Decisions and Biases
Can You Get Someone To Want To Pay More?
When you go to sell something, there’s a piece of psychology that presents a problem. Most people aren’t even aware that this problem exists. Let alone how to fix it. But now, YOU will. It has to do with the way a client thinks about how much what you sell is worth. Specifically, the point in time that…Read More
How To Get A Stubborn Client Who Disagrees To Listen To You
You can see the train wreck coming from a mile away: “No, I really want the lime green with fuschia and brown dots.” “Nah, I don’t need business insurance. Nothing bad has happened to me so far.” “I’d rather just let my kids dress themselves for the photoshoot” (when you know it won’t turn out…Read More
The Reject And Retreat Sales Technique + How Should You List Your Prices?
A determined knock at your front door interrupts your afternoon. You open it and no one is there. Oh wait. Your gaze drops down two feet and you see a spectacled kid in a soccer uniform. “I’m raising money for A+ Soccer,” he chirps. “Do you want to buy a $5 raffle ticket?” You have…Read More
“Cheap Clients” and The Psychology of Small Purchases
So, after a gorgeous, well-lit, beautifully-styled session, you present your images…and are a bit bewildered by the client’s actual purchases. The client spent hours preparing for the session, but they only buy a handful of 4x6s. Or they opt for the 11×14 when they squealed over the 20×30 during your consultation. Or they decided to…Read More
A Neat Trick For Getting Clients To Follow Rules
My college dining hall was a glorious, all-you-can-eat buffet. Weekend brunches were a particular highlight, when pancakes and quiche and platters of bacon appeared, alongside a row of Belgian waffle makers and a bottomless supply of batter. I was particularly fond of the waffle makers because they created a giant Yale “Y” in the middle…Read More