Insurance Sales, The Memory Insurance Kind, with a portrait policy. Yes, professional photographers are really in the memory insurance business. This is “the benefit” you provide your portrait customers. The beautiful portraits are just a physical means to the emotional benefit.
Enjoy, the most powerful and effective word you can use in your portrait discussions. Ask every client where they will enjoy their portraits. They very likely will be a bit puzzled, explain that during their busy day when they have a brief moment to catch their breath and look up and see their family portrait, where would that be? During this simple exercise your potential customer has imagined themselves in the future with the portrait you have not as yet been hired to make.
Sell Emotions, work on peoples pride and satisfy their ego.
Some thoughts to remember and discuss with your customers.
People have been using pictures to preserve memories, today’s important events for tomorrows generations, for thousands of years. (think cave drawings, they lasted)
Photo prints can be held, you can touch them and feel them. In a way it’s like touching the memory. Prints are the method of preserving these moments and allowing you and your children to enjoy your memories for many years.
It seems today’s high school senior is heavily into themselves. Present your services to them in a manner that shows them how photography and prints (just like cave drawings) will take their lives and existence permanently into the future. They are and will be relevant.
Remember, emotions, ego and benefits sell things, Logic and features (maybe a special sale) keep the deal done and allow the customer to save face when explaining their purchase to friends.