Sales
Sales Script Examples:
Templates
Hey [Name],
I’m currently working with [Competitor Name / another agency in your industry] on their team photos – [they actually mentioned you guys / which got me curious about other companies in the space].
I checked out your website and noticed [the team portraits have dark shadows under the eyes / your people look a bit uncomfortable in the photos / the backgrounds don’t match your professional level / the lighting isn’t consistent / your brand colors aren’t coming through in the images].
I’m helping [Competitor Name / other companies] solve this exact issue with [natural lighting that makes everyone look approachable / backgrounds that show authority / custom color grading that matches brand colors / techniques that make everyone comfortable in front of the camera].
Would you be interested in [seeing some examples / hearing my ideas / grabbing a coffee to discuss] how we could improve this for [Company Name]?
Best,
[Your name]
P.S. If this isn’t your department, could you point me to the right person?
Hi [Name],
I saw [how you know about them/their business and what you think]. (Example: “I found your amazing company on LinkedIn and have been following your updates for the past 3 months. I love what you’re doing, especially your last event!”)
I’m a [your niche] photographer from [your location]. [A reason you’re interested in working with them]. (Examples: “I just saw your recent event photos on LinkedIn and they look amazing.” / “I just visited your website and love your company’s mission!”)
I noticed [a problem you see in their business/event and how you can help]. (Example: “I saw your company is hosting an upcoming event. Many companies like yours (company examples) ask me to take professional photos for such events.”)
I have a lot of ideas to help you with [their problem]. Here’s what I usually do: [your link (mine is https://www.sameyeam.info/events), and here is how I can help – https://www.sameyeam.info/incl]
Just a heads-up: I save dates for the first one who books with a deposit and I can’t hold other requests. So, let’s have a call soon to get you started and secure your date.
Looking forward to working with you,
[Your name]
My phone number is [your number]
Hi, I saw you are also going to [Event].
I will be there as well to take photos & videos of some companies.
I saw on your website [something you found on their website that you had a positive emotion to or an idea came]
I actually have an idea on how to [help them with growing, for example: tell your story on a deeper level using photos or videos, which will make people connect on a deeper level with your business and that also means more sales] I’d be happy to share that idea and maybe also take those photos & videos for you while I’m there if i will still have time.
Here is what I do – https://www.sameyeam.info/events
And what you can get – https://www.sameyeam.info/incl
Would love to share the idea with you because it will make a difference. Would love to hear what you think.
Sam
[Phone Number]
METHOD 1: Cold Walk-In Script (Exact Lines)
1. Enter the Store & Ask for the Decision-Maker
• “Hey there, I’m looking for the owner (or the manager). Are they available for a quick chat?”
If the receptionist asks why:
• “I live just around the corner, I walk by the store everyday and I have a few ideas for them to get more sales”
If their are not here:
“No worries, can I get their contact info? / when is a good time to catch them?”
2. Warm Introduction & Genuine Compliment
• Owner/Manager arrives:
• “Hi, I’m [Name]🤝. I live just around the corner and pass by your store all the time, love how inviting it looks from the outside but I hae a few ideas on how you can make more sales, can I share them with you?”
3. Identify Their Social Media Gap & Create Curiosity
• “I checked your social media, and it’s looking good, but I noticed you’re not using TikTok (or short-form videos/ or other problems) do you have anyone helping you with that?. Right now, TikTok is driving a ton of sales for businesses just like yours. (name competitors & examples)”
4. Tie to a Tangible Benefit (Sales & Visibility)
• “I helped a business like your get [results] and it got more foot traffic and online orders we did [share ideas].”
5. Offer a No-Risk Free Video
• “I can film a quick free video for you, just to show you how it works. We can post it on TikTok and Instagram, see how people respond. If you see results, we can talk about doing more.”
6. Lock in Next Steps Before Leaving
• “When would be a good time for me to come back and film for, I will take 20 minutes? Tuesday or Thursday works best for me, how about you?”
• “Let me grab your contact info so I can send a reminder and share any ideas before we shoot.”
METHOD 2: Interview Approach (Exact Lines)
1. Approach & Introduce Your “Local Business Series”
• “Hey, I run a mini video series where I interview business owners around [City]. Could I do a quick on-camera chat with you about your store and how you’re using social media?”
2. Ask Engaging Questions
• “How do you currently promote your business? Are you on Instagram or TikTok?”
• “Have you noticed any competitors using social media to boost their foot traffic?”
• “What’s your take on how video content can bring in more customers?”
3. Highlight Success Stories & Market Trends
• “A lot of local spots here in [City] are blowing up on TikTok, some see lines out the door after just a few viral videos. People love discovering new places.”
4. Transition to Your Offer
• “I’m a content creator, and I’d love to film a short promo video for you, completely free. You can post it on TikTok or Instagram and see how it performs. If it brings in new customers, maybe we can keep working together.”
5. Book the Follow-Up on the Spot
• “How about we do a quick shoot next week? Any afternoon that’s quieter for you? I only need 20-30 minutes to film. Let me grab your contact info so I can confirm the time.”
6. Bonus Tip: Keep Them Curious
• After the interview, show them a quick example from another local business you helped.
• This gives them a preview of your style and the potential outcome.
Hey [Name],
I really enjoyed working with you guys on [previous project] – especially [how professional your team was / your attention to detail / how smooth everything went].
I was looking through our work together yesterday and checked out your website. I noticed [your team photos have some dark shadows / the portraits don’t match your brand level / the backgrounds look a bit dark / people look uncomfortable in the shots / the lighting isn’t doing your team justice].
Since you mentioned [reputation / trust / professionalism] is important for [Company Name], I have some ideas! I found [this amazing natural light location / a perfect studio setup / a great backdrop that matches your brand] that would [make everyone look more approachable / show how professional you really are / match your company’s actual energy].
Want to [grab a coffee next week / jump on a quick call] to see what I’m thinking?
Best,
[Your name]
Hey [Name],
Congratulations on your engagement! A [Venue] wedding sounds absolutely perfect – actually just shot there last month and discovered some amazing hidden spots most couples miss.
I noticed you’re planning for June – perfect timing actually, and you’re lucky you reached out now. Summer dates are booking up fast (just confirmed 3 weddings this week!).
Listen – June can be quite tricky with the changing weather in Berlin. But here’s the cool part – I’ve developed this whole system for it. We’ll have this gorgeous backup location ready, plus I’ve got these amazing clear umbrellas that make rainy photos look like something out of a fashion magazine.
Also, quick tip about [Venue] – the afternoon light can be pretty intense through those big windows. But after years of shooting weddings, I’ve figured out exactly how to handle it. Your photos will look incredible no matter what time of day.
Another thing most couples don’t realize until later – finding good hair and makeup artists who understand lighting is super tricky. I’ve got this amazing team I work with who know exactly how to make you look natural but amazing in photos. Happy to share their details!
About the budget – weddings can get crazy expensive, right? I actually just helped another couple save €2,000 by connecting them with the right vendors. The wedding industry can be pretty overwhelming (trust me, I got married last year – I totally get it!), but I’d love to share some insider tips I’ve learned.
Happy to share everything you 🙂 we can hop on a quick call here – [link]
Best,
[Your name]
P.S. If you need accommodation recommendations for your guests, I know all the best spots near [Venue] – just ask!
Hi [Name],
I just saw [a reason you like their work, company, or something personal]. (Examples: “I just saw your recent event photos on LinkedIn and they look amazing.” / “I just visited your website and love your company’s mission!”)
Great news, I checked my schedule and I’m available for your event date. I have some exciting ideas we could discuss. Can we have a quick call? My number is [your number].
Here’s what you’ll get by working with me: [your link (mine is https://www.sameyeam.info/incl)].
Just a heads-up: I save dates for the first one who books with a deposit and I can’t hold other requests. So, let’s have a call soon to get you started and secure your date.
Looking forward to working with you,
[Your name]
*(We share prices after showing the value. If they insist or you prefer not to call, share the price or starting price: “The price for [a full day / X hours is..] and here’s what you get for it – [your link].”)*
If you want to send a message to your friends and past clients about a new offer that you have, this is how I would do it.
I would send them a message saying:
“Hey, I’ve been missing you in front of the camera. listen, I had this fun idea. I’m setting up a super cozy Christmas corner in a studio next month. think about hot chocolates, fairy lights, Christmas music and good family vibes.
I just wanted to let you know because those always turn into really great memories. plus because everything is becoming so expensive lately, I wanted to do something more casual and affordable.
no pressure at all. I just thought about you and your family and wanted to share it with my favorite people before I share it with everyone.”
“Just tell me the price” – What to answer?
“My starting price is $2,000. For that price, I’ve saved one client $3,000 on videographers and photographers. And another client made $20,000 worth of business.
But I’m not sure if we can even help each other yet, I’m happy to get on a quick call and share some ideas I might have on getting you results.
Here’s my number 06…”
Principle:
Shift it back to value & results based shopping instead of just looking at the price.
*Note: They probably aren’t your ideal client, People who shop only based on price often l care less about the value & results they get out of it.
Community Post (Whatsapp / FB Groups)
These posts got my students 20+ DMs wanting calls. Those calls turn into sales naturally, talk pain, they beg for your solution.
Example 1:
Hey there ✨
I’m offering a few free 20-minute clarity calls for coaches, healers, and soulful entrepreneurs who feel their outer expression doesn’t yet match their inner wisdom.
If you’ve been doing deep healing work and are ready to translate that into authentic brand growth…
Or if you’re already established but seeking aligned expansion that honors your energy and boundaries…
I’d love to connect.
No pitch, just presence. I’ll listen deeply to where you are, share insights specific to your journey, and offer the exact support you need right now.
With years of experience in the detox and health space, I’ve developed a deep understanding of how the body holds toxicity, both physically and energetically. My approach focuses on simplicity and precision rather than endless cleanse cycles
helping clients move toward true embodiment and sustainable healing.
DM me “clarity” if you’d like to claim one of these spots. Only offering a handful this week.
(Sometimes the most profound shifts come from the simplest conversations.)
Results from this post:
This post got her 15+ DMs from ONE group alone. Those led to 4+ booked calls and 2 new 10-week clients ($1500 payments each).
Her exact texts after posting:
“Omg so many messages coming in… Probably 15 now… Woooooooowwww this is ONE group… another one. Too many to update.”
“I found a holistic healing fb group with 200k people in it and I shared photos of my spine with my post and the post is popping now.”
“Had a couple reallllly aligned messages today. A couple moved me to tears! Scheduling calls with them this week!”
“Booked another call! Thats 4 so far!”
“I have a new 10week client!! Hes sending first payment shortly!!! And have 2 more calls today with ladies who want to book with me as well… Progress!!!”
“He needed a payment plan but wanted to do the coaching so Im doing 3 payments of 1500.”
“I cried after the call too. It was just so aligned. Everything this lady was saying about her situation and how she’s been praying for someone like me and I was like I CAN HELP YOU and I’m honored.”
Example 2:
Hey fam! Your local recovering Hollywood producer here with a Quick question for the coaches, creatives & conscious entrepreneurs:
I’m doing market research on soul-aligned brand growth & authentic expression, and offering a few free 20-min chats in exchange for your insights.
💫 Real convo. I get curious, you get support. I want to know what your next level looks like or what you’d like the most help with.
If you’ve got a big vision but your brand doesn’t match your impact yet, or you’re thriving but want that next-level sauce, DM me. I’ll share simple but profound ways to grow without burnout or ick. Soul-led.
(I’ve worked with huge names like Maroon 5 + led transformational events across LA + online globally, you get my knowledge and my network bc I like connecting my magical peeps together).
Example 3:
Hey everyone, Australian who just moved to China here, been sourcing direct from factories in Mandarin for 5 years.
I’m doing some market research on how ecom brands handle China sourcing, and offering a few free 20-min calls in exchange for your honest experience.
Real conversation. I get curious about your situation, you get a second pair of eyes on what you’re paying and who you’re actually buying from.
If anything about your China supply chain feels off, prices, communication, reliability, quality control, DM me. I’ll tell you straight what I see on the ground here every day.
(I started doing this for my family’s ecom business in Australia. What took them a week to sort out in English, I’d handle in 30 minutes in Mandarin direct with the factory. Now I do it for other brands. You get that for free, and I’m happy to connect you with the right people if I can 🤝)
Hey. Hows it going?
Nice. What do you do?
Interesting. Tell me more about that.
Where you trying to take it next? Like revenue or client goal wise?
Why that number specifically? What actually changes for you if you hit that?
Where you at with that right now? Current revenue or client flow?
How long you been working toward that?
Whats the biggest thing holding you back?
Walk me through it. Where does it break down exactly? Like getting leads or closing them?
You tried anything to fix that? What happened?
Why not just handle it yourself?
Ever scaled something like that before?
What systems you got in place for it? Who set those up?
If nothing changes, what happens down the line? Most people just keep throwing money at generic solutions, $Xk a year wasted on fluff that doesn’t convert.
Why not just keep going as is?
Any other reason this matters right now?
You doing this solo or with a team?
Others on board with pushing for that goal?
Who supports you on the business side?
They know youre looking at options like this?
Why talk to me over others out there?
What made this conversation happen?
How long you been thinking about solving this gap?
What kind of help would get you there? Walk me through what success looks like for you.
Why focus on it now? Space in your schedule?
Okay based on everything you shared, your goal of [echo dream] gets blocked by [echo gap]. Most people fail because they focus on the wrong levers, trying to fix the symptoms instead of the root cause. I actually dealt with that same grind myself until I realized that [insert your authority pivot/result]. Once I flipped the system, I saw [insert specific result/contract value] almost immediately. I have the solution for you.
Week 1 guarantee: If we don’t hit [specific milestone] in the first 7 days? Full refund, no questions.
Remember you mentioned [echo pain]? First thing we do is the gap analysis. We audit your current process on day one. Spot where you’re losing people before they even care, then map exact fixes so they stay hooked. Weve done this with 100+ clients and seen [insert industry-standard result].
Remember you said [echo pain]? Second thing we do is build the core framework. We shift from selling the process to selling the outcome. People buy results, not modules. I guide you to strip the fluff, build trust fast, and turn interest into commitment. [Insert a case study/brand] went from zero engagement to deals closed using this exact playbook.
You also mentioned [echo cost]? Third, we roll out the full implementation and coaching. All the assets, the tracking, and the feedback loops. We track ROI weekly: From stuck at [current] to [goal] steady. Most spend a fortune on things that don’t work, but our clients typically see [insert ROI] in the first quarter.
Day one: Audit call. Week one: First move live. Month one: Real traction and first wins.
Before anything, does this line up with fixing your gaps to that dream goal? What stands out most? Why do you say that?
Great. Next step is we jump on a session tomorrow to nail your first win. You in?
Guides
How to Get Clients from Instagram DMs
Did you know that you can actually get a new follower, who is just “looking around” to like you a lot and want to work with you? here is how:
Goal:
To get followers to like you, warm up to you, and help you research what problems they have, so you can have a better business, get them on a call, and potentially become clients.
we do that by building trust, and genuinely caring about their needs and interests.
Principle:
Focus on messaging new followers who seem like potential clients. Be helpful, friendly, and show genuine interest in their needs, don’t directly try to sell. You have a lot of experience & connections, they might be new to it, so you can help them a lot there.
Why This Works:
– For Photographers: This can convert followers who just wanted to see a bit more from what you do to actually liking you and wanting to work with you or recommend you.
– For Potential Clients: They receive personalized attention, helpful advice, and solutions to their problems, making them feel valued and more likely to hire you.
Step-by-Step Messaging Guide for Photographers
1. Personalized Greeting:
– Start with a warm, personalized message based on their recent activity or profile.
– Examples:
– Hi [Name], saw you just did [specific activity], looks awesome! How did it go for you?
– Hi [Name], congrats on your engagement! How are you feeling about everything?
– Hi [Name], I saw you attended [specific event]. It’s one of my favorites! What did you think of it?
– Hi [Name], your photos from [location/event] are stunning! Did you have a great time?
2. Find out if there is anything you can help with:
– Are you excited about planning your wedding? How’s it going so far?
– Do you also work in the events industry?
– What made you follow my account? Are you planning an event soon?
– How is the search for vendors going? Any challenges?
– Do you have any favorite styles or themes you’re leaning towards?
– Have you found any inspiration for your event that you’re excited about?
– Have you found the perfect venue yet?
3. Offer Solutions and Value:
– Examples:
– I recently discovered this amazing location that sounds like your style. Want to see some photos?
– Finding a good DJ can be tough, but I know a few who have done an excellent job for my clients. Would you like their contact info?
– I’ve worked with some venues and vendors that have been doing amazing events, Want to hear more about them?
– I’ve seen some incredible wedding themes recently. Can I share some ideas with you?
4. Invite Them to a Call:
– Examples:
– Let’s hop on a quick call to see how I can help you with [specific problem]. here is my number [number]
– I’m happy to help you with it. Do you have time for a call this week?
– How do you feel about a quick call to brainstorm some ideas together? I can help make your event perfect.
Conversation Examples:
Example 1: Wedding Planning
Photographer: “Hi Jane, saw you just got engaged, congratulations! How are you feeling about everything?”
Jane: “Thanks! I’m excited but also a bit overwhelmed with all the planning.”
Photographer: “I can imagine! Have you found the perfect venue yet? Any luck with finding good DJs or florists?”
Jane: “Not yet, still looking around. It’s hard to decide.”
Photographer: “I recently discovered this amazing venue that might match your style. Want to see some photos?”
Jane: “Sure, I’d love to!”
Photographer: “Great! Let’s hop on a quick call to discuss more about your wedding plans and how I can help. Here is my number [number].”
Example 2: Event Planning
Photographer: “Hi Mike, saw you attended the Corporate Gala last week, how was it?”
Mike: “It was fantastic! We’re planning a similar event next month.”
Photographer: “That sounds exciting! Do you also work in the events industry?”
Mike: “Yes, I’m in charge of organizing our company’s events.”
Photographer: “Awesome. I’ve got some great experience with some venues & vendors for that kind of events, Would you like some recommendations?”
Mike: “Absolutely, that would be very helpful.”
Photographer: “Perfect. How about a quick call to go over some ideas and see how I can help with your event? Here is my number [number].”
Example 3: Luxury Event Planner
Photographer: “Hi Sarah, your recent charity event photos looked stunning! How did everything turn out?”
Sarah: “Thank you! It went really well, but it was a lot of work.”
Photographer: “I can imagine! Are you planning any other luxury events this year?”
Sarah: “Yes, we have a gala coming up in a few months.”
Photographer: “That’s exciting. I’ve done many events like that and I know some people who could help a lot. I can tell you all about it”
Sarah: “Definitely, I’d love to hear!”
Photographer: “Let’s set up a quick call to discuss how I can help make your next event even more spectacular. When’s good for you?”
Tips for Success
– Be genuine and empathetic. Show that you truly care about their needs and are here to help.
– Stay patient and attentive. Listen to their concerns and provide thoughtful responses.
– Keep it natural. Don’t rush to sell your services; focus on building a relationship first.
*You can also let someone else help with those messages.
Sales Mindset: Most creators look at the world from their own perspective, thinking, “I love making photos, do you need any?” But this mindset is more about them than about what their potential clients actually want.
To get clients, we need to see the world from our potential client’s perspective. We need to understand what they really want and care about. Businesses’ core desires are to make more money, whether that’s through getting more attention, more leads, more clients, more employees, or warmer leads. At the end of the day, they want to make more.
So, how can we help them achieve that? And how can we communicate that our intention is to help them make more money?
Most creators try to sell photos or videos, but we should focus on selling what clients really want: more money.
Instead of saying, “I take photos/videos,” we should say, “I know what content will help you make more money.”
Doing some research before contacting a company changes everything. It can transform the whole communication and how they perceive you, which influences whether they want to work with you or not.
For example, by researching a company and saying, “Hey, I saw your competitors are using these types of photos and videos to get more clients and they are getting great results. However, I noticed they’re missing this and this, and your whole industry might be missing these opportunities too. We could do similar things or come up with unique ideas to help you get more attention, make more money, or increase sales using content.”
Every time I message someone I want to work with, I try to see everything from their perspective. I always think to myself, “Would I hire myself if I received this message with this website and those photos?”
How we get 14 sales calls a day from new followers using Instagram DM Setting
Selling - The New Way
How to gain the most trust, desire & get paid the most.
I’ve learned this from some of the best and richest sales people in the world that the key to success isn’t focusing on yourself or your product like most photographers and businesses do. Instead, we’re zeroing in on the clients, their desires, challenges, and fears. This method not only helps close more sales but creates deeper connections with clients. Let me walk you through how I approach this.
1. The Right Mindset: Confidence and Detachment
- Confidence: Always remind yourself of the value you bring. You’re not just another vendor. You’re playing a key role in making their wedding day or project unforgettable.
- Detachment: Approach every conversation with a calm detachment. Show them you are booked and busy, which adds natural scarcity to the process without feeling like a hard sell.
Use language like: “I’m really excited about your wedding and already have a few ideas, but if you decide not to move forward, that’s totally fine. I get a lot of inquiries and my schedule fills up quickly.”
This gives the couple space to breathe while also creating urgency without pressure.
2. Focus on the Client: The New Way of Selling
- Old Way: Most photographers focus too much on their packages, pricing, and what they offer. This makes the conversation about you, not them.
- New Way: Make the conversation entirely about the client. You’re not just selling photos or videos. You’re selling an experience, peace of mind, and solutions to their challenges. Help them figure out what they truly need, which may include things they didn’t even know they needed.
The more you uncover their desires, the deeper the connection.
3. The Two Islands Framework: Problem Island vs. Desire Island
- Problem Island: This is where you uncover their fears and concerns.
- Ask questions like:
- “What’s your biggest concern about wedding photos?”
- “Have you had any negative experiences with photographers or videographers before?”
- “What would be your worst nightmare when it comes to your wedding photos or video?”
- Example: “I worked with a couple whose previous photographer didn’t guide them at all, which left them feeling stressed and awkward. That’s something I always make sure to avoid.”
- Ask questions like:
- Desire Island: This is where you explore their dreams and ideal scenarios.
- Ask questions like:
- “If everything went perfectly, what would your dream wedding album look like?”
- “Who do you want to impress the most with your wedding photos?”
- “What’s most important to you when you look back on your wedding photos or video in 10 years?”
- Ask questions like:
- Bridge the Gap: You are the bridge between their current fears and their ideal outcome.
- Example: “Based on what you’ve shared, I’ll guide you through every step of the process, making sure you feel comfortable and confident, so the photos reflect the joy of your day.”
4. The Art of Questioning: Listen More, Talk Less
- Top Salespeople Speak 10% of the Time: Studies have shown that the best salespeople let their clients do most of the talking. This helps the clients sell themselves on why they want to work with you. You just need to ask the right questions.
- Ask questions like:
- “What do you want your wedding day to feel like?”
- “When you think about your wedding photos, what moments are most important to capture?”
- “What do you want your guests to remember most about your wedding?”
By listening more and talking less, you gather more useful information that helps you tailor your offer to their needs.
5. Building Value Before You Mention Price
- Don’t reveal prices upfront. Build value first by discussing how you can solve their problems and create a memorable experience.
- Share success stories, focusing on how you’ve handled tricky situations or delivered beyond expectations.
- Example: “I once worked with a couple where it rained the entire day. We were able to adjust on the spot and create some stunning, emotional photos that they loved. No matter what happens, I’m prepared to make sure your day goes smoothly.”
6. The Pitch: Making It Clear and Visual for Them
This is my personal approach to pitching, and it’s all about helping the couple visualize how I’ll meet their needs. Here’s how I like to do it:
- Ask them to grab a pen and paper:
- “Do you have a pen and paper handy? I’d like you to write down steps 1 through 4 with some space in between.”
- Walk them through the process step-by-step:
- Example 1:
- Pre-Wedding Planning: Venue walkthrough, identifying the best spots for photos, and creating a detailed timeline to avoid any surprises.
- Engagement Shoot: This helps build trust and allows the couple to feel comfortable with you before the big day.
- Wedding Day: Capturing every key moment, from getting ready to the final dance. I’ll also coordinate with second shooters and lighting assistants to ensure the best coverage.
- Post-Wedding: I’ll provide preview photos to keep excitement high, and we’ll design the wedding album together. We can also work on thank-you cards, prints, and any other custom designs.
- Example 2 (for a more personalized approach):
- Pre-Wedding Photo Shoot: Plan and execute a pre-wedding session to find your best angles and get to know each other. This way, you’ll be more comfortable on the wedding day.
- Custom Wedding Website & Invitations: I can help you create a beautiful, photo-centric wedding invitation or website (outsourced to a designer, if needed).
- Wedding Day: My team and I will be there with a second shooter and assistants, ensuring everything runs smoothly while capturing every key moment.
- Personalized Viewing Session: After the wedding, we’ll sit down together to go through your photos and create the perfect album.
- Example 1:
- Tailor the pitch to their specific needs: Mention how these steps solve the concerns they’ve expressed. Example: “Remember how you said you were worried about time constraints on the wedding day? With our pre-wedding planning, we’ll ensure everything is organized and there’s no stress.”
7. Handling the Pricing Conversation with Confidence
- After presenting the price, stay silent: Let them process the information without rushing to explain or justify it. This shows confidence in the value you’re providing.
- If they say the price is too high, respond with empathy:
- “I completely understand it’s a big investment, and I never want to put anyone in a difficult financial situation. But aside from the price, on a scale from 0-10, how do you feel about everything else I’ve shared?”
- If they rate it highly, discuss payment options or explain how you can make the investment feel more manageable. If they rate it low, dig deeper into their concerns.
8. Presenting the Deposit and Closing the Sale
- Ask for commitment: “How do you feel about moving forward with everything we’ve discussed?”
- Offer a risk-free deposit: “You can secure the date with a 10% deposit, and I’ll give you a week to think it over. If you change your mind, I’ll refund it, no questions asked.”
- This gives them the security of knowing their date is locked in without feeling pressured to make an immediate decision.
9. Solving More Than Just Photography Problems
It’s important to solve problems beyond just photography. As a photographer or videographer, you can offer more than just your main service. Clients want someone who can help them solve multiple problems related to their big day.
- Ask questions like:
- “What are some other details you’re struggling with for the wedding?”
- “How do you want the entire day to feel, from the moment you wake up to the moment you leave?”
- “Would you like help with things like wedding invitations, websites, or coordinating with other vendors?”
- Outsource if needed: For example, if they need help with a wedding website or custom-designed invites, you can outsource this to a designer but still offer the service as part of your package. This adds even more value to your offering and makes you a one-stop solution.
10. Post-Wedding Process: Keep the Excitement Going
- Send preview photos quickly to maintain excitement. Share how excited you are about the results: “I’m absolutely loving these shots: I can’t wait for you to see the full set.”
- Make it clear from the beginning that final delivery of the photos happens after full payment. This prevents any surprises and keeps the process smooth.
11. Bonus: Sales Script for Wedding Photographers & Videographers
Here’s a full sales script that you can use and adapt based on your style and client type. This script is designed to guide you through the discovery phase, understand the client’s problems and desires, and pitch a customized solution.
1. Ice Breaker:
- “How long have you been following us?”
- “What stood out to you about my work that made you want to reach out today?”
- “How’s the wedding planning going so far? What’s been the most exciting part for you?”
Start with a casual, friendly conversation to build rapport. Use open-ended questions that help them talk about their excitement and what’s important to them.
2. Discovery Phase (Understanding Their Current Situation):
- “What are you most excited about for your wedding day?”
- “What are some key moments you’re excited to capture?”
- “What’s your biggest concern when it comes to photography or video?”
- “Do you have any specific ideas or must-have shots that are important to you?”
- “Have you worked with a photographer or videographer before? How was that experience?”
This phase is all about listening and letting them talk. Your goal is to understand their expectations, any concerns or worries they might have, and their vision for the wedding.
3. Problem Awareness:
- “Has there ever been a situation where your photos or video didn’t turn out how you expected? What happened?”
- “What do you worry might go wrong with your wedding photos or video?”
- “What do you think could ruin the experience for you during the wedding day?”
- “How would you feel if those key moments weren’t captured the way you wanted?”
This step allows you to uncover their fears or previous bad experiences, creating an emotional need for your services. They need to recognize the “Problem Island” they’re currently on.
4. Solution Awareness (Building Desire):
- “If everything went perfectly, what would your wedding album or video look like?”
- “What’s the one moment from the wedding day you’d want to relive over and over again?”
- “Who do you want to impress the most with your photos or video?”
- “What would it mean to you to look back 10 years from now and have these moments captured perfectly?”
Here, you’re guiding them to the “Desire Island.” Help them envision their dream scenario, emotionally connecting them to the idea of working with you.
5. The Pitch: A Customized Solution for Them
Now that you’ve uncovered their fears and desires, it’s time to present your solution in a way that speaks directly to their needs. This is my favorite way of pitching, and it’s designed to make the process clear and easy for the client to visualize.
- Step 1: Pre-Wedding Planning
- “First, we’ll do a venue walkthrough together and discuss the best spots for your photos or video. We’ll also create a timeline for the day so everything runs smoothly, and there’s no stress.”
- Example: “Remember how you mentioned you were worried about running out of time for family portraits? By planning in advance, we’ll ensure every important moment is captured without feeling rushed.”
- Step 2: Engagement Session (Optional)
- “If you’d like, we can do an engagement session. This will help you get comfortable in front of the camera and allows us to find your best angles.”
- Example: “I had a couple who felt really awkward in front of the camera. But after our engagement session, they were completely at ease on the wedding day, and their photos turned out beautifully.”
- Step 3: Wedding Day
- “On the wedding day, I’ll be there from start to finish, capturing every special moment, from getting ready to the final dance. We can also bring a second shooter or videographer if you’d like more coverage.”
- Example: “You mentioned you want every detail captured, including your guests. A second shooter will ensure we capture moments from different angles without missing anything.”
- Step 4: Post-Wedding Process
- “After the wedding, I’ll send you a preview of the best photos so you can relive the excitement. We’ll then work together on designing your wedding album or any prints you’d like.”
- Example: “Remember how you said you wanted to create a stunning album for your parents? We can sit down together to design it exactly the way you want.”
6. Handling the Pricing Conversation with Confidence
Once you’ve built value and connected emotionally, you can move into discussing pricing:
- Present the price confidently and then stay silent. Let them process the information.
- Example: “The investment for everything we’ve discussed starts at $___, depending on how many hours you want covered and whether you’d like additional services like video or a second shooter.”
- If they say it’s too expensive:
- “I understand it’s a significant investment, and I never want you to make a decision that feels uncomfortable. Aside from the price, how do you feel about everything we’ve discussed on a scale of 0 to 10?”
- If they rate it highly, you can discuss options like payment plans or ask what would make the investment feel more comfortable.
7. Asking for Commitment and Closing the Sale
- Ask for commitment: “How do you feel about moving forward with everything we’ve discussed?”
- If they’re ready: “Let’s go ahead and secure your date with a 10% deposit. I’ll give you a week to think it over, and if anything changes, I’m happy to refund the deposit.”
- This removes any pressure but encourages them to commit.
8. Solving More Than Just Photography Problems
One of the most important aspects of selling is to go beyond the photography or videography service itself. By solving additional problems, you become more valuable.
- Ask broader questions:
- “Are there any other parts of your wedding you’re feeling stressed about?”
- “Would you like help designing your wedding invitations or even creating a custom wedding website? I can handle that for you.”
- Outsource where needed: You don’t have to do everything yourself. For example, you can outsource the design of a custom wedding invitation or website. By offering these extra services, you’re helping to solve more problems, which allows you to charge higher prices and build more trust.
9. Post-Wedding Process: Maintaining Excitement
- Send preview photos quickly: After the wedding, send a small selection of edited photos to keep the excitement alive. You can say something like: “I’ve started editing, and I’m so excited about the results! Here’s a sneak peek to relive the day.”
- Final delivery only after full payment: Make it clear from the start that the final delivery of photos or videos will happen after full payment is received. This avoids any misunderstandings later on.
10. Adapting the Script for All Types of Photographers
This guide is flexible and can be used not just for wedding photographers but for all types of photographers and videographers. Whether you’re working with event clients, corporate clients, or families, the framework remains the same: listen deeply, uncover their desires and fears, and position yourself as the solution.
Conclusion: The New Way of Selling for Photographers and Videographers
This guide provides a complete, step-by-step process for building trust, creating desire, and closing more sales as a photographer or videographer. By focusing on your clients’ fears and desires, customizing your offer, and solving more than just their photography or video problems, you become a trusted partner rather than just another vendor.
By mastering these techniques, you’ll not only close more sales but also attract high-quality clients who value your services and are willing to invest in the experience you provide.
Happy Client Journey
To make your clients trust and recommend you, it helps to lead the journey + it helps with building confidence.
*business clients pay me after getting all the photos.
I send this to my clients before the photoshoot: “Hi, I’ve created a short preparation tutorial to get the best out of the photoshoot 🙂
https://www.sameyeam.info/Photoshoot-Preparation
to get referrals: When the emotions are high, you can say “You are so awesome! I want more people like you in my life, who do you know that is as cool as you and also needs a photographer?”