So you meet your client at a coffee shop...

What happens next??

I came with my Album samples, invitation samples, contract. It went good, got the retainer money I go with ASA Books for album and there are so many options that to make things simple I just offer 3 sizes.. 10x10, 12x12 and 11x14

I want to hear what others "work flow", if I can call it that, is.
1. What questions do you ask?
2. Do you have a written price list list or you go by memory? If written is it on paper or digital?
3. Do you have a price list for each item you offer? (Album and price for each size, portraits, invitations)
4. How do you close the deal? What questions do you ask of B&G?

Please share your "reeling the customer in" process!

Firstly, I dont go and meet them ......... they come to me. This shows some form of commitment on their part, and a (for example) 30 minute meeting takes just that - 30 minutes, not a hour by the time you include travel etc etc. This means that they are surrounded by my images and I can instantly get anything else I might need, and they cannot get sticky fingers from a pan au chocolat all over my albums!

What questions do you ask? Well what do you want to know! Use this meeting to qualify your clients - do you like them?, do you want to work for them?, can they afford you? and so on

Written Prices? Yes. It looks professional.

Price list for each item? I have one price list that is very clear and concise and covers everything my studio sells.

How do you close a deal? Simple, ask the right questions, for example get straight to the point, "shall we sort out the paperwork?", if the prospect is not sure ask something like "how does that sound to you?" which will usually clarify what they are unsure about.

If you got the retainer, you already closed the sale.

cdifoto wrote in post #11747030
If you got the retainer, you already closed the sale.

This is true, but:

I came with my Album samples, invitation samples, contract. It went good, got the retainer money I go with ASA Books for album and there are so many options that to make things simple I just offer 3 sizes.. 10x10, 12x12 and 11x14

I want to hear what others "work flow", if I can call it that, is.
1. What questions do you ask?
2. Do you have a written price list list or you go by memory? If written is it on paper or digital?
3. Do you have a price list for each item you offer? (Album and price for each size, portraits, invitations)
4. How do you close the deal? What questions do you ask of B&G?

It doesn't sound like you have a solid idea of what you want to sell and what you need to sell, therefore you haven't set an expectation with the client on what she should buy and how much she might spend. It also sounds like you're going to be trying to collect your money after the wedding instead of before...which is a bad idea.

A lot of people seem to be doing that these days--getting a gig first and then trying to figure out later what they're selling.

You need to sit down now and determine what are the most profitable packages or items to offer (in terms of time, gross returns, and perceived value to the client), and you need to get back into contact with the client to start massaging her expectations for what she's buying...so that you can ask for a significant percentage of that (or all of it) before the wedding.

cdifoto wrote in post #11747030
If you got the retainer, you already closed the sale.

Oh yes, that much I know and sure of

My contract states I get the retainer to "hold" the date and the rest of the money the morning before the wedding when I first come. That does not work out 99% of the time and I get paid after the wedding! Have not had a problem with getting paid yet

Gary_Evans wrote in post #11746999
Firstly, I dont go and meet them ......... they come to me. This shows some form of commitment on their part, and . . .

I don't have a studio, and I don't want to meet at my house or theirs. My favorite place to meet is at Wegman's. I don't see anything wrong with me going to them at Wegman's.

My favorite question to ask early on is, "What's the most important thing about your wedding?" and then I shut up. Listening is key for me. Sometimes, although not always, I take notes. I should make it always.

yuriyo923 wrote in post #11748041
My contract states I get the retainer to "hold" the date and the rest of the money the morning before the wedding when I first come. That does not work out 99% of the time and I get paid after the wedding! Have not had a problem with getting paid yet

That's shocking to me. A lot of the pros I know won't unload gear until paid. I don't know of a caterer who will start buying food, much less putting it on the the tables before getting their check.

At our wedding the only things that still had to be paid by the time we got to the church were the tips and the final bill for the honeymoon. Everything else had been taken care of at least 2 weeks prior.

-Fernando

Ray Marrero wrote in post #11748708
I don't have a studio, and I don't want to meet at my house or theirs. My favorite place to meet is at Wegman's. I don't see anything wrong with me going to them at Wegman's.

My favorite question to ask early on is, "What's the most important thing about your wedding?" and then I shut up. Listening is key for me. Sometimes, although not always, I take notes. I should make it always.

You might want to see the first point made by this photographer:

The 7 Ironic Truths About Successful Wedding Photographers
http://blog.photoshelt​er.com …essful-wedding-photo.html

So it sounds like the client has "retained" the day with a deposit, but that they don't really know what they will be receiving as far as a physical product? Perhaps I misunderstood. This is something you really need to get nailed down - quickly - to avoid misunderstandings, he said/she said....."but you promised the book would contain....." I'm not saying that things won't go smoothly, but you leave yourself wide open.

But to answer your questions:
1. What questions do you ask? I want to know the details of their wedding day; places, times, etc. If extensive travel is required that may affect price. You also need to know timetables to determine if their expectations of coverage are realistic or not.
2. Do you have a written price list list or you go by memory? If written is it on paper or digital? Both written & on the web....ABSOLUTELY. This way they know what they are getting, and no misunderstandings.
3. Do you have a price list for each item you offer? (Album and price for each size, portraits, invitations). See my answer for #2
4. How do you close the deal? What questions do you ask of B&G? My work and service close the deal. I don't pressure them. The fact that they've already come to my place of business demonstrates interest on their part. I don't go to them.