Intro by Skip Cohen
I broke up Bev Walden’s post into two parts because there’s so much here for you to focus on as you build your strength as a salesperson. And, while many of these might seem irrelevant since you’re not meeting in person as often during the pandemic, they’re still appropriate.
For example, tip “Six” below. I’m active in several Facebook groups, including Facebook Wedding Photographers with over 36,000 members. I’m amazed at how often photographers talk openly about clients who have been horrible to work with as if the forum has some level of confidentiality! There are no erasers on the Internet, so remember that what you might share about a client might be read by that same client!
Another great example is Bev’s comment about knowing when to simply shut up, as well as pointed questions to help close the sale like, “How would you like to pay?”
Last but not least, a hand-written note is the perfect final step in the process. You’ve got to make the client feel special, and in an age where everything we do is online, an old-fashioned thank you note carries a lot of weight.
And here’s one more thought – write a note even when you don’t get the sale.
I have a friend who’s a realtor. When he doesn’t get a listing, he contacts the client to thank them for the time and closes with a question, “I understand you didn’t feel we were right for the sale of your home, but because we take so much pride in building a great business, could you share with me what you felt we were missing?” He then just kicks back and listens.
So, be gracious, even if you don’t get the client. You never stop building your brand in the community!
By Beverly Walden
SIX: I love our clients and respect them at the highest level.
We made a rule several years ago that we NEVER, EVER talk bad about our clients, even if they are bad clients. And guess what happened? We don’t have bad clients anymore! It has really changed our studio and the atmosphere when we decided to make this change!
SEVEN: I know when the moment arrives that I need to SHUT UP!
The next one who speaks loses. It is time to be quiet and let the sale happen.
EIGHT: I start quietly writing as my clients are heading towards the finish line, even if they are not there yet.
I write fast, don’t ask too many questions and assume what they are saying is what they will purchase. This is a fragile time, so I don’t chat too much. I just listen as they talk among themselves and I take notes.
NINE: I bring the invoice to them for approval and ask for payment with confidence.
After I enter everything into the system, I print the invoice, bring it to them and ask, “How would you like to pay?” I don’t ask, “Is this ok?” I don’t ask, “How much would you like to pay today?” If they cannot pay the entire amount at this time, they will tell me and we will do a 50% deposit. Be confident! If they need to change anything, at this point in the sale, they feel comfortable to do any changes. Because we have spent this time together, they rarely make changes at this point.
TEN: I handwrite a thank you note.
I try to do this within two days of the sale and include children’s names and anything we may have talked about at the sales appointment. I make it personal and genuine. In this world of emails and digital this and that, a handwritten note stands out. Make sure it is beautifully designed.
Note: Portions of this Tuesday Tidbit taken from our e-book “Jump Start Your Sales” Once I receive your order, I will email you the link directly. The Table of Contents below shows just a portion of what’s in this amazing e-book. Get excited about the sales process again:-)
