bhp sales presentation
DESCRIPTION
Don Dechow Sales Presentation Unlieased Chicago WorkshopTRANSCRIPT
Bev Hollis Photography��The Art of Pet Photography��
Don Dechow
VP Sales and Marketing
The Experience
• Timeless
• Classic
• Stylistic
• Art
Who is this Don guy anyway?
• How did I get here?
• I hate Sales
• I’m passionate about what I’m selling
• I was a client before I started working for BHP
• I truly believe in the Artwork, the products and the value they bring.
• The Power of being Me!
Big Sales Take Time
• Build a relationship
• Creating custom designed Art
• Value
• Personalized Customer Service
• Plant the seed
• Upfront with pricing
This is how BHP does it!
• This is what we have found works for us
• Everyone has their own style and strengths
• Nothing is ever set in stone • Learn from your mistakes and adjust • Treat every client like they spent a
million bucks • The experience, the details and the
unexpected courtesies
Workflow
• Shoot Q • Leads • Questionnaire • Pre shoot Consult • Session • Sneak peek Blog • Client Gallery • Review and ordering session • The Reveal
Shoot Q
• Lead generation
• Timeliness • Responsive • Follow through • Client portal
• Invoicing • Questionnaire • Scheduling session
Leads
• How do you get your leads?
• How do you respond to them
• What form and format
• Three touch points – Auto generated reply
– Phone call
Questionnaire
• Tell us more about your pet
• What is it that you are looking for?
• Specific shots from the gallery that they like
• Special needs
• Session options
• Lead in for pre shoot consult
Everyone likes to hear their name
• Reflective listening • Copy body mannerisms
• Be the guide – Be excited – Be passionate
• Client is looking for expert advise – Even if your not give it to them
• Don’t pre judge – Big Sales come in unexpected packages
Pre shoot consult
• Lets Imagine… • What to ask
• Planning to invest in pre shoot consult
• Get the client excited
• Get to know the personality • Chance to review the process
• Show off the products • Information gathering
Dream a little dream
• Let Client dream about the options • Talk about the end result before we
start • Ask where they picture using the
artwork • What kinds of décor do they have in
their home • What is the favorite thing about your
pet • Value of Customer Service
Our location
• Bev Hollis Photography Studio – Located in Purcellville Va
– Historic landmark circa 1807
– 23 acre farm • Pond
• Creek
• Barn
• Vine yard
• Original Barn and homestead
Farm sessions
• Mini Farm Session – Weekdays vs. Weekends
– Limited set of locations
– 1 hour session
– 25 professionally edited proofs
– Limited product collections
– Session fee only for the artists time
– Minimum purchase requirement
Farm Session
• Signature Farm session – Weekday vs. Weekend – We use the entire 23 acre farm – 2-3 hour session – 45-50 professionally edited proofs – Furniture and artwork – Complete Product availability
• Books • Wall collections • Multi media collections • Digi files • Video
Barn Studio session
• Newly renovated Barn Studio – Weekday vs. weekend – Indoor session using both natural and
self generated light
– Furniture – Backdrops – Better for small dogs and seniors – 20-25 professionally edited proofs – Limited collections and products
Sneak Peek Blog
• Opportunity to show off our session
• Help builds the customer expectations
• Get comments from other clients and photographers – Make sure you comment
• Ultimately giving the customer a peak at how the session went
Client Gallery
• Four weeks after the session
• Professionally edited proofs are posted to the client gallery
• Gallery is up for a 2 week period
• Contact to the customer to to review gallery
• Set up Review and ordering session
Now there is Homework
• Establish date for Review and Ordering session – Email contact
• Give them home work – Must haves – Maybe’s – Not so much
• Wall Collections only available during ordering session
• Ala Carte
Review and ordering session
• Take a moment to brag and compliment on the session • Make this a big part of the Experience • Power of Projection • Pro select
– Wall collections – Calibration – Slide shows with Music
• Assumption sales – Artists selections
• Guide them – Don’t over whelm with selections – Customize to fit budget
Review and ordering session
• Sales room with Collections exhibited – Make them comfortable
• Wine and Cheese
– Welcoming environment • Scented candles and appropriate lighting
– Pump the excitement • Build on the relationship you already have
– They will spend what you tell them to – Do not limit them – Let them think that they are in control – They trust you give them your opinion – Power of suggestion
The Reveal BHP way
• This is it the big ending!
• Make it an experience they will never forget!
• Build the excitement
• Stage the products
• Show off a little.
• Leave them smiling