The Family Portrait Telechart
By Charles J. Lewis, M. Photog. Cr. Prospect's Name _______________________ Sales Person __________________________ Today's Date __________________________
Ask a couple of questions from step 1, (placing a check mark in the box to the left of each question you ask.) Then ask a couple of questions from step 2. Then select the best Unique Factor from step 3, based on her answers to the questions you have asked her so far. Then select the best close from step 4. If prospect 'waffles' or says 'no' then use one of the questions from the "Handling Objections And Stalls" section, and then go back and ask a couple more questions from step 1, etc. You probably will need to go through this process 4 or five times before the prospect actually agrees to come in and 'chat' with you. Remember, people invest in photography for EMOTIONAL reasons, not logical reasons, so keep the conversation very emotional and enthusiastic! Remember, people buy from people they LIKE, and people LIKE people who are LIKE THEM, so look for ways you are ALIKE as you are asking her the questions! Remember the "Law of Five" which states that it usually takes FIVE "NO'S" before you will get a "yes!" Keep going! Keep asking questions! Don't quit with the first or second "no!"
If The First Question Is About Your Prices, Ask This Question First: I'll be happy to discuss our fees, but may I ask you a few questions, so I have a good idea of what you are looking for? To Find Out Which Telechart To Use, Ask This Question: Who are you thinking of having photographed?
Pointers: 1. Your tone of voice, enthusiasm, and genuine interest in her is as important as the words you say! 2. The more you talk, the less you sell. The more SHE TALKS, the more you sell! 3. The person who asks the questions is the person in control of the conversation. 4. Do NOT answer the questions for her. Let her think, and answer them herself.
STEP 1: RAPPORT BUILDING, QUALIFICATION & DOMINANT BUYING MOTIVE How many people in your family? Tell me a little about them. What are their names and ages? Have you seen any of our photography? YES NO What's most important to you about your family portrait? Do you know anyone whom we have photographed? Will this be for a special occasion? It this going to be a surprise for anyone? When do you need the photographs? What have you seen? What did you like about the portraits you have seen? How did you happen to call us? How long has it been since you had a nice family portrait created? Were you pleased with it? How long do you feel it will be before you have another fine family portrait created?
copyright - Charles J. Lewis - all right reserved. DISTRIBUTION of this document is ILLEGAL. This document may ONLY be used by the Inner-Circle member who downloaded it and their staff.
our we will give you all your money back. if all things are perceived as equal.
.Charles J.. it says "we love each other and care about each other. Do NOT answer the questions for her. One of the unique things which separates us from all the other photographers in the area is: OUR GUARANTEE. so the prospect can see what separates you from everyone else. "One of the Unique things which separates us from all the other photographers in the area is.all right reserved.that every time you look at it." We want to create for you a portrait that is more than a photograph . Our desire to create for you a PORTRAIT THAT "SPEAKS" TO YOU .IT'S A PRICELESS EMOTIONAL STATEMENT OF YOUR LOVE AND RELATIONSHIPS. or more soft and romantic? How do your husband and your children feel about having these photographs created? Do you have any pets? Would you like them included in the portraits? Have you ever had a family portrait created that you did not like? What did you not like about it? What do you do together. that we might be able to work into the portrait? Have any of your children had any bad experiences with photography? STEP 3: EDUCATION & UNIQUE FACTORS Based on what she has told you so far. We absolutely guarantee that you will be thrilled (not just satisfied) with your family portraits. THE TIME WE SPEND WITH YOU BEFOREHAND. then price becomes a major factor. to plan and coordinate everything.. 4. as a family. Be excited and interested in her! 2." 2. Your TONE OF VOICE is very important! Be friendly! Smile! Enjoy talking with her! 3. and also to keep her emotional. where would you like to have them created? Why are you thinking of having these portraits created at this time? Do you see these photographs as being created indoors or outdoors? Do you see these photographs as being dressy or more casual? Do you see these photographs as sharp and clear. Pointers: 1. Lewis . select the Unique Factor here that you feel will be the most meaningful to her. DISTRIBUTION of this document is ILLEGAL. Our desire to help you and everyone in your family LOOK YOUR VERY BEST in your family portrait. Respond enthusiastically and sincerely to her answers to your questions! Build trust and rapport by the way you respond to her honestly and sincerely. It gives you chills because it's a window into your
copyright . If you could create these photographs anywhere in the world. EMOTION & ENTHUSIASM These questions are designed to help get the prospect excited about working with you. We want to create for you a portrait that is even MORE BEAUTIFUL THAN YOU DREAMED IT WOULD BE. so your portraits are emotionally meaningful to you. Something which brings a tear to your eye or a lump to your throat each time you look at it. Let her think.The Family Portrait Telechart
STEP 2: INTEREST. So always talk about your Unique Factors. Unique Factors are EXTREMELY IMPORTANT! Remember. Pointers: 1. Always begin by saying. This document may ONLY be used by the Inner-Circle member who downloaded it and their staff. and answer them herself.
We are understanding of this. This document may ONLY be used by the Inner-Circle member who downloaded it and their staff. Does that fit within your budget?
copyright . That's what we want to do. No one will THROW THEIR HEART AND SOUL into creating for you beautiful and emotionally meaningful family portraits for you. rather than rushing you through like a factory. and specialize in them. The Volunteer Statement: Before we go any further. because most photographers don't like doing family portraits. anywhere in the state has his (her) wonderful style of beautiful. Family portraits are difficult to do really well. Lewis . as well as being a great photographer. He (she) is so patient and understanding with them. But we love creating them. No one.) (Photographer's name) is great with PETS. Your portrait will be "painted" with the light. We do this so we can take more time and create something really meaningful to you.all right reserved. That's her specialty. Every one of your portraits will be beautifully enhanced so everyone looks fantastic. WE WILL MEET WITH YOU AND YOUR FAMILY BEFORE WE DO ANY PHOTOGRAPHY. let me give you an indication of what you can plan on investing. DISTRIBUTION of this document is ILLEGAL. We really understand that MOST PEOPLE DON'T FEEL COMFORTABLE in front of a camera. Is that okay? Most people in your situation. Our use and care with the light is amazing. TRULY MEANINGFUL FAMILY PORTRAITS. It truly is priceless. We do FEWER SESSIONS than the photographers in the area. emotional portraiture. and have a fun time during the photography. We'll take good care of you. Our SPECIALTY IS CREATING SENSITIVE. and a few smaller ones for gifts. It's really important. WE WILL HELP YOU WITH YOUR CLOTHING DECISIONS. can plan on investing somewhere between $xxx and $xxx and receive a larger one for themselves. We have a full time Creative Director and Portrait Consultant. who is really good at helping you plan everything and prepare for the portrait. and create a truly amazing family portrait for you. and help them look fantastic! (Photographer's name) is fantastic with CHILDREN! He (she) is so patient and kind with them! You will love working with him (her. CONTINUED life and the life of your family. You can only get it here! (Photographer's name) is really wonderful to work with. We work carefully with people every day who feel a little NERVOUS about being in front of a camera. He (she) is really great with families. because it says what words really can not say. because he (she) is so good with children.Charles J. It has put onto paper something that is almost spiritual. This will help us get to know you and to find out exactly what you are looking for and what you want this portrait to be like. so we are really careful to see to it that the light is absolutely perfect in the creation of your family portraits. We have a very TALENTED ARTIST on staff who makes every one of our clients look wonderful. We help them through it all. (Photographer's name) is a fantastic photographer! He (she) is in great demand all over the state to create the unique style of photographic portraiture.The Family Portrait Telechart
STEP 3: EDUCATION & UNIQUE FACTORS. that expresses your feelings toward each other. and aren't very good at it. and work carefully with you to help everyone in the portraits feel good. OUR SPECIALTY IS FINE FAMILY PORTRAITURE.
. The clothing can make up to a 44 pound difference in how you look in your portraits.
If you don't mind me asking. Bringing some photos of everyone will really help. Do not be disappointed if she "waffles" or says "no" the first few times you close. what exactly is it that you are looking for? "I'LL THINK ABOUT THIS. what do you feel he will say when you check with him? "I'm just SHOPPING AROUND right now. No charge and no obligation. they were so thrilled with the results. DISTRIBUTION of this document is ILLEGAL. If she gives you a reason for hesitating. 3. Do you mind if I ask what it is? "That's MORE THAN I WANTED TO SPEND. and call you back.The Family Portrait Telechart
STEP 4: THE CLOSE This is where you ask her to come in and "chat" with you . Simply ask her why she is hesitating. If we could. What you learn will amaze and excite you." RESPONSES: JUST SUPPOSE we could create a family portrait of all of you together that you truly loved." RESPONSE: If you don't mind me asking. If you don't mind me asking. HOW MUCH TOO MUCH are we? How LONG WILL IT BE before you do this again? HOW LONG HAS IT BEEN since your last really nice family portrait? If you were my SISTER. There's no charge and no obligation. use the appropriate response from the next column. Many people have FELT that way when they first spoke with me. I'll call you back if I'm interested. what have you BUDGETED for your photography? HOW IMPORTANT are these photographs to you? Is the price going to be the MAJOR DETERMINING FACTOR as to who does your family portrait? If you don't mind me asking. How do you feel about the things we have talked about here?
copyright . I have next Thursday at 3:00 pm. If you don't mind me asking. But you know what they FOUND? They found that even though the investment was a little more than they originally had wanted to do.Charles J. This document may ONLY be used by the Inner-Circle member who downloaded it and their staff. knowledgeable decision." RESPONSE: No problem. 2.all right reserved. May I ask you a question? I'm sure there's a good reason why you're hesitating. Lewis . I'll have to think about this. Rather than set up a time to do the photographs. you can go home and discuss it with your husband. Remember. I would say what I am about to say to you. Watch your tone of voice! Do not change it in any way when you speak your close. that they were more than happy to invest just a little more! I understand. Come in and chat with us. would you be willing to invest ______ for that photograph? I understand exactly how you FEEL. what exactly is it that you are shopping for? Maybe I can help.for no charge or obligation. How about Thursday at 3:00pm? Could you go through your closets and bring a few ideas you have for what everyone might be wearing? This way. It was everything you ever dreamed of." RESPONSE: I understand. and be able to really make an educated. I also have a special packet of information to give you. RESPONSES TO OBJECTIONS AND STALLS
"I'll have to CHECK WITH MY HUSBAND and I'll call you back. how's that sound? Let's get together and chat about this! It sounds really exciting! That way. if she didn't give you a reason." RESPONSE: I understand. I'll call you back if I'm interested. it may take 4 or 5 closes before she will agree to set up a time. you will be making an educated decision about all of this. too.
. This way. Do you have any relatively recent portraits or snapshots of your children and your husband? Let's set up a time for you to bring the photos by and you and I can chat about everything. One of the benefits of coming in to chat with me first is that I can go over so much information with you. Pointers: 1. Then at least you are making an educated decision. let's just set up a time to get together and chat. "I'm JUST CALLING AROUND right now to get some ideas and prices. I can really help you decide what to wear so you all will look the very best in the portraits.