Learning to sell. Hold this book.

Q: HOW DO YOU GET POTENTIAL CLIENTS TO BE ACTUAL PAYING CLIENTS? WE HAVE A LOT OF PEOPLE INTERESTED IN PHOTOS AND SAY THEY WANT TO DO A SHOOT, BUT WE CAN’T GET COMMITMENTS. THREE WEEKS AGO WE HAD 12 PEOPLE SAY THEY WANTED PICTURES DONE—WE HAVEN’T DONE ANY FOR THOSE PEOPLE.

A: This is where you have to put on your shiny white shoes and your colorful plaid suit and wide brown tie and become a salesman! Step right up, ladies and gentlemen! Look at the deal we have for you today! Big smiles!

Twelve people interested and not one booking tells me that you’re not selling yourself or something. You have your name out there enough to get them in the door, and then they walk in said door, and you look up from your book ...

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