Rachel Bourke of www.SalesSPACE.com.au is the founder and head trainer of SalesSPACE. The company mission is to bring the latest scientific research on decision-making and human interaction to business owners. In basic terms, Rachel teaches business owners how to make consistently higher sales to your clients – starting with attracting your perfect prospects – all through the use of language and training.
Language is a really important part of thinking about the people that you are targetting. – Rachel Bourke
Rachel has worked with a range of clients, from large corporates to small businesses, with spectacular results including 100% growth year after year for some of her entrepreneurial clients.
The idea for Rachel and her team is to transform old-school ‘stress inducing’ sales techniques into a sales conversation that is enjoyable, enlightening and compelling for both the seller (you, the photographer) and the client.
On her website, Rachel says they leverage neuroscience to guarantee optimal results. If you have no ideas what that means, neither did I! Listen to the interview and you will have a whole new understanding and appreciation of what goes into a successful sales process. Hint… there's very little luck involved when you know what you're doing with language and triggers.
Here’s some more of what we cover in the interview:
- What is neuroscience and how to leverage it in your photography business?
- How neuroscience will help any photographer when selling to or booking clients
- The importance of being consistent with your message and language – online and offline
- Understanding the human chemical reactions and how to control them during a sales conversation
- How to be positively influential
- How to be 100% targeted by your clients
- How to attract clients… even the ones not like you
- What is ‘paste and lead' and how it works?
- The importance of using the correct language for your target market
- Rachel's advice for pre-qualifying your photography clients
- Keeping your cool and why over-passion can kill your business
- Connect, Affect and Direct – what is it and how does it work?
- The massive importance of letting your clients know that you care for their business
- Why you need to be more cautious when speaking to younger clients
- What are nesting products and how it relates to upselling
- Can you have someone be trained to sell for your photography business?
- What is the 7 Sales System and why it's so effective
- Non-commitment words and examples you need to avoid in a sales conversation
- Why making your sales calls in one day is beneficial for improving your selling skills
- Having a product that is easy to buy and easy to sell is key
- Is booking a free shoot or a free print a good tactic for your photography business?
- Terms and conditions for your free shoot tactics
What’s on Offer for Premium Members
If you’re a premium member, you should have received an email with links to your version of this interview – the full length and more revealing version where you hear the absolute best tips and advice from every guest.
If you’re on the fence about becoming a premium member, join with the $1 trial today and get access to the FULL interviews each week, get access to an amazing back catalogue of interviews and ALL future interviews delivered automatically to your phone or tablet.
You need to understand what makes someone tick first and be who they need you to be. – Rachel Bourke
Plus special member-only interviews.
You'll also receive access to the members-only Secret Facebook Group where you can connect with other Premium Members and interview guests to help, support and motivate you to take ideas you hear in each episode and put them into action. There are also FB live video tutorials, role-play interviews and special live interviews happening in the group.
You will not find more friendly, more motivated, caring and sharing photographers online.
Joining a Mastermind Group (encouraged by Andrew) has been incredibly valuable and fun, I look forward to connecting with my group members every week. Jina Zheng, Premium Member and Melbourne Children photographer.
And that's not all… you get a set of steak knives… I'm kidding!
Seriously though, that's not all. In addition to everything above, you'll get access to and instructions on forming or joining a MasterMind Group with other premium members. These groups are super motivating, make you accountable and build friendships with other pro photographers with similar motives to you – to build a more successful photography business.
What is your big takeaway?
Following this interview, I’d love to know if you're taking anything away from what Rachel shared. Is there something you heard that excited or motivated you to the point where you thought, yeah, I'm going to do that! If so, let me know by leaving your thoughts in the comments below, let me know what your takeaways were, what you plan to implement in your business as a result of what you heard in today's episode.
Your clients need to know you're fun and fabulous but incredibly professional and amazing at what you do. – Rachel Bourke
If you have any questions that I missed, a specific question you’d like to ask Rachel or if you just want to say thanks for coming on the show, feel free to add them in the comments area below.
iTunes Reviews and Shout-outs
Each week I check for any new iTunes reviews and it's always a buzz to receive these… for a couple of reasons.
Firstly, it's confirmation that I'm on the right track with the interviews and that they really are helping you improve your photography business. That's awesome!
Secondly, iTunes is the biggest search engine when it comes to podcasts and it's your reviews and ratings that help other photographers find PhotoBizX. More listeners mean more interviews and ultimately a better show.
If you have left a review in the past, thank you!
If you haven't and you'd like to, head to https://photobizx.com/itunes and you can leave some honest feedback and a rating which will help both me and the show and I'll be sure to thank you on the show and add a link to your website or blog if you let me know the URL of your website and your name.
Alternatively, if you've left a review for PhotoBizX and are looking for more backlinks to help your SEO, leave a review for the new Photography Xperiment Podcast and email me your keywords or keyword phrase and where you'd like me to link to.
Another great way to get a backlink to your site is to send a video testimonial. It doesn't need to be fancy and your phone will be perfect. Click record and tell me how PhotoBizX has made a difference to you and your photography business.
PhotoBizX Episode Reviews – The Biggest PBX Team Project EVER
The episode review project was released and confirmed in the Members Area a few months ago with overwhelming support and the commitment from over 60 listeners.
The plan was for each member to select and review a single episode – I'll take care of the rest.
Anyone who gets involved and helps out will receive a PDF containing ALL the episode reviews.
Unfortunately, not everyone who committed to the project has followed through. At this stage, I have a bunch of episode reviews done but am hoping to get more “in the bag” to make this one of the most valuable assets from the interviews – a guide to easily find the topics you're looking for and having the actionable content available at your fingertips.
If you're a member and still want to get involved, check out the email coming your way this week and follow the instructions to get started.
The instructions are on the Google sheet – click on the tab in the bottom left.
Only pick one episode and add your details to claim it.
You'll see Andrea MacLeod has claimed more than one – ignore those episodes, she has been helping behind the scenes.
Any questions, post below or email me – email@example.com
Any member who contributes will have access to the completed PDF with all reviewed episodes FREE.
Thanks so much to anyone who can help with this BIG project.
Episode #300 is Coming Up! And the focus is YOU!
With episode 300 fast approaching, the plan is to do something different and make the episode about you.
I'd love for you to record one thing you've implemented, taken away, used or shaped to suit you in your business as a result of what you've heard on the podcast. It can be anything!
Record yourself on any app – your phone in a quiet room is perfect.
Email your audio file (.mp3 is easiest) to firstname.lastname@example.org and in the email, let me know your URL and the anchor text you'd like me to use to link to you from that episodes show notes.
With your anchor text, to keep this simple, let's go with your location and the genre of photography you specialise in.
Attach .mp3 file
Anchor Text: Central Coast wedding photographer
Which will become: Central Coast wedding photographer
Any questions, post in the comments below, in the members FB Group or email me directly.
Let's make episode 300 one to remember and all about you and what you've learnt and used from the interviews you've heard.
Links to people, places and things mentioned in this episode:
Contact Rachel, Avalon or Colin for more info at photobizx@salesSPACE.com.au
Get Your Sales Success Kit by Christmas Eve 2018 and pay AUD$297 – SAVE $200!
As photographers, it is all about people choosing you first. – Rachel Bourke
Thanks again for listening and big thanks to Rachel for sharing her thoughts on the complete sales process and how little changes in language, approach and attitude can make the world of difference to our photography businesses.
If your messaging is not congruent across the board, then you lose people because a confused mind says no. – Rachel Bourke
If you have any suggestions, comments or questions about this episode, please be sure to leave them below in the comment section of this post, and if you liked the episode, please share it using the social media buttons you see at the bottom of the post!
That’s it for me this week, hope everything is going well for you in life and business!
Thanks and speak soon