Hi guys welcome to the first ever blog from The Studio Doctor. I am so excited to share my 40 years of knowledge and experience with you. In this first of I hope many blog posts we delve into the sales room and look at 10 top tips to BLAST those portrait sales.

Kenny

TOP TIPS FOR IN-PERSON SALES

In this blog we concentrate on some tips for the sales room. All the studios I work with use some or all of these tactics to maintain their success. Of course like any ‘tips’ they can only skim the surface, a sales workshop with the studios will last for a good 8 hours or more and we will still have stuff to learn - dealing with objections, creating a positive mindset for the sale etc.

I hope these tips will be of some use to you.

1. Value Chain:

"Has the customer's journey been the best it could have been? Has the information, education, and communication been on point? If not, you will struggle to maximize the sale. Remember, the sale starts at the very first contact."

2. Room Design:

“Ensure your sales room is logically organized, benefiting both the salesperson and the client. Avoid random product placements. For instance, if you sell various sizes of a particular framing style, consider lining up these portraits from 10” to 40” along the top edge for ease of display and selection."

3. Killer Slide Show:

"Use Animoto (the memories version) to create a compelling slideshow with emotional music. This approach can significantly enhance your business. Include various framed options and room sets in your slideshow, along with subtle messages. Show a sequence like: an image, the same image framed, and then the framed image in a room setting, accompanied by the caption 'photographer’s favourite.”

4. Be in Charge at All Times:

"Always maintain control during the sales process. Instead of asking open-ended questions post-presentation, guide the conversation strategically to avoid immediate shutdowns from clients. Never ask the question – (have you had a think about what you would like?) This is possible the biggest killer in the sales room"

5. The First Question:

"After the slideshow, ask, 'Do you prefer the single image impact portrait or a multi-image portrait, like an album for the wall?' Follow up with, 'Do you lean towards traditional mounted and framed images, or our contemporary frameless options?' This provides a strong starting point for further discussion and it enables you to get right into the sale."

6. Show Sizes:

"Use your sales software's sizing tool to demonstrate the print size. Remember, displaying sizes without frames on the screen is the better option as it can make them appear smaller. Reference your wall displays for real-life size comparisons. When dealing with smaller portraits use the sizing tool to display how SMALL the image is."

7. Do Not Be the Price Police:

"If a client selects a size, add it to the order form immediately. Then, inquire if they'd like to order additional copies for others. Instead of directly suggesting smaller sizes, explore their preferences through a conversation about size options, starting with the same size they have just purchased."

8. No Negativity:

"Avoid using negative sales tactics like image elimination. Focus on selecting favorites and keeping the rest available for potential add-ons like albums or family sharing apps. This approach prevents limiting your sales opportunities."

9. Never Discount:

"If a customer is using a voucher, try not to apply it as a direct discount. Instead, offer product enhancements like additional images or size upgrades, which often cost less than the voucher value."

10. Do Not Mention Price:

"Focus on the emotional and visual appeal of the images rather than the price. If a customer inquires about the cost, respond confidently. Avoid discussing prices upfront to maintain focus on the product's value, adjusting as needed at the end of the sale."

Subscribe to my YouTube Channel for more valuable stuff just like this! 

www.youtube.com/@TheStudioDoctor