I guess the most critical time for a wedding photographer comes, not when you get an appointment, but at that final decision making time, when your client has to decide either to go with you or "keep looking" and how to encourage your wedding photography clients to close (with YOU) on the booking/sale.
So what are some good ways to "make the sale"? I'm going to share a few that I have learned but I'm really looking for you guys to help me with some good ideas so please leave me a comment or advice on how you would do it.
So, when you've shown your client all of your portfolios and have given your sales pitch, its down to your potential client making their final decision. I've been reading just some general sales articles and ideas that could apply to wedding photography, so try some of these:
"Does this sound fair to you?" / use final closing phrases. Read this great article from the Missouri Small Business Development Centers for some great tips on closing a sale.
Ask them which package they would be interested in. Giving them choices helps put them in the mindset of having already made the right choice of YOU!
Offer to beat the price of any competition... even if its by $50 or $100. (I've gotten 2 wedding bookings this way!)
- Offer to add freebie's if the negotiation is going sour... (free or discounted engagement shoot, free 8x10, etc...)
- "Do you think that this (option) would be something that you would be interested in?"
- Know you client's potential "wants" as well as their needs. (ie. Brides want to look like models in a magazine, needs would be: Traditional group photos for grandma's picture window.)
- Don't be too anxious or nervous. People can smell desperation. Be yourself. Be honest. Let them know upfront what they are getting. Write out and practice some key selling points that you will talk about ahead of time if you are the nervous type.
- Finally, be prepared for the close. "Let's get this paperwork out of the way, so I won't waste any more of your time..." (actually have all the paperwork printed out so that its easy for the client to fill out and it answers all your questions about the "when" and "where")
Please leave me a comment if you have any other good suggestions for closing a sale and I'll add them on here!