February 5, 2019
Pre-booking consultations don’t have to be stressful! I’m providing tips for a stress free and seamless consultation that will help put your mind, and maybe your nerves at ease! I have a streamlined system for prepping for consultations that convert inquiries into bookings!
This one may seem obvious, but going in prepared truly makes a difference. I tend to be scattered brained because my mind is always racing with ideas. I try to arrive to the consult an hour early to research. I keep tabs open with sources to each and every topic I will cover with my couples during the consult. I have the following ready on hand;
I always take notes before, during, and after the consult. The power is in the knowledge. Rather than trying to remember later, make sure you have notes to refer back to. I always prep for a consultation with basic knowledge;
Wow them. Whether you have previously worked at the venue or not, show them you did your homework, that you care and you know what you’re talking about! When asking about possible portrait locations maybe make suggestions based off the venues website, instagram, or facebook.
That being said, also go in knowing if they have a preferred vendor list. Most venues do list the preferred vendors online. I mention this because most of my clients ask me for recommendations and while I do have my own list of friendors, some venues have agreements with certain vendors. Clients may or may not know this prior.
When I first approached consultations, the goal was to sell myself. While the goal still is to convert them into clients, Ive found that the best way to get to know them and see their vision is to truly listen to them talk. You really need to listen to your clients and give your best, non-bias advice. After all, it is their wedding and you want them to have a day that truly reflects them.
By educating and empowering them and they’ll leave feeling like their time was well-spent, which is a very good thing for you. Give them tips for making the wedding day go smoothly. Tell them what they should be thinking about as they consider what photographer would be best for them (making sure to highlight places where you are particularly strong). There’s a number of different things you can do here, so figure out what works best for you and run with it.
If you can make a personal connection with your clients, they’re more apt to book with you. At the beginning of the consultation, ask them about themselves and their wedding. Where are they in their wedding planning? What is their favorite feature of the venue? Make note of what they talk about – these are the things that are important to them. If you ask them to tell you about the wedding and they gush about their amazing flowers, you know they value this and you can give tips for picking out their flowers or add flower recommendations. Tell them about how you spend time photographing their details and show them some floral pictures! Connect and discover their passions so that you can create an emotional connection to your services.