98. Increase your revenue with in-person sales with Luci Dumas
Are you a photographer looking to boost your sales skills and handle objections more effectively? Look no further. In this episode, we’ll dive into insights from renowned photographer and sales expert, Lucy Dumas. Over her four-decade career in photography, Lucy has honed her sales techniques to perfection, helping her clients not only cherish their memories but also invest in them. Let’s explore the wisdom she’s shared over her journey.
PPA Master Craftsman Photographer, Luci Dumas has enjoyed a full-time career for 40 years selling wall portraits and albums in person, she is the “baby whisperer” and photographs children, families, and the occasional wedding in San Diego. Her “superpower” is selling 3 to 8 wall portraits and albums to almost every client.
She also coaches photographers through The Profitable Photographer, and loves supporting people to create the business of their dreams, or just want to make a great business even more successful.
Her popular podcast, “The Profitable Photographer with Luci Dumas” is where she shares her own knowledge and has wonderful conversations with highly successful, and brilliant photographers.
The Heart of the Matter: A Passion for Service
Lucy Dumas’s journey begins with a fundamental principle—serving your clients from the heart. It’s not just about capturing moments but also about crafting an unforgettable experience. Lucy emphasizes the importance of understanding that you’re not just selling photographs; you’re offering an emotional connection. Whether you’re a portrait, wedding, or commercial photographer, this core value remains the same: provide a service that speaks to the hearts of your clients.
Creating Desire through Personalized Value
Lucy mentions that clients don’t walk in saying, “I want wall portraits worth thousands of dollars.” Instead, they come in with desires, dreams, and aspirations. As a photographer, it’s your role to guide them through a journey where they discover the value of what you offer. Lucy believes in connecting with her clients on a personal level, learning about their preferences, and crafting a unique experience tailored to their needs.
Overcoming Objections Gracefully
Objections are part of the sales process, and Lucy has a masterful way of handling them. She recommends asking questions before responding to objections. This approach helps uncover the underlying concerns. For instance, if a client asks about purchasing digitals only, Lucy doesn’t outright decline. Instead, she asks why they want digitals, understanding their motivation. She then aligns her response with the client’s needs, whether it’s saving money, sharing with friends, or archiving images.
Lucy also addresses clients’ common objection to purchasing more later due to budget constraints. She provides flexible solutions like payment plans or dividing payments into thirds, ensuring clients get what they want without financial strain.
Another objection she navigates is when clients struggle to decide between photos. Lucy reassures them that they have time to make up their minds and offers exchanges if needed, instilling confidence in their choices.
Learn more about pricing strategy
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The Power of Building Relationships
Lucy emphasizes the significance of building trust and relationships with clients. She likens the process to shopping for a beautiful dress. Clients need guidance, support, and a trusted advisor to help them make the right choices. This personalized approach is vital not only during the sales process but also before it begins. Your website, social media, and marketing materials should reflect your commitment to service and ability to create unforgettable experiences.
Continual Learning and Industry Involvement
For those looking to improve their sales skills, Lucy recommends investing in education and hiring a coach. She highlights the importance of joining photography organizations and attending conventions, which offer opportunities for growth, networking, and sharing experiences with like-minded professionals. Staying engaged in the photography community can lead to personal and professional development.
Creating a Sustainable Business
To build a sustainable photography business, Lucy’s advice is clear: hire a coach. This step can provide you with invaluable insights and guidance, helping you navigate the challenges of entrepreneurship. Additionally, getting involved in local, state, and national photography organizations can open doors to learning, mentorship, and collaboration.
Connect with Lucy Dumas
To learn more from Lucy Dumas and benefit from her expertise, visit her website at Lucy Dumas Coaching. You can also explore her podcast, “The Profitable Photographer Podcast with Lucy Dumas,” available on various platforms.
As a special offer, Lucy is providing eight listeners with an opportunity for a one-on-one “Creating the Business of Your Dreams” session. This deep-dive session will help you clarify your goals and challenges. To schedule your session, reach out to Lucy through her website.
Learn more about product sales
Episode 38
What Luci wants you to know
Selling our photography as finished portraits and albums in person is a gift to our clients, a way to become highly profitable, and become a better photographer. And it is fun and so gratifying.
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Ingvild Kolnes is the host of the Sustainable Photography Podcast, an educator for photographers, and is ready to help you with your photography business.
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This podcast is all about education and inspiration for photographers. A sustainable business is profitable and lasting. Instead of short-term wins you want to make sure you’re doing things that matter. Both to yourself, and to create the business you want. The goal of this podcast is that it will help you build and structure your business around your life, instead of the other way around.
