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Sam and Steve Vaughan of samandstevephotography.com know the importance of selling in their wedding photography business. Not only the importance of selling product, but selling themselves, what they do and what makes them unique. Coming from a background as a sales consultant has meant this husband and wife team have hit the ground running with their business.
In this interview, Sam and Steve share why selling doesn't need to be sleazy, feel dirty and how it can draw your perfect clients to you and what you do. Listen in to learn how to close sales, know your ratios and knowing when to walk away. We also take a close look at how to get interest and win bookings at wedding fairs or expos and how they're successfully networking with local wedding suppliers.
If you've ever wondered how to feel good and comfortable while selling yourself and what you do in your photography business, you'll love this interview.
Here’s some of what we cover in this interview:
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What is your big takeaway?
Following this interview, I’d love to know if you're taking anything away from what Sam and Steve 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 todays episode.
The key part of selling is listening and listening to what the client is saying to you – Steve Vaughan
If you have any questions that I missed, a specific question you’d like to ask Sam and Steve 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!
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Here's the most recent review:
A weekly dose of photography business inspiration, humour and tactics.
In iTunes by Dublin wedding and portrait photographer Éadaoin of Firechild Photography in Ireland on May 23, 2017
I've been listening to PhotoBizX for over two years and cannot recommend it highly enough. It does exactly what it says on the tin, and then some.
Andrew is a skilled interviewer and asks some fantastic questions. I love when he doesn't quite get the answer to the question he asks – he pursues his point until he's sure that he and the listeners will be satisfied! (I always give you a mental high five when you do Andrew!)
Andrew's honest passion for what he does, and for the listeners, shines through on every episode – as does his humility and constant striving to do more and be better, something that resonates with most of us I'm sure.
I've come into contact with photographers and resources through the PBX podcast that I may never have heard of otherwise – and who each bring something unique, interesting and always actionable. (If only I would do *all the things*…)
For the Premium members, the Facebook group that comes with the subscriptions is one of only two groups that I engage with /read regularly. It's got a really solid community vibe full of photographers at all stages in their businesses and is a great resource for everyone. No judgement or trolling, only the good stuff.
A photo is not a photo unless it’s printed – Steve Vaughan
Links to people, places and things mentioned in this episode:
Episode 057: Kevin Mullins – How To Make Your Website Work for Your Photography Business
Episode 122: Kevin Mullins – Talking Photography Technique and Wedding Business
Thank you!
Thanks again for listening and thanks to Sam and Steve for coming on and sharing so much about their business, ideas, strategies and how they've built a successful photography business in such a competitive market.
I think you need to actually putting across your passion for what you do in the conversation – Sam Vaughan
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
Andrew
Thanks for sharing Andrew! Happy to answer any questions here, in the Facebook group or of course just send us an email.
Totally agree that good selling is all about building rapport through asking questions and providing relevant solutions and services to meet the needs that their answers reveal. I’ve actually been told by clients that I was the only photographer that actually asked about their wedding, the rest just got their price list and products out. One thing I do to close the sale is to start by saying “So how do you feel about everything we’ve talked about so far?” Assuming it’s all positive I then say “That’s fantastic, you’re a lovely couple and your wedding sounds exactly the kind of wedding I really enjoy photographing, so to reserve the date it’s £x and then I obviously won’t speak with any other couples about your date. I can take cards if you’d like to secure it as you date is a popular date (I only say that if it is a popular date)” I even say things like “It’s really down to whether you’re really keen on everything we’ve talked about because ultimately I’m certain I’ll be photographing a wedding on that date, it’s just I really like the sound of yours.” I was taught that’s called take away selling where you’re making it clear you’re really busy and not desperate so you’re almost saying. People want what they can’t have so if people feel they can book you any time they’re less motivated and actually turned off. It works really well for family portraits where I NEVER say things like “Well I’m free any time on Thursday or Friday. I always want to sound busy and not desperate – although still enthusiastic about working with them. Blimey – I hadn’t intended to write all that! Sorry, and thanks!!
Great to read your comments and more abut your approach Dan! It sounds like a lot of the way you talk to your clients is how you write and blog on your website – answering questions couples may have, being helpful etc.
LOVE your close and the idea of “take away” selling,
Thanks!
Yes, not being too eager is must Dan. Like the alternative close as well. Thanks for the comment.