Steve Saporito Education

This segment, we're going to talk about one of your fears, which is that you don't want to come across as a sleazy salesperson. It's a big fear. Yes, huge. So as long as you're not sleazy, you're okay. I think any type of any like, for me, personally, I'm really sensitive to being to feeling like I'm somebody's trying to sell something to me. Yeah. That disingen with interaction, where they're just trying to come get my money. So that's just a huge concern. We don't want to ever hav...

This is our first impression for our clients. Okay, so this is really important. The one thing that you need to be conscious of and the one thing that I faced when I turned up with the Uber was, shit, am I in the right place? Okay, so having something that lets people know it's okay. I was freaking out, ringing the doorbell, thinking, Have I got the right house? I checked the address four times, and still I was, like, hoping, okay, so whether you have, like, a little sandwich body type t...

For this next segment, I want to talk about artwork and how to build artwork and and how to create artwork that is going to inspire people to buy and also inspire referrals. Okay, so when a client coming to you for a wedding, what are they coming here for? So they book you for a wedding. What predominantly? What sort of product are they? They they're coming to buy predominantly. What's their focus? We've done album consultations, so one of the biggest complaints I hear from photogra...

You. Okay, so I want to talk about getting referrals. Okay. So there are three ways to grow a business. Okay? Do you know those three ways? Get more clients, which is what photographers believe is the only way we can grow our business. Shoot more. Shoot more. Find more clients. New clients. New clients, yeah. Second way is getting your clients to use you more often. And that's why you need to start to become because finding clients is hard work. Finding awesome clients is even harde...

Okay, so we now want to talk about where are you going to put me? So you've offered me a drink, I've come in and you've opened the room up so I can see the product comfortably. Usually I'd love for you to refer to something that you believe they're going to want or they've mentioned during all of the discovery calls they may want. So you said look, this is what we were talking about, how you said you wanted this for your lounge room. There it is. Okay, now it's time for me to sit down. H...

Okay. So the next thing I want to cover is you've greeted them. Now it's sort of time to build the rapport. All right? So building rapport is all about mirror matching their body language. Okay? So say you've got the Ultra Eagle, so the lawyer who is coming in ready for a combat. Okay? Okay. Right. They'll tend to walk in like this, all right? So what you need to do is match him exactly what you just did and then drop your arms. Okay. Match him and then drop your arms. And what will happ...

Okay. So right now, what we're going to do is pretend that I'm going to be a client. Okay? And this is the meet and greet. How do you how do you sit them? Where do you put where where would you put them? Because I need to know sort of what's happening. So I'm walking in the door. So I've just so usually when we come in, walk in the door. We come in. We're always we hug. How's it going? Hey, how you going? Right? Yeah. Oh, yeah. Just throw one at me. So usually it's, come on in, make...

So what I want to take you through is to work out where the orientation of the room should be in order to maximize this space from a sales point of view. Okay? So what I've learned over the years is that projection is way better and results in a much more confident client. Clients feel much more confident when you're showing them their photographs or artwork to size. Okay. They're not great at visualizing stuff. So if you can project usually the studios that I've switched from an LCD scr...

Hi, I'm here in Portland, Oregon, and I'm at Wayfair studios, and these are my hosts for the day, and we're going to be looking at their studio, which is a I can't say it garage. Garage. A garage transformation. We would say garage transformation. Go for it. Tell me a little bit about yourselves. Eyes. Okay. I'm Isaac Marshall, and my wife and I, we shoot together. And behind the scenes, I tend to handle a lot of the financial stuff and things like that. Cool, you do the boring stuf...

If you took out all of the spaces horizontally and you just shove those together, there's a lot of expos where it's just like one long rectangle of. So it's like this? Yeah. No, so you have, like, twos like they're back to back. So if you took out the middle rows that let you cross over them, they would just be shoved together. Like you would just shove together. So it's like one long aisle, but. Not road idea, what you're saying. Oh, there's no gaps. There's no gaps. Just one stree...