It’s not a secret that business owners use psychologic tricks to boost their sales. Whether you’re selling a product, a service, or just an idea, it’s good to have a few of these tricks up your sleeve for a better success. In this video, Nick Kolenda teaches you five sales techniques that will help you sell your service and raise your photography business to a new level.
1.Break the greeting ritual
When you’re greeting someone, the conversation usually flows in a very predictable manner: “How are you doing?” “Good, and you.” “Good, thanks.” Nick suggests to stir things up a bit by throwing in an unexpected and unordinary response. For example, when you’re asked “How are you?” say something like “Splendid and dandy!” This is called the pique technique, and it’s defined like this:
“The pique technique predicts requests for giving are more likely met with compliance when an
unorthodox request amount is used in replace of a traditional request amount.”
Another perk of this approach is that it makes you seem more competent, and your traits will transfer to the product or service you’re offering.
2. Schmooze over a similarity
As Nick points out, research has shown that it’s beneficial to connect on a personal first rather than going straight to talking business. He emphasizes the importance of bonding over similarities: the place of living, for example. Similarities are persuasive, as Nick puts it, as you subconsciously bond with the person.
3. Start with their goals
When you’re trying to sell your services, it’s wrong to just start from there. Instead, start with your client’s needs. They may need only a part of what you’re offering, and focusing only on that will avoid “diluting” their interest in your business. “Don’t portray yourself as a generalist when you could be a specialist.”
In addition, don’t just ask your potential client what their goals are. Rather ask them “What made you interested in my work?” Use their response to focus on the part of your services that’s most relevant for them.
4. Customize your example
In my opinion, this is in a way connected to the previous point, at least if photography or video is what you do. In short, you should make the examples of your work specific and targeted at a certain client. Make it easy for them to imagine what they get if they opt for your services.
5. Avoid unnecessary disclaimers
When presenting your work to a potential client, you should avoid any unnecessary disclaimers, especially if they’re negative. For example, “this won’t be the greatest presentation,” “my English is not perfect,” and such. I used to do this a lot (especially the latter one), and it just takes away from the presentation instead of adding to it.
If you do have a disclaimer, you need a positive statement to benefit from it. Also, our words influence how people see the world. For example, if I start my presentation by saying “my English is not good,” people will focus on that and try to catch my mistakes. And if I just avoid this disclaimer, they will focus on the story that I’m trying to say. I gave some basic examples, but I’m sure you’ll find ways to apply the technique when trying to sell your prints, services, workshops, or whatever you do.
In the video, Nick goes through great examples of a business call and all of the “dos” and “don’ts” of selling your work. So, make sure to watch the video and keep these little tricks in mind the next time you’re on a call with a client.