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The Psychology Behind the Sale
Mary Fisk-Taylor M.Photog.Cr., CPP, ABI, API
It’s been said that in sports, success is 90% mental, 10% physical. You may not be Lebron James, but the photography sales process is not that different in its success factors. Much of the work is in the pre-planning and development so that the actual selling time results in great profits. In this class, PPA instructor Mary Fisk-Taylor takes you through the psychology of the sale—that all-important 90% you do before you even try to sell your client. For example, you’ll learn the following:
- The importance of branding – You are your brand. Mary walks you through brand creation, how to do it and why it’s critical to the sale in the end.
- Finding the ideal client – Not every client is right for you. Mary discusses how to find the clients that fit your business and how to market to those clients for great sales.
- Creating the right client images – Want to know how to deliver the images your clients want? Mary gives you the steps you need to ensure success…and sales!
Before you’re done, Mary takes you through the art of the sale itself, and how to make it a positive experience. She leaves no stone unturned, taking you from marketing to your studio experience, phone skills to your payment plans, and everything in between.
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Mary Fisk-Taylor has been a member of the Professional Photographers of America since 1999. Along with her business partner, Jamie Hayes, they operate a high-end wedding and portrait business in Richmond, Virginia. Hayes & Fisk the Art of Photography is a home-based studio located on almost one acre of beautiful gardens and they have successfully created one of the most sought after Portrait and Wedding studios in their area.
Mary was named Photographer of the Year in 2007 and has won Best Wedding Album of the Year in Virginia several times. Nationally she has had her albums in the top five. She has won numerous Best in Show awards, Kodak Gallery Awards, Fuji Masterpiece Awards, Loan Collection prints and albums. Mary is also a recipient of the prestigious Virginia Award, which honors photographers for their commitment and dedication to their state association, and the business of professional photography.