You do not need everyone to like you or every one to want to hire you”. The first ever thing to keep it in your mind when you are with a client to close the deal. But this doesn’t mean you take everything for granted. Just that you are already prepared for the worst case that you do not get disappointed
As a Founder of my company , apart from being a photographer , i also handle client meetings. The first meet with the client will mostly be done by me and fortunately 90% of the clients i meet in person , i close the deal. I have always asked to myself why is the 10% are not opting for me. More than 90% choosing us , it is the 10% who don’t choose us brings down our confidence which eventually made no difference. I tried asking them the reason for not choosing and felt nothing was convincing me. And remember , if people can not afford to hire you, they will find faults in you. When people find faults in you, never take it to your heart. The best is to ignore.
I started focusing on the positives , on the 90% that already had chosen me, us for their big day. And i found amazing response from them when i asked them why did they chose us. This made a lot of difference. Gave a lot of confidence and created more space for more productivity. Here i take you with few points which i use and feel is important when talking to the client.
BE ON TIME / DRESS UP :
Both are the most important. If you are missing out either of it, you are missing out the first impression. The one that will make the client feel , we are worth their trust. And winning their trust is important so that we get to close the deal. And any deal i missed in my past , if i have to think of it today, i was mostly late. Some people are really flexible. We fix up accordingly. But some really mind. Its their time of course and think it as an insult when we get to the place late. “better late than never” is not gonna work out here and hence be on time, neatly dressed with a charming smile and think you are definitely closing the deal and you are already half way there.
PUT YOURSELF IN THEIR SHOES :
We always tell our clients what we do, what we offer, how we work but many a times we fail to listen what they actually want. A lot of people , in fact all of them likes when they are listened. Often we think the photography session which is important to us, we think of the perfect shots and frames, we think of how to make it perfect for us and we know it will surely bring joy and happiness to the client but we fail to listen to what they expect. They do have their own preferences and expect us to do things the way they want. If they are not choosing us , there is a reason. There can be plenty of them but the main could be because we fail to give them what they want.
Knowing what you can do is also important. If it is a no , you should learn to say a no with a yes. If you can not do something that they ask for, rather than a blunt no, offer them with another solution that is possible. This way clients understand you care and concern. Give them the feeling that your main concern is their happiness and they will sure to sing your praises.
ONE LAST THING
There is actually nothing like the last thing. There is always room for improvements and we keep working on it. For any serious entrepreneurs clients are the most important and will treat them like the Kings. Its not just the way you start will help you get more business but being consistent. Give them more than what was promised. Always. Extra hour of photo session, few extra pages in the album, extra compliments and extra smiles and gratitude through out so you will get referred and this will help you close many more deals.
You may be the business owner but clients are definitely your BOSS and we photographers are always lucky for no one other than us will get such cool bosses who will love and remember us always if we do a good job!
I am a proud photographer and so you be !
Correct me if i was wrong , I am happy to learn from you.
Sharadha Gopalakrishnan & Mani Kandan
Spreading smiles (: (: