The BIGGEST mistake most photographers

make is:. . . Not being a SALESMAN . . .

Why is salesman a dirty word in our

culture?

is it this?google “salesman” and this is what you get

No one wants to be “SOLD”

People clients ask about PRICE because the don’t

know how to quantify what we do.

but they know how long it takes them to make $100

• Guidance

• Options

• Choice (or the illusion of choice)

• an experience consistent with their EXPECTATIONS! (ie - no “sticker shock”)

• VALUE (not cheap-itude)

$$$ MISTAKES

Charge “Real” Money

Cost = Legitimacy

Take DepositsEveryone needs skin in the game

Charge Session Fees

Because Skill has VALUE

Guarantee Your Work

make people feel safe

PRODUCT MISTAKES

Don't Let the Guy with the Broom

Decide How Many Elephantsare in the Parade

Which are you?The Parade Planner

Or the Guy with the Broom?

I Can’t “Sell” a Puppy

but you can spend 15 minutes with one

Who would “rationally” buy a puppy? They eat, pee, poop, destroy things . .

SALES MISTAKES

In-Person Saleswebsites are just wishing

Think of Photography as an

InvestmentBurning House

Tell Stories About Your Products

Tell them how to use the,

Say “NO” to Your Clients Sometimes

The Customer is NOT always right - or right for you

Fill All the Awkward Silence

don’t be afraid of silence

Are ALL of our clients buying everything they could be buying from

you?

People don’t buy Art often

you have to teach them it is ok