When prospects call you they’ll have either come from one of your marketing sources, or through a referral. Either way, there’s a few easy things you can do to boost the chances of turning them into a paying client, instead of hanging up the phone and losing them to another photographer.
Use these 4 tips every time a prospect calls you with questions about your services…
Tip #1 – The Inevitable Question
I’m sure you know exactly what I’m talking about before I even say it. It’s that question you get over an over again and it seems like it’s all the prospect cares about…
“How much do you charge?”
There are a few rules to follow when answering this question, but the first thing you must do is ‘avoid the question!’…
The problem is that the prospect is calling and asking for a price about something they know nothing about. They aren’t a photographer like you, so they’ll assume that everything is equal when that certainly isn’t the case.
For example, they could be comparing a 10 minute ‘get in and get out’ portrait photographer with another who does dozens or hundreds of on location shots and includes outstanding editing. The prices will be vastly different, but the prospect won’t understand that…
Unless you educate them!
So dodge the question by asking THEM a question, like “how did you hear about me?”, or “exactly what is it that you’re looking for?”, or even “have you seen my portfolio?”.
This crashes their train of thought and gives you an opportunity to explain how you’re different and better than other photographers.
Tip #2 – Follow Up
This is something that most photographers never think to do, but it’s so simple and only takes a couple of minutes, plus it really makes you stand out from the crowd.
Most calls these days will come in from a mobile phone and that number will show up on your phone and be save to you ‘recent callers’ list.
If the prospect seems interested, but don’t want to make the decision right away, give them a call the following day just to ask how everything went and if they have any questions. Don’t use this as an opportunity to sell to them, and I actually advise against mentioning anything to do with your packages etc…
Simply make the call as if you’re a new friend who is keen to help them out in any way you can. You can simply give them a few pointers of exactly what to be weary of, and what to look for when finding a photographer.
This will be such a huge surprise that they’ll often book you right there, even though it’s not your goal. They’ll also feel like they owe you something and will want to return the favor.
Tip #3 – Have A Destination Or Offer
You should either have a place to send interested prospects… like a website where they can download your free report and where you collect their name and email to join your newsletter…
Some sort of offer like “if you give me your name and address I’ll send you a copy of my consumer awareness DVD that helps you pick the right photographer”.
This allows you to follow up with them via mail which can be extremely powerful and is cheaper than you’d imagine.
Tip #4 – Always Be Extremely Friendly
This one seems like common sense, but a lot of photographers can come across as impatient, annoyed and rude.
Try not to rush through phone calls. Treat each prospect as if it’s your mother.
I know, I know… sometimes they’re rude and you simply want to return the gesture.
It’s what they’ll be expecting, and it’s exactly what they’ll get from 90% of other photographers, so when they come across you – the only friendly, informative and helpful one, they’ll be shocked and it will often turn their attitude around.
You never know what someone has been through in their day. It could be a single mum (mom for those in the US) who has 5 kids under 4 and is simply trying to find the right person to do her yearly portrait. She could be the nicest person in the world, but could simply be having a bad day.
As I always say at the end of my photography business growth articles…
Use This Stuff!
It only works if you use it and it’s all really simple to do. I do of course expect an email when you’re getting great results with this stuff!
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