Meeting a potential Wedding Client Tomorrow: Any Suggestions?

I'm meeting a potential client tomorrow. They got my card from a friend who was at a wedding I shot back in April.
I've never had to 'sell' my services before, it has mostly been "Hey, come shoot this for me" and that was that. So I'm not too experienced in 'selling' myself, or Selling in general.

They want to meet in their apartment, which is about a 30-40 minute drive for me. I would rather meet at a Starbucks, but he insisted I meet at the apartment. I'm still going to try to convince him otherwise.

I'm taking my Laptop with some portfolio shots, as well as a printed portfolio, and some Asuka Book information and Kiss Wedding Books swatches and information, as well as my price list, and contract.

What do you guys suggest?
Thanks in advance!

Best of luck!

I wouldn't overwhelm them with your "stuff." Talk about how they met, ask about their day, get them to talk about things their excited about; develop the relationship. Don't go in there going, "and here's a great shot, and here's a price list, and here's my equipment, and here's my albums." I think that will turn folks off.

But that's just my tactic!


Get KISSed.


Kevin Swan*Simple-Minded Director
KISS*:*The World's Simplest Book Company

Talk less, listen more. Ask questions that they can't answer with yes or no. Like "what are you looking for from your wedding photographer" Spend at least the first 10 mins talking about anything but photography. Look around see if you tell some of their interests from their decor or pictures they already have and strike up a conversation about that. Then get into the wedding with questions like kevinswan has suggested.

Greg

Thanks for the suggestions guys.
Kevin, It's nice to see a KISS representative here on the forums. Hopefully you'll hang around and be available to answer future questions from people.
I haven't ordered a KISS album, but hope to do so soon. I'm looking forward to it.

Don’t Sell the Steak, Sell the Sizzle

And Booked.
It went great guys. Just got back. They totally loved my work and even want to purchase an album.
Thanks for your input. Lookout Kevin, I might be getting an album from you guys after all!
But the wedding is in June, so we still have some time...