Mattbtn
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ARDENT wrote:
Let me start by prefacing that I have done a search and read the threads where others have asked this question before. VERY helpful... I am always so impressed with the high level of professionals we have here at Fred Miranda and thought while I was researching a revamp on my initial client meetings I would ask for some suggestions. I have been photographing weddings as a primary for about 2 years now. I am finally feeling as if my work is very "technically sound" and shifting my focus to more creativity, angles, lighting etc that support my vision and current pricing.
Here are some suggestions I have already gathered:
-Don’t overpitch it, STFU analogy… esp when their looking at my photos.
-2 minute drill – Don’t even bring out products till you’ve talked about them for 2 minutes
-Nicer paper for the package pricing and testimonials
-Bring samples of the things you sell
-How they met, what kind of mood or feeling are the looking for in their images, Find out their “vision”
-ask them if they have any more questions. If they don't, I ASK THEM IF THEY WOULD LIKE ME TO GO AHEAD AND BOOK THEIR DATE
-1/3 as deposit to possibly combat the ecomony without having to give on pricing
Can anyone else share some additional information that might help me convert more of these meetings to bookings. Right now I wing it, I feel like my personality shines through and my photos are good but there is just something missing. Thanks ahead of time for any help on this...
Lots of great suggestions so far, though after reading your first post one thing popped into my mind.
What isn't working for you so far? What is your booking rate? That is, how many meetings do you have on average for each booking? 3 to 1? 5 to 1?
That info will be helpful in figuring out exactly how much you need to change. Like some others here I've been successful in sales for over a decade and one thing I see in several industries are people who change their methods too radically when things really weren't that bad to begin with....if that makes sense.
80/20 rule? This is a must. Come up with a list of open-ended questions and memorize them. Get the couple talking, first and foremost. Ask them what their expectations are for the meeting? Ask them how their ideal photographer will fit into their wedding day, etc... Getting them to speak will automatically make them more comfortable with you.
Control your nerves. People feel it, sense it, and it adds to their own discomfort. When you are around someone who is nervous and trying to sell you something, what is your immediate perception? This is one of the #1 deal killers in all walks of sales IMO, and it's avoidable in many cases.
Now, saying to control your nerves sounds stupid, right? Well, it's easier to do than most people think. For starters, don't drink 5 diet cokes a few hours before the meeting. Lay off the breakfast pastry & Venti coffee from Starbucks. Stay away from processed foods & heavy amounts of sugar. You can find a lot of information online, but basically the wrong foods can contribute strongly to your feelings of nervousness. Some people can overcome it, but others have a harder time. In my day job I not only meet with individuals and groups of people in private meetings, I often give speeches in front of organizations and groups. After seeing me speak several years ago (in college), an older man who knew his *stuff,* told me that people who are nervous in front of an audience either don't know what they are talking about, aren't prepared physically to speak, or both.
In other words, if you know your stuff (you sound like you do), then you can control everything else and overcome it. Sounds cheesy, but it's true.
Lots of great advice on this thread! 
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