Upon entering a Soma store, you are most likely going to be looking for something intimate in nature. It would be best if those intimate apparel bits fit, right?
A Soma store rep will gently approach and offer to measure you for bras — even slip a tape measure around your hips to confirm your underwear (er, panty) size.
Taking measurements establishes a.) trust and b.) commitment. If you’ve bothered to get measured, you’re serious about buying.
Likewise, if your clients have commissioned a portrait session, they’re serious about buying.
Since you can’t throw a tape measure around their bust and point them to a little lace push-up number, these questions can help to start a dialogue:
Did you hire me to create a specific product? Tell me about it.
Picture yourself one year from this session. What do you have in your home? How are you using it?
Do you tend to prefer albums or wall prints when you see them in other people’s homes?
Do you like bigger prints or smaller prints better? Why?
Sharing a vision for what you’re trying to achieve — and making sure the vision fits — is key to selling more of anything on earth.
In this case, portraits. If you’d like to learn more of my sales tips and tricks, I encourage you to download the free Sales Without Shame sampler.
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