SIX STEPS TO SOLD

THE ULTIMATE SELLING GUIDE

SIX STEPS TO SOLD WITH COURTNEY MITCHELL

A SIX STEP MARKETING PROCESS FOR PHOTOGRAPHERS + ENTREPRENEURS TO BOOK DREAM CLIENTS

A MESSAGE FROM ME TO YOU Are you tired of not getting inquiries? Are you sick of sending pricing only to get crickets in your inbox? Are you exhausted from client calls or potential inquiries leading to NOTHING??? If you said "YESSSS" to any of these….this is for you!!

Six Steps to Sold is my fool-proof process on how to turn cold inquiries into RAVING clients who are obsessed with your services and YOU. As a photographer, I've found I'm most happiest in my career and serve clients best when they are my ideal clients. I've implemented a few small changes in my business that have led me to so many amazing couples. Couples I would have only ever dreamed to work with.

I sincerely feel that I have made lifelong friends with clients who appreciate me, my time, effort, and energy. If you're ready, let's go...

xo, Courtney © COURTNEY MITCHELL

www.courtneymitchellphoto.com

Step 01 | NON-BUSINESS GREETING. CONNECT WITH YOUR AUDIENCE AND YOU WILL CONNECT WITH YOUR IDEAL CLIENTS. Whether you are connecting on social media, in person, or via your website, connection is what makes you stand out amongst others in your industry. Don't immediately talk business. "Okay, but what do you mean, Court?" I mean, get comfortable first. Find common ground with them – some way to connect. On Instagram, that's showing your face, sharing relatable content, making yourself a human. You have to become friends first before you become best friends, right?

Once you have connected with each other, you're better able and ready to discuss business. On your website, have an inquiry form that is setup as a pre-qualifier. For example. tell me about yourself, asking their budget, why they want to work with you, etc. This will weed out the people who just want a cheap price or don't value your work.

© COURTNEY MITCHELL

Step 02 | THE 3 P's.

When you're trying to bring in a cold lead, you have to figure out their WHY. This might sound harder than it actually is and I'm about to make it super simple.

You need to ask them their "3 P's."

1. Purpose. What is their purpose? Why are they coming to you? Why would they want to work with you? What do you have to offer them? Apply this to your industry or niche, but find their purpose.

2. Permission. This one is super important, because you're putting the ball in their court and it's the number one way not to come across as "salesy."

3. Priority. What's most important to them? What could potentially be a deal breaker in this process later when you try to "sell" them on your services or products?

These 3 simple questions are exactly how you're going to turn this cold lead into a warm lead. Helping them to feel in charge while genuinely showing them you care are the first steps toward your booking your ideal client.

© COURTNEY MITCHELL

Step 03 | PRE-QUALIFYING QUESTIONS. Have you ever thought of client inquiries like a job interview, except, you're the boss? You're looking for ideal clients, right? So, why not ask "pre-qualifying questions," to make sure they're going to be the best fit for you?

When you ask pre-qualifying questions, you're allowing them to sell themselves on YOU! Why try and sell yourself (your services or products), when they could be talking themselves into exactly what you have to offer?

Essentially, we need to ask them 6 Pre-Qualifying Questions, which I call, the "B.A.D.A.S.S. Questions."

The details we need to know from these potential clients are budget, availability, decision maker, ability to buy, shopping, and security. Let's break these down a little bit.

1. Budget - What is their budget? How much are they willing to spend? What can they invest?

2. Availability - When is the event? Are you available for it? When do they need this product by?

3. Decision Maker - Who is it that is making the final decision? Is it multiple people?

4. Ability to Buy - How are they planning on paying? Are they interested in payment plan?

5. Shopping - Are they shopping around? Are they most interested in you?

6. Security - How much would they like to put down for a retainer?

© COURTNEY MITCHELL

Step 04 | OFFER A SOLUTION. Once you have all of the "3 P's" and their pre-qualifying questions answered, you're ready to offer a solution! After all, they're coming to you with a problem. Whether that problem is looking for a photographer, hair stylist, makeup artist, product or service, etc., you are ready to offer a solution...

So, how do you go about doing that?

Let me introduce to you, F.A.S.T. 1. Feature - "It is..." - This is where you mention the item or product you're trying to sell.

2. Advantage - "Which means..." - This is where you share why it solves their problem.

3. Solution - "So that..." - This is where you state the problem they have.

4. Tie Down - "That's what you wanted, isn't it?" - Verify that this is what solves their problem.

An example of this for a wedding photographer, may look like this: "The Deluxe Collection is an 8 hour coverage which means you'll have plenty of time for all of the events you want covered so you're not feeling rushed and everything will be captured beautifully. That's what you wanted, isn't it?"

© COURTNEY MITCHELL

Step 05 | OVERCOME OBJECTIONS. In a perfect world, we'd be able to solve all of our potential client's problems with all of the information listed above and believe it or not, sometimes, that DOES happen and we're ready to close the sale.

However, not everyone will be so ready to throw thousands of dollars at you even if they're SURE you have all the answers to their problems, and THAT IS OKAY. So, what do we do then?

We work to overcome their objections.

Of course I have an acronym for doing this - hopefully your brain works similar to mine!

Let's now learn: A.A.O.O.A. 1. Acknowledge the Objection 2. Ask for Specifics 3. Offer Help 4. Overcome Objection 5. Ask for the Sale Again, for a wedding photographer, this might look like: "It sounds like budget, is a concern for you.

Can you tell me more about what your goal is? If I could help stay within budget, would that be helpful to you? (Insert F.A.S.T. here!) Does that sound good to you?!"

© COURTNEY MITCHELL

Step 06 | CLOSE THE SALE. Alright, we all know THIS is the BEST part. We've done the work, so now, let's CLOSE THE SALE! In closing a sale, you have to be confident that what you have to offer them is exactly what they're looking for. You already know it's going to be of service to them, because you know exactly what they need.

You created a connection. You know their purpose and priority. You asked for permission to help them. You know their answers for the pre-qualifying questions. You offered them the solution. You overcame objections. You ultimately found that YOU are exactly what they're looking for. Right?

So, let's close the sale.

Here are 3 ways to close the sale: 1. Assumption - "I can't wait to work with you on your wedding day!"

2. Alternate - "Would you like the Classic or Deluxe Collection?"

3. Direct - "Sounds perfect! Let me write up the proposal and your date is reserved!"

And just like that, you've closed your sale.

© COURTNEY MITCHELL

AND JUST LIKE THAT...

YOU ACHIEVED SIX STEPS TO SOLD! YOU FREAKING DID IT!!!! Aren't you proud of yourself?!

This process, UNDOUBTEDLY, has changed my business and life.

Gone are the days of staring at a blank reply email, scared out of my mind to hit send and lose another inquiry. Gone are the days of getting crickets after sending my pricing guide.

Six Steps to Sold is my fool-proof process on how to turn cold inquiries into RAVING clients who are obsessed with your services and YOU. I'm so excited for you to implement this strategy in your business and finally book sincere, lifelong friends with couples who appreciate you, your time, effort, and energy.

So, what are you waiting for?!

If you're ready to truly master this marketing process, click the link below! https://www.courtneymitchellphoto.com/startuptoscaledup

xo, Courtney © COURTNEY MITCHELL

www.courtneymitchellphoto.com