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glort Offline [X]
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This is such basic business practice it can't imagine how it's just not a given for every shooter. Go to a car dealer and ask him how much a car is or for a price list and see what they do. They sure as hell won't just hand over the price list thats for sure!
I don't have a price list, even one for myself. I have to qualify people before I can give them a price because I don't know what to tell them if I don't know what's involved.
I regularly spend 45 min on the PHONE to them talking to them about their wedding, qualifying them, building rapport and then I will give them a ball park figure. I tell them they have to come in to see me so I can go oover it all in more detail and then I can give them a firm quote.
2 things regularly happen..... Often, they come in to see me and I haven't told them any price because I qualified them and know they are in my ballpark.
secondly, because I throughly qualify them on the phone, they will often book when they come in without seeing any more pics than are on the walls around them. Most of which now are 5-10 years old. Which I like because I can still book them on what I did back then.
Certainly I'm happy to tell them ball park price if they ask and certainly I like to show them FULL wedding coverages. I tell them anyone can look good if they show you the best possible flukes of the last 20 weddings they did but it's the overall standard you want to look at.
Qualifying clients is just such a basic, fundamental of selling. I'ts just the professional thing to do. It should be the automatic thing anyone does.
If I'm not going to hook them, much better to know that oin the phone than stuffing around arranging interviwes and wasting my time like that. 90% of the ones I blow away on the phone are the $500 bargain hunters or the ones that insist its just a price they are after and are likley just going to book the cheapest regardless of work or inclusions.
By the time I give them a price, I know as much about their wedding, their likes and dislikes as they do and all jokes aside, often what the brides underwear choice is going to be!
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Nov 23, 2014 at 11:42 AM |
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