Bev Hollis Photography��The Art of Pet Photography��

Don Dechow

VP Sales and Marketing

The Experience

•  Timeless

•  Classic

•  Stylistic

•  Art

Who is this Don guy anyway?

•  How did I get here?

•  I hate Sales

•  I’m passionate about what I’m selling

•  I was a client before I started working for BHP

•  I truly believe in the Artwork, the products and the value they bring.

•  The Power of being Me!

Big Sales Take Time

•  Build a relationship

•  Creating custom designed Art

•  Value

•  Personalized Customer Service

•  Plant the seed

•  Upfront with pricing

This is how BHP does it!

•  This is what we have found works for us

•  Everyone has their own style and strengths

•  Nothing is ever set in stone •  Learn from your mistakes and adjust •  Treat every client like they spent a

million bucks •  The experience, the details and the

unexpected courtesies

Workflow

•  Shoot Q •  Leads •  Questionnaire •  Pre shoot Consult •  Session •  Sneak peek Blog •  Client Gallery •  Review and ordering session •  The Reveal

Shoot Q

•  Lead generation

•  Timeliness •  Responsive •  Follow through •  Client portal

•  Invoicing •  Questionnaire •  Scheduling session

Leads

•  How do you get your leads?

•  How do you respond to them

•  What form and format

•  Three touch points – Auto generated reply

– Phone call

– Email

Questionnaire

•  Tell us more about your pet

•  What is it that you are looking for?

•  Specific shots from the gallery that they like

•  Special needs

•  Session options

•  Lead in for pre shoot consult

Everyone likes to hear their name

•  Reflective listening •  Copy body mannerisms

•  Be the guide – Be excited – Be passionate

•  Client is looking for expert advise – Even if your not give it to them

•  Don’t pre judge – Big Sales come in unexpected packages

Pre shoot consult

•  Lets Imagine… •  What to ask

•  Planning to invest in pre shoot consult

•  Get the client excited

•  Get to know the personality •  Chance to review the process

•  Show off the products •  Information gathering

Dream a little dream

•  Let Client dream about the options •  Talk about the end result before we

start •  Ask where they picture using the

artwork •  What kinds of décor do they have in

their home •  What is the favorite thing about your

pet •  Value of Customer Service

Our location

•  Bev Hollis Photography Studio – Located in Purcellville Va

– Historic landmark circa 1807

– 23 acre farm •  Pond

•  Creek

•  Barn

•  Vine yard

•  Original Barn and homestead

Farm sessions

•  Mini Farm Session – Weekdays vs. Weekends

– Limited set of locations

– 1 hour session

– 25 professionally edited proofs

– Limited product collections

– Session fee only for the artists time

– Minimum purchase requirement

Farm Session

•  Signature Farm session – Weekday vs. Weekend – We use the entire 23 acre farm – 2-3 hour session – 45-50 professionally edited proofs – Furniture and artwork – Complete Product availability

•  Books •  Wall collections •  Multi media collections •  Digi files •  Video

Barn Studio session

•  Newly renovated Barn Studio – Weekday vs. weekend –  Indoor session using both natural and

self generated light

– Furniture – Backdrops – Better for small dogs and seniors – 20-25 professionally edited proofs – Limited collections and products

Sneak Peek Blog

•  Opportunity to show off our session

•  Help builds the customer expectations

•  Get comments from other clients and photographers – Make sure you comment

•  Ultimately giving the customer a peak at how the session went

Client Gallery

•  Four weeks after the session

•  Professionally edited proofs are posted to the client gallery

•  Gallery is up for a 2 week period

•  Contact to the customer to to review gallery

•  Set up Review and ordering session

Now there is Homework

•  Establish date for Review and Ordering session – Email contact

•  Give them home work – Must haves – Maybe’s – Not so much

•  Wall Collections only available during ordering session

•  Ala Carte

Review and ordering session

•  Take a moment to brag and compliment on the session •  Make this a big part of the Experience •  Power of Projection •  Pro select

–  Wall collections –  Calibration –  Slide shows with Music

•  Assumption sales –  Artists selections

•  Guide them –  Don’t over whelm with selections –  Customize to fit budget

Review and ordering session

•  Sales room with Collections exhibited –  Make them comfortable

•  Wine and Cheese

–  Welcoming environment •  Scented candles and appropriate lighting

–  Pump the excitement •  Build on the relationship you already have

–  They will spend what you tell them to –  Do not limit them –  Let them think that they are in control –  They trust you give them your opinion –  Power of suggestion

The Reveal BHP way

•  This is it the big ending!

•  Make it an experience they will never forget!

•  Build the excitement

•  Stage the products

•  Show off a little.

•  Leave them smiling