Today I want to talk about Embracing the Dark Side. Just as a disclaimer, Embracing the Dark Side is not a term that I came up with on my own. I am actually borrowing this term from Steven J Harvill’s book, “21 Secrets of Million-Dollar Sellers”. So what does Embracing the Dark Side mean? Simply put, it’s accepting that in your business you are going to get more Nos than Yeses and how you turn a “No” into “Yes”
Here are six tips in turning a NO into a YES.
- Be clear on your brand and with the type of product and/or services you offer. What sets you apart? Your expertise. This will help attract your ideal client.
2. Understanding your clients objections and having an answer or a solution before they even have contact with you. For example, one of the excuses I hear a lot especially from women is that they want to have their pictures taken but they are waiting to loose x amount of pounds first. As a photographer, it’s my job to know how to pose my clients in a way that is going to compliment them and make them feel good about themselves.
3. Educate! One question I get asked a lot is “What should a wear?” I created a “What to Wear Guide” for my clients to help them choose the right wardrobe that is going to flatter them. What colors look best with their skin tones and what patterns complement their body type and what patterns to avoid.
4. Provide Value. A major shift in my business was when I went from a shoot and burn photographer to in-person sales and offering my clients prints. As a photographer, I am very passionate about sharing the value of turning those digital images into beautiful art prints and creating family heirlooms. This is something I talk about all the time and it’s part of my business model.
5. Follow up. When you get an inquiry, make sure you follow up and don’t be afraid to reach out more than once. Research shows that fifty percent of us will only follow up once after the initial inquiry. Twenty-Five percent stop at the second contact. Fifteen percent stop at the third contact. Ten percent stop on the fourth contact.
So for example if a prospective client sends an inquiry to twenty photographers, 10 of the photographers are only going to respond once. Five photographers will follow up twice. Three photographers will follow up three times and only two will follow up four times. Be the one that follows up a fifth time! This increases the chances of you getting hired. Don’t be shy about reaching out. You have to keep in mind that people are busy and don’t always check their emails and text messages. When following up, be respectful, show value, and provide great customer service. Show them that you care and build trust with them.
6. Don’t be afraid to ask for feedback. Let’s face it, not everyone is going to say yes to us. So how can we improve the service or product we are providing? One step I have incorporated into my business model is asking for honest feedback from inquiries that have said no. This helps me scale my business and serve my clients in a better way.
I do have to add, that if this is something you want to add to your workflow, you have to have tough skin. Sometimes you are going to hear things you don’t want to hear but when receiving the feedback with an open mind, we will grow.
I hope you enjoyed reading today’s Tuesday Tea and Tips, “Embracing the Dark Side: Turning a No into a YES”. As always I appreciate any kind of feedback feel free to comment below and don’t forget to check back next Tuesday for more trips.
LYDIA GILLIS PHOTOGRAPHY is Denver based and Destination Seniors and Personal Branding Photographer.
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