by Courtney Tomey

If you’re running a successful wedding photography business, it’s likely you’re conducting in-person sales sessions.  And if you’re anything like me, you probably didn’t anticipate that your love of photography would somehow translate into you needing to be a sales person… the two skills don’t seemingly share much in common and if you don’t have a background in sales it can be really nerve-wracking.  But, there is a silver lining!  Sales don’t have to be scary, and there’s actually one trick that will not only help make you and your clients more comfortable in the sales room, but will lead to even bigger purchases.  We’re talking small talk.

The secret to being an excellent sales person is being able to make your clients feel at ease, and transcend the situation beyond an uncomfortable, high pressure sales situation.  The goal is to make it not feel like a sale at...