Client Questions-
* Do I want to do business with this company?
* Can I afford them?
* Do I want to do business with this person?
* Are my needs going to be met?
* Is there someone else better
* What is the advantage of booking now?
* I need to make a decision
* Did I make the right decision?
The most important things to remember during client interviews is to connect on an emotional level, sell yourself & sell your expertise, reliability & confidence.
Qualify the Client -
* Can they afford us?
* Are they looking for what we do?
* Can we meet their needs?
Ask the right questions -
* Get commitment early & often
* Overcome their fear
* Inspire confidence
* Demonstrate expertise
The Enquiry -
* If first question is price say you are happy to give all the pricing info but you would like to get some details first.
* Ask about their location & comment on your experience with the venues.
* Ask about date/guests/bridal party
* Ask if they have set a budget, may be reluctant to answer as they either have no idea or unwilling to reveal just yet.
* Mention your starting price
* Ask them how that fits in with their expectations
* Ask for meeting, if object, need to check with fiance etc, try to make a time anyway and say you are happy to re-schedule if need be.
* Text reminder of appointment on the day.
The Consultation
* Meet at high end venue if you do not have your own studio.
* Keep everything clean & uncluttered.
* Create an environment client will feel comfortable in.
* Details are important, the client will look beyond the facade to try & work out the real you.
* What to wear, dress at a level your clients aspire to NO JEANS! Dress with style & to match your style.
* Refreshments - client is not likely to accept anything too fancy, water is fine.
* Set expectations, explain the purpose of the meeting.
* Get to know each other first before you talk about prices
* Number 1 selling tool - Passion. Show them you love what you do, passion & enthusiasm is infectious.
* First half of meeting should be to establish rapport - no photos or prices.
* Ask questions about the wedding, relationship, work, hobbies but be genuine not nosy.
* Don't talk continuously, portrays a lack of confidence.
* Ask what their perfect wedding album would look like, and show an album that reflects this.
* Observe them & their body language-are they a detailed person, romantic, relaxed, fussy?
* Be a resource - the more you can apply your expertise to their needs the more respect they'll have for you.
* The more value you provide the less price matters - give give give!
* Don't give slideshows-breaks flow, focus on album sales.
* Don't show albums while talking, they need to be focused for this.
Closing the Sale -
* Ask how that album fits in with the ideal album they discussed earlier.
* Explain prices clearly don't make excuses.
* Explain delivery process
* Ask how the prices fit their expectations
* Leave them alone to discuss
* Ask would you like to go ahead with the booking?
Selling - Clients love to buy
Sell additional products
Transition them to portrait clients
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