The key to converting leads and earning customer loyalty is by delivering a bang-on client experience from the get-go. This starts from your response to their initial enquiry right through to sending off their final gallery. If they’ve gotten in touch with you, you know that they’ve stalked your website and checked out your portfolio – your work has resonated with them. BUT that doesn’t mean that you’re entitled to their booking…
Don’t start the discussion by asking what their budget is – that’s the quickest way to kill a sale! How can you provide the right solution if you don’t even know what they want? Without a clear understanding of their pain points, you won’t be able to provide an effective solution or convince them to book you as their wedding photographer.
Your clients should feel like they’re your number one priority, not just another transaction. Rather than talking their ear off about your albums or talking about your photography style, focus on delivering value.
The fact is people like to spend and they value different things for different needs and situations. The keyword is VALUE. Remember: Your customer is the hero of the story so always spin your narrative from their point of view. The more value your prospective clients can sense about your offering, the lesser it is for money to be the primary concern.
And if you get it right, their question will change from “Can we afford this?” to “Can we afford to pass up on this opportunity?”
TIP: Your personality and energy is something that no one else can copy! Always show up as yourself and connect with your clients on a meaningful, ‘human’ level.
You don’t have to wait until your initial client meeting to start showing value. You can start building rapport and gaining their trust from your email response to their first enquiry! Not sure how? Our in-house copywriting coach, Melinda Harcourt, has written 17+ high-converting email templates to guide you! These cover everything from initial responses to enquiry follow-ups and post-wedding updates!
Inside the Six-Figure Business Map, I have an entire module dedicated to creating the best client experience! In one of the videos, I step you through all the must-know tips for smashing your client meetings including:
All that and more! You’ll have to enrol into the Business Map if you want all my juicy secrets. 😉 But don’t worry, I won’t leave you hanging…
To make sure you have the blissful confidence you need to convert 9 out 10 of your client meetings into bookings, we’ve created a Client Meeting Journal just for wedding photographers! The first of its kind in our industry, it’s not just a pretty notebook. This journal will keep your client meetings on track and all your notes in one place.
→Meeting prep – before, during & after
→Building instant trust & rapport
→Powerful conversion language
→Handling discount requests
→Upselling your packages, albums & add-ons
→Creating an efficient workflow
→Mindset & meditation
You’ll also have note-taking pages for pre-meeting client research and reminders, meeting prompts and must-ask questions. PLUS, space for post-meeting reflections.
Prepare, Plan & Structure → Meeting → Booking ($$)
“I used the Client Journal for the meeting today and it helped soooo much in navigating through that call. The client’s budget was $1700 below my package options, but she ended up booking my 2nd highest package without hesitation!” – Jasmin
“It’s not only beautifully designed, but also full of helpful tips to get you prepared. It has guided questions you can use during the meeting and lots of space to take notes and reflect after.” – Bo