Then work your way down the list

One you have described in detail what is entailed in your whopper package (which you'd want to call something like your Elite Collection), the bride will want all of the features and she'll have already taken mental ownership of them. As a result, when you drop down to the next collection that doesn't include the image files, or the romantic getaway, or the balloon ride, or albums for the grandparents . . . well, it almost feels like she is giving up something that she already bought. And the...

Power Pricing

There is an intimate relationship between the three different areas of your business that go into what I call the Power Triad marketing, sales, and pricing. They each are interconnected with each other in such a way that it is impossible to attain a high level of success if any one of these three areas is weak. They are all connected at the hip. On that note, I would like to share something that has become very special to me it appears at the bottom of this page. Believe it or not, this poem...

How you spend your time is more important than how you spend your money

The average photographer works 67.5 hours per week, and an average of six days a week in their studio. That is 291 hours per month, and 3494 hours per year. And do you know where that time has come from Our families, our hobbies, our personal lives that time came from our lives The only way we can get that time back is to take control of our businesses instead of letting our businesses control us. I don't expect you to tackle all of these projects right away, but I do expect you to...

The strong will survive and the weak will perish Which will you be

Besides wanting to find out what makes them tick professionally, I wanted to dig deeper and discover who they are as human beings. They all were good sports about it. In fact, the time I spent talking with each of these successful photographers was perhaps the best education I have received in this industry. It motivated and inspired me, and it confirmed in my mind that successful people have many things in common. I know you will enjoy the nuggets of wisdom they have to share with you so let's...

Just because you enjoy your work doesnt mean that you should have to do it for free

So, if the COS accounts for only a small percentage of the actual price of the product, where does the rest of the money go Well, after the COS is subtracted from the selling price, that leaves you with what we call margin contribution or gross profit. That is the amount that is used to pay the overhead (the investment costs and general expenses discussed on page 117-18). Whatever is left over is, of course, your profit. Let's say you have a COS of 30 percent. That will leave you 70 percent of...

This kind of response

No other marketing I've used even comes close to this kind of response. I continue to test Internet marketing, rep marketing, and joint ventures with other businesses, but for fast, immediate sales, direct mail is still king. Yellow pages advertising. I tracked results three years running and found that although the ad produced many inquiries, most were unqualified price shoppers who spent lots of time asking questions but rarely were converted into paying customers. Not only was the actual...

There are timetested responses that can easily turn objections into more bookings

If fact, a good salesperson welcomes those types of objections, because they see them as opportunities to build value in their product. And, as luck would have it, there are time-tested responses that can easily turn objections into more bookings and bigger orders. An Ounce of Prevention. When dealing with objections, prevention is always the best medicine. Most ob Everything about Sarah Petty's production room reflects the fact that she believes in her product a critical factor in being able...