the workshop I wanna go to now...

[ndsimm]

I've met six clients over the last two weeks and booked three. Not bad, but I should have booked all six. What bugs me is the reason I didn't. All three that didn't book with me gave me basicall the same answer:
We love your work and you are in our budget, but we found someone who's personality was a better match for us....

now I thought the meetings went well, but I am obviously missing something. So what are you guys doing to book? What do you do at the client meetings to leave a strong empression? I know I'm not going to book every one I meet, but I still want to improve my marketing and presentation skills. From the initial handshake, to the interview, to the image presentation (album, slideshow, etc.), the interview questions (because I am interviewing them as well), the close.....the follow up (and how long after the meeting do you follow up?)

so what are you doing??

[mcphotography]

ahhh...this is where sales comes in to play...we're photographers but in business we are sales people first and then photographers. this is no different than any sales job, you gotta know your customer - feel them out - and know how to close...some will be soft closes and some a little harder and some just won't close. like him or not, donald trump's "the art of the deal" is a great resource, also "selling power" magazine has a ton of resources on how to close the deal. the information is priceless and you can apply it to any industry.

as you said, with alot of people, it comes down to personality - all the marketing materials in the world don't amount to a hill of beans with some people because they view it as a sales ploy anyway (but the better the marketing material the better we look ), but how you come across that is vital and sometimes you just won't match their personality but you always try....there was a movie with the wayans - i think it was mo money - anyways, one of them was on a job interview and he did everything the interviewer did - it was funny but honestly it works - just don't do it the way he did - but matching the clients pace, pitch, etc. helps close the deal...oh well, just my .02...does not totally answer your question on what i do during the interview but hope it helps

[shutterflypro]

Originally Posted by ndsimm

I've met six clients over the last two weeks and booked three. Not bad, but I should have booked all six. What bugs me is the reason I didn't. All three that didn't book with me gave me basicall the same answer:
We love your work and you are in our budget, but we found someone who's personality was a better match for us....

now I thought the meetings went well, but I am obviously missing something. So what are you guys doing to book? What do you do at the client meetings to leave a strong empression? I know I'm not going to book every one I meet, but I still want to improve my marketing and presentation skills. From the initial handshake, to the interview, to the image presentation (album, slideshow, etc.), the interview questions (because I am interviewing them as well), the close.....the follow up (and how long after the meeting do you follow up?)

so what are you doing??

Come to one of my workshops and you will learn a little of this.

[ndsimm]

Originally Posted by shutterflypro

Come to one of my workshops and you will learn a little of this.

I already have a little..that how I got 3 out of the 6 (and why I'm booked and can't make the next one you're holding)...I want more....

[Gordon]

It is possibly hard for wedding photogs than for most standard sales pitches. Normally if the sales person isn't totally sleazy, I'll just buy what I want to buy and move on.

But the wedding photographer is different. As a client, you are paying for this person to actually be at your wedding. They aren't turning up with a cake and leaving. They'll be there for the whole day, closely involved with the guests and the whole day - so personality matters more than good sales technique.

You have to be a person they want to invite to their wedding.

[HotHolly]

Saying its your personality is your biggest clue. There could be a several reasons - and they might not have to do with your personality at all. I think you're nice! Maybe you're just coming across differently.

Are you shy at all? Sometimes introverted people come off as cold or rude. They really aren't, but the body language implies it.

Sorry for sounding like I swallowed a book, but - I took a graduate class on non-verbal communication and it is insane how many signals your sending without even talking. This is one of the best classes I had - it was VERY practical, and went past theory into helping the student here and now.

eg. Posture - I tend to sit on the edge of my chair, straight back. Like so far to the edge I could fall on the floor. I've had people mention it in the past, they thought I was VERY nervous and uncomfortable.

I was actually very comfortable. Playing the cello for 20 years had affected me so that I scoot to the edge of my seat without noticing. I had to nix that behavior - it made people nervous.

That class helped me notice lots of things we do that are "tells" as to what we are thinking or feeling. I still have the textbook and incorporated a lot of it into our sales presentation. That might be step #2.

Step #1 might be to have another photog listen to your sales pitch, pay attention to how you're coming across socially, since the potential clients pin-pointed personality.

If you want free unbiased, educated opinions, the local small biz assoc. should be more than happy to tell you and not hold back.

Edit/ Added: This is a large reason why some people get hired over others - in the photog field or other occupations. Its commonly confused with personality issues, which is why I mentioned it.

[ndsimm]

Originally Posted by HotHolly

Saying its your personality is your biggest clue. There could be a several reasons - and they might not have to do with your personality at all. I think you're nice! Maybe you're just coming across differently.

Are you shy at all? Sometimes introverted people come off as cold or rude. They really aren't, but the body language implies it.

Good points and I'm not ofended at all. Acctually, I am rather shy and now that you mention it, that may be coming out in my presentation. 90% of the time, I have spoken to people over the phone several times before meeting them in person and I am fine over the phone, but this has me thinking that my body language may be saying something different in person.....I have to find a way to connect the link between the phone interview and the actual wedding because I'm fine over the phone and even more comfortable at the event, but it's getting past the interview where I seem to be stumbling.....

[HotHolly]

Sorry if that sounded rude. I doubt its your personality is what I was thinking. Maybe that didnt come across right.

If you want to find out the brutal truth - use a video tape. You'll hear your voice, see your mannerisms, and see whats happening. (Don't film the client)

You can PM me if you want some general tips about shy people and what they tend to do at a presentation/ interview. I have a list around here some where... It does make a difference. And if you do well on the phone with them, I would think it has less to do with personality and more to do with mannerisms - aka trademarks of the shy.

[akimartymar]

Like Holly mentioned, how you sit affects how people view you. One thing hiring staff looks for in an interview is how you sit. You want to avoid leaning back in your chair as it gives a sense of not caring too much. If you sit up and towards the front of your seat it shows that you are interested in what they have to say. I honestly don't know what it is that I have been doing right so far because I really not much of a sales person but I've only had one couple that came to meet with me and didn't sign right then. And that one couple did ask me to do their wedding but I turned them down after several "mishaps" on their part.

[east_tx]

but I do a lot of interviewing for the company in which I am employed. The other members have given you some good feedback thus far. I am by no means an expert in the art of selling, but one thing I always do after training an interviewer is sit in on a few interviews that others perform after they have been trained. A lot of times having another person examining the process allows for some contructive critiquing. Sometimes people are not aware of a lot of small things they do that may affect how they come across to others.

On the other side of the coin, when interviewing, I look for people that can communicate well----but not overcommunicate and oversell. There is a fine line and a lot of people either don't even come close to the line or go so far over it they can't even see it any more. A lot of this may just be nerves, but after a while you can tell who may be nervous and who may just be an employee that will not shut up long enough to listen-----kind of like me and my long post.

All this said, I would just suggest having someone sit in on one of your sessions who will give you some good honest feedback.

Please, do not take this in any way as me pretending to be an expert, because I am not----I am just passing along a little of what works for me. Good luck and take care.

[CaptainTom]

I'll listen a lot more than I talk. Usually the customer will talk themselves into the deal if you have a product they like. A lot of affirmative head nods, and knowing looks doesn't hurt. Try not to make "all inclusive" statements like " nobody likes the photographer who takes over the wedding", or " I can be so quiet and unobtrusive you won't even know I'm there", at least until you can figure out what the client wants and expects. Some clients want the photog to "run the show" and others don't . Let the client know you are confident about your abilities, and always, always operate under the assumption that you will be shooting their wedding, until they tell you otherwise. Stay away from "if you hire me" or " if I shoot your wedding". Assume they have already hired you.... Try something like, "what would be the best time for me to arrive at the church ?"....and start filling out your contract paperwork just as if they had said " Yes, Yes it's you we want, and only you !!!" It's psychologically a lot harder for a client to "fire" a photog.
This sort of thing can go on and on, and there are many good resources available about selling at your local book store.

[ndsimm]

Thanks guys, I appreciate the info and again, I am in no means offended. I'll keep you posted

[mgadell]

Another thing I've found that helps is if I get rid of the concept of it being an INTERVIEW (big scary, formal word) in either direction, and just relax and TALK TO (and listen to) the folks, and explore with them whether we'd be good working together to make pictures of their special occasion. Most of the times when we've decided together that it WASN'T a good fit, I've later been very grateful that was the outcome.

Mike