>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.
I've given a number of talks over the years during my previous career. Each talk was fully-prepared, and filled with fear and nervousness. Some research will show this is normal, contrary to what this fellow told you! From Kennedy to Churchill, some of history's best speakers were VERY nervous when speaking. Indeed, Mark Twain, who in addition to his writing was also a famous orator, once said, "There are two kinds of speakers, those who are nervous, and those who are lying."
Having said that, being nervous while talking to one or two people about your photography should become easy, after the first few meetings, if you are prepared. I certainly agree that stimulants will incease any nervous tendencies.
Dale Carnegie is a classic. However, every small business owner should read "The Disney Way". You might think you aren't running an amusement park, but there are some very real nuggets for anyone in the service business. People don't buy just pictures, they are buying into the experience you provide. Pictures are just a product and you can get those printed at Walgreen's.
Just look at the threads of Sam and those who shot with him. Don't try to tell me he isn't providing more than just pictures.
Image Group wrote:
I don't think I seen it posted here but, one thing I do when I meet with potential clients is take out my cameras lay them out and let the clients handle them... I know it sounds sort weird but so far it has a pretty cool effect. I give them a very short breakdown on my gear and what sets it apart from other gear. I explain to them about my Canon 5D being the most popular wedding camera and my Mark III and the types of lenses that I use. They always seem impressed with the gear and it shows the level of professionalism the gear produces. Once in a while you have a hobbyist and the drool factor has so far never failed me. Anyway it's just something I do that seems to work for me. ...Show more →
It sounds to me you are trying to sell yourself on how good your gear is.
I avoid this question,but I to me it is irrelevant. They are asking that question because they were told to by magazines/message boards. They have no idea about model # or what they do.
So if this question is asked(almost never these days),I just tell them that I use professional Canon equipment. I don't want to concentrate on that and rather put all their throughts on how good my images are.
I know some disagree, and some even post their gear on their website, telling the world that they have one of the best cameras in the world and how their stuff is better than 99% of all other photographers in the area. I find it silly. If the images you create are good, nobody will care if you are shooting with 10mp or 24mp cameras.
Same goes to photographers that go even lower and mislead their clients telling them that every pro photographer just have to have at least THAT camera or they are amateurs. Geez, who are you kidding!
Your website and your meeting should all be focused on your work and what you can do for the couple.
On my meetings,I try to make comment on each image in my portfolio. Truly, I can talk for hours,explaining how I made it or what led to it. Don't just sit there in silence while they are going through the images. At the same time, don't ask them irrelevant questions while they are going through the images. Chances are, they will stop looking at them and switch to your questions. That breaks the connection that they might've had with the image they were looking at.
I have better success rate where I have had a meditation session before hand. Just sitting and collecting myself for 20-30 minutes has amazing results. When I do this I find I am operating from a more confident, and more genuine version of me. Also helps me be a better listener and nervousness is nowhere to be found. Thank you for the wonderful plethora of thoughtful advise on this topic.
Image Group wrote:
I don't think I seen it posted here but, one thing I do when I meet with potential clients is take out my cameras lay them out and let the clients handle them... I know it sounds sort weird but so far it has a pretty cool effect. I give them a very short breakdown on my gear and what sets it apart from other gear. I explain to them about my Canon 5D being the most popular wedding camera and my Mark III and the types of lenses that I use. They always seem impressed with the gear and it shows the level of professionalism the gear produces. Once in a while you have a hobbyist and the drool factor has so far never failed me. Anyway it's just something I do that seems to work for me
You don't first...
- chat with them to get to know them, or show them your photographic work
but instead, show them you're cameras. I can not believe that works. Then again, everyone's interested in the technology these days.
But seriously I wonder what kind of B&G are booking because you flash you gear (camera gear that is)
I don't talk business during the initial meeting.. never..
These are the things that I do during an initial meeting:
1. Formal Introduction
2. Getting to know the couple
3. Ask them about expectations
4. Thats it.. I then hand them a paper bag with a bottle of wine, movie dvds and my cd brochure with everything.. Just some kind of a gesture thanking them for their time... then we go separate ways not expecting anything at all...
I get 4 bookings in my last 5 meetups... the most recent didn't even call personally... the wedding planner called instead and told me they don't drink alcohol...
My goal for the initial meeting is to get a second meeting... always my goal...
Just thought I would update... I am reading the Carnegie book, very good stuff actually. I do agree its hard to read all at once though, have to break it up. I have 4 meetings this weekend so my goal is to read as much of it as I can before then...
A couple of things I wanted to add to this list...
I was at a client meeting two weekends ago. They told me the reason they met with me and really had made the decision to book even before our meeting was the response they got back when they initially contacted me. They said most photogs just blah blah yes I am available blah blah here is my website. They liked that my letter talked about my style, why they should book, what I could offer. They said they liked that I "acted like I wanted their business".
In addition I have become really big on asking for the sale lately... I ask at the end of every meeting "Would you like to go ahead and reserve your date" Not high pressure but has helped me book a wedding on the spot since I started trying it.
Maybe this will help someone! Thanks again everyone for all your help!
tobiah wrote:
I dont but read someones post further up-anyone else take there cam to the meeting?
I bring my camera. But I don't usually take it out unless it comes up in covorstaion. Such as it did recently...
Bride: My dad used to have a darkroom
Me: Oh wow. That must've been cool growing up with that
B: Yea I loved it. Do you shoot digital or film?
M: Digital (as I pull out the camera). I find it gives me more creative control....etc....
So in this case, since the topic arose, so did the gear.
Okay maybe I should be a little more clear. NO I don't walk in a drop my gear down and say "check it out... pro gear now hire me!" I lay my gear out with my portfolio. We talk a bit about gear. I explain to them that I am prepared with back up gear and have a Plan B just in case. I assure them that Plan A has never failed (knock on wood). I explain to them the gear and what they can expect from it. I let them know that I shoot in RAW format and a little bit of why and exactly what I do. I don't over do it and bore them with CMOS Sensors and pixels. I find it help to assure them I know what I'm doing. This is only in addition to and AFTER we review my work. It works for me and they seem to enjoy it.
ofcourse it is Tom... I was just poking fun at the 10% fee for help with my initial meetings hehe. My packages start at $1900.00!