Out of 10 brides you meet with how many do you typically book?
We have not been doing well with our bookings lately and I am wanting to change up our sales strategy. We always try to meet with the bride and groom directly but our sales approach is just has not been working. I was just curious how everyone else was doing.
We go through phases where we book everyone we meet with for months at a time, and then we'll have 3 in a row that don't book. I've found that those that I know are meeting with several (3+ photographers) and happen to meet with me first, don't usually book me. I guess in those cases I don't leave a lasting impression.
We seem to have the same issue of not leaving a lasting impression. The brides that come to us love our work and usually meet with us first but are meeting with several photographers. We are definitely not the cheapest game in town and I think it ends up coming down to price.
I guess I have so step up the sales game for the first meeting.
I can tell you some of our screw-ups... I think I've figured out a few:
1. Not prequalifying the brides. I actually drove 15 miles and waited 15 minutes for then spent a half hour chatting with a bride who loved my work but was looking to spend in the $750 to $1000 that "THE PROS" charge.
2. I'm pretty confident that I lost some leads that may have turned into potential clients due to insisting on a meeting.
The new process is as follows:
1. I give them a price range in my email reply. Hopefully that will tell THE PROS brides to call THE PROS
2. I don't ask for a meeting during my reply, but a phone call. I reason that yeah everyone's busy for meetings so asking for a meeting before talking specifics might be an annoyance for some otherwise good leads ... but really if you won't even make the time for a call then I'm really one of 50 people you want quotes from to pick the lowest... have a wonderful day.
3. If the phone call goes well, THEN we'll either book or schedule a meeting.
I suspect the result will be fewer meetings but a higher booking rate.
I can tell you some of our screw-ups... I think I've figured out a few:
1. Not prequalifying the brides. I actually drove 15 miles and waited 15 minutes for then spent a half hour chatting with a bride who loved my work but was looking to spend in the $750 to $1000 that "THE PROS" charge.
2. I'm pretty confident that I lost some leads that may have turned into potential clients due to insisting on a meeting.
The new process is as follows:
1. I give them a price range in my email reply. Hopefully that will tell THE PROS brides to call THE PROS
2. I don't ask for a meeting during my reply, but a phone call. I reason that yeah everyone's busy for meetings so asking for a meeting before talking specifics might be an annoyance for some otherwise good leads ... but really if you won't even make the time for a call then I'm really one of 50 people you want quotes from to pick the lowest... have a wonderful day.
3. If the phone call goes well, THEN we'll either book or schedule a meeting.
I suspect the result will be fewer meetings but a higher booking rate.
We send an email with some info and price range, along with the average wedding booked.
We then follow up with a phone call which we usually schedule a meeting. We were hoping this would help eliminate the low price shoppers. We usually have great meetings but don't seem to close the deal at the meeting. Maybe we smell bad or something. I really need to work on my closing I guess.
Inku Yo wrote:
How did they come up with 75%? Price isn't always the determining factor.
I've read the same thing....
Inku... I think you're missing the issue. Ultimately, getting booked is the end goal. if they book, they like you and think you are worth the price. If they don't book that means they don't view you as being worth your price.
So.. the theory is that if 100% of the couples you meet with, book you... then you are pricing yourself too low. For example, i could set my price at $1000 and reasonably expect that I'd book every single meeting I had because I'm worth more than that and every couple would perceive that they are getting a deal.
on the flipside.... if you are only booking 50% of your meetings, that means that half of the people don't think you;re worth the price your charging and you may be a bit too high. is this proven fact? NO.
RichardLavigne wrote:
I've read the same thing....
Inku... I think you're missing the issue. Ultimately, getting booked is the end goal. if they book, they like you and think you are worth the price. If they don't book that means they don't view you as being worth your price.
So.. the theory is that if 100% of the couples you meet with, book you... then you are pricing yourself too low. For example, i could set my price at $1000 and reasonably expect that I'd book every single meeting I had because I'm worth more than that and every couple would perceive that they are getting a deal.
on the flipside.... if you are only booking 50% of your meetings, that means that half of the people don't think you;re worth the price your charging and you may be a bit too high. is this proven fact? NO.
Oh, no, I understand that, but I'm questioning why 75% is the magic number? That would lean toward you being under-priced for the value you provide.
Ale PM'ed me a question about my 50% booking rate for the last 16 meetings. I told him that more wanted to book, but wanted to haggle prices. They had my rates before they came in, so there were no surprises. I'm sure I could have booked them if I tried, but we were too far apart.
Plus, I had just raised my rates so why should I give someone a $5000 deal with an album when someone just booked me at the same rate for a shoot/burn? It's just not fair to those that truly value what I do and pay my rates without trying to haggle.
