Friends in photography,

I was in the back area of our studio working away, listening to clients come and go.

We have an endless flow of clients coming through this time of the year all scheduled
to see the images from their sessions.

It’s that time of the year. I used to call it insanity season, we’d get so busy.

Or better said: “Make hay when the sun shines.”

This one lady comes in with her husband. They had had a session outdoors the week prior.
It went well. She was pumped.

As soon as Tina started going through the previews she says…
“Oh my, I’m gonna cry. Do people normally cry?…”

She was looking for permission to get emotional. This was her family.

It’s also been said: “They buy when they cry.”

I always thought this a tad crass, but, it’s true.

This is all part of the reality of selling our photography, making them feel
a powerful emotional connection.

And, I’ll admit, I’ll do whatever I can to bring on the tears.

You don’t bring on this kind of connection by offering a best price, low ball offer…
You know, session and CD with files….in and out.

That type of offer and interaction actually kills emotion. At a deep level
they actually do not respect you.  Getting tears from that is near impossible.

Creating a well known brand, giving them the best experience possible during the consultation, the actual session and the viewing…yea baby. Turn the tap on and make ’em cry.

So they buy.

In the end it’s a win win. How could you ask for anything else?

It’s a sales game baby. Accept it, get used to it, implement it and make some shekels.

Zig Ziglar used to say: “Shy sales people have skinny kids.”

I’d say it this way:

It’s why marketing is so, so important.

Want to know more? I pour my heart out for you.

Yours in photography and success,
Robert Provencher