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...

Wonderful post...

I would just like to add some simple things:
- try and make them laugh. If you see that they are cracking up, it's a really good sign as they are getting comfortable with you.
- don't push for contract signing, however, do let them know that you cannot hold their date w/o a signed contract and paid retainer.
- seem like you are genuinely interested in their wedding - talk about the cake, the dress, the ring, etc.
- listen more, talk less.
- if you are meeting with multiple people (bride and family) and the crowd is tough, make sure to focus and address the bride. If you win her over, you're probably good to go.

This a great post!

One thing that I have found works well is after getting to know them for a few minutes the first product I bring out is a nice coffee table book compiled of a few different weddings. I tell them to look through it and if they see something they love or dont particularly like to let me know. (I have two copies of the book so if there are a few people the can look through). This gives them time to relax and just look at some images instead of having tons of products thrown at them to the point were they are so overwhelmed that when they leave they dont even remember what they saw.

These are all fantastic suggestions! One thing I also do is have a pen and legal pad handy at any meeting with a client . . . I take down notes while they're talking about shots they want, style they like, concerns they have, etc. I think this really shows them that you care about what they have to say and helps further cement a good rapport.

Liquor. Wine or Beers and be as nice as possible.

And, I always tell folk that they wind up with the pictures they wind up with - no more and no less. Not interested in suggestions or poses or anything like that.

One goal of the get together is a management of expectations. By the time the couple gets to my place they have likely found me through a strong referral from a previous client or other industry contact and they have high expectations: I suspect this is true of many people on this board. So, I try and convince them that the vagaries and uncertain nature of things have a large hand in what happens.

That said - I explain that there is simply no question that they will wind up with a strong warmhearted depiction of their wedding day and that there is almost no circumstance or disaster that my team has not already encountered.

I think Red has made a new year's resolution to be the most helpful poster of 2009. I like this new Red.... maybe we'll even see some work or a website soon

Steph,
The only thing I see wrong with your list is that the 2 minutes before showing stuff should be at least 15-20.

I would HIGHLY recommend reading the book "How to win friends and influence people" by Dale Carnegie as soon as you can (if you have yet to read it). And pretty much apply everything that he says to your pitch.

We do what is called the "2 minute drill" with every client where we purposely do not talk about the wedding (like every other vendor does the whole time) but instead try to take 2 minutes to get to know them first. We ask them about where they grew up, what they do and so on because people love to talk about themselves and have someone be genuinely interested in them. Most of the time that drill goes from 2 minutes to an hour and before you know it they forget that we are a "vendor" trying to sell them something. If they feel comfortabe with you as Tony said and you are all laughing and having a good time, then you will succeed.

Also, have something for them and do something that no other vendor is doing in that meeting. That will set you apart. We work with a lot of wedding planners who like us (and a few other photographers) and set up three photography meetings in one day for a bride. So we need to stand out from the rest. We have had many brides meet us first, then cancel their other meetings. You have to impact them in a huge way at the meeting! Your goal should be that they need to think that it they would be crazy to not book you and if they don't book you, their wedding will be over!

-Zach

this is all very good advice. i mucked up my last two meetings.

thank you for posting this ... great advice!

Good stuff.
If you sell multiple lines of albums, always show your biggest most expensive one first.

I have a form I fill out as we talk and do things in a consultive manner - and it reminds me to get ALL the info I need. I ask about getting ready (where, when), ceremony time and place, formals (some, a lot, big families, location or church, etc), reception time and place, events at the reception, DJ, etc.

This lets me know how long a day, a complicated a day, how big a budget they might have, etc. Never assume they won't buy your biggest package of course, but it will give you a good idea of what they're thinking overall.

RED?

All great advice, especially from Zach.

What i've learned in sales is that if people like you as a person, they'll buy what your selling.

My last 3 consultations we talked for about 45 minutes about life and themselves and myself before even talking about photography. results? booked 2 of the three. For myself, I really try to empathize with them from their point of view in terms of the craziness that is wedding planning and let them know i'm on their side. If they need anything, referrals of other vendors, secret sources for wedding related goods, etc, i let them know that i'll do my best to help in any other aspect besides wedding photography.

So the thing is that I don't have sample albums yet, but my largest most expensive package comes w/ the fancy albums. guess what? the two who booked with me booked me based on faith that the albums are gonna rock. i guess they trusted me to the point where they just took my word on a $1500 album.

but yes, i'm working vigirously on sample albums. hopefully by the next 2 weeks.

I can't tell you how much this has helped me, even though I have a strong business background and have seemed to be good (not great, but above average) in sales in the past, I am really struggling with weddings.

I book a very high percentage for online inquiries...meaning a destination bride who doesn't have time to actually meet me in person before the wedding. However, when the brides make a trip here and compare me in person with my competition, I'm not getting the weddings. I have yet to figure out if it's my pricing (which is high given my experience since weddings isn't designed to be the bulk of my bookings), or if it's just me, lol.

I know I am really lacking good presentation material. I don't have any albums and my price sheet is just printed on computer paper....not exactly going to win anyone over. I have hopes for an album, but am waiting for a few more weddings before I compile one.

Does anyone mind sharing what their price sheet/wedding package sheet looks like? Not for price comparison as I know we are all in different markets, but just to see layout? I have no idea what my competition is handing out, but I always think mine probably looks too low budget for my target market.

ETA: Last meeting (Monday), I brought my laptop to show my portfolio (even though it's the same as the online images), and it seemed to be well received...I'm going to work on fine tuning this a bit more for next time...

Barefoot, let's see the website!!!

diggitydawg510 wrote:
Barefoot, let's see the website!!!


sent you a pm

1. Use the 80/20 rule...You listen 80% of the time and speak 20% of the time.
   
2. When speaking, speak about yourself integrating yourself into their day "When you are getting ready, I will be doing this, that, and the other" Send the bride/groom a link to some complete weddings before the meeting.
3. I don't ever bring anything to a meeting but my cheerful smile and outstanding personality. My work speaks for itself...good or bad. The meeting is to decide of they like me or not.
   

I'll give my 2 cents worth. I've been in professional sales 17 years and had to learn a lot from my sucesses and mistakes.

-Smile, try to get the to laugh, and most of all have fun. Were in this business because we love it. Your passion and people skills will win many clients.

-Never start showing products right away-you have no idea what they want or what they have seen.

-Try to get to know them first and find common ground (hobbies, people you both know (if its a referal), their work, how they met, and how they found you.

-80/20 rule is very important almost cirtical. Always be asking open ended questions (answers that can't be answerd yes or no). This gets the customer engaged and shows you care about their needs.

-I bring in the budget before I start showing products. A prime example was last nights consult. I asked if they had reviewed my pricing and had a package in mind. They told me the package and then started to tell me how they thought high priced flush mount albums were way over rated and way to expensive. They actually prefered the more traditional albums. What would of happend if I didn't pre qualify them and started out by saying flush mount albums are the only way to go? Of course I showed them the album style they liked but switched into add on books and services they said were important to them (plus I showed them a couple more options just to plant the seed for down the road.)

-Keep your meeting office clean and smelling nice. Sounds funny but it says alot about your operation.

-Remember the KISS rule. I think sometimes we overwhelm the customer and cause confusion.

ryan
good photographer-horrible speller

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...


all good advice in the thread...the don't I see is don't talk price until you understand them and what they want from the options you offer - I offer many options...and will bundle some together at the end to make the deal great

Awesome.. this post has rocked so far. I have my FIRST real client meeting next weekend and I'm looking forward to it. I've always been the type of person to make friends easily.. so I'm hoping this doesn't come to hard.

Rich

barefootbeach wrote:
I can't tell you how much this has helped me, even though I have a strong business background and have seemed to be good (not great, but above average) in sales in the past, I am really struggling with weddings.

I book a very high percentage for online inquiries...meaning a destination bride who doesn't have time to actually meet me in person before the wedding. However, when the brides make a trip here and compare me in person with my competition, I'm not getting the weddings. I have yet to figure out if it's my pricing (which is high given my experience since weddings isn't designed to be the bulk of my bookings), or if it's just me, lol.

I know I am really lacking good presentation material. I don't have any albums and my price sheet is just printed on computer paper....not exactly going to win anyone over. I have hopes for an album, but am waiting for a few more weddings before I compile one.

Does anyone mind sharing what their price sheet/wedding package sheet looks like? Not for price comparison as I know we are all in different markets, but just to see layout? I have no idea what my competition is handing out, but I always think mine probably looks too low budget for my target market.

ETA: Last meeting (Monday), I brought my laptop to show my portfolio (even though it's the same as the online images), and it seemed to be well received...I'm going to work on fine tuning this a bit more for next time...



Shoot us an email and we can help a bit!

Grayphotograph.com

-Zach