Lesson Info
22. 3:00 pm - Stop Giving Up Too Soon
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
3:00 pm - Stop Giving Up Too Soon
We're going toa take a little pause from the sales evaluations because even though I we're getting some wonderful responses on them and I'm really glad that they're helpful we are also learning to introduce a little bit of a different take on one of the topics that comes up a lot which is I tried this I tried this I kind of got discouraged and then I just quit most of us we give it a try we follow up, we make an effort and then we get frustrated and we don't quite know what to do discouragement is a very, very common part of running a photography business wouldn't you say anybody here ever not feel discouraged? Yes who has felt discouraged internet let's see the entire internet um I want to just make a couple notes on that first and foremost let's think about what it means to separate yourself from the personal feeling of a sale every time everybody we saw in that situation when we're talking about things we saw little things bubble up like self consciousness or uncertainty or acknowle...
dging I just didn't know what to do there was awkward I felt weird or I want to do that, but I was pretty sure that the sale was finished and I just that kind of floundered at that point many people when they're especially when they're trying a new thing out like this they're if they're first go isn't successful there's that sense of I don't know if I'm doing this right, and if the second go isn't successful, then it's flat out discouragement let me return to what I was doing that at least knew that something was working right that's not uncommon um, one of my favorite quotes when you lose your laugh, you lose your footing. I want to keep much of the perspective this is all think this is from one flew over the cuckoo's nest. Actually, I want to think about keeping your perspective and getting an overall sense of where you are in the process, when you start getting discouraged and start getting frustrated. The idea of bringing humor to each and every situation isn't something that I could possibly overstate as much as possible as you can take any sort of stress, stressful situation and stop and think how on earth could I laugh at this? This saves so much emotional disaster and I'm not saying go out and buy a joke book I'm just saying, try to look at what you're dealing with what's stressing you out and think, is there some way I could kind of lightness, situation, there's no making of overcome this adversity in a way that isn't something where it seems like I'm trying, I'm trying, I'm getting nowhere and this is a really big deal often sometimes just re cataloging it from a perspective can change the whole way review it one of the reasons we were looking at that sales critique and we're looking through it as observers is to say, what can we see what can be changed and also looking we learned to just better blow off and laugh at and knock it so stressed out about here's a study on trying a steady on trying is this was out of notre dame university found that the reason most people fail is because they simply give up too soon specifically as it relates to sales if you're trying to sell a product and you're making an effort you're trying to book a client you're trying to convert them from an increase this question came up earlier when george had joined us like how many times do you follow up? It depends on what you're selling but if you're in a situation where you've already done the work and you photograph the session statistically forty four percent of people quit after the first try second twenty four percent quit after the second try fourteen percent quit after the third tried twelve percent quit after the fourth try sixty percent of all sales are made after the fourth try is that not the startling that's ninety four percent of the people have given up by then? It's not a little bit if you could try four times and what do you have to do to go back and follow up a new way again. One of the things I hear people say a lot is I did the session, I couldn't get them in to meet, so I finally just gave up and just waited for their online order to come in. That sounds familiar, right? One of the things you have to think about is if I had this statistic taped to my wall and I had the mindset of ok, they didn't call back after the first time I'm only a court of the way in the second time they had a reason they couldn't make it work. I told my father again that I haven't expectation in my mind that when I reach out, I'm not going to be like, are you ready yet? Are you ready yet? Are you ready yet? I'm going to be cautious about the fact that I don't want to be a pain in the but you know, I want to be able tio approach them in a way that is cognizant of whatever their experience is if they're saying they're busy it's really likely that they simply are they've got a lot going on their life, they have overwhelmed lives as well if I could reach out in new ways that are very encouraging and I'm excited to me and I really can't wait to get this together for you. You know, ok that I totally get it let me reach out to next thursday we'll set it up can you see how reaching at once and saying just go online versus having a different mindset that says I'm not going to take this personally I'm going to assume that you mean what you say that you're busy I'm gonna try a second time in a third time and by the time we get together and meet, I'm going to say on so that we were able to pull this off let me pour the positive reinforcement back on you because I really appreciate that this time could happen for us let's knock this out let's make this happen this has a lot to do with humor, sense of humor, a sense of perspective of not getting so caught up in the possibility of what they may be thinking about us that we trip ourselves up and we don't just say gotcha I'll follow up in a couple days we'll track them I am hoping that this gives you some perspective on that does this does this shift anything for you? Can you see a a new possibility around this way got a lot of nodding we got six nods, seven nods kenneth, can you see it? If sales people quit forty four percent of them after the first try, how many photographers probably can't quit after the first try what do you think? That's discus ninety eight tenacity without harm? This is this is ah phrase that I'd love for you to keep in mind. How do I stay on course on track? Make sure that the people who partnered with me to create these images get what they want, but I do so in a way that's not annoying or harmful or frustrating, let me keep in mind that I don't want to be like you said that you're gonna come and look at this images like that's causing harm. So think about it if you have gone through this process one, two, three, four times and it's still just not going to happen, I would definitely just say, you know what? At that point I did a really good job. It is time to move on that I personally would feel that way I'd be like, ok, every failure is an opportunity to learn what could have maybe done differently in the early stages of that to prevent that from happening later. All right? I think one of the things that we can all keep in mind that it's ok to get down and discouraged and frustrated and I would seriously question your basic humanity if you did not ever have these emotions, I would wonder what you're running on, what circuitry you're running on I've had every one of these emotions and frequently about different things. But don't drop anchor there and say, you know what? It all happened. And this is where I am now.
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!