folder and I take my ipad to wherever the client wants to meet it's it's my studio great otherwise I can't go to them or wherever and you can mark and drop box which ones they want so I've been doing that but I so everything I can push I might now that you're doing this is headshot sessions or portrait's whatever you're calling them on the wall that might be my knicks yes that might be my next step so I also if I do digital use light room and usually that is when the client has flown in from out of town and we have to do a skype revealed so but what I found is I was doing the okay let's mark yes no maybe and I could tell they weren't sure how to narrow it down or if they should so I was like giving them reasons to narrow it down well I want to show you by outfit and then how could I just show you you know also show you all the yeses and it's like I was helping them get rid of some and I realize I need to see stop talking so once I shifted that mentality of stopping showing let's do it by outfit you know because of course if they see three that looks similar you know in the same outfit they're goingto pick one whereas if I had never suggested let's do a buyout that they probably would have kept more so I'm finding teo yeah I know one thing and I need you to say this put this in your office up on your war make it easy for people to spend money with you so make it easy for people to find you make it easy for people to contact you make it easy for people to spend money with you and why the how would you talk yourself half of all of that so people are standing in front of you going I really want this and you know let me talk you out of it because it's really not that good you know exactly why I do it because I'm still trying to be okay with taking with receiving you know that's exactly why I do it so it's all a progression no more discount e I say to myself stop it stop it if I'm thinking about adding one morning well if they have you know they narrowed it down to fifteen or sixteen but they want to buy the fifteen in my head I'm like I'll just give it to him and look stop it give it to a stop it like I just go back and forth with myself it's terrible anyway tio here also joanna right you are not doing the reveal wall your digital on lee so could you tell us about your process yeah so being on location I actually kind of do a little bit of a high rid of digital and the reveal wall because I like to keep the momentum going so I do my reveal either same day or the next morning so I try and get it done within twenty four hours um what that does is it already I already have them scheduled for the reveal so that they know that they're going to come in they're gonna have their session they're goingto have their shoot they're going to have a great time and then they can either go out to dinner and take a little break and then we come back and we do the reveal or they come back the next morning and there ready and they know they're going to see their images are excited to see them because they still have that momentum going and so they know that they're going to be purchasing that day now what I do is I pre frame them and I tell them when we're ii use light room we do ah slide show but before I start the slide show um and actually when they're on the brake I actually batch process the images so I go and I called them and then I put them through portraiture and alien skin so that they kind of get an overall feeling of what that image is going to look like at the end now if you do that method you have to make sure you get everything right in camera because women need to see what they're going to look like otherwise their insecurity start coming out and then it just creates a disaster so a lot of it has to be done properly in camera and then I do the batch process and then I showed them the slide show but before I do that actually before we start picking the photos what I tell them is I want you to look for the pose and the expression that you love the best because there are other things like if it's ah background issue or if it's something that you know something that she doesn't like with a shadow on her face or a wrinkle on her clothing or something I tell her that something that we can take care of in uh in photo shop afterwards so they're already pre framed and so now I also have been directed to where I wanted to look which is the expression and the feeling that they get from the images that they're seeing so from there we just go through around it's the first one I just tell them you know if it's a maybe or yes let me know I mark it down I also have a print out of all the images so when I'm showing them the slide show I look for the reactions and I just marked out which ones they're having an immediate reaction to which helps some if they're trying to select them down later they can't choose I say well he's like this one better so I hope them along that way um a lot of it I'm just sitting there quiet you know I I let the images speak for themselves I let them talk themselves through the process and then if they're just trying to select between a few then I might step in and just give him a suggestion or something but other than that I mean able through the entire process themselves and they're so excited to be even even a part of the retouching process because then when we select the final images I go through them all I told them exactly what I'm going to do teach image uh and I asked them you know is there anything else that you want me to dio if they tell me I mark it down for that emission that I make sure that I get it all done and that I deliver their images I tell them within two weeks but I usually try within seven days so and where you also do did you have something to add from my last studio that I will not be doing any longer and I know it's brought up once in a while in the group's um people talk about proving services and got to form a digital showing and sometimes they'll send it right to someone's email interviewing it in their own homes I think that's a big mistake with what we do um I think proving services or more or less more important for event photography wedding photography things for the guest to order from but try to keep it out of this section of your business if you're going to do glamour you must follow what these girls have all experience and this is especially what I'm going to do in my new studio um I actually did some proving service reveals in the past and I had one with no orders great images no orders I just don't take the time to interact with you back or they just don't screenshot them something happens it gets lost in the process it could be very discouraging you have to take that extra step and bring them in and communicate and let them the reveal wall is the most greatest innovation that I have seen in portrait photography it almost makes me cry every time I see a post is somebody throwing it up there in the group that they're showing I have a reveal today I'm so nervous support me and we just know that these women are going to come in and touch that image smell it taste it see it it's all the senses are involved I don't mean like tasting it but you know they mean they're going to get a taste of their own beauty and what we've brought to the table just talks about the emotion of it and really if because a lot of people have done we talk a lot about in the group about sneak peeks I never ever do a sneak peak because that emotion is gone and once that initial even if I have to wait if it's three weeks for the reveal once you've given that little taste then it's gone so you want to save that emotion for its all pent up there just at the height of excitement when they walk in that door and they see what they're going to see it it's just you and them not the world it's them in their images I would like teo say that it's significantly changing sails this is the bottom line it is significantly increasing sales most asked question is a photography educator how tio what do you say when people say can I have a cd I sell printed images everything you purchase printed you can have on cd now when people say but how do you get around that when they ask you say I sell print unlimited everything you purchase I will also give you on c day but what happens if they want to see them online I don't do online galleries I sell my images and person everything you buy you could also have on cd for facebook and instagram next christian but what teo when they take your photo and then they crop it and put a filter on it I say how wonderful that they're using my images on social media you are getting in your own way if you ask these questions you are getting in the way of selling and shearing if you are asking these these are hurdles he's road bumps and your self imposed road bumps are annoying but I know that they're really so this is really really important I want you to tell me all of you a sentence that you use when you're selling that people can take right down and make their I'm okay I'm gonna tell you the greatest freedom I've ever been given shut up and get out of your way better in internal message this is the external one as you know these are my business my priceless you've already seen it three times as you know this is my priceless hike up easy your beautiful images what would you like to order uh that freed me somebody actually told me that we shut up and say this as you know this is my price list these are the products I sell point to them these your beautiful portrait in after twenty teen minutes two minutes three minutes after they're done with them what wouldyou liketo order there is the most powerful sales sentence ivy the hood you know what else is how would you like to pay for that now what would you like to order and how would you like to pay for that other two sentences that will change your life and then after you say it how would you like to pay for that shut up had stopped talking and let them tell you how they're gonna pay it will blow you away I want your sales wisdom anything you got whether it's anything you repeat I want you to tell us something always invite my clients away a bottle of wine with them when they come to her reveal appointment just what you said it's really what I would say to them you know here enjoy and sit down you repeat something think about get coming and come back to me if you need time I mean maybe what you said is what I d'oh olive my selling is done before they've ever walked in that door so I don't have tio it's already presold from the very first time I talked to them on the phone to the pre consul to the shoot all selling subtle little ways like mine they're exactly the same you know have a look I'll be over here and if you want the only thing I encourages this if you want to start a pile you can start a pile right here and they start moving I want this one I want this one and then they realize I've put everyone in that pie so that sze really is and then I asked how they want to pay for it cause they usually at that point we'll come back and say now how much wood which wench bundle do I get and what comes through it that again and that's usually when I walk away because they are going from in their mind six tio okay I really want eight but that might put me on then the pricing the way the pricing your structured I really should just get ten because that's a better deal or if they're at fifteen then they're doing the same thing for twenty and so I'm just letting them off in the background it's doing something completely else and letting them do the math and I see them you know with the on the phone with the calculator so I really don't do anything and then I come back in germany mean anything to you have any questions and they're like I think I want thes okay great do you want you get this box with that did you want that on your credit card I do a lot of and I don't overdo it it's very genuine but come you fool you look wow thes air your photos take a minute look through them that sort of thing that's kind of how I approach it and internally I'm saying things like stop it I'm saying things um if they ask again how much how much is it for the ten and I do have a visual but I have learned to say my pricing like I'm telling like they just asked me what time is it so oh this one's eighteen hundred dollars very confidently quickly I know what I'm saying I contact just like they're saying it's what time is it so that's been a huge shift for me and I don't think that I'm not in the mere practicing saying oh yeah you get fifteen photos for eighteen hundred dollars you know like I'm saying it I'm practicing and I practice with my husband have practice with sue you know that really helps me as well during sales it's very important very important sales tip I like that these guys are coming up with like scripted advice because that makes me happy because it means that there's not a formula it's about the energy you're holding in your own space when I sell always look I always look I okay very very important always look I that package is three thousand three hundred and you get a cd of everything I took for you to use on your social media look I know you also get a beautiful war portrait you can pick that now or you can take your box home and call me in a month and we'll print their war portrait for you look I but when you talk money look I okay because you're not looking someone in the eye you know to good business now I grew up with my my dad is a man's man his hand shake man my dad taught me when somebody looks at this you shake a hand shake a hand firmly do it do it with confidence look them in the eye and you tell people what you judge you look them in the eye and you tell them your name my dear taught me that because he was like this is weird you stand on your first impression as you on yourself and you say surprise and then when you talk money look in their eye okay uh let me get it yet I noticed that when people come in for the reveal while they're like ooh look and I encourage them to touch them and pick them up and when they moved them to a separate file a pile um when they actually touch it those were the ones that they buy so I think they like to feel it and hold it so you know women are touched by nature if we hold it we're gonna buy it basically when I do a consultation I put the album in the hands because they'll hug it and when women flirt their body language is touch we touch our own here we touch lt col attach we touch your body and if we're flirting with a boy and we touch him like if we touch his up she's indeed wait touch because we with very tector and we touch our in here a lot when with lady and so I feel like touch is really important for girls and if you want to sell something toe one let her hold it she's taking our maid it's that simple it is what it is it's romantic sales is because we want to be desired we like desire we like to be enticed way like to be excited and we feel like that about purchasing that's just the way we have so I think that's what this whole session has been about thank you so much all of you for sharing because it is so simple and give us two lines it's just us believing that it's that it could be that simple right

Class Description


When Sue Bryce taught her first CreativeLive class in 2012, she reinvented the category of glamour photography. That workshop inspired thousands of photographers to create a new kind of portrait photography business.

During this special event, you’ll hear from Sue again and meet nine photographers who changed the trajectory of their business and their lives thanks to inspiration they found in Sue’s CreativeLive classes.

In Portrait Startup, you’ll find out exactly what these photographers did to transform their fledgling photography operations into sophisticated, profitable businesses. You’ll learn about what it takes to build a profitable photography business and Sue will detail the Areas of Mastery required to run and sustain it. 

You’ll learn about:  

  • Cameras & Lighting
  • Studio or Location
  • Website & Portfolio
  • Marketing & Design
  • Social Media & Connection
  • Price & Product
  • Sales & Selling
  • Money Management
Sue will discuss the essential elements for building a successful glamour photography studio and you’ll get specific, tactical insights for doing it yourself.

Each of the guest photographers will share their own unique story of following Sue's business model and they’ll provide intimate details on what they've discovered and what worked (or didn't) for them. Sue will share the secrets behind her wildly effective Reveal Wall and share strategies that guarantee sales while keeping clients happy and eager to refer you to their friends.

If you want to build a photography business that celebrates the beauty inherent in all women, while running a business that provides for you and your family, join Sue Bryce and guests for Portrait Startup and learn how to build a business and life that you love.

Click here for the Complete Sue Bryce collection.