Need to Amp up Your Sales?

We are literally just a few days away from the first Online Class.

It's all about in person sales - whether that is over the phone pre-book, or at your order appointment. I will show you what works for me. They way that I say things, the questions I ask, and how to build your own scripts, your own wish lists. We will talk about guided selling, basic sales, being the expert, answering the tough on the spot questions, and even go through a sales process. You can ask all your sales questions! I promise it will ROCK your sales world.

Classes are 10/13 and 10/18 - Reserve your time now, because there are limited spots.

In Person Sales Techniques Online Class

Do you need help with your In-Person Sales Techniques? Do you want to see one start to finish? Or maybe just have a chance to ask questions about In-Person Sales?

The Studio Trainer is excited to announce their first ever online class about In-Person Sales. There are limited spaces available per class, so we recommend you register early to make sure you get a spot! Plus, there's a great bonus if you register by September 30th!

Want to register now? Click here!

Or, if you want to see what else we offer, visit our Consultations/Classes page.

Want more? WE OFFER A FULL PRODUCT LINE HERE

I Raised My Prices ... Now What?

You made the leap and raised your prices. Like, really raised them.

Can I just say, YES!!! Congratulations. When you raise your prices to a respectable rate, you'll be amazed how much respect you get not only from your peers, but clients and potential clients as well.

                       Insider tip: Add a new piece/product or two to your line when you raise your prices. It gives clients something to be excited about (and you too) and can take some of the sting out of the adjusted prices.

So now what?

First, throw away EVERY piece of anything that had your old pricing on it.

 Everything. Really. Don't just toss it. Shred it, burn it, just destroy it.

      ... Ok, you can keep one thing. Keep one copy of the price list, but write in big letters across the front of it "Retired on ____________ (the date)". Heck, you can even frame it.

Why am I telling to you to toss it all? Because you will, inevitably start to second guess yourself. You will think "Oh no, no one is going to book with me now because I raised my prices." You will think these things. I will be surprised if you don't.

Guess what? That's not true at all.

UNLESS you do some horrible thing like making it seem like a negative for your customers.

I am amazed how many times I see a photographer post something (on their Facebook wall even!!) like "We're so sorry, but we've raised our prices." or "Good news, we have new products. Bad news? Our prices are higher." Or, "We're undergoing changes, like our prices." ACK!!

Tell me this: when Macys, Nordstrom or Dillards raise prices do they post a huge note on their wall announcing it? And not only announcing it, but making it negative.

It is NOT a negative. Not for you, not for your clients. When you don't believe you're worth the prices you charge, that is when you won't be able to sell your work at that price. Why are you apologizing about what your skill, art, talent and time is worth?

When you present a negative feeling about your prices or changes, your clients and prospects will feed off of that negativity. They will gain perceptions about your business based on the way you're communicating your own belief in your personal value.

Am I saying you're damaging your ability to get clients? In a way, yes.

A basic rule in marketing and selling anything is to Point Out Benefits. :) Ok, so you have new prices. Big deal. You don't want people to get a "price" feeling from your business, you're not in the market of prices. You're in the market of memories, creativity, moments that they can't get back. You're in the business of THEM.

Of course, you still want to give your clients a heads up.

Before you send anyone anything (or post anything anywhere), ask yourself who needs to know the info, what info they need to know, is it relevant right this moment, and why they need to know it. 

Then do this:

1. Send an email out to current clients (new ones and prospects won't know any better anyways, so why tell them. It will only make them worry that maybe you do this sort of thing all the time.). Tell them that the pieces and options have been expanded, and you'd love to tell them all the cool changes when they call to book their next session. You're so excited to share this with them, so you hope they'll call soon. (Excitement, positive, and call to action - woot!!)

2. If you feel like you have to make an announcement on your page (which I don't recommend), talk about your new products/pieces ONLY. Maybe make a one-liner about loving the "exciting changes to our offerings". Glaze over it.

Facebook is the image of your business in a social setting -- don't be the "over-share".

Next, present your new prices with confidence and act like they've always just been this way.

I cannot say it enough, don't apologize for what you charge, and don't feel that you need to justify it to anyone. If someone asks about the value of a print (rude or not), state facts that make it worth it. Use your knowledge. Explain longevity, quality, papers, processes (but not in too much detail) and don't over-simplify it.

And last, CELEBRATE.

 You're about to be amazed at where your business can grow to.

Trainer Tuesday: Coaching Your Seniors to Ask the Right Questions

This post was recently featured at Inside the Locker and Senior Portraits 101

When it comes to establishing your senior program, one of the first things you need to think about is the questions that parents and seniors will ask you -- and all of the other photographers they call -- to book their session. It's a little about what they do ask, and also what they don't.

Almost always, they will ask you how much you cost. Like, you know, for an 8x10?

They don't necessarily want to know this. What they want to know is HOW are you different, WHY should they hire you and WHAT makes other people choose you. But they don't know what to ask. It'd be like calling an author about writing your life story and asking "how much is it for a page?"

As a photographer, it's your job to educate your clients on not only your value, but the value of photography in general. As a start, this is something I'd written for a website a couple of years ago, and it's a tool for parents and photographers alike. Parents, to get an idea what to ask. Photographers, it can be so much more.

As a photographer, this is a good place to start thinking about what makes you different. How would you answer these questions? If you have employees, how would they answer them? Are you all on the same page? What would your other clients say ABOUT YOU if they were asked these questions? What about your Senior Reps?  I encourage you, take a few minutes to think about these things ... and feel free to add anything else you think is important to think about in the comment section below.

The biggest thing that will show a quality photographer is expression. It has to be authentic. Whether serious or smiling, there needs to be the twinkle in the eye that so many miss. The color and quality should be true to life. It shouldn’t need a ton of editing to look amazing, and there should be a wide variety of options available.

A portrait photographer should guarantee their work, 100%. That means reshooting or fixing a finished print with no additional cost to the client. It’s their work — not your problem. What is their guarantee?

Are the photographers professionally trained, or just someone who bought a nice camera and took a few quick classes? How does their studio look? How many seniors have they photographed in the last year? How long have they been in business?

What types of sessions do they offer? Do they have the ability to take outdoor portraits? Where, and how will your child change outfits while they’re there? How many outfit changes can they have? Are they allowed to bring props?

How long will it take to see your images? When should you expect to place your order, and then receive it? What is the process you will go through?

What about yearbook portrait? Do they get it to the school for you, or is that your responsibility?

Look at the lighting in their finished prints, not only in their studio, but on their webpage. When you call them, ask them how they choose the images they put on their website.

Make sure you give them plenty of information about your child. Most professional studios will have time that they can consult with you and your senior about what you’re looking for and what their personality is like, but it makes it a lot easier for the studio to make recommendations if we know that the senior is shy, loves pictures taken, is involved in sports, has certain important hobbies, etc. The more information you can give us, the better.

If you have a daughter, do they provide makeup? How long has their artist worked with them? What products do they use? How do they usually apply the makeup? Is mom allowed to watch? If they don’t provide it, can they recommend an artist, or tips on how to apply makeup for photography?

What about hair? How long as the stylist worked with them? Can you see some of their work? If they don’t have one, who do they recommend?

Look at photographs from last year’s seniors – on their ads, in their studios, and in person. Ask your friends with past seniors if you can look at their portraits. The way you see other kids in their work should make them look natural, not overly posed.

While your photographer should be on the “same page” as you and your child, most photographers won’t have a complete vision until they’re in the session, working one on one with the senior, alone. That’s when real personality and real involvement comes out. If the photographer is good at what they do, they will be very personable and someone you feel at ease with quickly… and that will translate to real expressions.

Pricing shouldn’t be the deciding factor, because you get what you pay for. Yes, in this digital age, its easy to get things quickly and cheaply, but that’s exactly what you’ll be getting — quick cheap work. A real artist knows the value of their skill, and their prices will reflect that. And yes, really, most families can plan on spending at least $1000 on senior portraits ... most spend more.

This is one of the only times your child will have special portraits made of just them – its worth every cent you put into it, because you will never have this time back and you will always want to remember it.

What We Believe at The Studio Trainer

1. Every photographer can be successful.
2. Photography is about life, vision, passion, art, skill and love. Photographers should be able to focus on that.
3. Photography is also about business. Understanding business, marketing and copyright are must-haves.


This is the Studio Trainer.


We aren't about hoopla and the latest tricks. This isn't the same thing written 20 different ways every day. We will bring you the real concerns from real photographers - individuals, small studios, big studios - that impact our business and our field every day. We will give you the answers, the ideas, and inspiration to take your business to another level.


Ambassador/Rep Programs
Seniors
Families
Children
Weddings
Pricing
Advertising
Marketing
Social Media
Packages
Agreements
CDs
Software
Client Relationship Management
Branding
Studio Design
Sales Appointment Techniques
      ... and these are just a few of the things we can't wait to share with you!


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