Objections Are Your Friend

Validating Objections Objections aren’t a rejection, but they are a selling opportunity, and even a buying sign. If a customer simply says “no thanks”, you have a problem, but if they say “No, because…..” you have an opportunity. Frequently, a potential customer will throw out an excuse as to why they aren’t going to choose [...]

Questioning Your Customer – Part 2

OPEN CLOSED DIRECTIVE REFLECTIVE These are the 4 types of questions in your information gathering process, just to summarize the above. Closed – can be answered yes or no – When in the information gathering stage, AVOID these kind. They lead nowhere, and make you sound like an interrogator, plus they give you no more [...]

Questioning your Customers

What’s important is that you develop the questions that will be natural for you to ask. My personality and my approach is likely different than yours (unless we’re long-lost brother and sister). But I’ll give you a couple of examples of things that I use. As a preface, we take a very individual approach to [...]

I, Me, My – NOT! Follow Up

As a follow up to the last message I posted on making your marketing customer centric and not “I, Me, MY” centric: How’s your sales pitch? Photographers don’t like to think so, but we are actually in sales mode all the time. When first meeting a potential customer, when booking them, when photographing them, when [...]

I, Me, MY – NOT!

I, Me, My – NOT The other day, I had the opportunity to read an on-line advertisement place on a local version of “The Knot” by one of my friends (and competitors). As I read it, I remember shaking my head and yelling “WHO CARES?” It was all about him, and his history, and what [...]