This is pretty straight advice. I think I can add something I think will benefit everyone: Building passionate rapport with the prospect. Rapport is a combination of three things I like to call the 3-Is: interest, involvement, and intimacy.
Once you attract the interest of the prospect, you involve them. There are many, many different strategies, such as getting them talking about themselves. Engage with them, have Involvement in the conversation; such as by asking good editorial questions. Intimacy, it's that point where you are beginning to build trust. You are now a friend, you have a professional (no jokes please..) relationship with the client built up. It may take a while to build up, or it may be immediate. It depends on the salesperson. It depends on what you're selling.
it is super important to be genuine.
This is what happens when you do not build the rapport first, you risk encountering opposition and rejection:
memoriesoftomorrow wrote in post #16615548
I won't be leaving.
I say what I see. The OP is new to the forum. In one of their first posts they post an excerpt from their book which is appears they are plugging.
Firstly they say this...
"I spent quite a bit of time putting together this post for the benefit of other photographers"
Which then changes to this...
"I’m currently finishing a book titled Breakthrough Marketing Strategies & Tactics for Photographers. I'm pretty excited as it was just accepted for publication in 51 international stores. The above was an excerpt from the book
Which is a little inconsistent...
I have no issues with people coming on to help others... but when you are pushing your own products (effectively for sale)... which this post was all about (the OP still hasn't responded to that question)... then why be dishonest/subversive about it?
The OP didn't answer Banquetbear's questions other than with this "Consider myself a success? That's like asking do you think you're amazing? Do you?" Which was entirely about avoiding answering the questions put to him.
If you are making a sales plug... at least be upfront and honest about it.
Funnily enough the "call me let's have a chat and keep this offline" line I have seen used in many FB groups when people have been called out in the same way by people pushing their products after dropping a teaser.
I've been called a "Happy salesman" because my goal is to do the above, genuinely get to know people, genuinely build that interest/rapport, and once identifying that interest in my acquiring my work, I then want to help them do that in the most accessible, convenient, and entertaining way for them. Many sales professionals don't take the time. Or they're trained not to. I feel this is flawed. On this flip side the people who sell hard and fast is they rush, either on purpose or not, and skip the rapport building and go right to the rest. Like a template the formula becomes Interest, Benefit, Benefit, Benefit, Call to action (optional Incentive) Sale.
I think it should go more like this: Rapport (3-Is: Interest, Involvement, Intimacy), Benefit, Benefit, Benefit, Call to action, optional incentive, close sale.