RedWhiteandRed wrote:
Also - these meetings are a two-way street - some clients you do not want - suss that one out.
The wedding deal is a longer term relationship then most would consider. So - if the couple are too freaky or out of touch with the reality based world - keep away.
Amen to that!
The more laid back we became, the longer it took for brides to sign.
Two things happened:
1.) Our booking percentage went WAY up
2.) Our booked package went WAY up
It's worth the wait. Planning a wedding is a LOT of pressure. Feeling comfortable with the person they will spend more of the day with than anyone else is very important and who wants that to be a person that begins with applying pressure.
mpaul73 wrote:
Interesting. So do you encourage them to get all of their questions taken care of BEFORE meeting? Personally I don't enjoy the meetings. The weddings I have booked seem to all be from people who had made their mind up before meeting me. I am not good at sales tactics and rely heavily on them being sold from seeing my work prior to meeting. I have a lot to learn in this area.
Martin.
I feel like I'm that boat too. Never been real good at person-to-person sales. Although I'd say I book about 5-6 out of 10. Most of the bookings people tell before we even meet that "I want to book you". So, most people have made up their mind already, but I'd like to close more of the couples I meet with that are "still shopping" so to speak.
I would say the ones that don't book me are due to price, but I'm not complaining.
I have got to admit, people say age doesnt count.... but it really does. I shot my first wedding at 17, and started booking weddings on my own at 18, and it was defiantly a challenge when clients (or rather clients parents) found out that I was only 18. BUT with that being said, that was my chance to wow them. Creative unique edgy twist on my photos, creating a young and creative image (some people may say that I went overboard on the creating an image as I only wear designer clothes when I meet with clients, I bought a BMW, and Gorgio Armani glasses...) but it was a way of making clients feel like they were getting what they paid for, and after the initial shock of me being 18 (or 20 now) age is a non issue. It then became about my portfolio and the relationship that I began to form with the clients.
As for closing sales goes, I have only lost 1 booking and it was partially because of my age (her parents didnt trust me and they were way old fashioned) But during my meetings with them I ask them what they envision their wedding to be like then walk through their wedding day with them as they describe all the important details and I talk about how photos can work in to that.
After that and a Q&A session I go through my generic contract with them and if we have changes to make I send them an email with the corrected clauses in the contract (mainly outlining services and what they get) and I usually get the contract back with a check within the next week, and if I dont hear from them in 3 days I send them an email.
The main thing with getting the close is checking back, and making sure that you have a relationship with your clients, afterall you are going to be following them around all day, so it is all about relationship (another way that being young helps) so assuming that I have created the relationship it is not hard to close.
Oh and another technique I have for closing is starting to plan photos during the meeting, it gets the clients to start envisioning how I fit in to their wedding day. This makes signing the contract natural, and pretty much a no brainer.
hope I didnt loose too many people in my randomness.
I second the comment about seeing if the car runs comment.
swim_r wrote:
Oh and another technique I have for closing is starting to plan photos during the meeting, it gets the clients to start envisioning how I fit in to their wedding day. This makes signing the contract natural, and pretty much a no brainer.
The attitude you need to convey is that the issue is not whether they will hire you but rather whether you are willing to be their photographer. Make them think they are lucky to get you. Works for me and even though my business is different the concept remains the same...
Everyone saying how I have to be myself. I don't think they wanna real me.
Ever watched House? Well,everyone says he's my brother...
I have to try really hard to be nice and I can act well. In reality,I don't know what it is like when people tell me to be myself. Every time I meet clients they already know everything and just want to meet to sign the contract and see how I'll fit. So they way I think,other 4 don't like what they see.
Also,I read that some of you spend 45-1h at those meetings. What do you guys talk about? When I come to the meetings,the already know everything. I don't really have too many questions to them. Neither do they.
I actually don't mind 10/10. I've had difficult brides before and I love the challenge...
stockriderman wrote:
Everyone saying how I have to be myself. I don't think they wanna real me.
Ever watched House? Well,everyone says he's my brother...
I have to try really hard to be nice and I can act well. In reality,I don't know what it is like when people tell me to be myself. Every time I meet clients they already know everything and just want to meet to sign the contract and see how I'll fit. So they way I think,other 4 don't like what they see.
Also,I read that some of you spend 45-1h at those meetings. What do you guys talk about? When I come to the meetings,the already know everything. I don't really have too many questions to them. Neither do they.
I actually don't mind 10/10. I've had difficult brides before and I love the challenge... ...Show more →
I would say that someone with the personality of House probably doesn't need to be a wedding photographer. :|
We talk about THEM... their wedding... the plans... the color scheme... how he proposed... where they want to live...
For me, it's not about a sale. It's about a relationship. And that starts by asking THEM questions... not just them asking YOU.
I am a talker. I love finding out about people too.
I find that, like Melanie, asking them questions about how they were engaged, how long they have known each other, questions about their family, their work...etc.
Sam Hassas wrote:
Let's see some of your work. Good sales men or not, I wanna see if the car runs.
Why, are you looking to book one of us? This is isn't a discussion about our work, it's about our styles of 'handling' clients - if they've got as far as meeting you, I think you can assume they've checked out the quality of your work.....
stockriderman wrote:
Everyone saying how I have to be myself. I don't think they wanna real me.
Ever watched House? Well,everyone says he's my brother...
I have to try really hard to be nice and I can act well. In reality,I don't know what it is like when people tell me to be myself. Every time I meet clients they already know everything and just want to meet to sign the contract and see how I'll fit. So they way I think,other 4 don't like what they see.
Also,I read that some of you spend 45-1h at those meetings. What do you guys talk about? When I come to the meetings,the already know everything. I don't really have too many questions to them. Neither do they.
I actually don't mind 10/10. I've had difficult brides before and I love the challenge... ...Show more →
Our meetings can easily run to a couple of hours, chatting about the details of the wedding, and generally letting them get to know us, and having a drink or two a good deal of laughs - it's actually one of my favourite bits of the process.
If you're not a 'people-person' then your work must be shit-hot for you to be getting regular work - I know we have picked up work from people who went to see a 'big-name' guy who they didn't think cared enough to deserve their money.....
Why would NOT being a people person mean that a wedding photographers work not be any good ? I know wedding photographers who have the personality of a wet dish rag yet their work is outstanding........
On the one hand you post that "this isn't a discussion about our work" then in your next post your state that if a person is not a "people person" then their work must not be any good ...........totally contradicting what you just posted.....
As you posted, this is discussion about our style of "handling" clients...........not the work.
Edited by hassy501 on Mar 22, 2008 at 03:35 PM GMT
swim_r wrote:
I have got to admit, people say age doesnt count.... but it really does. I shot my first wedding at 17, and started booking weddings on my own at 18, and it was defiantly a challenge when clients (or rather clients parents) found out that I was only 18. BUT with that being said, that was my chance to wow them. Creative unique edgy twist on my photos, creating a young and creative image (some people may say that I went overboard on the creating an image as I only wear designer clothes when I meet with clients, I bought a BMW, and Gorgio Armani glasses...) but it was a way of making clients feel like they were getting what they paid for, and after the initial shock of me being 18 (or 20 now) age is a non issue. It then became about my portfolio and the relationship that I began to form with the clients.
As for closing sales goes, I have only lost 1 booking and it was partially because of my age (her parents didnt trust me and they were way old fashioned) But during my meetings with them I ask them what they envision their wedding to be like then walk through their wedding day with them as they describe all the important details and I talk about how photos can work in to that.
After that and a Q&A session I go through my generic contract with them and if we have changes to make I send them an email with the corrected clauses in the contract (mainly outlining services and what they get) and I usually get the contract back with a check within the next week, and if I dont hear from them in 3 days I send them an email.
The main thing with getting the close is checking back, and making sure that you have a relationship with your clients, afterall you are going to be following them around all day, so it is all about relationship (another way that being young helps) so assuming that I have created the relationship it is not hard to close.
Oh and another technique I have for closing is starting to plan photos during the meeting, it gets the clients to start envisioning how I fit in to their wedding day. This makes signing the contract natural, and pretty much a no brainer.
hope I didnt loose too many people in my randomness.
I second the comment about seeing if the car runs comment....Show more →
Wow ! You have only lost ONE booking ever ? Whats your secret ?
Isn't talking about them the obviously normal thing to do during a consultation ? It's the "closing" that that was the OP's question........how to close.........
hassy501 wrote:
Isn't talking about them the obviously normal thing to do during a consultation ? It's the "closing" that that was the OP's question........how to close.........
yea but what you will realize if you make it all bout the client and not about you they will close. They will reach the point ok we had enough lets book this guy.
Obviously..........you discuss their day.......we do an info sheet with all of the particulars, go over their desires, passions, wants, needs, desires, hopes, dreams, likes, dislikes, pets, cars, clothes, music, cell phones, shoes, hangouts, foods, beverages....etc.......
But really, i just assumed everyone did that.........
hassy501 wrote:
Why would NOT being a people person mean that a wedding photographers work not be any good ? I know wedding photographers who have the personality of a wet dish rag yet their work is outstanding........
On the one hand you post that "this isn't a discussion about our work" then in your next post your state that if a person is not a "people person" then their work must not be any good ...........totally contradicting what you just posted.....
As you posted, this is discussion about our style of "handling" clients...........not the work.
Edited by hassy501 on Mar 22, 2008 at 03:35 PM GMT...Show more →
Being a people person won't make you a better photographer, but it definitely plays in how connected you are to the couple, which plays into how comfortable they feel in front of you... which plays into how relaxed they appear in your images. It all goes hand-in-hand. So the way in which you interact with your clients (usually from the beginning) is going to affect your final product.
hassy501 wrote:
Obviously..........you discuss their day.......we do an info sheet with all of the particulars, go over their desires, passions, wants, needs, desires, hopes, dreams, likes, dislikes, pets, cars, clothes, music, cell phones, shoes, hangouts, foods, beverages....etc.......
But really, i just assumed everyone did that.........
Everyone MAY do that to a certain extent... but it's more than just running down a list and filling in some blanks. It's the way you present yourself. To me, filling in a sheet with a photographer asking about my wedding is about being a client. Sitting and talking with no agenda is about developing a relationship. And that will have a completely different affect on the situation.
