You are going to learn how to book more photo clients now! It’s easier when you ask the right questions. This blog will guide you through the first client meeting. It's the most important meeting where they decide who to hire and for what budget.
The First Client Meeting Is a Make or Break
The first photography meeting helps the client decide if you are the best person to work with. They want to know how experienced you are and your confidence levels. Are you confident enough to lead the project?
This is why the photographer needs to ask the questions that make them think. That lets them think of you as someone different than the other options. Few photographers would manage the first meeting as you will. They will likely speak more than list, and they will not ask the same questions that you do.
What Are the Four Questions to Ask Photo Clients?
- The first question is simple. You ask: "how did you hear of me," but not in a way you've asked before. Simply asking, "how did you hear of me" promotes a single-word answer. That's not helpful because they could say, "Google," and how exactly does that serve you? I have a better way of asking it, and it's what I call "The Burger Method." You'll hear people say it's a sandwich, a complaint sandwich, etc.. call it whatever you wish. I only want you to book more clients.
With this method, you are structuring your conversation to serve multiple needs. You're not putting a complaint in the middle like the usual method. Instead, you're putting an important question in the middle. With this method, you can boost the client's ego, get them to trust you more, uplift your brand, and still get the job done. The video does go into full detail over this method and why it's particularly effective in the American culture.
- Ask: "what does a successful project look like to you," and the client will write the success script for you! They'll tell you what's the most important to them and what is near the top of the list. You may find yourself focusing on a part of the project that the client does not value as much. That's why it's important to get the definition of success from the actual client.
- Ask: "are you OK with the payment schedule" and increase the odds of getting paid on time. Clients, as we know, are notorious for wanting something urgently. When it comes time for payment, the urgency is not there anymore, and we need the energy to match.
I recommend asking them if they are OK with the payment schedule. This will help to focus on the payment schedule. It gives the client another chance to suggest a payment method that works for them (assuming it also works for you). When we allow them the opportunity to have a say in the payment schedule, it dramatically increases the chance of them paying on time. Payment reminders can wear a person out!
- Ask if they have a graphics department at their company (for commercial clients) and watch how you quickly add to your budget. This is a client win and a photographer win. In the video, I'll explain this in detail and give you great insight into this question.
When you structure your client meetings, it puts you in a favorable position. Remember that thoughtful entrepreneurs find the most monetary success. Make sure the client walks away from the first meeting (online or in person) with full confidence in your abilities to deliver the right way! The video will expand on each question and give you a broader idea. When you ask these four questions properly, watch to see how your bookings multiply