Five psychology-based selling techniques to up your photography business game

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It’s no secret that business owners use psychological tricks to increase their sales. Whether you’re selling a product, service, or just an idea, it’s good to have a few of these tricks up your sleeve to help you become more successful. In this video, Nick Kolenda teaches you five selling techniques that will help you sell your service and take your photography business to a new level.

1. Break the greeting ritual

When you greet someone, the conversation usually flows in a very predictable way: “How are you?” “Good and you.” “Thanks very much.” Nick suggests stirring things up a bit by throwing in an unexpected and unusual response. For example, when someone asks you “How are you?” say something like “Gorgeous and dandy!” It’s called the spade technique, and it’s defined like this:

“The spade technique predicts that donation requests are more likely to be honored when a
an unorthodox claim amount is used in place of a traditional claim amount.

Another advantage of this approach is that it makes you feel more competent and your characteristics will transfer to the product or service you offer.

2. Schmooze over a similarity

As Nick points out, research has shown that it pays to connect on a personal level first rather than jumping right into business. It emphasizes the importance of ties rather than similarities: where you live, for example. The similarities are compelling, as Nick says, because you subconsciously bond with the person.

3. Start with their goals

When you’re trying to sell your services, don’t start there. Instead, start with your customer’s needs. They may only need part of what you offer, and focusing only on that will avoid “diluting” their interest in your business. “Don’t present yourself as a generalist when you could be a specialist.”

Also, don’t just ask your potential customer what their goals are. Instead, ask them “What interested you in my work?” » Use their response to focus on the part of your services that is most relevant to them.

4. Customize your example

In my opinion, this is somehow related to the previous point, at least if you are doing photography or video. In short, you need to make the examples of your work specific and targeted to a certain client. Help them easily imagine what they would get if they opted for your services.

5. Avoid unnecessary disclaimers

When pitching your work to a potential client, you should avoid unnecessary disclaimers, especially negative ones. For example, “this won’t be the best presentation”, “my English isn’t perfect”, etc. I used to do this a lot (especially the last one), and it just takes away from the presentation instead of adding to it.

If you have a disclaimer, you need a positive statement to benefit from it. Moreover, our lyrics influence the way people see the world. For example, if I start my presentation by saying “my English is not good”, people will focus on that and try to understand my mistakes. And if I avoid that disclaimer, they’ll focus on the story I’m trying to tell. I’ve given some basic examples, but I’m sure you’ll find ways to apply the technique when trying to sell your prints, services, workshops, or whatever you’re doing.

In the video, Nick goes over great examples of business calls and all the do’s and don’ts of selling your work. So be sure to watch the video and keep these quick tips in mind the next time you’re in touch with a client.

[5 Sales Techniques Based on Psychology via FStoppers]

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