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

1. 
   

   Stop making your marketing about how much you love what you do—focus on the value you provide to clients.

   
   


2. 
   

   Ask questions first to uncover client pain points, then tailor your pitch to solve their specific problems.

   
   


3. 
   

   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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