At WPPI, Sarah Petty shared a 2 hours presentation to over 1,000 photographers on how to sell your butt off! Check out how to increase your photography sales by following Sarah's proven process to make more money!

1. Sell your BUTT off!
Sarah Petty

2. Sell your BUTT off!
Sarah Petty

3. #1 Reason businesses.
FAIL

4. #1 Reason businesses.
SUCCEED

5. What do you do for a
living?

6. Sales
The oldest profession.

7. It’s the little things.

8. Learn today!
Buyer types
Objections
FAB
System

9. Text
thejoyofmarketing
to
96362
itextphoto.com

10. 1 year free

12. Me.

13. Go to camp.

14. Start sales career.

15. Family bonding.

17. Stuff supermodel.

18. Graduate college.
Parents say get a job.

19. Get lucky.

20. Learn cold-call sales.

21. Get MBA.

22. Get job at
advertising agency.

23. Get married.

24. Rediscover love of
photography.

26. John
Henry
&
Katherine
Mae

27. Open studio
August 30, 2001.

31. Grace Elizabeth.

32. Expand studio.

35. Hire.

36. Love to sell.

37. Named most
successful in country.

38. Find great partners.

39. Get family portrait.

40. Travel and teach
others to make more
money.

41. Countryside Acres or
Millionaire Estates?

43. The sales opportunity.
One golden hour
to make the sale.

44. 5 buyer styles

45. 1. Self-Actualized buyer
5%

46. 2. Apathetic buyer
5%

47. 3. Analytical buyer
30%

48. 4. Emotional buyer
30%

49. 5. Task-Oriented buyer
30%

50. Create three presentations.

51. Text winner

52. Overcoming Objections

53. Objections vs. Questions

54. 4 Times to Handle Objections
1. Before they happen
2. When they happen (if appropriate)
3. After they happen
4. Never

55. Use feel, felt, found to
overcome objections.

56. Tell stories to overcome objections

57. Create products to overcome objections.
Books . Canvases . Albums

58. Create homework
to overcome objections.
Go home and measure.

59. Create services to overcome objections.
Payment Plans

60. Smoke screen:-(

61. Make a list of all objections.
Shrine to kids
No space
Didn’t measure
Older sibling?
Too expensive

62. Studio Collection
$195

63. Learn to talk in benefits.

64. A chilled pickle...
Feature:
Never heated.
Advantage:
Stays crunchier.
Benefit:
Tastes better.

65. Kids’ Room Art
Feature:
Custom artwork.
Advantage:
Neighbor can’t have.
Benefit:
Gives you chills.

67. The Sales Process

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

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

70. Five client visits.
1. Phone consultation.
2. In-person consultation.
3. Session.
4. Sales presentation.
5. Pickup/framing appointment.

71. 1. The first phone call.

72. CONSULTATION:
DATE:
Name/Address: Phone Numbers:
Home
Work
Names Ages
Cell
Start with a
consultation
Referred By:
Color
Black and white
Hand-Tinting
Individuals
Kids Together
Family
form!
Shoot Date:
Meet Where:
Schedule Presentation
Payment
COMMENTS

73. Looking for
the right “fit.”

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

75. Take control.

76. Ask questions.

77. Tell what makes you
different.

78. Share pricing.

79. Explain expectations.
Consultation
Session
Presentation

80. Setup consultation.

81. Sales secret.

82. Metal Mural
9 square mini & square

83. 2. The consultation.

84. Turn on the air-conditioning.

85. Build rapport.

86. Be on the edge of your seat.

87. Identify needs by asking questions.

88. Generate
reciprocity.

89. Establish
credibility.
Appearance
Reputation
Testimonials
Customer-focused experience
Products

90. Integrity. Earn their trust.

91. Use relationship building skills.

92. Vocal cues
Pacing
Leading
Breathing

93. Find common enemy.

94. Have lots of stories.

95. Schedule session and
collect creation fee.

96. 3. The Session.

97. 16x20 float wrap
&
8x8 press printed book
Text winner

98. 4. The sales presentation.

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

100. One hour.

101. If they leave, the order
WILL GO DOWN.

102. Buying decisions are emotional.

103. Simplify your product mix.

104. Have a sales plan.

105. Your sales plan starts with a
business plan.

106. For example $100,000
25 sessions at $4000 average
or
100 sessions at $1000 average
or
200 sessions at $500 average

107. Creating an effective
sales presentation.

108. Selling strategy
1. Most profitable items
2. Framed series and albums
3. Add-on items - jewelry, purses, cards

109. Start and end with best images.
Use emotion.
Make recommendations.

110. Appeal to the senses:
Sight
Sound
Smell
Taste
Touch

111. Have absolutely everything perfect.

112. The Sales Presentation
Tell them what to expect, start the
movie and...

113. ...shut your mouth!

114. The Sales Presentation
25-30 Images

115. The
Sales
Presentation
Recommendations

116. Lead the client.

117. The faster
they cut in
the
beginning,
The Sales Presentation the better!
Album . Sort images by file name

118. The Sales Presentation
Narrowed down to
client favorites

119. Software
$360

120. Closing sales.

121. Recognize buying signals.

122. Trial Closes.

123. The Summary Close

124. The Summary Close

125. Pressure?

126. The Puppy Dog Close

127. “By the way...”

128. The exception to the rule.

129. When it happens...
Get deposit.
Make appointment.
Cross your fingers.

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

131. 20x24 gallery wrap
&
25 press printed cards

132. WHCC BOOTH
11:15 today & tomorrow

133. www.thejoyofmarketing.com
Daily blog
Free e.book
Free summits

134. “Before working with Sarah, I was
lucky to get a $300 sale. I have had
3 sales over $3000 this month.”
Kate Byars

135. The Joy of Marketing
Lose fear of selling.
Stop faking it!
Build confidence to sell to anyone!
$149 (Reg $249)

136. The Joy of Marketing
Stop attracting wrong clients.
Lay foundation to make money.
Get rid of confusion!
$149 (Reg. $249)

137. FIRST 50 BONUS!
Pricing webinar and
copy of Sarah Petty
Photography pricing
$229 ($800 value)

138. Just keep selling!