Sales

[JDub]

Hello fellow photogs!

Quick question. I have been in business since 1996 doing weddings and portraits. Its been wonderful. But, since I am now growing quite nicely, the time has come to hire an outside sales person to sell weddings and portraits.

My question...

What rate do you hire someone for? I seen a lot for straight commission (about 20 bucks a sale, per $100 product, or 20 percent). Just wondering.

Thanks,

[bham]

20 percent seems kinda high to me. Maybe just for new business, but still seems kinda high.

Its an interesting idea. You could just have this person quote prices 20% higher than your normal fee, so that whatever they sell it doesn't really cost you anything.

But how are they going to generate business, cold call people? If the person calls you and wants to meet say for a wedding then this person may already to be ready to use you, so giving the sales person 20% is kinda giving away that money.

An interesting idea. I am curious what benefit you were hoping to get from having a salesperson. Are you limited on time? Not confident in your closing ability? Wanting to give the impression of a big time organization? Want someone out actively soliciting new business.

For someone out they promoting your new business maybe a $/hour & some commission may work as well. Because is someone works 5 hour and no sales then they are likely to give up and quit.

[chuckinsocal]

First, I want to congratulate you on growing to the point where this has become an issue. Good work! It's a good problem to have.

Second, are you thinking about hiring one full time person to go out and hustle up wedding and portrait business? Given any compensation plan, how much would that person have to sell to earn a living? If the person is that good, can you handle the volume?

Please note that I know nothing about the business of wedding and portrait photography, but after many years in sales, I've seen many compensation plans in various industries and have witnessed the issues connected with them. But, I'm still no expert.

Off the top of my head, would it be better to cultivate a number of referral sources, sometimes called "bird dogs", who might each bring you 3-4 gigs a year for, say, a 10% referral fee? This way you'd have dozens of people out working for you none of whom have to rely on you for a living and you don't have to rely on any single one of them to bring in business.

I'm thinking of people who are active in their churches who may get early word on up coming weddings and can refer couples to you. I can't think of specifics, but I'm sure there are people who hang out in places were portrait opportunities arise, or can be created, and they can refer those opportunities to you.

Maybe you're already doing this stuff, and if so, it might be worth some time to call or write these people to remind them that you're still growing your business and you're still looking forward to paying them for their referrals.

Just a few thoughts off the top of my head for what ever they're worth is all.

Chuck Cannova
http://chuckinsocal.SmugMug.com

[chuckinsocal]

Hey Josh,

I just read in another post that your full time day job is in sales so I'm sure you already knew everything I said. Sorry 'bout that.

Chuck Cannova
www.customrideportraits.com