Rachel Bourke of ww.salesspace.com.au is the master of selling when it comes to small business and turning enquiries onto bookings. During the interview with Rachel for episode 294, she sold me on attending her 3 day Sales Intensive course in Sydney using her 10 step sales system (without me knowing). It was a big investment but felt right after talking to Rachel.
Interestingly, at the Sales Intensive, I learned exactly what Rachel had done in the way of selling me on the course in the first place. She used the exact strategy she teaches to have me knowing the sales course was the right thing for me. I was blown away by her system of selling which revolves around understanding her prospective client and finding the best solution for them.
If the idea of selling scares you or if you'd like to convert more leads into fantastic bookings, this episode is for you!
In this interview, I asked Rachel to play the part of a portrait photographer and sell me, as a prospective family portrait client, on booking her to photograph my family with confidence and knowing she is the perfect photographer for me. In the role play session, you'll hear Rachel use her 10-step sales system, the very same I learnt at the Sales Intensive.
It turns out, once you learn to sell to a system, selling can be fun!
Armed with a script that's adaptable to you, your business and personality and realising that selling is more about serving your client than pushing what you do, you will never look at sales and selling the same way after hearing Rachel's approach.
WOW… Blown away is the only way to describe how I feel after the Sales Intensive with Rachel and Col.Not only did they reveal a real and doable sales strategy, they helped me develop my very own pitch, sales models and close that feel natural and personal to me and my business.Further to that, I'm leaving the intensive, excited to sell. I never thought I'd say that.Armed with what I've learnt, I can't wait to get to work and put the strategy into action.Lastly, the group involvement, practice sessions and feedback were as valuable as the lessons presented by Rachel and Col. If you can make the face to face learning, do it!Thanks Col and Rachel for opening my eyes to what sales and selling should be. – Andrew Hellmich
This was the testimonial I left at the end of the 3-day intensive in Sydney. If you can make one of these events, do it!
Here’s some more of what we cover in the interview:
- When is the best time to mention sales to your photography clients?
- First impressions happen during your first client contact
- A client's first impressions of you dictates whether they wish to go further on a call and book
- Sales is more than just selling
- How to ensure clients never regret being sold to by you
- What Rachel teaches in her course
- Andrew and Rachel role-play what happens during a Facebook ad phone enquiry
- The importance of setting expectations during phone enquiries
- Ask what clients fear during photo sessions and what they want to achieve
- What qualifying questions to ask during a phone enquiry to guarantee bookings
- Asking the right questions to keep clients interested
- How to lead a conversation that converts enquiries to bookings
- Three key points to having a perfect conversation with your clients
- What is the conversation framework?
- Rebuttal statements when clients mention they have other photographers in mind
- Never allow clients to hang up from the phone without the next meeting booked
- Sales calls should be fun
- Why you need to commit 15-30 mins on a phone call with your ideal clients
- Clients will say NO if they don't feel like they are important
- What is the seamless sales system?
- Rachel's course lets you learn how to sell and help create the language of your business
- Who can join Rachel's sales intensive course?
- How much does the sales incentive cost?
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.
No one ever should be feeling like “Oh my God, I just got sold something!” – 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.
When your heart is so connected to what you do, all you need to know is how to have a really good commercial conversation, like how to make money out of what you wholeheartedly believe in. That is when this way of speaking works perfectly. – 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.
Here are the latest reviews…
This podcast is golden for anyone charging money for their photography
In iTunes by Helsinki wedding photographer, Juho Vee from Finland on March 28, 2019
I'm starting out my photo business on the side of my day job and actually planning to keep it that way. Making money from photography isn't the number one priority for me, but at the same time, I want to do photo shoots that inspire me and not sell myself too cheap.
Having listened to about a dozen episodes of PhotoBizX podcast I'm so much more inspired to develop my business to attract the customers I want and price my services accordingly.
The fortune is in the follow-ups. – Rachel Bourke
In iTunes by Annie C Photo from USA on April 4, 2019
Andrew's podcast provides such valuable information. He knows just what questions to ask his interviewees to elicit thoughtful responses.
Each podcast inspires me to push myself further in business. I learn something new every time I listen.
Thanks, Andrew, for conducting such great interviews with such notable photographers! Your podcast is truly inspiring.
Links to people, places and things mentioned in this episode:
Thanks again for listening and big thanks to Rachel for sharing her thoughts and skills on sales and selling. And for taking on my challenge to play the role of a family portrait photographer to demonstrate the power of her 10 step sales system.
Also, a big thanks to Sydney Personal brand photographer and video producer, Melinda Hird for coming on at short notice to share her experience with Rachel's Sales System and how, as a result, she went from $400-$1200 photography packages to $4000+ branding photography packages. Look out for a future interview with Melinda on personal branding photography business.
No one wants to be salesy. Everyone wants to be a masterful communicator without ever sounding salesy. They want to be masterfully influential without sounding like a salesperson. – 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