Wedding Consultation Secrets (For Photographers) Part 2
Wedding Consultation Secrets (For Photographers) Part 2
Hello and welcome back to our blog here at Weddit! You’ve picked an awesome time to join us (or even re-join us), because today, we’re ploughing through our second instalment of wedding consultation secrets... Oh and if you haven’t caught up on Part 1 yet, you’ve actually missed a couple of secrets already! So, head on over there first and then come back to re-join us later on. Sound like a good plan? Okay, great! As for the rest of you, let’s delve into the next few wedding consultation secrets that we have all ready to share!
Tip #N0.3: Every Step of The Process - Good communication is key to any area of a career that relies upon interacting with others. Being a wedding photographer isn’t any different. You’ll still need these skills to help you sail through your role. At the end of the day, your potential clients will be sat there, opposite you, knowing that they want and need photographs of their wedding day, but they don’t know what steps need to be taken in order to make that happen. Help them book you! They won’t know what to do to book you, other than to express that they’re eager to have you as their photographer, so it’s up to you to get the ball rolling and let them know what they’re in for.
You’ll need to make it clear. You should tell them every. single. step of the process. For example, explain that once they decide on a package, they will have to email you with their decision. Then (and only then) you’ll be able to write up the contract and send it to them. They’ll have to sign it and send it back with a check. Once you get it, you’ll sign it, copy it, and send them a copy for their records and they’ll be booked in with you. The more you can make things crystal clear, the better. It’s NOT obvious to them what needs to happen, and making it clear makes it easier for them to book you for the job. So, remember this the next time you’re trying to sell your services at a wedding consultation.
Tip #N0.4: Address Their Hesitations - Think about the hesitations your clients may be having before you’ve even gotten to the shoot (and make sure to address them before they mention it). This is a GREAT way to encourage them to hire you and help prevent them from going elsewhere. In a way, you should have a rough idea about the general hesitations that they may be having. After a few clients, your experience will be added to and you’ll be able to work these out/ spot them for yourself. It will build a sense of trust that you’ve provided and it’s unlikely that another photographer will compare in this situation.
For example, you should talk about how you do everything you can during a typical wedding day to make sure that the Bride looks absolutely perfect in her photographs (because every woman at some time or another will worry about how they look in photographs).
Providing answers to these hesitations before they are even mentioned makes it that much easier for potential clients to book you. There’s much less that could be “holding them back” and by attacking these hesitations head-on you’re actually helping them feel like you can relate to them better than any other photographer (which of course would be a good fit for them).
CAUTION: Just to quickly drop into the conversation while we’re still on this topic, make sure that you know exactly what your clients are worried about before you start to talk about their insecurities (before they’ve been mentioned). Carry yourself in a confident manner, otherwise it may come across like you’re showing your own insecurities instead of making the clients put their faith in you.
For example, if you’re insecure about your pricing, you may go on and on about how your prices are reasonable or why they should hire you and it could come across as insecure and actually hurt your reputation. Instead, throughout the consultation, talk about how much value you’re providing (without mentioning cost) and they’ll get it implicitly. If you’re not confident about what you are offering, it will be clear and your clients will doubt if you’re worth it as well. Let’s not go down that road... you can do it!
Tip #N0.5: Call to Action - What do you want them to do next? Tell them. You can’t expect them to know exactly what to do next. If you just end the wedding consultation with something along the lines of “Any questions? No, well thanks for your time, bye!” then they won’t know what you’re expecting them to do next and you’re more likely to be disappointed that they haven’t gotten back to you or done what you were hoping they’d do after meeting with you. Now, that’s just a wasted opportunity and a waste of everyone’s time.
So, if you want them to book at the consult, ask them if they are ready to book. (This is most effective when you’ve told them beforehand that they can book during the consultation if they are ready). If you want them to think about it and get back to you later, ask them to do that.
Whatever you want them to do, TELL THEM. It doesn’t have to be pushy. Sometimes we all just need a little nudge in the right direction to finally make a decision. After all, the topic is a big one and a wedding doesn’t begin and end with the wedding photographer. So, you’ve got to make your own way in this world and plant the seed if you want something to happen for yourself.
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