hi guys welcome back to my channel this
week we are going to talking about the
client consultation so here in Maryland
it is we're kind of wrapping up
engagement season really and the
holidays have passed valentine's day has
passed and there are lots of newly
engaged couples that are planning their
weddings for this year and next year
this got me thinking about my whole
consultation process and what that looks
Consultations can be kind of scary I
remember getting super nervous before
consultations and not knowing what to
say or what to bring up with what they
were going to ask me and that kind of
thing so I thought if you are in my
shoes where I used to be a few years ago
and you're going to go into a client
consultation that I want to set you guys
up for success and I want to give you
guys these 10 tips that some of them are
from before the meeting even starts
during the meeting and after the meeting
for how you can come across more
professional and hopefully book way more
of these kind consultations. so let's
dive in so the first thing you need to
do before the meeting is provide your
price if you're not going to give them
your complete price list at least give
them a starting price or an average
investment price. that is what I do. I
don't want my pricing to be a big secret
and to waste my time and their time when
they may not be able to afford me. that
way when you go into your meeting you're
not talking about numbers you're not
only talking about pricing you can talk
about who they are as a couple what
their day is going to look like and
there seems and just make sure that
you're a good fit, instead of it being
all numbers. after you've given them your
pricing you're going to choose a
location. now you want to choose the
location that reflects your brand so it
kind of fits with what you are selling
and that also is professional so I like
to choose coffee shops hopefully
something more mom and pop instead of
big chains because I like it to be a
little quieter a little more time and
space the tables need to be a little
bigger so that we can look through some
sample albums and things like that so
when you're choosing your location be
mindful of how professional it can come
off. next you're going to want to arrive
early so if you're meeting at 12 make
sure that you're 15 minutes early be
there at eleven forty-five and decide
where you're going to sit lay out your
sample albums
sure that that first initial meeting
with them they see that you've taken the
time to consideration and a lot of times
i found my clients arrived early too so
it's great whenever I'm early. and it just
looks way better than them waiting on
you the last thing you want is for your
client to be waiting on you .of course
you also want to dress professionally so
even though I meet my clients out of
coffee shop i am going to dress a little
nicer than if I were meeting a friend at
a coffee shop. this is my client's first
impression of me in-person and I want to
make sure that it lines up with what I
have online but also that I just look
professional because they're going to be
making very quick judgments as to
whether or not they trust me with their
wedding day pictures and I don't blame
them. next you'll want to make sure
before you meet that all the important
decision makers are going to be present
so maybe this is mom and dad maybe this
is a family member or maybe it's just
your couple either way make sure that
everybody who's going to have an
influence in that final decision is
present so you're at the meeting what do
you bring and what do you say we touched
on this a little bit earlier when I
mentioned sample albums so you'll want
to have samples of your work. I like to
have physical albums, printed things that
they can just look through and spread
out on the table in front of them rather
than on a screen. I also sometimes
bringing ipad if I have a wedding that's
taking place at the same venue and I
want to show them specific work. you can
do an iPad you can do a slideshow of any
kind but the important thing is that you
have samples of your work that are
reflective of your current and best
portfolio. the next thing you'll want to
have at the actual meeting is a "leave
behind" so this is a sample contract
maybe your business cards some
collections information so that they
don't have to feel like they need to
take notes or remember every single
thing you say. that way they will be able to
take this and has your branding all over
it of course and they can review it at
their own pace on their own time. then
you'll want is to have something to take
notes on, now I have a consultation
worksheet, it's very small- it just has a
couple of questions but it helps me keep
track of anything that they say
specifically that I'd like to remember.
that sheet is going to end up in their
file folder if they book.
so I'm going to throw that in there with
their signed contract and it also helps
keep the meeting moving if they don't
have any questions or they're
particularly shy or anything like that
helps me to keep moving sometimes I
don't use it you surely read the meeting
sometimes they have plenty to say and
you're really connecting and you don't
need to take notes but I think it's
professional to take notes especially if
they have questions and you want to
specifically be able to follow up on.
something that they've -said - it helps you
tobe able to stay on top of that so be sure to
take notes but don't have your head down
and taking notes the entire time... take a
few notes would be sure to keep the
conversation moving. so course during
your meeting you're going to talk about
their day. they're going to ask you
questions you're going to cover some
policies and things like that about your
company and what is it to book you. but
at the very end, be sure to say if it's
true" I would like to work with you." be
sure to tell them i love your theme I
think you guys are awesome i love to be
a part of your wedding day this is
something that I didn't do for years and
I realized when I was talking to another
to another mentor of mine and they were
specifically saying this is something
that you need to say if you think you're
good fit need to tell them that so be
sure to tell them that you want to work
with them all right we're at the final
two points. after the meeting, you want to
show gratitude! you want to send them a
thank-you note even if it's just an
email thank them for their time. thank
them for considering you they have a lot
of options and it's something that I
think all wedding professionals should
point out and say hey you got lots of
options thank you so much for taking 20
minutes to sit down with me and review
my work. this also opens the line of
communication where you can say if you
have any questions or if you'd like to
see a proposal which is my final step I
can send that to you so at that point I
would send a proposal and hopefully go
ahead and book them so that's it those
are my 10 tips or steps for how to have
a successful client consultation if you
have any questions or you'd like to
share how you conduct your client
consultations we are going to continue
the conversation in the comments section
below thank you guys so much for
watching bye guys