Business Tips

Using the Right Sales Language

April 17, 2019

Ever listen to someone trying to sell you something and it just doesn’t sound… right? If you sell prints to your clients, it’s likely you’ve been on the other side of this conversation and have managed to make yourself feel “too sales-sy” or,  you haven’t been able to find a way to combat objections. This blog post is JUST what you’re looking for.

Here are a few tips to get you started.

  1. Remember that you can turn negatives into positives.
  2. Look at an objection as an opportunity to better serve your client.
  3. What you’re offering is a full-service experience, which is why it may take more time.

The best thing you can do when fostering relationships with your clients is to build trust. The more you build their trust, the less likely they are to come up with objections because they will trust YOU and want to buy from YOU. Use your experiences as an expert to facilitate this conversation.

This language needs to carry into your emails, texts, bot messaging and in person – however you communicate with your clients, your language needs to be consistent. Does your business model revolve around tangible heirlooms? Let them know. Do you believe in putting printed products into each of your clients’ hands? Let them know. Once they see that you’re passionate about what you’re offering, they will stand behind it. Maybe you have a personal story that really resonates with people and you can create a dialogue surrounding this story.

Ours is simple.

We’re wedding photographers and every time our kids ask about seeing images from mommy and daddy’s wedding day, we don’t have anything to show them! Our images were given to us on a CD nearly a decade ago and we’ve never printed out any of those memories. In fact, we’re pretty sure the CD is too scratched to do anything… It brings us so much anguish that we are unable to share those memories with our kiddos, which is why we include a wedding album in all of our collections.

Our most common objections:

• We just want the digitals.

• We don’t have the space for anything.

• It’d be cheaper to print it online (i.e. Walmart/Walgreens etc.)

THIS IS A HUGE OPPORTUNITY TO COMBAT THESE OBJECTIONS.

• We just want the digitals.

Opportunity: We truly feel that digitals are an unfinished service and would hate to see these photos live online forever without being placed in the hands or on the walls of your loved ones.

• We don’t have the space for anything.

Opportunity: Of course! We see it all the time. Fortunately, we have a variety of offerings PERFECT for more quaint homes and apartments. We have so many couples that share this situation that we’ve crafted ideal wall art collections just for you!

• It’d be cheaper to print it online (i.e. Walmart/Walgreens etc.)

Opportunity: You get what you pay for which is why we ensure that you will be getting products to last for generations when you order prints through us. Ther

 

Ensure your client that you are here from start to finish and that they can trust you along the way! It’s the best way to have repeat customers. Don’t underestimate the value of asking for feedback. This shows that you care about what your clients think AND that you’re willing to improve.

Remember:

  1. Be timely when following up.
  2. Listen and repeat back – this shows you care.
  3. If you make a promise, be sure to stick to it. Reputation is everything!

We’ve dedicated an entire module to overcoming objections in our Legacy Sales course if you’re ready to take your client relationships to the next level.

  1. […] know the importance of selling albums and tangible items to clients, so don’t forget to print your personal projects for yourself. […]

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