I met with a great couple the other day they like our work and we all hit it off quite well. They even went as far as to tell us about another photographer (not by name) that didn’t seem “upbeat” enough and they wouldn’t hire him because he seemed dull.
I was certain they were going to book us – first, they had to check with there parents who were footing the bill. I gave them a brochure, an order sheet and a contract to take with them and expected to hear from them very soon.... still nothing. I feel like there must be something I’m doing wrong. I don’t want to get pushy or obnoxious but I know that if they leave without making a deal we probably will lose.
Okay, this is a difficult one, because people are always looking to shop the best deal and get what they want. There are a couple of ways to deal with this.
Let them know that you're booking fast and if they want you they need to snag you now. Even if they can't sign that day, they may at least rush themselves to get a hold of their parents.
Or have them put a refundable $100 down that will hold the spot for a week. If they don't book, you haven't lost much time and can still book it later, but if they do, you can put it towards the retainer. Usually once someone gives some money for a secured spot, they're more likely to keep going in that direction because they don't want to tell you they found someone else and would like their money back.
Or follow up with a call that says someone is looking to book their day, but since you've dealt with them first, you're giving them the opportunity to take you up on your services.
And, finally, next time if they say that they can't sign because mom's paying, then schedule an appt. right then and there for them to bring mom back with them.
Also, know that though sometimes people say they want to buy right now, they're really just window shopping and just trying to get ideas for later.
*most* of my couples leave without making a deal. Most of them are meeting at least 2 other photographers before making their final decision. While its nice to have them sign on the spot, if they don't its not a sign of failure if they don't.
Lucky_Dog wrote:
I met with a great couple the other day they like our work and we all hit it off quite well. They even went as far as to tell us about another photographer (not by name) that didn’t seem “upbeat” enough and they wouldn’t hire him because he seemed dull.
I was certain they were going to book us – first, they had to check with there parents who were footing the bill. I gave them a brochure, an order sheet and a contract to take with them and expected to hear from them very soon.... still nothing. I feel like there must be something I’m doing wrong. I don’t want to get pushy or obnoxious but I know that if they leave without making a deal we probably will lose.
What is "very soon" ?
Where did you "meet" them at ? How were they referred to you ? How were you dressed ? Did you offer them refreshments ? Were they good with your pricing ?
There are so many variables that could play into this......it's hard to offer insight without knowing the whole "enchilada"...........
Learn to give it your best shot and then not worry about it......you'll make yourself sick........mail them a thank you card or letter to thank them.....simple short message....that goes a long way in their impression of you......don't do the hard sell.........that will turn them off.........
Edited by hassy501 on Jun 10, 2008 at 03:20 PM GMT
I have this problem also and I don't send them with a contract. I would like to provide a "cut sheet" as a sample of images. Maybe brochure with package pricing or a note pad that they may have jotted some pricing or ideas upon. In any case, I don't believe in chasing people once they leave. If you work/word can't hook them, do you really want them anyway? I have begun to work on my presentation skills and communications skills to be positive and professional at the same time. I hope this will seal the deal and get them to sign.
Bottom line? If they aren't the one paying the bill, you're not working with the "client" and nothing can happen until Mom shows up with the check book. I would doubt that you can badger anyone into setting an appointment for someone else and I would feel "pressured" if someone called me to say my "spot" was in danger if I didn't act now.
I don't believe I have the answer to your question as to how to motivate them to sign, but I'm working it out also.
I usually try to gauge what the couple is feeling. If I'm feeling that they're unsure of the price, but I'd like to have them as clients, I might throw something extra in there if they sign that day. Usually nothing that costs me money (at least up front), but an extra hour or something like that.
I met with them Sunday morning and they were worried that I might have someone else looking at their date.
We met at a local coffee house -- their choice.
They signed up with a local wedding site that I purchased an email list from and marketed them with an HTML email campaign.
Business casual.
Yes, I offered to buy them anything they wished.
Yes, the pricing was fine and I offered to throw in some 16x20 prints for free because they were concerned about the print price that some photographers charge. They were looking at higher end packages and they wanted a couple "large" prints. I actually offered that to them in the thank you email that I sent later that day after I confirmed my price for said prints.
Oh it's still soon.......if they were asking whether someone else was interested in that date is a good sign......I occasionally call a bride several days after a consult to thank them for meeting with us.......keeps YOU on their mind............
Also, this might sound weird, but it seems as if you might be trying TOO hard. Sometimes I think that if you're really eager to book a couple, they might get the impression that you're desperate for business. I don't know the situation, but it seems like you did a lot for them, the ball is in their court now.
Well I think it would be pretty sound advice to make a follow-up call. I always follow up about 1 week after a meeting with the potential B&G to see if they had any questions, or if they had made any decisions yet. Most of them won't call you back if they picked someone else, so, I like to find out. If they haven't made any decisions by the 1st phone call, I'll probably call back in another 2 weeks. Nothing yet, give them another month. By then, they probably won't get around to you. Sometimes I'll send out a nice thank you card after the first meeting just to thank them.
There's no magic trick, but it also would behoove you to "ask for their business" at the meetings end. Not in a pushy salesman way but . . . "did you guys want to sign a contract today"? A simple yes or no question. If they say no, then don't push it, but, you should ask them for the business.
A question I usually ask the B&G on the phone before meeting . . . "will the individual making the final decision be present at the meeting", just to see who is the one paying for it. This has saved me a couple of meetings, and could have saved me more meetings if I knew who to sell to. If I find out I need to sell to mom & dad because really it's their decision, then they need to be there. If dad is paying for whomever the bride so desires, then I know who to sell to.
Very good advice regarding who's going to attend the meeting. If you don't have who's paying in the first meeting, then you're just going to keep wasting time because the first impression counts a lot and everything needs to be said in the first meeting.
There are some very sound principles for sales and closing, unfortunately many photographers fail to educate themselves on these and as a result suffer financialy. Strategies such as Spencer mentioned can save you hours of wasted time and increase your profit per hour by saving you alot of wasted time. We use this technique to prequalify all our consultations in this manner, we don't always close at the initial consultation even with the decsion maker there because we do not use high pressure. However are ratio of closing is very very good. One specific thing that we do is gently take it away from the client. What does this mean, in short, we sell them on our excitment to do their wedding and sell the benefits to them over using someone else, but we don't over sell leaving the impression we need them. We very gently let them know that we have several other consultations scheduled and our policy is first to place a deposit guarantees the date. Sales and closing is just like photography in that can use proven formulas that give consistent results. There are very easy reads such as Zig Zeiglar, Brian Tracy, and more. Even better if you have an MP3 player you can purchase downloadable books and listen during your commute time. I can assure you that any small investment you make in increasing your listening, sales & closing, and people skills will bring you back exponential returns. Hope some of this helps.
Don't sweat it because it hasn't been long at all. What you might want to consider is a grace period after each consult. I inform potential clients that they have 4 days after the consult to have the signed contract and booking fee in my hands. After that period the date is open to anyone else. People tend to know if they will hire you or not, but they still need time to go over the contract details and talk to each other in private (without around). This is why I give a short grace period and I let them know several times and explain why.
One other thing, do not get high over potential clients no matter how interested they may seem to be in hiring you. There will be plenty of times when you have these great feelings about a couple but never hear from them again. Be thrilled, but let it die because it's all meaningless until you have the booking fee/deposit/retainer and signed contract.
well if they want you they will book you. I dont ever push to have someone sign on the spot to close the deal. I am not a car salesman. I am a creative artist. So why am I going to force you to book me just so I can eat dinner next week? What i you force some bitch in to booking with you. Then your stuck with a horrible client and wish you never did this.
So typical thing for me goes like this.....
1. Meet with couple... if we hit it off then I drop them a contract and say look it over and give me a call when your ready.
2. Email them the next day thanking them for their time.
3. If I did not get a contract back within 7 days (and I want to work with the couple) I call and see if they are still interested.
4. if not interested still then I refer them to a friend that they may be interested in and this usualy gets them to refer a friend to me.
5. If they are interested when I call I ask how they would like to pay and go from there.
Most important. I am never pushy. I make friends not clients. Clients come and go and you usually never like them. Friends always stay and refer more friends.
