Although I’m not going to mention the lead service that a lot of photographers use and get frustrated with, many photographers reading this will know which service I’m referring to. Trust me, I have my frustrating moments with the platform.

The following is a true story that all happened over the last several days:

A lead came in on a recent Sunday for $250-$500. As usual, there wasn’t enough information to give an accurate quote, so I posted my reply to the potential client. Although it is very rare that this lead system has a phone number listed for the potential client, this particular lead had a phone number tied to it. I immediately called and had a conversation with the lady that put in the request.

I quickly learned that there was no way I could do the project for $250-$500. I also learned that she was not the decision maker. She was just the one starting the search for a photographer.

On Monday, I had the call with the decision maker who didn’t have an issue with my quote. The decision maker was looking for quality and experience not the lowest bidder. I happen to have a lot of experience for the particular project need. I played that like a fiddle on the phone call: In other words, I could easily articulate my experience in the area and why I would be a good fit for the project. The project quickly went from $1,200 to a final price of $1,700 on something that was originally listed as $250-$500.

A few days later, I met the lady who was the original contact: I asked her some questions because I like knowing about my competition and how they respond in the same situation. She told me……wait for it…..now hang in there because the big reveal is coming……I WAS THE ONLY ONE OUT OF 5 QUOTES THAT PICKED UP THE PHONE AND CALLED HER. WOW! That’s why the title has 4 out of 5 photographers don’t get it. 4 of my competitors did not pick up the phone and call. Their loss. My gain!

If you are a photographer or anyone that makes their living through closing leads, it’s a good idea to pick up the phone when a phone number is tied to the lead. The project could be larger than you think and you may be the only one actually calling the potential client. I don’t know about you, but I can use an extra project worth $1,700.

The post 4 Out Of 5 Photographers Don’t Get It – Make The Call – It Could Be Worth $1,700 first appeared on .

1) I don’t have an Audible account. Sign up for a FREE 30 Day Trial. I just helped you overcome that objection.

2) I don’t have time to listen to a 5 hour and 18 minute audio program. You can listen to it at 1.5x the speed and still understand what Brian Tracy is saying which cuts it down to about 3 1/2 hours which I did on a Sunday. As for the time, are you ever in your automobile alone and can listen to an audio while driving? Are you ever sitting around at home wasting time watching useless TV? Would you be willing to get up 30 minutes early for 7 days in a row to listen to a program 30 minutes a day until you compete it?

3) I don’t have $30 to spend on an audio program. Well, it’s FREE with your 30 Day Free Trial. You get TWO credits when you sign up. One could be used for this program and another credit for something else. So what are you waiting for?

Two Things To Seriously Think About:

1) If you are a self employed photographer, you are a sales person. Bottom Line! End of Story! You have to sell, sell, sell. If you don’t like to sell, stop being self employed and get a job working for a paycheck.

2) Audible is $14.95 per month after the 30 day trial. It is part of Amazon. For that $14.95 per month, you will get ONE credit to use toward an audio book each month. FYI, I recommend choosing one that is more than $14.95 because the credit is good for other audio books like “The Psychology of Selling: The Art of Closing Sales By Brian Tracy” that will cost you $30 or more. If you want to buy audiobooks, there are plenty that are under $5. I’m hooked on Audible and plan to use it to get audio books that will help make a difference in my photography business. What will you do to help your photography business?

The post Increase Your Photography Sales: The Psychology of Selling: The Art of Closing Sales By Brian Tracy first appeared on .