I remember my first wedding consultation all too well. I built a portfolio of quality images, mostly from second shooting with local photographers; and, the day was finally here when someone believed in me, other than my mom of course. The first consultation is always the scariest.
Now, having done over fifty wedding consultations, I am going to give you some tips and tricks to rock your next one. It is very important to have a plan in place, so, that you know where the conversation (not presentation) is going.
1) Know Your Couple…Before They Walk In The Door
When a client first inquires with me, I have them complete a Honeybook contact form and initial questionnaire. In the initial questionnaire, I ask about their story-that way I know how to authentically connect with the couple.
Also, by finding them on Facebook and other social media outlets, you can get an idea of what they look like. That way you are not blindly waiting on someone to come up to you at Starbucks.
2) Connect Authentically
When a client and I first start to talk, I am always looking for ways to connect with them, I do not just jump to the pricing guide. I do this by asking about wedding planning, and, by asking how they met and how they got engaged.
To build trust with the client, if either story has something relevant to me, I am sure to mention it. For example, maybe they got engaged at Falls Park like I did, or, I have worked at their venue before.
3) Talk About The Engagement Session
The engagement session is one of my favorite parts of the wedding planning process; I get to capture the only point in their lives when they get to be each other’s fiances. I go into detail about what the engagement session entails, showing them my style guide.
Some points I make sure to touch on are: awesome locations, best times of day to shoot, outfit ideas, and turnaround time.
4) Talk About How The Wedding Day Unfolds
Next, I go over what to expect on their wedding day. I mainly talk about my approach to the photography timeline-the order of the day.
Some points I make sure to touch on are: coverage, timeline, first look, online gallery, ordering prints, print release, how many images to expect, and the turnaround time.
5) The Contract
Often, I give my clients a sample contract before the initial meeting in order for them to look at it and be able to ask any questions. If they have questions, I go over them at this point; also, I make sure to touch on some points of the contract myself.
I often end with this question, “When do you think you will make a decision?” This way the client does not feel the pressure to book on the spot; I want them to happy and confident with their choice.
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