Have you always been feeling overwhelmed whenever you’re handling those big and mind-wobbling sales? Do you feel like you could do more to increase your sales and get more clients? Are you ready to find out how to make your clients feel like they’re in for a luxurious treat with the best value at the right price?
When starting a photography business, it’s not all about the portraits and pictures you’ve taken, but also how well you keep your clients hooked on your artistry. Showing your clients you’re worth an investment is as important as giving only the best to your clients. So, how can you wow get more clients and finally get your big, mind-wobbling sale?
If you are ready to take the risk, earn more, and touch lives through photographs, then sit back and get ready to be blown out. Widen your field, shift your perspective and become the best of the best once you’ve captured the essence of this sale-changing and money-making treat!
Sterling Hoffman views each portrait commission as the opportunity to tell the profound story of a couple or a family. Much like creating a painting, he weighs the roles of background and lightning, of color, tone, and composition. It is his unique eye that elevates his portraits to a higher level and why his work is treasured by thousands of families coast to coast.
In this episode, Sterling talks about how you can turn your informational appointment into a money appointment and get your clients hooked into your artistry. He also shares his experience and insights on how to get your clients to invest big and how you can handle those big sales.
What you will learn from this episode:
- Discover how you should be treating your clients as soon as the first call and their first step into your gallery
- Understand that the advance purchase option is possible and what value it brings to the table once you’ve put it out
- Find out how to prepare yourself and your business to handle big and mind-wobbling sales
“Far and above anything else, is that in the success pie, 80% of it is sales skills and not photography.”
- Sterling Hoffman
Topics Covered:
02:48 - Overcoming Those Big Numbers: Sterling shares his experience when handling big sales and mind-boggling numbers
06:26 - Handling the Crucial Call: Sterling talks about how the first call is the most important factor when meeting a client and trying to close a deal
11:18 - Immersing into the State of Relaxation: What should you do once a client steps into your gallery and how can you show that you care about them
15:11 - Fancy Schmanshy: Sterling explains how giving value and looking expensive will help you raise the bar
16:43 - Talking Money: Sterling shares his experience with prices and explains the importance of body language and confidence when it comes to pricing
18:58 - The Hidden Gem of a Nugget: How to turn an informational appointment into a money appointment
23:44 - Money Making Option: Sterling gives more tips on establishing an advance purchase option and how you can make it beneficial for you
26:17 - From Lenses to the Screen: Sterling shares how to connect with clients through the life-changing effect of a projector
34:21- To Me, From Me: Sterling shares what tips or lessons would he say to his past self
35:45 - More Than Meets the Eye: Sterling talks about his coaching business and what he has to offer
Key Takeaways:
“One of the biggest pitfalls of portrait artists is not being prepared for the big sale.” -Sterling Hoffman
“They limit themselves by their price list. They either don’t have the confidence to put large packages or collections on their price schedule.” -Sterling Hoffman
“The purpose of our collection is to drive the sale up. So the ala carte gives us our base sale, and the collections tempt them to go higher because of the value that's built into those collections.” -Sterling Hoffman
“Our collections should always start above your average sale. The purpose of the collection is to get people to go up.” -Sterling Hoffman
“It starts with the first phone call. That's where you're making that first impression. You have to cultivate and groom your top clients. Top clients are not found they're created.” -Sterling Hoffman
“It's cultivation that is based upon their experience with you and your experience with them.” -Sterling Hoffman
“We don't have a lot of different offerings, because too many offerings can confuse the client.” -Sterling Hoffman
“Questions are key. Questions show that you care.” -Sterling Hoffman
“We aren't afraid of our prices. We aren't embarrassed by our prices. But we want to bring up our prices at the appropriate time. And we want to be the ones to bring them up.” -Sterling Hoffman
“I think that everyone should experience luxury environments, whether it be an exclusive hotel, an upscale clothing store, a place like Tiffany's, walk-in, and just take in everything that you see. Look how they're dressed. Look how they speak. Look how clean everything is. It's a total package. And because of that, they're able to raise the bar.” -Sterling Hoffman
“So you have to manage your expectations by letting them know what's going to happen, and what we call that is bringing the future to you.” -Sterling Hoffman
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