By the time you meet your client for your consult that they will book with you ?
They have received your pricing, they have seen your website and your work,
you have either talked or emaiied with them about your services so they should
know what you offer when they come in.
And once you meet, have they ever thrown zingers at you so much that
it's like they are some one different in terms of what they initially said they
were looking for ?
I rarely meet clients outside of my studio but yesterday I drove over an hour
in afternoon traffic for one. The meeting went well, but it just seemed like there
were too many distractions in the restaurant/reception location that the bride
requested. I was not familiar with the immediate area to suggest some place else.
She had stated interest in a certain price and package, but once the consult was
almost over, she started asking about gutting certain packages to drop the prices.
I had to just sit back and shake my head in puzzlement.
I'm a little puzzled why you're surprised by this. It happens. If you don't want a client to purchase a lower package, you shouldn't offer it. Discussing the various packages, to me, is not a zinger. It's the client trying to figure out which is the best package for them -- not for you, the photographer, but for them, the client.
Sounds like you want to only have meetings at your studio or/and drop your bottom package? Doesn't sound unreasonable, neither does she.
Personally, I have no studio so have to drive to meet people every time. Every time. I'd say 80% of the time people are already keen on booking when we get to that point, and follow through with a booking a few days later (no, I don't push it in there face when we meet, never felt the need to). The other 20% are usually those who are just trying to arrange a meeting from the get go, even before quoting. I can understand that, as it's always important to meet your photogtapher beforehand, and it gives me an opportunity to talk face to face. But that can sometimes be more hit and miss like you say, but never time wasting as they've always had a quote at this point, so we're not talking (tedious) prices as they have this in writing.
It sounds like you have certain break points in your pricing which give more value at certain points. Some people try to take advantage of certain break points in pricing by requesting customizations. I may be one of those photographers that's a little more on the "Apple" side of marketing. I clearly list prices (and also that they can be somewhat flexible) on the website and there is a 6 step process to get from "Interested" to "Sold". The pricing is on the less expensive side but it's what I believe to be a good value. Any meetings I have are just face time so that clients can see me IRL instead of just purchasing from my website. Almost 99% of the time I book the package while I'm having face time. The only exceptions are when I know the couple can't afford the pricing or have some crazy unmanaged expectations that some half-baked wedding planner gave them. I wouldn't book those people anyways if I was desperate. I also don't waste my time going over add-ons such as physical product because they only make me a small fraction of money that the main packages provide.
friscoron wrote:
I'm a little puzzled why you're surprised by this. It happens. If you don't want a client to purchase a lower package, you shouldn't offer it. Discussing the various packages, to me, is not a zinger. It's the client trying to figure out which is the best package for them -- not for you, the photographer, but for them, the client.
Im not talking about asking for a lower priced package, im talking about a client who has already expressed their desire for a certain package that they say is in their budget, then they take THAT package and start asking about removing certain products to lower the price.
whtrbt7 wrote:
It sounds like you have certain break points in your pricing which give more value at certain points. Some people try to take advantage of certain break points in pricing by requesting customizations. I may be one of those photographers that's a little more on the "Apple" side of marketing. I clearly list prices (and also that they can be somewhat flexible) on the website and there is a 6 step process to get from "Interested" to "Sold". The pricing is on the less expensive side but it's what I believe to be a good value. Any meetings I have are just face time so that clients can see me IRL instead of just purchasing from my website. Almost 99% of the time I book the package while I'm having face time. The only exceptions are when I know the couple can't afford the pricing or have some crazy unmanaged expectations that some half-baked wedding planner gave them. I wouldn't book those people anyways if I was desperate. I also don't waste my time going over add-ons such as physical product because they only make me a small fraction of money that the main packages provide....Show more →
With the couples that you KNOW can't afford your pricing, why even meet with them ?
With my packages, they are designed with discounting every product to produce the package, to make it more attractive to the client.
Removing a product, which is also listed on my ala carte pricing as an add on, will not be priced at the same price IF they client purchased it separately. It's like purchasing a car with a special package. It's discounted if you get like that, but if you were to purchase it after the fact, it would cost you more.
I would rather meet a client at my studio anytime. I have all of my products, wall prints, flat screen lcd, surround sound system, refreshments, couches and all of the amenities to impress a client. Going on location, well, it was less than I expected.
But BACK to the initial question, do you feel confident by the time that you meet your client that they will book based on what you have done up to that point ? If so, why ?
marti.g3 wrote:
But BACK to the initial question, do you feel confident by the time that you meet your client that they will book based on what you have done up to that point ? If so, why ?
Yes. Typically because we don't suggest a meeting until we've gone back and forth via email a few times, and once it gets to the meeting stage, they're usually leaning toward us. I think we've had one meeting where the couple was still planning on marrying and didn't choose us after the meeting (which might have been a blessing in disguise, since we both sensed red flags).
marti.g3 wrote:
But BACK to the initial question, do you feel confident by the time that you meet your client that they will book based on what you have done up to that point ? If so, why?
Usually we feel very confident about that. Our goal is for our meetings to never be a sales presentation. We want them to be sold beforehand. There's a few reasons:
1. We're not great salespeople, but we are good at marketing and branding.
2. It usually takes about 3 hours of our time + a free night from our schedule to have a meeting. We're not interested in having meetings for weddings we're not going to be shooting.
3. I view it as my responsibility to book weddings while we're shooting and marketing ourselves, not through interviews. It most closely matches the client experience that way.
marti.g3 wrote:
With the couples that you KNOW can't afford your pricing, why even meet with them ?
With my packages, they are designed with discounting every product to produce the package, to make it more attractive to the client.
Removing a product, which is also listed on my ala carte pricing as an add on, will not be priced at the same price IF they client purchased it separately. It's like purchasing a car with a special package. It's discounted if you get like that, but if you were to purchase it after the fact, it would cost you more.
I would rather meet a client at my studio anytime. I have all of my products, wall prints, flat screen lcd, surround sound system, refreshments, couches and all of the amenities to impress a client. Going on location, well, it was less than I expected. ...Show more →
I still give a presentation even if I know they are blowing their budget. It's just something that I do because it may help them decide what they want to do to move forward. There's also the off-chance that I will get the contract too and they will change their plans for their wedding. Regarding meeting at your studio, I think it's a great idea because it's where you have everything. I meet with people almost anywhere because I give an iPad presentation. It's light on the wow factor but I do it because it's customer service. I prefer to sell barebones packages and then add-on stuff afterwards. I really don't like dealing with physical product however.
whtrbt7 wrote:
I still give a presentation even if I know they are blowing their budget. It's just something that I do because it may help them decide what they want to do to move forward. There's also the off-chance that I will get the contract too and they will change their plans for their wedding. Regarding meeting at your studio, I think it's a great idea because it's where you have everything. I meet with people almost anywhere because I give an iPad presentation. It's light on the wow factor but I do it because it's customer service. I prefer to sell barebones packages and then add-on stuff afterwards. I really don't like dealing with physical product however....Show more →
Im at the point in my business where I may have to give up my studio and start meeting on location. So for me, it will be a whole new mind set when meeting. I just dread driving hours to meet, in traffic (southern Ca.), gas, time, mileage only to have them not book.
Pre qualifying a client, I feel is so important.
Would you prefer meeting a client at a nice hotel lobby over a coffee shop ?
Tony Hoffer wrote:
Usually we feel very confident about that. Our goal is for our meetings to never be a sales presentation. We want them to be sold beforehand. There's a few reasons:
1. We're not great salespeople, but we are good at marketing and branding.
2. It usually takes about 3 hours of our time + a free night from our schedule to have a meeting. We're not interested in having meetings for weddings we're not going to be shooting.
3. I view it as my responsibility to book weddings while we're shooting and marketing ourselves, not through interviews. It most closely matches the client experience that way....Show more →
So you are really giving up your studio? I read that you might convert your dining room into a studio in which case I would say "keep the table" =D. I only meet with people if they have an interest in meeting, otherwise I do e-mails and they book direct on my website. Yeah, I know it seems kinda budget but I'm just getting started and I need the volume. Even if I pre-qualify a client or they fail the pre-qualification, each potential client means getting more referrals which is also why I'll go out of my way to meet them. I meet in coffee shops, shopping malls, parking lots, schools, country clubs, offices, bars, pretty much anywhere. I can give a presentation virtually anywhere with an iPad. The important part isn't the iPad BTW, it's just an aid. The most important part is face time and the actual presentation. When a client purchases services, they purchase me even if I'm not the one shooting. I may toss the wedding over to another trusted photog that I've vetted. Most times though, I'm at the shoot myself since time allows for it now. That's just my basic strategy, you may have one that works better for you.
whtrbt7 wrote:
So you are really giving up your studio? I read that you might convert your dining room into a studio in which case I would say "keep the table" =D. I only meet with people if they have an interest in meeting, otherwise I do e-mails and they book direct on my website. Yeah, I know it seems kinda budget but I'm just getting started and I need the volume. Even if I pre-qualify a client or they fail the pre-qualification, each potential client means getting more referrals which is also why I'll go out of my way to meet them. I meet in coffee shops, shopping malls, parking lots, schools, country clubs, offices, bars, pretty much anywhere. I can give a presentation virtually anywhere with an iPad. The important part isn't the iPad BTW, it's just an aid. The most important part is face time and the actual presentation. When a client purchases services, they purchase me even if I'm not the one shooting. I may toss the wedding over to another trusted photog that I've vetted. Most times though, I'm at the shoot myself since time allows for it now. That's just my basic strategy, you may have one that works better for you....Show more →
I did that early in my career. Meet them wherever and whenever. I just never felt that meeting like that instills a lot of confidence from a client when all they have to get a hold of you is your cellphone number. I know I wouldn't fork over thousands of dollars to someone I'm meeting at Starbucks or in the park who only has a cellphone number and website. Anyone can have that. But I'm more of the non trusting sort.
I've always felt that If we could meet at the venue, church or someplace where the owners knew me and we could do a walking tour to show the client the photo possibilities that it would be a better fit and confidence builder. The bride I met last night, we met at the restaurant where she was having her reception. The tables were small, aisle space was small, the waitress kept on coming by and giving us dirty looks because all we ordered were cokes.
So when we got done, the client says " Hey, let me show you the backroom where the reception will be"........so we walk around the corner and there is this large, empty room with lots of table space and huge windows for light. Gee, we could have just met in there..............duhhhhh.......next time I'll know.
marti.g3 wrote:
do you feel confident by the time that you meet your client that they will book based on what you have done up to that point?
Absolutely not. I go into it knowing they typically are meeting with other photogs in their search. I have no idea if I'm the first of three photogs they will meet with. The second of four.
marti.g3 wrote:
I just dread driving hours to meet, in traffic (southern Ca.), gas, time, mileage only to have them not book.
It'll happen plenty. Just wait till you end up driving an hour and then sitting around another hour in a coffee shop waiting for them to show up and they never do. That'll piss ya off.
D. Diggler wrote:
It'll happen plenty. Just wait till you end up driving an hour and then sitting around another hour in a coffee shop waiting for them to show up and they never do. That'll piss ya off.
