Sarah Petty

Sell your BUTT off!

Sarah Petty

Sell your BUTT off!

#1 Reason businesses.FAIL

#1 Reason businesses.SUCCEED

What do you do for a living?

SalesThe oldest profession.

It’s the little things.

Learn today!

Buyer typesObjections

FAB System

Text thejoyofmarketing

to96362

itextphoto.com

1 year free

Me.

Go to camp.

Start sales career.

Family bonding.

Stuff supermodel.

Graduate college. Parents say get a job.

Get lucky.

Learn cold-call sales.

Get MBA.

Get job atadvertising agency.

Get married.

Rediscover love of photography.

JohnHenry&KatherineMae

Open studioAugust 30, 2001.

Grace Elizabeth.

Expand studio.

Hire.

Love to sell.

Named most successful in country.

Find great partners.

Get family portrait.

Travel and teach others to make more

money.

Countryside Acres orMillionaire Estates?

The sales opportunity.

One golden hourto make the sale.

5 buyer styles

1. Self-Actualized buyer5%

2. Apathetic buyer5%

3. Analytical buyer30%

4. Emotional buyer30%

5. Task-Oriented buyer30%

Create three presentations.

Text winner

Overcoming Objections

Objections vs. Questions

4 Times to Handle Objections

1. Before they happen

2. When they happen (if appropriate)

3. After they happen

4. Never

Use feel, felt, found toovercome objections.

Tell stories to overcome objections

Create products to overcome objections.

Books . Canvases . Albums

Create homeworkto overcome objections.

Go home and measure.

Create services to overcome objections.

Payment Plans

Smoke screen:-(

Make a list of all objections.

Shrine to kids No space

Didn’t measureOlder sibling?Too expensive

Studio Collection$195

Learn to talk in benefits.

A chilled pickle...

Feature:Never heated.

Advantage:Stays crunchier.

Benefit:Tastes better.

Kids’ Room Art

Feature:Custom artwork.

Advantage:Neighbor can’t have.

Benefit:Gives you chills.

The Sales Process

You can’t simply show up, have a session and hope to sell something!

The more time and energyyour client invests in the PROCESS, the more they will invest with their wallet.

Five client visits.

1. Phone consultation.

2. In-person consultation.

3. Session.

4. Sales presentation.

5. Pickup/framing appointment.

1. The first phone call.

Start with aconsultation

form!

CONSULTATION:

DATE:

Name/Address: Phone Numbers:

Home

Work

Cell

Names Ages

Referred By:

Color Individuals

Black and white Kids Together

Hand-Tinting Family

Shoot Date:

Meet Where:

Schedule Presentation

Payment

COMMENTS

Looking forthe right “fit.”

“How much is an 8x10?”“What are your packages?”

Take control.

Ask questions.

Tell what makes you different.

Share pricing.

Explain expectations.

ConsultationSession

Presentation

Setup consultation.

Sales secret.

Metal Mural9 square mini & square

2. The consultation.

Turn on the air-conditioning.

Build rapport.

Be on the edge of your seat.

Identify needs by asking questions.

Generatereciprocity.

Establishcredibility.

AppearanceReputationTestimonialsCustomer-focused experienceProducts

Integrity. Earn their trust.

Use relationship building skills.

Vocal cues

Pacing

Leading

Breathing

Find common enemy.

Have lots of stories.

Schedule session andcollect creation fee.

3. The Session.

16x20 float wrap&

8x8 press printed book

Text winner

4. The sales presentation.

“Don’t wish it were easier,wish you were better.”

Jim Rohn

One hour.

If they leave, the orderWILL GO DOWN.

Buying decisions are emotional.

Simplify your product mix.

Have a sales plan.

Your sales plan starts with abusiness plan.

For example $100,000

25 sessions at $4000 averageor

100 sessions at $1000 averageor

200 sessions at $500 average

Creating an effectivesales presentation.

Selling strategy

1. Most profitable items2. Framed series and albums3. Add-on items - jewelry, purses, cards

Start and end with best images.Use emotion.

Make recommendations.

Appeal to the senses:

Sight SoundSmellTasteTouch

Have absolutely everything perfect.

The Sales Presentation

Tell them what to expect, start the movie and...

...shut your mouth!

The Sales Presentation

25-30 Images

TheSales

Presentation

Recommendations

Lead the client.

The faster they cut in

the beginning,the better!The Sales Presentation

Album . Sort images by file name

The Sales Presentation

Narrowed down toclient favorites

Software$360

Closing sales.

Recognize buying signals.

Trial Closes.

The Summary Close

The Summary Close

Pressure?

The Puppy Dog Close

“By the way...”

The exception to the rule.

When it happens...

Get deposit.

Make appointment.

Cross your fingers.

“There are never any traffic jams on the extra mile.”

Brian Tracy

20x24 gallery wrap&

25 press printed cards

WHCC BOOTH11:15 today & tomorrow

www.thejoyofmarketing.com

Daily blogFree e.bookFree summits

“Before working with Sarah, I was lucky to get a $300 sale. I have had

3 sales over $3000 this month.”Kate Byars

The Joy of Marketing

Lose fear of selling.Stop faking it!

Build confidence to sell to anyone!$149 (Reg $249)

Stop attracting wrong clients.Lay foundation to make money.

Get rid of confusion!$149 (Reg. $249)

The Joy of Marketing

FIRST 50 BONUS!

Pricing webinar andcopy of Sarah Petty Photography pricing$229 ($800 value)

Just keep selling!