More on Value Propositions

In a previous article, I touched briefly on Value Propositions, and talked about how to develop one. I’d like to go into more detail, thanks to Joe Pici.

In review, a value proposition should focus on outcomes, and be result-oriented:

  • talk about outcomes not products and services
  • tie results to critical business issues
  • tie results to personal issues

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Selling for Photographers – Part 2

Preparing for the Sale

The next step is to actually make sure you’re ready for the approach, and the ultimate sale. Do you have business cards ready? Contracts? Your calendar? Nothing turns off a potential customer quicker than an unprepared salesperson. They are trusting you to take their money and deliver a product – and if you seem “off” or flaky in any way, they would prefer to not give you money.

You should develop scripts – for the phone, and for in person. You will stick with these scripts as much as possible. You will refine them over time, yes, but for now you practice them until the words roll smoothly.

“All the world is a stage “¦” – Shakespeare (more…)

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Selling for Photographers – Part 1

If anybody asks you what you do, and you say, “I’m a salesman” (or saleswoman) – is there a teeny, tiny bit of shame, embarrassment, or even shyness that creeps into your voice?

I know that a lot of people have very negative attitudes about selling. The fact of the matter is, nobody gets paid until something gets sold. So, if you’re addicted to getting paid, somebody has to get good at selling. (more…)

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