The Sales Pitch

True story,

A camera store salesman was telling me about his frustration since photography forums were created. Customers come into the store looking for a camera and lenses and ask for his advice. He would go through his sales pitch and once he was finished the customer would start in with, well this guy on this forum said this, and another guy on this forum said this and on and on. Every sale was a battle with the customer on who was right, the salesman or the people online.

So he came up with this line. When a customer comes in and starts with the what everybody online was saying and paying no attention to what he says, he tells them to find a photographer that they look up to, and admire the look of their images, find out what kind of equipment they use and buy that.

I thought this was brilliant, let’s say you like the work of Art Wolfe, John Shaw, or Ansel Adams, just find out what equipment they use, buy it and your images will look as good as their images. Problem solved, now you don’t have to worry about what everybody online says or what the camera store salesmen thinks.

So many opinions, but this takes the guess work out of the purchase.

Pretty good response. It amuses me that people would go to the trouble of researching all of that on-line, then go to a local camera shop and argue with the owner. Seems to me that if they do all their research they should just purchase it on-line? People amaze me.

Hey Luke, they go online, read the opinions then go to the camera store to hold and look at a camera their interested in, then they go online and buy. That's why the little camera stores are folding.

Great sales pitch....instead of buying a high end prosumer camera, they go for the $5000 top of the line, expensive glass. It's a win win for the camera store: no arguing and 25k in sales instead of $1800!

"Hey Luke, they go online, read the opinions then go to the camera store to hold and look at a camera their interested in, then they go online and buy. That's why the little camera stores are folding."

+1 Mike, as you are well aware, there are perhaps 2 decent true camera stores left in the Detroit area. Not supporting the "brick and mortar" storefronts has cost jobs, businesses and the personal attention that many of us oldtimers have been accustomed to.

Hey Jeff, yes we lost Adray's camera which had four stores in the area because of the online sales and of course the Costco's and Best Buys etc. didn't help. What's even worst is the people that would buy online and then bring the camera into the store and ask the salesman for help on working the camera functions.

Hey Marylynne, yes very good sales tactic. I have to say that most people in my field workshops have more expensive equipment then I do.

I usually do my research online and then go to a local store to purchase the item. I go in knowing exactly what I want and I'm in and out. I don't enjoy shopping at all!
I sometimes get the feeling that the salesperson feels disappointed because they couldn't recite their sales pitch. It's like I've taken their "joy of selling" from them.

Great story Mike. A great win for the store owner if that works out.

I've tried supporting my local Denver camera stores, but when you start getting into the mid level to pro level gear, local stores just can't compete with places like B&H and Adorama. I tried to buy my last telephoto lens local, but everywhere local was in the $1000 - $1500 above B&H plus tax which I don't have to pay with online purchase. I'd like to support local business, but I'm not going to pay $2000 more just so I feel better inside.

Hey Tom, I do the same thing, I would already know what I wanted when I entered the store.

Hey Brian. One of the local camera stores told me some of the products that B&H were selling for online for was less the their store bought it for wholesale, so I understand how photographers feel on savings online.

It's kinda like the stock photographers that got killed when the royalty free sites poped up. Just like photographers looking for the best deal on equipment so are the advertiser looking for the best deal on images.

Yep, i feel sorry that i can't support the local shops more, but hundreds of $ of savings is just that. The answer, as MIke has alluded to, is for those shops to diversify and adapt. Ive had all my repairs for example done at local shops--and feel much more comfortable doing that then shipping something out. Ive rented equipment online (and gotten good service) and I wish local shops would do more in the way of rentals which would be more convenient than getting things UPS. Also, when im in a shop and get good solid advice, ill often buy something on the spot (and then make sure not to check the online prices so i dont get depressed ) Good advice is still worth quite a bit if it saves you from making a poor buy.

Great start to this thread, Mike! Funny! And how frustrating for a good and knowledgeable salesperson.
I really value the _service_ I get from my local camera store. They've bailed me out even when I'm on a trip and have an equipment failure. The only non-local photography places I work with are those that have specialty or proprietary items; and I find they are really into customer service as well. Maybe I pay somewhat higher prices on some things, but I get what I pay for in terms of not having to hassle with run-arounds, repair service, advice that comes from people who don't know me and aren't interested in my needs or shooting dilemmas, and who will not be accountable when/if there is a problem with something. I've saved a lot of money by doing some online research and then handling equipment and talking things over with the salesperson in the store.

Mike

It is really sad that the small camera stores are closing around the country. My local camera store in Wenatchee closed for good last year. As a art show photographer I constantly have people come in to my booth with cameras around their necks. On one occasion I had a guy come into my booth with a Canon 1DS Mark II. I asked the guy what he thought of his 1DS Mark II and the guy told me "It is an awesome Camera. I just put the dial on P mode and shoot a way. $8,000 dollars well spent.

David

Thanks for comments Catherine and David.

Hey David, being in the art show business myself I see this alot also.

Mike...... I knew someone who bought one of Earnest Hemingway's typewriters....


and... yes I did not help.
JG