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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 –  Email

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

BHP Sales presentation  
BHP Sales presentation  

Don Dechow Sales Presentation Unlieased Chicago Workshop