How to Get the Most from Your Customer Interviews Advice for Professional Photographers

By Clwyd Probert


Customer meetings are so vital for your business and your reputation that a large amount of thought and care needs to be put into them. Many a wedding photographer will feel that showing an easy album of their work is good enough to close a deal. This isn't true, the arena of professional photography is extremely competitive and everything that you do toward enlarging the amount of clients that sign up is crucial.

First you've got to decide where you are going to meet your bride. Sometimes there are 3 choices:

- At your work (or home) address
- At the clients home
- At a neutral location convenient to you both.

Which you go for will depend on where you are based and the sort of business you run. If you have a studio in a village centre then everyone will come to you. However if you're based out in the country then you will have to visit your bride or meet at a local coffee shop.

If you've got to meet away from home, try to find a location which is quiet, so you can be heard with no interruption and that looks like a quality locale. Find a period of the day when the place is at it's least busy "it is worth phoning the locale previously to check on their quiet times.

If you have got to go to visit the customer, try to make certain you take all that you need to close the deal, including detailed price lists and contracts. If you promise to put something in the post, then there's always the likelihood that they may change their mind.

When you prepare the meeting, try to ensure that all of the decision makers are present. This is often parents of the bride or groom who may be paying for the event.

If the bride comes to your studio confirm it is clean, neat and smells fresh. There is little worse than working into somebody's house and feeling that you need to walk right back out again.

If feasible run a presentation on a huge projector or massive Hi-D display. Size does matter and folks will be impressed by the size of the images which they are used to viewing on a small computer screen.

Put plenty of work into your display albums make sure that they're truly galvanizing and show off the particular traits you're trying to stress.

Always talk in positive terms about the things that you will be doing for them. Talk as though you are already their selected paparazzo. Before they leave "ask for the business "never allow them to go with a simple thanks. They might have made their decision and are prepared to sign at this time "explain that dates are going quickly and you would be very pleased to document their wedding.

In summation, treat folk with respect and kindness and treat them in the same way you would like to be treated by a 5 start hotel. Remember, you're selling a 5 star service.




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