Almost every photographer finds something about in-person sales to be intimidating. It can be overwhelming to try to strike that fine balance between persuading the client or rolling over and just giving everything away.
Done right, a successful portrait sales session can be a work of art all its own.
Today’s guest is a sales master. Having tried a myriad of sales techniques through the years, Tim Walden and his wife Bev, stumbled upon pure genius – selling with suggestions. This technique, used by their landscaper of all people, has been a game changer in their portrait studio.
In today’s episode with Tim, we don’t just talk about applying this concept, we actually go full role-play mode to SHOW you how it’s done.
[00:59] Why photographers are fearful of conversations about selling.
[02:30] The importance of the environment that you create in your sales and selection room.
[03:44] Tim shares the lesson he learned from the landscaper of his home.
[05:10] How Tim uses suggestions as his sales strategy.
[06:24] A game-changer in the photography industry.
[07:39] Why suggestions work so well as a sales approach.
[09:31] What Tim’s editing process looks like.
[10:26] The purpose that Tim aims to achieve in his consultations with clients.
[11:38] Tim and I role play a consultation session.
[14:51] How to engage the mind of your clients and authentically tell their story.
[17:11] Factors that you should be focusing on when you photograph your clients.
[19:28] What Tim means when he says, “Every portrait is a self-portrait.”
[22:54] The type of photography that Tim was raised on, and why he chose to move away from it.
[26:37] Tim explains where he thinks the value of posing lies.
[28:50] What makes a great brand?
Links and Resources:
Do The ReWork
Website | Instagram
Photography Website | Coaching Website | LinkedIn