bkyser Loc: Fly over country in Indiana

Booked another wedding last night, and she was writing a check before I could even bring up any of the great selling points that I've learned from talking to all my friends here on our message board.

I'm serious, she had already visited our website, and had her checkbook in her hand before the first words were spoken. Not only did she want the "standard" package, before she even saw any of her photos (which won't even occur until August 29th), she has requested 3 albums (one for her, one for each parent), and wants a wall collage made up of canvas prints.

That's something that just doesn't happen every day. (or ever) She even decided to pay for the wedding, in full, instead of a deposit....

The sad thing is, I was SO ready to use all of my newfound sales techniques, like holding the hands palm up and saying put the limo, food, hall, etc in this hand........ How crazy is that? I got more in sales than I expected, but was still disappointed, because I wanted to use some of the stuff we've discussed. There has to be something seriously wrong with me. I wanted to "SELL" but was disappointed, because she came ready to "buy."

Is there a 12 step program for this?

Jay Pat Loc: Round Rock, Texas, USA

Drives you crazy, doesn't it?
Pat

big-guy Loc: Peterborough Ontario Canada

Damn, I wish I had your problem. :-D

bkyser Loc: Fly over country in Indiana

I was darn near dumbfounded. I've had well prepared customers before, that had researched me to death, but they still usually come with questions, concerns, etc.

I seriously wasn't posting this to brag, I've been taking a lot of notes from various posts, and was really hoping to put some of my newfound knowledge to work.

I'm hoping I get more chances soon. :thumbup:

gym Loc: Athens, Georgia

That's geat bkyser! Clearly your reputation precedes you. She's done her homework and knows what she wants.

bkyser Loc: Fly over country in Indiana

Hmmm, she seemed so much smarter than that ;)

BHC Loc: Strawberry Valley, JF, USA

Has the check cleared yet?

fotodon Loc: Oberlin, OH

Great job Bob. Here is my take on the whole thing. I think I read you right in the past that you were not the happiest photographer on the planet with your business model. You took the bull by the horns and went to work. You worked hard to spiff up your website. I have seen it and you now look like a high end photographer. You have been filling your sales toolbox with all kinds of tools. I remember you saying that you didn't think you were much of salesman. Maybe you were really a good salesman without tools.

At any rate, I bet that when that bride first saw you she sensed your new found confidence and direction. She sounds like the type of person that appreciates that. It does not surprise me that she did what she did. Believe me, there are a lot more brides out there like that and they are looking for confident, well grounded, good photographers.

Don't get me wrong. It will not be too long before you will have to pull every tool out of the toolbox. It will feel really good when you close that sale. But, afterwards, consider which type of bride, purely from a business standpoint, would you prefer to have. Now you have another tool to help you hammer out your brand. All puns intended but not original.

I see great successes ahead for you and your daughter.

Beercat Loc: Central Coast of California

BOB ...............

I've said before, the easiest clients are the ones that simply write the check without any complaints about the fees. They seldom are difficult to work with ;)

bkyser Loc: Fly over country in Indiana

Oh, I won't look a gift horse in the mouth. I just had myself all jazzed up to try being a salesman. I am sure that I will have plenty of time to practice. I get a lot more difficult to sell to people, than the ones who want to force money at me.

tsilva Loc: Arizona

She isn't Nigerian is she? Or a woman actually going through a divorce? :-)

Seriously, congratulations!

E.L.. Shapiro Loc: Ottawa, Ontario Canada

So…Here’s my take on the matter after over 5 decades in the wedding photography business.

First of all there is an important principle to consider when it comes to salesmanship; “a savvy salesperson knows when to stop selling and close the deal”! It’s like photographic retouching; the best retouchers know when to stop retouching. When the client has her checkbook in hand, you stop talking and start writing up the contract- you may want to try for some add-on sales at that point- you will be surprised how many clients will order additional services and items when they are in buying mode.

My own repeatedly successful approach to sales meetings and selling techniques is that from the moment I meet the potential client I begin to ASSUME THE SALE! I listen to their wedding plans and simply tell them how I am going to address all their requirements, wants, needs and desires. I am not brash, overwhelming or pressurizing in this approach. I also realize that clients’ questions, concerns, and even objections come with the territory and never consider them a negative element of the discussion. I take a positive attitude because I believe that when people bring up some of their concerns, the are still interested in hiring me because the would not bother and wasted their time if my style of work, my personality, and my prices were totally out of their plans, tastes, and budgets. When I answer the questions I always start off with “that’s a good question and I am pleased that you asked…” The fact is, I am very pleased because oftentimes theses questions clear up all kinds of misconceptions, doubts, and fears that are much better put to rest early in a business relationship- right up front! If any of theses question remain hidden or unresolved, they can resurface later in the relationship and cause all kinds of havoc. I want everyone to be comfortable with all my methods, prices, and policies before the sign-up. I want the business end of the deal all clean and tidy so that the clients and I can concentrate on the creative and fun aspects of their wedding photography.

Another thing! Y’all have to stop suffering from some sort of inferiority complex! As you gain experience, photographic savvy, recognition, client confidence and loyalty you will bring in more and more customers who are there to buy- not to shop. Every good businessperson understands the significance, importance and high value of referral business- it’s powerful stuff!

Yet another thing (I can be a real PIA)! Stop worrying about being intrusive at weddings. The days of the brash, thoughtless and rude bossy photographer are gone! We are all sympathetic and compassionate ladies and gentlemen with good manners and I am sure we all know how to handle ourselves in all kinds of social situations. We are not invaders or party crashers- we are there on behalf of the bride and groom and their families to create a great story telling coverage of the event. We are professionals! We are part of the event- not outsiders!

A question! Why not sell complete packages and multiple albums? Those methods of merchandising our work were and still are the lifeblood of many wedding photographers. Perhaps, nowadays, we speculate too much. We knock ourselves out, shoot hundreds or even thousands of images and hope for a print or album order. After the wedding expenses are paid, oftentimes budgets are constrained and after the fact orders are hard to come by. I explain to my clients that certain packages are cost advantageous when they are pre-purchased. If they are thinking of gifting their parents or members of their bridal party with albums or prints, they could save money. Just about all of my jobs are booked on this basis. At the end of the year, this makes quite the difference in the bottom, line.

Good luck and best wishes. Ed

fotodon Loc: Oberlin, OH

Hey E.L., Good to see you and your sage advise back on here again. You know I couldn't agree with you more. :thumbup: :thumbup: :thumbup:

jaysnave Loc: Central Ohio

:thumbup:

bkyser Loc: Fly over country in Indiana

Ed, I couldn't agree more with you. My problem lies with me. I've spend 28 years as a purchasing manager (day job), and I guess I have seen all the assumed closes, and different sales closing techniques. I need to actually use some of them, but after seeing them so many times daily for that long, they all seem so tired. I guess the point is, they are still being used, because they work.

We could probably all learn to be better business/sales people. I know it is a struggle with me, because I do it as a weekend warrior, and want to keep it fun. After dealing with my recent illnesses, I still want to keep it fun, but realize that I'd also like to make more money at it, so I can give a somewhat successful business to my kids when I'm gone.

I will continue to read your wisdom on this and various subjects, and hope that some day, I'll become as good at the business side, as I try to be on the artistic side.

Thanks for chiming in. I think I can speak for everyone when I say that you are one of the most valuable resources in our little corner of UHH.