One of the most important lead ups to a sale is planting seeds right from the first point of contact. If this is done well, you just end up taking the order, not pushing a sale. You can actually set up 80% of the sale before the viewing even happens. It’s simply by pre-conditioning the client with planted seeds that they should expect to buy more than they initially thought. There is a comfort in numbers and normality, so we lead with phrases like these: – “Most clients take advantage of out bulk discounts” – “I’ve shot so many great images, there’s no way you’re going to be able to stick to your package” – “Don’t worry if you end up going over budget, we have several payment options and layby”