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Photography Marketing Selling Secret 15 How To Present Prices To Prospects In Your Studio





What if there were an easy way to present your portrait prices to your prospects and clients, in your studio, in person - in such a way that they were more likely to hire you and give you money today?

Well there is.

I call it the "Never Mentioned A Dimension Law."

Here's how it works: Now, we know that the right side of the brain is the emotional side of the brain, and since we know that people invest in photography for EMOTIONAL reasons, then it makes sense that we want to do our best to keep our prospects on the right side of their brain as much as humanly possible.

Well, can you see where this is a challenge, when you're trying to volunteer your prices in the form of numbers? Because numbers are left brain things -and if we mention numbers, she will go into the left brain logical side of her brain - and not make a buying decision today.

So by never mentioning a dimension, you are presenting your prices without actually saying the numbers. This way, the prospect is much more likely to stay on the right side of her brain, and thus much more likely to actually end up investing with you today.

So here's what you do when it comes time to start volunteering the investment for your photographs: You simply point to the largest sized image displayed in your studio, and say "that size is $xxx". Then, you point to the next size down, and say "The next size down is that one, and it's $XX." And so on. You simply start with your largest size, and move down one size at a time but never actually mentioning the dimensions of the images - you just point to them.

Now, what you have done is you have presented your prices in such a way that you mentioned no actual sizes (the numbers). The amazing thing about this procedure is that it keeps the prospect on the right side (emotional side) of her brain.

Can you see that by presenting your prices in this manner, you are accomplishing the presentation of all of your prices for the different sizes without mentioning all of the actual size numbers - which would force her into the left side (logical side) of her brain. The key here, is that you want to keep the prospect on the right side of the brain so that she is more likely to invest with you now. If she " flips" to the left side of her brain she will be much less likely to hire you today, or to make any kind of a favorable decision today.

I learned this a long time ago, through trial and error, and finally figured out that if my fees are presented in this way the results are so much more favorable and the photography business is so much more profitable. All I can say is that I urge you to try this.

The key is to make sure that you have the right sizes displayed on your walls. What I do is I have several 40 x 50 sized images displayed. Then I have a 30 x 40 size, and a 24 x 30 size. The 24 x 30 size is the smallest image displayed in my studio. So you might be wondering how I volunteer the prices of the smaller sizes. What I do is I skip the 20 x 24 size completely - because the back of the chairs around my round table have backs to them that are approximately 16 x 20. So all I do is simply point to the back of one of the empty chairs and say " The next size down is this size, and that size is such and such." Then I hold up my " PR Mega-Booking Packet" (which is approximately 9 x 12) and say, "The next size down is approximately this size, which is such and such." Then I open my "PR Packet" and take out one of the larger sheets (which are 8 1/2 X 11) and say "The next size is approximately this size, and it is such and such." Then I grab one of the next sized down sheets from the PR Packet, which are 5 1/2 X 8 1/2 - and say, "This approximate size is such and such." Then I grab the Model Release Form from the PR Packet, and say, "The next size down is this size, and that size is such and such."

Can you see how this works? This is one of the most amazing things that I have ever discovered in the history of my photography business. I've done a lot of study, research, testing, and experimenting - to arrive at the point I am at now. I have to say, this really works amazingly well!

So, I urge you to try this now. You will be thrilled with the results!

All the best, Charles J. Lewis

PS. I should also mention, that by not actually mentioning the sizes, this subconsciously says to the prospect that the sizes aren't the real issue here - that you're NOT talking about paper sizes here - what's important to you as an artist is that she LOVES the images, and what the images say to her. It's very subtle, but effective!


About Author Charles Lewis :

Why are some photographers getting rich and having all the customers and clients they could ever want, while others are struggling? Charles Lewis has created the *ultimate* guide - "The TOP 33 Photography Marketing Secrets" free E-Course reveals the secrets for getting hundreds of new customers - FAST - regardless of the economy, your town, or whether you work on main street or out of your home studio. Click Here: ==> <a href="http://www.cjlewis.com" target="_blank">http://www.cjlewis.com</a>


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Article Added on Friday, December 24, 2010
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