CreativeLive - Pricing and sales for photographers (2014)

In order to make money as a photographer, you have to know how to price, package, and sell your work. In this 3-day course, small business owner and award-winning photographer Julia Kelleher will teach you how to create a strategic sales system - without relying on over-the-top, hard-selling sales techniques. Julia will help you identify new product and sales opportunities, including the importance of in-person and projection sales. You will learn powerful selling techniques by watching Julia conduct an actual sales session live, right before your eyes. Julia will also give you a comprehensive pricing overview - including how to create packages that encourage your customers to spend more purely by adding the right value.
By the end of this course, you will know how to predict your sales averages, forecast growth, and go from thinking about the next single sale to thinking about the next year of sales.

Day 1 Pre-Show
9:00 am - Define Your Why
9:15 am - Why are In-Person Sales Such a Money Maker
10:00 am - Switching from Online to In-Person Sales
10:45 am - Types of Clients
11:00 am - The Psychology of the Buying Mind
11:45 am - The Buying Mind Q & A
1:00 pm - Shoot: Newborn Portraits
1:45 pm - Shoot: Newborn with Parents
2:30 pm - Pre-Consultations: What's The Point
3:00 pm - Pre-Consultations: What Questions to Ask
3:30 pm - Pre-Consultations: The Art of Language
Day 1 Wrap-Up

Day 2 Pre-Show
9:00 am - Overview of the Day
9:15 am - Branding: Define Your Brand
10:00 am - Branding: Products
10:45 am - The Art of Pricing
11:00 am - The Art of Pricing: Breaking Even
11:30 am - The Art of Pricing: Products and Packages
12:45 pm - Projection Sales
1:15 pm - Why Use Sales Room Software
1:45 pm - Sales Quick Review - Q and A
2:30 pm - The Art of Language: Sales Demo
3:15 pm - The Art of Language: Q & A
Day 2 Wrap-Up

Day 3 Pre-Show
9:00 am - Quick Review of Day Two
9:15 am - Policies: What to Include
10:00 am - Policies Q & A
10:45 am - Dealing with Client Objections
11:15 am - Dealing with Diffcult Personalities
12:45 pm - Sales without a Studio
1:30 pm - On Location Sales Q & A
Thanks + Credits
2:15 pm - Business Structure: Implementing
3:00 pm - Purpose: Review Putting into Practice
3:15 pm - Purpose: Top 10 Motivations
Day 3 Wrap-Up