Make Money by Focusing on Your Customer
In this episode, Travis Chappell dives into the mindset shifts that separate effective salespeople from those who plead for clients’ attention. With a focus on the photography industry as a case study, he breaks down common mistakes creatives make when marketing their services and shares actionable strategies to connect authentically with clients.
On this episode we talk about:
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The difference between pitching yourself and pleading for validation in business
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How creative entrepreneurs often overemphasize their personal passion in marketing
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Techniques to discover what clients truly want through effective questioning
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Why building trust can sometimes mean turning away business
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Applying sales lessons from photography to any industry
Top 3 Takeaways
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Stop making your marketing about how much you love what you do—focus on the value you provide to clients.
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Ask questions first to uncover client pain points, then tailor your pitch to solve their specific problems.
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Building trust may require walking away from business that isn’t a fit, which can lead to stronger opportunities later.
Notable Quotes
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"At a certain point, it shifts from 'I love what I do' to 'hire me so I’ll feel fulfilled,' and it can easily turn into ‘pick me.’"
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"Your craft speaks for itself—focus your conversations on the client’s experience, not your personal fulfillment."
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"If you can better explain somebody’s problem to them than they can, they’ll automatically assume you have the solution."
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