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The order you reveal prices in an IPS session matters more than the prices themselves. Here's the 4-step sequence that removes the awkwardness.
0:00Hey, what is up? It is Humber Diversity.
0:02And today we're going to be talking about
0:03when and how to present your pricing
0:05list during your in-person sales consult.
0:08Now, whether you're just starting in
0:10in-person sales or you've already
0:11established and maybe you want to
0:13increase your booking rate. Maybe you're
0:14just getting into it and you want to be
0:16confident and have a system so that you
0:17don't stumble when you're pulling out
0:19the prices and you don't just start
0:20discounting yourself. I'm going to go
0:22through the exact process that I use
0:24and other photographers use when they're
0:26doing in-person sales consults. Now, keep
0:29in mind, this is the step before they
0:31actually booked you. And I'm going to be
0:32completely honest and I'm going to tell you
0:34that almost every single one of the
0:36clients I work with right now, my
0:38one-on-one mentoring clients,
0:40the people that I actually do
0:41marketing and sales consulting for, none
0:44of them are doing in-person consults
0:46anymore. All of them are booking over the
0:48phone, but that's a whole other monster.
0:49And I know it's not widely accepted and
0:51everyone says that you have to do that,
0:53but they're all averaging over
0:55$2,000 a sale. They're saving a lot of
0:57time and they're absolutely crushing it.
0:59This video is for those of you who are
1:01still doing in-person consults and
1:02haven't maybe progressed to being
1:04able to close on the phone. And if you
1:06are still doing that and maybe you just
1:08want to keep doing that, make sure you
1:10stay around for this video because I'm
1:11absolutely going to show you how to do
1:13it step-by-step
1:14and get the best results while doing it
1:16so that you book as many sessions as
1:17possible. So, before we get started, I want
1:20to know in the comments, are you doing in-person sales?
1:21And if you want to see more
1:24videos like this, make sure you hit the
1:25like button and subscribe so that you
1:27see more content just like this. Now, one
1:30of the most difficult things to do is if
1:32you're not seasoned at in-person sales,
1:34it can get kind of hard and it gets
1:37really nerve-racking at the time where
1:39you actually show your price list. So, I'm
1:41going to show you the easiest way, and it's
1:43the way that you take the most
1:45amount of emphasis off the prices and
1:47actually make it about the experience.
1:50What I'm going to suggest is when you show
1:51up, or if they show up at your studio or
1:53wherever you're doing this consultation, that
1:55you actually have samples. And the reason
1:58you're going to have samples, and I'm going to
1:59pull them up, and we're going to
2:01pretend that in this scenario that we're
2:02doing a family session. Now, the purpose
2:05of this is I'm going to say that you're
2:07going to have either 10 or 12 sample photos,
2:10okay. And what you're going to do
2:12is you're going to present six of
2:14the images. You're going to then present
2:16your price list. You're not going to print it
2:18out and you're not going to let them stay
2:19with it. And then you're going to present
2:20six more, and I'm going to show you how
2:22that's going to go. So, let's just say I'm
2:25trying to shoot a family, and I
2:27already know what some of the objections
2:28are. Some of them are, 'My kids going to
2:30behave?' 'We're not that kind of
2:31family. We don't dress like that.' 'Are you really going to
2:33be able to capture
2:34us?' 'Is my husband going to
2:37participate?' And what I do is every
2:39time I pull out a photo, I hand it over,
2:42and every photo has a story and it has a
2:45purpose. So, if I already know what the
2:48objections are, every time I hand over a
2:49photo, it's with the intent that the
2:51story is going to solve one of the problems
2:53or hopefully one of the objections that
2:55they might have had at the end. So, I'll
2:58hand it over and I'll say, 'You know what?
2:59I had an amazing time shooting this
3:02family. The crazy thing was that the
3:04mom actually didn't think that
3:06they would look good in photos because we
3:07wouldn't be able to capture who they
3:08really were. They didn't want to
3:10get dressed up all fancy because she
3:12said they were just down-to-earth and
3:13they were from Ohio and they didn't want
3:15to make a big fuss of it. So, what I did
3:16was I told them to get in tank tops, and
3:19this is one of her favorite photos and
3:21one of the only portraits that she
3:22actually has with her daughter. So, it was
3:24an amazing time, right?' And I'm letting
3:27them hold it. They'll give it back, and
3:29I'll keep going. And if you have some
3:30sort of unique style or something that
3:32makes your photography special, what I
3:34used to tell people, and this is
3:35absolutely true, was that if you look at
3:37my work, in every photo I try to have the
3:39dad reflect the protector. And
3:42what, in this photo, the mom was
3:45actually worried that the kids would not
3:46behave or they wouldn't get
3:48along well because they're pretty rough,
3:49right? They're tough,
3:50rough-and-tumble kids. But the crazy
3:53thing was they had an amazing
3:55time. She never actually saw them
3:57holding hands at this age. She thought
3:59it'd be impossible to get good photos of
4:01them, but because we had such an amazing
4:03time, afterwards they went out
4:05for ice cream and they had more fun than
4:06they ever thought they could. So, and
4:08again, you see how I'm
4:11solving and answering any of
4:13the objections they might have had of,
4:15hey, 'Are my kids going to behave?'
4:17'Are we going to be able to get moments like'
4:18that?' And I'm doing it by instilling and
4:21showing them with the stories instead of
4:23just telling them.
4:24A lot of times we get in front of them
4:25when we have to, we feel like we have to
4:27justify that
4:28hey, we're very passionate. Kids
4:30are great with me.' But that doesn't say
4:31much. Everyone says that, right? So, what
4:33makes you different? And let's just say
4:34we keep going. One of the amazing
4:36things about this was that the mom and
4:38the daughter, they were actually
4:40going through a little bit of a
4:41tough time because her daughter
4:43was either graduating from high
4:45school, and they're going
4:47through that age, and she didn't think
4:49that she really participate. And
4:51she thought it was actually going to be a
4:52lot of trouble, but the way we actually
4:54interacted and the way I posed people,
4:55it's absolutely extremely natural. And
4:57right after the shot, they were actually
4:59laughing hysterically. It might have been
5:01one of the first times they held hands in
5:02a really long time. And you see right
5:05there, as they're holding the photo,
5:06they're experiencing the experience that
5:08the other people had through it. So, if
5:10they're going through and they're having
5:11any doubts, they're like, 'Well, how these
5:12people are just like me. I want to go
5:14through that.' 'Okay, this is actually one
5:16of my favorite photos. And as you can see,
5:18as I show this, for me, it was
5:20very unique because a lot of
5:22moms don't have many good
5:24photos of the dads. And the way I always
5:26pose the dads is again as a protector.
5:29And again, I could have another story on
5:30this. I could say, 'Location,' right? Like,
5:33'Right behind us, there's a bunch of trash
5:34cans. There's a bunch of people
5:36in a parking lot.
5:37So, you don't have to worry about the
5:38location. Whatever location we go to, I'm
5:40going to make it look absolutely amazing.
5:41And it would have been even better if I
5:43had a behind-the-scenes where I
5:44could show them, 'Actually, this was the
5:46background,' and just have maybe a little
5:47sample of it, put it on the back of this
5:49photo. That way they can see some
5:50contrast. So, you can just get better and
5:52better with this. Now, let's just say you
5:54go through and you do five or six photos.
5:56Well, then you're going to pull out your
5:58price list. And I strongly suggest putting
6:01it on an iPad. That way they can't take
6:04it and they can't leave with it. And then
6:06it's not just about pricing. So, what
6:08you'll do is you'll hand it over and
6:09you'll just say, 'So, these
6:11prints are actually this size, and this
6:13is the price per print, or you can get
6:15the entire box for XXX.' And if you have
6:18other samples, you can pull those out. You
6:19can show them, and you'll just wait.
6:21You'll be silent. They might have a
6:23question or two. They might confirm, 'Okay,
6:24this is this. Got it?' And the key is to
6:27treat everyone as if they can afford you.
6:29And if you do this confidently, you're
6:32going to get a very positive response,
6:33and you're not going to get as many
6:35money objections because you're making
6:37it about
6:37an experience instead of about money.
6:40Because a lot of times what I see is a
6:42lot of people show up for a consult, and
6:43all they do is talk about what kind of
6:45paper they get, how many selections they
6:47get, how beautiful it's going to
6:49look. But they haven't experienced
6:51anything yet. They haven't felt anything
6:52yet. They haven't been photographed yet,
6:54so they're not very heavily invested. So,
6:56by doing this process of going through
6:57six photos, getting them involved
7:00emotionally so that they want that
7:02experience to be part of their family,
7:03showing the prices, and then sandwiching
7:06it in with another six photos. And it
7:09does a few things. It takes the
7:11concentration off of pricing. It's
7:12absolutely transparent because you're
7:14handing it over, you're deeply explaining
7:16it, but you're really putting it in
7:17between a lot of value. So, I hope that
7:20helped. I will link the products
7:23in here. All of these prints are from WHCC,
7:25and the mats are from Finale and A&O.
7:29Fineo. I don't know how to pronounce it.
7:31Hopefully, somebody can tell me in the
7:32comments. So, if you found this valuable,
7:33hopefully, you'll like and subscribe and
7:35share this with somebody that you think
7:36can use this because in-person sales
7:38should not be difficult. And I'd like to
7:40know, are you doing in-person sales
7:42right now? What has your
7:44are you having trouble with? What can you
7:46use help with? And if I get some good
7:47suggestions, then I'll make some more
7:49content on that. If you have any questions,
7:51just feel free to leave them in the
7:52comments, and I will get back to you as
7:53soon as I can. See you guys next time!