Lesson Info
18. 1:00 pm - Past Student Testimonial: Nikki
Lessons
Day 1
19:00 am - Problems with Sales
17:13 29:15 am - What is a Salesperson?
17:56 39:45 am - You and Your Sales
42:17 410:45 am - Why People Buy
31:00 511:15 am - Who People Love to Buy From
37:05 612:00 pm - Building Rapport and Trust with Clients
23:57 71:30 pm - The Sales Process
19:311:45 pm - How to Stop Feeling Awkward About Sales
26:04 92:15 pm - The DOs and DON'Ts of the Sales Process
31:48 103:15 pm - More DOs and DON'Ts
19:56 113:30 pm - An End-to-End Process That Works
35:01Day 2
129:00 am - Selling Your Photography
11:57 139:15 am - Step-by-Step Sales, Part I
45:02 1410:00 am - Interview: George Varanakis
26:51 1510:45 am - Step-by-Step Sales, Part 2
32:49 1611:30 am - Active Listening
26:01 1712:00 pm - Pricing
18:49 181:00 pm - Past Student Testimonial: Nikki
08:38 191:15 pm - Student Evaluation: Carey's E-mails
26:10 201:45 pm - Student Evaluation: Nicole
39:33 212:30 pm - Student Evaluation: Lori
26:52 223:00 pm - Stop Giving Up Too Soon
07:56 233:15 pm - Skype Call with Charlie Engle
26:54 243:45 pm - Making Good Images into Bestselling Images
19:37Day 3
259:15 am - Student Evaluation: Michael
22:29 269:30 am - Shooting for Maximum Client Satisfaction
24:16 2710:00 am - Prepping for the Shoot
14:34 2810:30 am - Shoot: Family Session
40:54 2911:30 am - Post-Shoot Family Debrief
25:08 301:15 pm - Family Image Review Session
15:03 311:30 pm - Print and Product Options
34:12 322:15 pm - Boosting Your Energy for Sales
21:52 332:30 pm - On Regrets
09:32 343:15 pm - Handling Criticism, Lack of Confidence, and Self Doubt
24:30Lesson Info
1:00 pm - Past Student Testimonial: Nikki
We left before lunch talking about the fact that it can feel sometimes like yeah, this sounds great it's gone straight all here all this but that's not what it's like for me my market or I have issues or I have a lot of problems with this andi I understand that mentality of feeling like it's out there but I'm here and what I want to do is show you some of the bridges because it really can be transformative for a lot of people who start out by saying I don't know how to get there what we have is some videotape, right? We've got some videotape two years ago when I did the contemporary children's photography children portrait photography class here and shot this along with quite a few of the things we had nikki macarthur join us from edmonton, canada is that right? That's worship for we're gonna say yes, I think so and she sat in the audience and we talked about the fact that I was going through sales and pricing and how to sell your work in line with what you value and we had some of her...
feedback as she cut it and said, ok, fine, but really world this is what it's what's going on, so what can we want a pop to that video on a path to some video of the actual conversation we had in two thousand ten? Ok on my other question would be for me, it's really important that I keep my photography for the world because I want to make sure that every family, depending on there depending on their income and whatnot, is able to have good family photos kind of still want to make a living out of it. I I I would like to be able to afford a good family photos to write so all right, how do you is there a balance for that? Have you yes, how did you make that work? Yeah, it's the same with me like my packages, I don't have I don't sell anything elkhart I have been campuses, I really can't people that buy campuses other than that, like my package is five hundred fifty dollars plus jst and you get all your images on it on a disk like all the like you're twenty to thirty images that I have edited in the letter, my like shots and that's what you get five hundred dollars, fifty five fifteen what was your session be that's that's that is everything, everything, how much you know, it goes back to setting client expectations. I guess I'm not so much worried about, like the surprise it's, expensive as much as I'm worried about how to get someone in to begin with like I don't no nobody does market generations but none of my friends especially cause I'm a little younger would ever one hundred twenty dollars on the my ten even though you know democracy friends I know what I was I was saying like in general like the people that I know like I think it's hard to find people that are willing to spend that much money but they still value good photos of the family they just literally can't do it okay okay and then when nikki came went home she started putting things into practice she started saying don't camera I get these messages she said I'm gonna I'm gonna try I'm gonna give it effort I don't I don't necessarily think it's going to happen but I mean I'm gonna do it and she started rolling out everything we'd learned and talked about in terms of these processes and so we she had follow up conversations with creative I've I did with her as well and we literally reached out to her last night and said you know a lot of the feedback you've given to us it could be really relevant right here in terms of how things change for you can you just make a quick little video on your computer send it in and tell us how things are going for you now hey what's going on t and the creative live crew it is nicky a k a epic danger hanging out here not sure if you remember me, but I was part of tamara's first studio audience on it's two years ago and I was that crazy person that was like, dude, everyone deserves great family photos then I went on to tell her how pumped I was about making three hundred dollars for a family session in which I just handed my clients their digital files for them too print is they wanted and may never to make another cent again. Um then I realized that that was crazy as the words were coming out of my mouth and as tamara was all like, that is crazy. Um, so I came home applied all the jazz the tamara taught us revamp my business to include a session fee and print sales and then practiced and practiced and practiced how to sell stuff to people without feeling like a shady, slimy car salesman, not the car salesman's are shooting and slimy. Some of them are quite lovely moving on. Um, so yeah, look forward to years later lots of work lost to change lots of just taking risks and I've taken my always sale of three hundred dollars tio a two hundred fifty dollars, session fia's rolls and average sale of just under fifteen hundred so I think I'm doing all right if it just came down and changing my attitude and saying that my time was worth something that my time away from my kids needed to be worth something and that my art it was worth a good investment um I think the moment you could be comfortable with with who you are and what you could provide for people, um and just be who you are, the easier it is to sell the people because you're providing them what they want. They're not contacting you so you can trick them into photos they're contacting you because they want great, amazing photos. Um, so go try it out, take a risk, watch the video, watch the workshop by the downloads, you'll be really happy did and practice and and make it work for you because you can sew go on rocket she's there love the hair she's awesome fellow, the platinum, but interestingly enough, you know, part of that first dialogue was that was not that's, not an atypical response, people sitting there like yeah, yeah, yeah, um, and getting really comfortable with understanding, like, just because I'm selling for this dollar amount doesn't mean I'm making this dollar amount. We have a lot of costs with every package and that's, one of the things that was not in the video, but if you've seen this long extended video that we did from that first session and then aa lot marty tall in last year's taking care of business program we really get a sense of just cause you're saying this is the cost by package how much how much my really bringing home when it's all said and done that's even before I put a value on my time which of course is a stand alone piece so I thought was really compelling there was that nikki said and then I practice practice practice I won't sit here and say by the time you get done watching by sunday night monday morning you're there I know you have this is the impetus this is ok good I got it I got it in starkly crazy detail because it was three days of getting it she said things over and over and over again and I sometimes wake with tonight like camera stop talking but it sinks in and you start seeing things differently when we're going to go through some sales videos we called it, you know, critiquing sales videos I'm not critiquing you I'm not saying this is what you do wrong we're saying let's observe you in your natural element like goods that zoologists would do correct you are you're sitting back and observing how two people act in their natural habitat and that's what we're going to do when we're looking through these sales sessions what are you doing that you may unconsciously not even get that you're, you're not doing as well as you could, and they could make a huge difference in your sales. And what are you doing, right, what do you know? Actually doing that is like that is so good. Do that all the time. Never stopped doing that, because also, we don't know what we're doing right? We don't know to consistently repeat it.
Class Materials
bonus material with purchase
Ratings and Reviews
a Creativelive Student
Fantastic course by a fantastic photographer and tutor. I would wholeheartedly recommend this workshop to anyone who is either; A) Established but currently seeking help to push their sales on, and also; B) Anyone who is at the beginning of their photography business, looking for insight and guidance at successful sales practice. Tamara is a smart and wonderfully engaging tutor. The sessions are informative, and thought provoking, but are presented in a nice relaxed, sincere and often fun manner. As i write this review - CL are having a sale, but even at full price, it's a bit of a no brainer. Just buy it, you'll not regret it. There is alot of valuable information here. Thank you Creative Live and Tamara Lackey. I'm a fan of you both! www.dannywoolford.com
a Creativelive Student
Awesome! I cannot believe this wonderful course is so inexpensive. Halfway through watching the downloads, I had a record sales session that more than paid for this course. Every photographer should buy this! Thank you Tamara!
larry.stanley
This is a must see workshop. It sets the bar for right motivation in sales and business. I had never formally studied sales and I am so pleased that I got to hear Tamara's excellent and insightful understanding of how to sell without being the sales person that no one likes. As she so aptly put, 'we all love to buy but we hate to be sold to' FIVE STARS. Thanks Tamara!