Meeting with Potential Clients

[smseeley]

I just started my wedding photography business and for the first time will be meeting with 2 brides next week. I am confident in my work (I have shot many weddings as an assistant and a couple by myself for friends) but would like some advise on how to sell myself to these brides. I have a couple sample albums. Is there anything else I should bring? Needless to say I am a little nervous!! Thanks for any advice!

[bondarnes]

Originally Posted by smseeley

I just started my wedding photography business and for the first time will be meeting with 2 brides next week. I am confident in my work (I have shot many weddings as an assistant and a couple by myself for friends) but would like some advise on how to sell myself to these brides. I have a couple sample albums. Is there anything else I should bring? Needless to say I am a little nervous!! Thanks for any advice!

You will need printed prices and a decent wedding photography agreement (Contract). If you don't have either send me your e-mail and I will send you mine. It will give you a starting point and you can adjust to fit your needs.

[smseeley]

I just printed out my prices yesterday and I do have a basic contract. I guess I'm just looking for marketing tips since I am not a good salesperson. Should I push then to sign the contract then if it looks like they like my work? Should I just give them a copy and email them the next day? I don't want to seem too pushy, yet I don't want to let them get away either.

[MyKey]

Sarah this is the most important aspect of the entire wedding event, at least in my eyes.

Finding a client that not only matches your style but more importantly you match with them on a personal level is a must. If not your work will show and overall your business will hurt from it. You will be with these clients for at least a year, by the time the wedding rolls around and then album design, etc.

When I speak to younger wedding photographers I try and make them understand the number one key to a successful wedding business is not the skills behind the camera but the skills with the people in the business. Remember to be yourself, if you don't know the answer simply tell them you will find out for them, don't lie just to have an answer to their question and remember ITS YOUR BUSINESS. Just because these are your first two meetings do not be scared to turn them away if you personally do not feel comfortable with them. Again the key to a happy client is not the photographs but the interaction with the client which starts on your first meeting day.

Problems arise before, during and after the wedding day due to lack of communications most of the time, keep the door open and even if they do not go with you as a client remind them they can look upon you to help them answer their other wedding day questions pertaining to anything, cause afterall YOUR the professional and not them, you will have more answers than they will as a general rule.

Be yourself, stand behind your work (as you said you do) and stick to your plan, don't change mid way through.


Good luck and keep us posted, let me know if I can help you out with other questions.

Take a deep breath you will do fine!

[Silvernic]

Mike, how do you go about turning away a potential client?
Thanks for the input.

[HotHolly]

We've turned people away...we've nicely told them that our styles don't mesh and that they would love XYZ photog. They have never been offended and were greatful for the referal.

I think when you 1st get started a big thing for you is confidence and not giving away the farm. If they look at your work and like you, then they will most likely follow through. Most of our clients take the contract/ wedding pak home (contract, ideas, images, info on us, and a magnet - in a pretty folder). Just about everyone that has booked, called back within 48 horus to book. If they dont call back, we follow up with them about 1 week later. All sorts of things happen...so dont be shy about following up. We followed up with 1 bride several times and then just thought it was a dead lead. She called totally paniced a week before her wedding. She forgot to book us. She told her mom to do it, and she didnt. (Speaking of which - only sign with the B&G. Its a nightmare trying to work for the B&G when you were hired by Unlce Mo).

MAKE SURE YOU GET THEIR CONTACT INFO. They wont mind filling out a little form with the basics. Then you can follow up and keep in contact with them.

And I do think everyone has to start somewhere. The 1st couple of weddings we shot were not for the artistic crowds. They wanted 100% cheese. I hate cheese (fine art background). Anyway, I got what they needed and took what I needed to build my portfolio with the images I needed. Eventaully, your images attract the type of people you want to shoot for.

Be happy, be social and have fun. They are looking to include you in their special daY!

[Elsaspet]

Mike is exactly right. A lot of great photogs fail in business because they don't understand the business side of it.
I talk pretty fast, and my presentation usually lasts about and hour or more.
I show them my work, albums, enlargements, slideshows, and then give them a big folder to take home which includes a small sample album.
When I am done with the presentation, I ask them if they have any questions. Most times I've already answered them as they have gone through my various albums.
And then comes the hard part for anyone.....asking for the booking. Sometimes the check writer isn't there. Sometimes the fiance isn't there.
I get a lot of booking on the spot, but for the examples above, I have to wait. That is where the folder comes in.
They have this big beautiful folder with all my info, contracts, q&a, recommended vendors,
album upgrades, questionaire, etc. Inside they have a slideshow of the last years highlights, a pen engraved with the company name, and a calendar. They can look at it all day long if they want. The folder is a constant reminder of my presentation.
Costs me like $12.00 bucks a folder.
Personally, if a client wants me, I take them, provided they make a deposit. Maybe my shooting style isn't what I think they want. How the heck do I know what they want? They've seen my website, they have met with me, and they know I'm not cheap. It's a challenge to me, artistically. I haven't had an angry client yet, even though I've shot the most formal of formals, to the most candid. I'm a pro photographer. I should be able to shoot anything and make the client happy, right? The clients keep me on my toes.
Anyhoo, I just know this is working like gangbusters. Half of next year is booked.
Believe in yourself, your work, and your talent, and work on sales skills.
Do that, and you will be successful.
Hugs,
Cindy

[*Mike*]

Cindy,

Do you stick pretty closely to the packages that you have up on your site? Or do you customize and tweak things as the client would have things different?

And, well, the more I think about it the more curious I am about how you're doing stuff... Do you do much pre-screening by phone before you meet people? And, I promise this is it, where do you actually do the consultation?

Sounds like you're doing great...

Thanks!

[imagesbyadam]

Originally Posted by smseeley

I just started my wedding photography business and for the first time will be meeting with 2 brides next week. I am confident in my work (I have shot many weddings as an assistant and a couple by myself for friends) but would like some advise on how to sell myself to these brides. I have a couple sample albums. Is there anything else I should bring? Needless to say I am a little nervous!! Thanks for any advice!

If you're like me, most brides who meet with you are past the "window shopping" and down to a few final choices. They've seen the websites, they've viewed the galleries, and they picked the photographers who style & pricing matched what they need.

Now..did you notice I said they've already seen yours, and others work? I believe this makes a difference because now at this point your not selling your work anymore. Your face to face and your selling you. All your branding, your imaging, your presentation, your galleries GOT them to the table. Now its YOU that is the final call.

I have booked every bride I've met with face to face. Now, I'm not a huge popular photographer and my career is still in its infancy. But 18 for 18 aint bad..

Be yourself, and don't try to "sell" them something. Nobody hates anything more than trying to be "sold" to. Your not a car dealership. Your a service provider to the affluent who appreciate art and memories.

And lastly...when my brides and I meet. I interview THEM. I want to know all about them, their fiance', their wedding plans, their colors, their venues, the proposal, the first meeting, I want to know -them-.

-I- believe this is a key to success, it has been for me...maybe it will be for you too. Good luck.

[CaptainTom]

Everything said so far is dead on.
I'll just add that in order to get the "deal" you have to sell yourself, not your photos.
Closing is the hardest thing to teach salesmen. Buy a couple of books about sales techniques. Once you learn how and when to close, you will find your meetings much more enjoyable and less stressful. If they didn't like your work, they wouldn't take the time to meet with you. They already like it. Now you have to convince them that hiring you is going to make their day special.

[Breezy]

this is some awesome advise from you guys!!!
Thanks for asking a great question

[Elsaspet]

Originally Posted by *Mike*

Cindy,

Do you stick pretty closely to the packages that you have up on your site? Or do you customize and tweak things as the client would have things different?

And, well, the more I think about it the more curious I am about how you're doing stuff... Do you do much pre-screening by phone before you meet people? And, I promise this is it, where do you actually do the consultation?

Sounds like you're doing great...

Thanks!

Hi Mike,
I'm not concrete on packages. I customize. For example, my most popular is a package with a coffee table book at $2500. Most times they upgrade to a flushmount. I carry two. I let them pick a package and then upcharge the difference in the albums most times bumping me into the 3700 range.
The Dallas market is great but it's also pretty steep. I've been told that I am a good value for people who are looking at much higher priced photogs around town.
It's funny though. I've seen photogs raise their prices because others they know did. The difference is that some will earn the job and some will not. You can't cry because you didn't get the deal you were overpriced for, which happened to me with another photog lately.
The basic rule to selling is that you charge what the market will bare. And what will it bear? You have to know your competition, what they are selling and what your talent is in comparasion.
For instance, I have beat out local photogs based on the same kind of work for a slightly lower price. I'm a long way from the High end Dallas though, which will pay in the 20,000+ for the hot guy/girl in town.
What I tend to get is the middle/upper bride and groom who wants nice photos at a good value.
Hope that clears it up,
Hugs,
Cindy

[Elsaspet]

Originally Posted by CaptainTom

Everything said so far is dead on.
I'll just add that in order to get the "deal" you have to sell yourself, not your photos.
Closing is the hardest thing to teach salesmen. Buy a couple of books about sales techniques. Once you learn how and when to close, you will find your meetings much more enjoyable and less stressful. If they didn't like your work, they wouldn't take the time to meet with you. They already like it. Now you have to convince them that hiring you is going to make their day special.

Dead on Tom! So many people don't ask for the money/booking. I do, and that is the difference. Others leave them thinking they have all the time in the world to decide, while I have told them that they don't. That's why I book them then and there.

[Elsaspet]

Originally Posted by *Mike*

Cindy,

Do you stick pretty closely to the packages that you have up on your site? Or do you customize and tweak things as the client would have things different?

And, well, the more I think about it the more curious I am about how you're doing stuff... Do you do much pre-screening by phone before you meet people? And, I promise this is it, where do you actually do the consultation?

Sounds like you're doing great...

Thanks!

Mike,
I don't pre screen. Why would I? They have the money or they don't. It doesn't matter to me if they are pretty, wealthy, inspired. I don't care. I'm a photographer. I don't just pick the pretty people. I don't take the sure thing. I strive.
I book a lot just on the phone. Kinda freaks me out to be honest, as I would never send thousands of bucks to someone I never met. But after the phone call, they know I really have their best interests in heart. Not mine. I have enough money. Money is good, but a happy client will make you a bucketload. Cheap out, and you get the cheap bride. Do what is right by them, and you will have a client forever.
Hugs,
Cindy

[LadyShutterBug]

(Speaking of which - only sign with the B&G. Its a nightmare trying to work for the B&G when you were hired by Unlce Mo).

often, the bride's parents are the repsonsible party. i make it clear in these instances that i want to be sure the mom is comfortable with my portfolio and has seen my work (because of the bad exeprience i had where B&G loved their pics and mom HATED them with a passion). also, all correspondence is between me and the responsible party. mom gets the phone calls and e-mails if she signs on the dotted line.

In answer to the original question... I take albums, but I also take a couple of sets of "very comprehensive coverage" of weddings. I take one wedding where I followed the couple for 10 hours... shows lots of different emotions and lighting situations. I take a daytime natural light wedding and a night time dark mostly-flash wedding. When they tell me how much they love the daytime pics are then that they are having a 7pm ceremony, I expalin to them that hteir pictures are not going to have the same feel because it will be dark and/or indoors. Some people don't realize that.

Smile, dress nicely, and imagine you're talking with someone who just had a baby. Be congratulatory-- be interested in their lives, how is planning going? How did you meet? How many guests are you expecting? This gives you a feel for the couple as well as a little personal connection. To me, and to many people, that's important... and I think you can definitely do it without sacrificing professionalism.

Be very honest about your experience... i think that's the most important. Don't try and pad your resume where wedding photography inconcerned ;)