Presenting images to clients after their wedding can be very exciting for the Lancashire wedding photographer. While it’s a critical step, however, it’s actually just one more phase in a process that begins the very first time you talk to your client. It is important to decide on the image that you wish to project with your studio and photography.
Find your niche, what sets you apart from your competitors, and focus on projecting this image to your potential clients. You need to decide where your market lies and align your advertising and image to this demographic. Having great photography to offer your clients is a very important component in the success of your studio; however, there are many other important elements to running a successful studio that exceeds every client’s needs and expectations.
THE INTERVIEW WITH A POTENTIAL CLIENT
When couples marry, they almost always want to document the event. They have come to you looking for the services you provide, so it is your job to show them their options and explain how each will benefit them. Every interaction with a client or potential client at your studio should be conducted according to one principle: to serve each client to the highest standard. The following should be your objective for the initial interview:
- Disqualify any clients whose budgets or tastes do not suit your services.
- For qualified clients, book the wedding by the end of the interview.
- Send every client away impressed with the studio’s services.
Everyone has heard the saying, “You never get a second chance to make a good first impression.” There are several components that go into making a good first impression. First, your reception area and studio or wherever you do your client interviews need to be taken into consideration. The following are some tips on what to look for:
- Keep your studio clean and tidy with chairs tucked in, paperwork put away, and albums (and other consultation materials) easily accessible.
- Ensure a professional staff presentation, with all members of the team (including yourself) dressed neatly with a welcoming appearance.
- Have music playing in the background to create a comfortable atmosphere and set the mood.
- Evaluate what else is going on at the same time.
Begin by leading the client to where the interview will take place, and introducing them to what will happen next. It is important for the Lancashire wedding photographer that you take control of the interview early so that you can adequately explain all of the studio’s services and products, as well as hear your client’s plans and concerns. A great way to do this is to make a verbal agreement with the client at the beginning of the interview. This explains what is going to happen and gets the client’s agreement as to the structure of the interview.
Objections often scare photographers, as they have not prepared for what is often a natural part of the booking process. Your clients not only want to book a fantastic photographer, they want to book at the best price possible. An objection is the client’s way of expressing that they have not yet seen complete value for their money—or perhaps they are just trying to get the best deal they can.
This does not mean that you have to counter with a discount; your work is worth what you charge, and it is your job to help your client see the value in it. The most important thing is to be honest. Do not say things that are not true. Do not pretend to know the ins and outs of another studio’s pricing and packages. Instead, focus on what you do know.