Sell your BUTT off!     Sarah Petty
Sell your BUTT off!     Sarah Petty
#1 Reason businesses.       FAIL
#1 Reason businesses.     SUCCEED
What do you do for a      living?
SalesThe oldest profession.
It’s the little things.
Learn today! Buyer types Objections    FAB   System
Textthejoyofmarketing        to      96362  itextphoto.com
1 year free
Me.
Go to camp.
Start sales career.
Family bonding.
Stuff supermodel.
Graduate college.Parents say get a job.
Get lucky.
Learn cold-call sales.
Get MBA.
Get job atadvertising agency.
Get married.
Rediscover love of  photography.
JohnHenry&KatherineMae
Open studioAugust 30, 2001.
Grace Elizabeth.
Expand studio.
Hire.
Love to sell.
Named mostsuccessful in country.
Find great partners.
Get family portrait.
Travel and teachothers to make more       money.
Countryside Acres orMillionaire Estates?
The sales opportunity.  One golden hour  to make the sale.
5 buyer styles
1. Self-Actualized buyer           5%
2. Apathetic buyer       5%
3. Analytical buyer       30%
4. Emotional buyer      30%
5. Task-Oriented buyer         30%
Create three presentations.
Text winner
Overcoming Objections
Objections vs. Questions
4 Times to Handle Objections1. Before they happen2. When they happen (if appropriate)3. After they happen4. Never
Use feel, felt, found to  overcome objections.
Tell stories to overcome objections
Create products to overcome objections.   Books . Canvases . Albums
Create homework to overcome objections.Go home and measure.
Create services to overcome objections.          Payment Plans
Smoke screen:-(
Make a list of all objections.         Shrine to kids          No space        Didn’t measure        Older sibling?       ...
Studio Collection      $195
Learn to talk in benefits.
A chilled pickle...Feature:Never heated.Advantage:Stays crunchier.Benefit:Tastes better.
Kids’ Room ArtFeature:Custom artwork.Advantage:Neighbor can’t have.Benefit:Gives you chills.
The Sales Process
You can’t simply show up, have asession and hope to sell something!
The more time and energyyour client invests in the PROCESS, themore they will invest with their wallet.
Five client visits.1. Phone consultation.2. In-person consultation.3. Session.4. Sales presentation.5. Pickup/framing appo...
1. The first phone call.
CONSULTATION:DATE:Name/Address:                                     Phone Numbers:                                        ...
Looking forthe right “fit.”
“How much is an 8x10?”“What are your packages?”
Take control.
Ask questions.
Tell what makes you     different.
Share pricing.
Explain expectations.     Consultation       Session     Presentation
Setup consultation.
Sales secret.
Metal Mural9 square mini & square
2. The consultation.
Turn on the air-conditioning.
Build rapport.
Be on the edge of your seat.
Identify needs by asking questions.
Generatereciprocity.
Establishcredibility.AppearanceReputationTestimonialsCustomer-focused experienceProducts
Integrity. Earn their trust.
Use relationship building skills.
Vocal cuesPacingLeadingBreathing
Find common enemy.
Have lots of stories.
Schedule session andcollect creation fee.
3. The Session.
16x20 float wrap          &8x8 press printed book     Text winner
4. The sales presentation.
“Don’t wish it were easier, wish you were better.”          Jim Rohn
One hour.
If they leave, the order WILL GO DOWN.
Buying decisions are emotional.
Simplify your product mix.
Have a sales plan.
Your sales plan starts with a     business plan.
For example $100,00025 sessions at $4000 average             or100 sessions at $1000 average             or200 sessions at...
Creating an effective  sales presentation.
Selling strategy1. Most profitable items2. Framed series and albums3. Add-on items - jewelry, purses, cards
Start and end with best images.         Use emotion.   Make recommendations.
Appeal to the senses:         Sight        Sound        Smell         Taste        Touch
Have absolutely everything perfect.
The Sales PresentationTell them what to expect, start the           movie and...
...shut your mouth!
The Sales Presentation     25-30 Images
The    Sales PresentationRecommendations
Lead the client.
The faster                                   they cut in                                       the                        ...
The Sales Presentation   Narrowed down to    client favorites
Software $360
Closing sales.
Recognize buying signals.
Trial Closes.
The Summary Close
The Summary Close
Pressure?
The Puppy Dog Close
“By the way...”
The exception to the rule.
When it happens...    Get deposit. Make appointment. Cross your fingers.
“There are never any trafficjams on the extra mile.”          Brian Tracy
20x24 gallery wrap            &  25 press printed cards
WHCC BOOTH11:15 today & tomorrow
www.thejoyofmarketing.com         Daily blog        Free e.book        Free summits
“Before working with Sarah, I waslucky to get a $300 sale. I have had  3 sales over $3000 this month.”              Kate B...
The Joy of Marketing       Lose fear of selling.          Stop faking it!Build confidence to sell to anyone!           $14...
The Joy of Marketing Stop attracting wrong clients.Lay foundation to make money.     Get rid of confusion!          $149 (...
FIRST 50 BONUS!Pricing webinar andcopy of Sarah PettyPhotography pricing$229 ($800 value)
Just keep selling!
Sarah Petty and The Joy of Marketing - Sell Your Butt Off!
Sarah Petty and The Joy of Marketing - Sell Your Butt Off!
Sarah Petty and The Joy of Marketing - Sell Your Butt Off!
Sarah Petty and The Joy of Marketing - Sell Your Butt Off!
Sarah Petty and The Joy of Marketing - Sell Your Butt Off!
Sarah Petty and The Joy of Marketing - Sell Your Butt Off!
Sarah Petty and The Joy of Marketing - Sell Your Butt Off!
Sarah Petty and The Joy of Marketing - Sell Your Butt Off!
Sarah Petty and The Joy of Marketing - Sell Your Butt Off!
Sarah Petty and The Joy of Marketing - Sell Your Butt Off!
Upcoming SlideShare
Loading in …5
×

Sarah Petty and The Joy of Marketing - Sell Your Butt Off!

5,362 views

Published on

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!

Published in: Education, Business, Art & Photos
1 Comment
4 Likes
Statistics
Notes
No Downloads
Views
Total views
5,362
On SlideShare
0
From Embeds
0
Number of Embeds
2
Actions
Shares
0
Downloads
199
Comments
1
Likes
4
Embeds 0
No embeds

No notes for slide

Sarah Petty and The Joy of Marketing - Sell Your Butt Off!

  1. 1. Sell your BUTT off! Sarah Petty
  2. 2. Sell your BUTT off! Sarah Petty
  3. 3. #1 Reason businesses. FAIL
  4. 4. #1 Reason businesses. SUCCEED
  5. 5. What do you do for a living?
  6. 6. SalesThe oldest profession.
  7. 7. It’s the little things.
  8. 8. Learn today! Buyer types Objections FAB System
  9. 9. Textthejoyofmarketing to 96362 itextphoto.com
  10. 10. 1 year free
  11. 11. Me.
  12. 12. Go to camp.
  13. 13. Start sales career.
  14. 14. Family bonding.
  15. 15. Stuff supermodel.
  16. 16. Graduate college.Parents say get a job.
  17. 17. Get lucky.
  18. 18. Learn cold-call sales.
  19. 19. Get MBA.
  20. 20. Get job atadvertising agency.
  21. 21. Get married.
  22. 22. Rediscover love of photography.
  23. 23. JohnHenry&KatherineMae
  24. 24. Open studioAugust 30, 2001.
  25. 25. Grace Elizabeth.
  26. 26. Expand studio.
  27. 27. Hire.
  28. 28. Love to sell.
  29. 29. Named mostsuccessful in country.
  30. 30. Find great partners.
  31. 31. Get family portrait.
  32. 32. Travel and teachothers to make more money.
  33. 33. Countryside Acres orMillionaire Estates?
  34. 34. The sales opportunity. One golden hour to make the sale.
  35. 35. 5 buyer styles
  36. 36. 1. Self-Actualized buyer 5%
  37. 37. 2. Apathetic buyer 5%
  38. 38. 3. Analytical buyer 30%
  39. 39. 4. Emotional buyer 30%
  40. 40. 5. Task-Oriented buyer 30%
  41. 41. Create three presentations.
  42. 42. Text winner
  43. 43. Overcoming Objections
  44. 44. Objections vs. Questions
  45. 45. 4 Times to Handle Objections1. Before they happen2. When they happen (if appropriate)3. After they happen4. Never
  46. 46. Use feel, felt, found to overcome objections.
  47. 47. Tell stories to overcome objections
  48. 48. Create products to overcome objections. Books . Canvases . Albums
  49. 49. Create homework to overcome objections.Go home and measure.
  50. 50. Create services to overcome objections. Payment Plans
  51. 51. Smoke screen:-(
  52. 52. Make a list of all objections. Shrine to kids No space Didn’t measure Older sibling? Too expensive
  53. 53. Studio Collection $195
  54. 54. Learn to talk in benefits.
  55. 55. A chilled pickle...Feature:Never heated.Advantage:Stays crunchier.Benefit:Tastes better.
  56. 56. Kids’ Room ArtFeature:Custom artwork.Advantage:Neighbor can’t have.Benefit:Gives you chills.
  57. 57. The Sales Process
  58. 58. You can’t simply show up, have asession and hope to sell something!
  59. 59. The more time and energyyour client invests in the PROCESS, themore they will invest with their wallet.
  60. 60. Five client visits.1. Phone consultation.2. In-person consultation.3. Session.4. Sales presentation.5. Pickup/framing appointment.
  61. 61. 1. The first phone call.
  62. 62. CONSULTATION:DATE:Name/Address: Phone Numbers: Home WorkNames Ages Cell Start with a consultationReferred By: Color Black and white Hand-Tinting Individuals Kids Together Family form!Shoot Date:Meet Where: Schedule Presentation PaymentCOMMENTS
  63. 63. Looking forthe right “fit.”
  64. 64. “How much is an 8x10?”“What are your packages?”
  65. 65. Take control.
  66. 66. Ask questions.
  67. 67. Tell what makes you different.
  68. 68. Share pricing.
  69. 69. Explain expectations. Consultation Session Presentation
  70. 70. Setup consultation.
  71. 71. Sales secret.
  72. 72. Metal Mural9 square mini & square
  73. 73. 2. The consultation.
  74. 74. Turn on the air-conditioning.
  75. 75. Build rapport.
  76. 76. Be on the edge of your seat.
  77. 77. Identify needs by asking questions.
  78. 78. Generatereciprocity.
  79. 79. Establishcredibility.AppearanceReputationTestimonialsCustomer-focused experienceProducts
  80. 80. Integrity. Earn their trust.
  81. 81. Use relationship building skills.
  82. 82. Vocal cuesPacingLeadingBreathing
  83. 83. Find common enemy.
  84. 84. Have lots of stories.
  85. 85. Schedule session andcollect creation fee.
  86. 86. 3. The Session.
  87. 87. 16x20 float wrap &8x8 press printed book Text winner
  88. 88. 4. The sales presentation.
  89. 89. “Don’t wish it were easier, wish you were better.” Jim Rohn
  90. 90. One hour.
  91. 91. If they leave, the order WILL GO DOWN.
  92. 92. Buying decisions are emotional.
  93. 93. Simplify your product mix.
  94. 94. Have a sales plan.
  95. 95. Your sales plan starts with a business plan.
  96. 96. For example $100,00025 sessions at $4000 average or100 sessions at $1000 average or200 sessions at $500 average
  97. 97. Creating an effective sales presentation.
  98. 98. Selling strategy1. Most profitable items2. Framed series and albums3. Add-on items - jewelry, purses, cards
  99. 99. Start and end with best images. Use emotion. Make recommendations.
  100. 100. Appeal to the senses: Sight Sound Smell Taste Touch
  101. 101. Have absolutely everything perfect.
  102. 102. The Sales PresentationTell them what to expect, start the movie and...
  103. 103. ...shut your mouth!
  104. 104. The Sales Presentation 25-30 Images
  105. 105. The Sales PresentationRecommendations
  106. 106. Lead the client.
  107. 107. The faster they cut in the beginning, The Sales Presentation the better!Album . Sort images by file name
  108. 108. The Sales Presentation Narrowed down to client favorites
  109. 109. Software $360
  110. 110. Closing sales.
  111. 111. Recognize buying signals.
  112. 112. Trial Closes.
  113. 113. The Summary Close
  114. 114. The Summary Close
  115. 115. Pressure?
  116. 116. The Puppy Dog Close
  117. 117. “By the way...”
  118. 118. The exception to the rule.
  119. 119. When it happens... Get deposit. Make appointment. Cross your fingers.
  120. 120. “There are never any trafficjams on the extra mile.” Brian Tracy
  121. 121. 20x24 gallery wrap & 25 press printed cards
  122. 122. WHCC BOOTH11:15 today & tomorrow
  123. 123. www.thejoyofmarketing.com Daily blog Free e.book Free summits
  124. 124. “Before working with Sarah, I waslucky to get a $300 sale. I have had 3 sales over $3000 this month.” Kate Byars
  125. 125. The Joy of Marketing Lose fear of selling. Stop faking it!Build confidence to sell to anyone! $149 (Reg $249)
  126. 126. The Joy of Marketing Stop attracting wrong clients.Lay foundation to make money. Get rid of confusion! $149 (Reg. $249)
  127. 127. FIRST 50 BONUS!Pricing webinar andcopy of Sarah PettyPhotography pricing$229 ($800 value)
  128. 128. Just keep selling!

×