In part two of a two-part series, photographer Matt Hodgman shares advanced tactics for improving in-person sales. He advises photographers to track client objections and solutions to address common fears like lack of wall space or only wanting digital files. Hodgman explains using psychology in sales, such as leading with high margin products and positioning yourself as an expert. He recommends preparing for sessions by reviewing images to proactively address concerns. Hodgman and host Sean Brown agree managing emotions is key so photographers should focus on establishing expertise and delivering great client experiences. Hodgman sees curated product groupings and selections becoming more popular for additional sales. He encourages continually refining offerings based on data, not assumptions. Throughout, they emphasize addressing objections and fears, providing exceptional experiences, and enabling clients to fully invest without leaving money on the table.

What You’ll Hear In This Episode:

• Track client objections and solutions to address common fears.
• Use psychology and sales tactics like sequencing high margin products first/last and positioning yourself as the expert to improve sales.
• Prepare for client sessions by reviewing images ahead of time to address concerns proactively.
• Don’t let emotions negatively impact sales.
• Continually refine product offerings based on data, allow clients to fully invest without leaving money on the table, and address fears and objections.

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