Today, I am sharing my solo episode diving into a topic that can always use more info and ideas: handling objections. I shared my thoughts on this a while back, but I’m excited to give you a fresh take.
As Sandra Boynton’s coffee mug says, “Salesmanship begins when the customer says no.” This couldn’t be truer in our field. You can do everything perfectly—attract the ideal clients, have amazing sessions, and plant seeds for future purchases—but an objection can stop you in your tracks.
Objections can arise at any point: initial contact, during a call, in-person consultations, or sales sessions. We need to be prepared with responses that not only satisfy our clients but also encourage them to book us and invest in our products and services.
Here are some common objections you might face and how to handle them:
1. Initial Contact:
“I don’t use the phone. Just email, please.”
“Can I have only digitals?”
“Please send me your pricing.”
2. In-Person Consultations:
Price issues.
Pushback on the in-person sales session.
Time of day, location, clothing preferences.
3. Sales Sessions:
“Can we order later or some now and some later?” It’s important to remember that our goal isn’t just to make a sale because we need it. We believe that what we offer is a blessing to our clients. Always keep your “why” in mind.
Here are three key takeaways for handling objections:
Establish yourself as a Trusted Advisor:
First respond to questions with a clarification questions: When faced with a challenging question, take a breath, ask for clarification, and use the “Feel, Felt, Found” technique.
Stand firm on your policies using this phrase…”These were the prices and policies when you booked me, and they are still my prices and policies.”
Watch on YouTube or listen wherever podcasts are shared as I dive deeper into these points and
share more insights on handling objections effectively! And thanks, as always, for listening, subscribing, and connecting. I heart you big time! Luci
Connect with Photography Business Coach Luci Dumas:
This week on The Profitable Photographer Podcast we are thinkin’ OUTSIDE THE BOX with multi-talented artist and photographer, Carly Sullens. She helps us understand how to use the new tools in the current Creative Renaissance to create digital photographic art limited only by our imaginations.
Carly is an award-winning photographer, artist, digital painter, and educator.
With a master’s degree in art therapy, Carly studied painting, psychology, and art history in both undergraduate and grad school. She added photography to her repertoire several years ago. Eventually, she began to apply her painting training, turning photos into works of art. Her photographs have earned tons of awards, including “Image Excellence.”
Carly combines her painting and photography worlds by exploring how photographs can be deconstructed and transformed into a new reality.
She says, “The idea behind my work and what I teach is to push the artistic potential of photography and compose a new artistic image. Whether that be through digital painting or composite.”
In addition to art for the sake of beauty and exploration, Carly is also a trained art therapist, helping students tap into their own creative genius. “Art and symbolism speak to all of us in unique ways. To be more creative is to learn to sit with imagery, yours, and others and to listen.”
If you’re looking for a way to tap into your creative genius, Carly says:
Go within
Notice the patterns that show up over and over
Explore your emotions
And if you’re interested in taking up photo painting:
Choose the right photograph
Be sure the image has good highlights and shadows
Test your digital brushes
How you paint the pixels is up to your artistry
Focus on fundamental principles like perspective, form, and color
It’s never too late to learn a new skill and add to your artistic portfolio. You never know what potential you’ll tap into.
“Salesmanship begins when the customer says no”…today’s quote from a coffee mug by Sandra Bynton
This solo episode by me, Luci, you know…your hostess with the mostest…is all about how to deal with objections from your clients.
No matter how great you are at photography, marketing, attracting ideal clients, or planting seeds for eventual purchasing, you need to know how to handle those inevitable objections.
How? By having a strategy (and lot of responses in your back pocket) so you will have a great session and order you are really really happy about.
In this episode, I cover the following topics:
How to“Head um off at the pass”. I.E., anticipating and solving potential issues in advance.
The value of becoming the trusted advisor.
What to do first when someone asks a question or makes a comment that sets you back on your heels, or risks the entire success of the project.
How to use the“Feel, Felt, Found” tool that is like magic.
And I offer several responses to common questions like “can we order more later” or “do you sell digitals?”.
Don’t miss this one. It can make all the difference in the world.
And thanks a zillion for listening! Luci
Photography Business Coach Luci Dumas’ Programs and Contact Info:
“If you live life with intention, as if every day is a Saturday, it changes your perspective. It changes what you do, what you say, and how you live your life. Every day can be a Saturday with the right perspective and the right attitude.”
Today, our hostess, Photography Business Coach Luci Dumas sits down with Mitche Graf, a daddy of 3, bestselling author, serial entrepreneur, internationally renowned business speaker, nationally syndicated radio show host, and former All American Track & Field athlete.
The amazing Mitche has been a passionate serial entrepreneur for over 25 years, dangling his toes into the ponds of many intriguing industries along the way. From selling used bicycle parts out of his garage in the seventh grade to running four companies today, he has prided himself on knowing how to squeeze every drop of potential out of his endeavors.
Listen in as Mitche challenges business owners everywhere to find ways to charge more for your services by offering your clients even more value than you already do. In a similar vein, he speaks on the value of investing in your business sooner rather than later. He also offers advice on targeting your marketing toward your ideal client, and why you should never offer discounts.
The latter half of our conversation is all about lifestyle design, which is at the very center of everything Mitche teaches and does. He tells us, as entrepreneurs, to focus on the 5% of the activities that bring 95% of our results.
Key Topics:
What brought Mitche down his current path (3:28)
Overcoming excuses that stop you from investing in your business (7:44)
A big, exciting and maybe a little scary dream to have a successful, profitable and creative photography business doing exactly what you love for wonderful, grateful clients? Or do you want to bring your business to the next level of fun and profit.? If so, then this Podcast is for you.
For over 36 years, I have made a great living as portrait and wedding business, Luci Dumas Fine Photography, with no other source of income. No rich husband or lottery winnings, through the ups and downs of the industry and economy.
Now as a business coach with Insight Training for Photographers, I love love love to support photographers who want to do the same. This podcast is full of practical business info, and insights gained from my years in business, plus interviews with amazing people. My desire is to help you along on your joyful journey to success, however that looks to you.
