Today we have an amazing post by a good friend of ours who is not only an amazing person, but runs one of THE most profitable photography studios in the country! This is an amazing treat to have our friend and all around sales guru Sarah Petty talking about how to overcome objections when clients are hesitating to purchase. Very rarely will you sell to your photography clients without them bringing up a single objection throughout the process, so learning these techniques that Sarah describes will teach you how to sell more without being a “salesman.”
Turning Objections into Opportunities
Sometimes when you’re selling to your photography clients, it can feel like you’re constantly being met with objections, and the feeling can be daunting. But, if you aren’t getting objections when selling to your clients, then you are done selling. You have either closed the sale, or your clients want to leave without placing an order.
While objections often get a bad rap, hesitation from your clients doesn’t necessarily mean ‘no.’ Rather, the objections they bring up are opportunities for you to find out the real reason they aren’t buying, and then you can work to overcome those feelings so that selling to your clients is much smoother, and everyone involved is tickled pink.
Take, for instance, one of the most popular objections we hear as professionals who understand cost of goods sold and set our prices to be profitable: ‘You’re too expensive.”
There are a few different strategies you can use here to overcome this common objection, but here’s one that I use in my business.
Feel, felt, found. This strategy shows empathy and gives an example of how other clients who felt the same way were able to justify the investment.
For example: “I understand how you feel. Others have felt the same way, but let me tell you, they decided to make the investment and here’s why. What they found was that among all of the furniture they have purchased over the years that wears out – not to mention the many other home décor pieces they purchased for their home, when they look back, the thing that meant the most to them was the custom photographic artwork they invested in of their family.”
By handling objections from your clients as opportunities up front, you’ll find the sales presentation to be a simplified, low-pressure ordering appointment that will leave both you and your clients thrilled, and you’ll see an increase in your average sales as a result.
Sarah Petty is a highly-acclaimed speaker, New York Times Best Selling author, MBA and coach who started her own boutique photography studio after working for Coca Cola for 20 years and then meeting the marketing goals of a top regional advertising agency’s clients. It was at this ad agency where she taught small businesses the value of a strong foundation and how they would grow with a strong brand. She attributes the rapid growth of her boutique photography studio, which was named one of the most profitable in the country within just five years in business by PPA, to the creation of her own strong brand.
If you enjoyed this blog post by Sarah, then you are going to LOVE this amazing video series that she has put together on sales! You can sign up for her free videos that include a worksheet to help you get your sales rolling by clicking HERE!