Internet Clients - help

Hi All!
Nearly all my customers come to Cyprus from the U.K for their wedding. A booking nearly always happens like this:-

Client views website - hits "contact" button - asks for price list - I send - they either email some questions and book or I never hear from them again.

I can't invite em in to the studio for a chat or to see my work. Any ideas what I can or should do to improve my conversion rates?

I would very much appreciate any ideas or pointers.

Geoff

Put those questions in a FAQ.

Your web site has your photos. What more would visiting your studio provide?

Look at the competition to see what they're doing on their web sites.

You want to engage them. My first response is always to ask to set up a brief phone call to address their questions, learn more about their day, tell them more about myself, etc. I'm able to convert more than half of those calls to a sale.

Thanks for the replies, only two

Yeah Peacefield, that is what I was intending to do, I think it is the only way I can inject some of my personality into the process.

I feel that our photographs displayed on the site is obviously a factor in the B&G's choice of photographer. But I fear that buying remotely like this is difficult for them, and can come down to a price comparison session, once they receive all the price lists from the selected candidate photographers.

I am looking for ways to stand out from the plethora of price lists. I know my photography should do that for me, but it doesn't yet.

Any other tips guys?

Thanks,
Geoff

It really is all about that phone call. Let's take price out of it for a minute, because you don't want to compete on price anyway. So that excepted, brides select their photographer based on two things; a style of photography that appeals to them and a feeling of connection with the personality of their photographer.

When someone sends me a note through my site, I already know my work appeals to them. So that phone call becomes all about making a connection. If the call ends with setting up a face to face, I know they're already sold. (BTW, I post my prices on my site).

Get them on the phone, ask them about the day they're planning, gather thoughts they already have about photography for their wedding, talk about what makes your approach unique, especially focus on how you will manage your interactions with them throughout the day. I have had SOOO many brides, probably more than half, who say that other photographers they've spoken with never really asked about them or what they want at all. Get them on the phone and build that personal connection.

Sounds good to me! Thanks very much for your input Peacefield.