How To Sell To People Older Than You

Today’s posts is an open sharing about my current career as a videographer. As you all know, I’ve been doing wedding videos for some time, and I’ve done many video shoots for events and weddings.

And most of the time, I have to deal with clients. My clients are people who are from companies, or whom decide on their personal capacity. My job is a client facing role. I have to meet clients in order to close deals. But the thing is… many people think that I’m inexperienced, or too young for my age. I’m just not good enough because they think I’m young.

Nonetheless, I still managed to get the sales most of the time.

Now, if you’re a new photographer or videographer, or want to do freelancing for the first time, and got this objection, don’t fret! You don’t need to make yourself old, or lie that you’re really old to get the sale. There are effective ways to get around this absurd objection.

Here’s an article I read online about learning how to sell to people who are smarter, wiser, and even twice your age. here’s the link. The article is written by a public speaking coach from Singapore – Benjamin Loh.

I find it to be a very empowering piece. Because the thing is… I started out getting bullied into accepting low prices. I was told I’m young, I just started out, I need to do work for FREE for exposure. The thing is… yes, I did work for FREE, and I did for the first 3 years.

And when I felt that it’s time for me to charge for my work, I’m again told I’m just too inexperienced! How can that be? Or rather, how much more experience do I need, than I can start charging?

I’ve created my own portfolio of videos, on the courtesy of my friends’s events and weddings, who graciously allow me to ‘experiment’ with videography when I started out. All these are really useful videos which I show to my prospective clients.

Now, I do have my own rates, and good clients who pay me a good rate for my work. It’s just that thinking back to the days when I get started, it just hurts me. I wonder how many new photographers or aspiring videographers have to go through that.

Just a quick summary on that article. If you are serious, go read every word in that article and apply it!

1. Do your homework

You have to know who you are selling to. In the article, they talk about corporate c-suite clients. For my job, usually they are wedding couples, or events organizers. They have their own concerns too. So it is good to find out more about their background, their needs, their desire. This make your job a lot easier later on.

2. Respect and Honour their time

This is really important, especially for people who values time – which applies to most clients. When you present your videography works, be short and sweet and straight to the point. Find out what they like, and present your work which best interest them. Don’t have to show all 100 videos you’ve taken before. Set parameters for discussion. And don’t beat around the bush when it comes to pricing too.

3. Don’t be a wuss! 

Wow. I really hope I learned this back when I first started. I was afraid of stating the price upfront. I was going around in circles, telling myself I’m not worth the price, telling myself I should charge lower, if not competitors will steal this job… many many other objections I created myself. You must be confident of your skills, and the results you can deliver. State your price confidently!

ok! If you want more, go read that article a few times.

If you want to learn how to present yourself better, so you’re more confident in selling, so you can charge higher fees (or at least the fees you’re worth), go and follow Benjamin loh’s blog. You can check out his presentation skills training too.