Sell the sizzle, not the steak.
The future of your business depends on your ability, or lack of ability, to effectively motivate qualified prospects to take action.
Once a qualified prospect has taken action by booking a shoot, you then provide a 'shoot experience' that produces images that the client connects to on an emotional level.
Sales success - which is how you make money - requires salesmanship skills.
A key salesmanship skill is being able to sense the degree of emotional attachment a client has for a photograph.
Ideally, we sense that emotional attachment as we are making the photograph(s) and can then make a mental note to include the photo(s) in the proofs we later offer for sale.
Our last chance to 'sell the sizzle' is at the in-person proofing session. Presentation is so very important which is why many retail photographers use calibrated projectors or other big screen devices for proofing in a room specifically set up for that in their studio.