Nailing the First Impression with Clients to Make Sure You Get Hired

1. Be Organized and Welcoming
You need to appeal to the couple visually from the moment they walk through your door. After you greet them with a big smile and call them by name, encourage your clients to look around your studio. By giving them some space, they’ll feel comfortable, and having some music playing in the background will put them at ease. 

2. Choose a Distinctive Studio Scent
We often associate the places we visit with how they smell. Most of the time we are selling to the bride, and I have found that they are more sensitive to scents. Your studio should have a nice, distinctive scent that sets you apart. This helps the bride create an association with your studio. Vanilla works well ands sets the tone for the meeting.

3. Ask Questions
Once you have booked your client for an appointment, ask about the wedding date and where the ceremony and reception will be held. From there you should pre-plan your meeting with the clients. Think carefully about the albums you would like to use to sell your work. 

4. Look Busy
I find having a busy studio can increase booking rates by 10 percent, so I like booking multiple consultations. It creates an electric atmosphere, and that buzz of excitement can make your clients feel that they need to commit immediately, so as not to miss out on your services. Once you’ve sat down and engaged your clients, offer them a coffee; clients often visit for a consultation after a day at work, so for most, a cup of coffee is just what they need. You don’t want to leave your clients alone, so someone else in the studio should make these.

5. Glean the Right Information
Let the couple talk about themselves, and get to know their likes and dislikes. These people are trusting you to capture their most important day, so they need to know you can give them exactly what they want—even exceed their wildest expectations. Make sure you are truly listening to them. After about 10 minutes, most have already decided whether you’re on your way to being their photographer. Showing them the right album at this point is the clincher to ensuring you are the one who will be there on their wedding day. 

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