How to make sure your first client meeting isn't your last

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When you're starting out as a wedding photographer, one of the most powerful things you have is your time and attention.

You may not have experience. You may not have a huge portfolio, but you do have your time and attention, and you should offer that in abundance.

Of course, when you're super famous and have a full calendar, you should still offer your time and attention in abundance (you're a pro, after all, and that's what pros do).

BUT when you're still building up to super-photographer-stardom, the initial meeting with your client can be a tremendous break for your burgeoning business.

Let's explore more…but if you want a little background to make your meeting is off to an amazing start, take a peek at Issue #25

When you're meeting with your client for the first time, this is your first and BEST opportunity to make a connection.

Maybe it'll end with a wedding on “the books,” or maybe it'll end with you deciding, "This isn't a good fit." That's what you're there to find out.

Here are 6.5 things you can use to make this meeting as valuable as possible.

1. Start With Listening

As much as you'd love to whip out those photos and start talking about how shiny and fast your camera is, remember the classic business axiom,

It's NOT about you!

Ask good questions that will help you further in the meeting.

• "How did you and Mr. Perfect meet!"

• "Tell me about your wedding."

• "What are some of your challenges you’ve faced so far?"

Brides LOVE talking about their day, so wind 'em up, put on your ears and take it all in. Your job here is to listen, learn and show genuine interest.

You can take notes if you want but I prefer mental notes you can call on later. "You mentioned wanting ___. Have you tried ___?"

Remember, you're quite possibly the most objective and valuable resource she can have, so don't be afraid to help if you can.

2. Set A Good Vibe

You're not selling her a new car, so don't act like it. Get her excited about her wedding day by talking about weddings. Everyone knows this is a sales meeting, but the less you sell, and the more you give, the better your connection will be.

3. Show...With Stories

OK, there'll be a point when you can pull out your books or iPad and show off your work. My best recommendation, add the stories behind the photos.

Put your bride right into those moments. Describe what happened before and what happened after. How did THIS moment develop?

This is especially helpful if you're new and don't have a ton of photos to show.

When I was starting out, I had eight photos in my portfolio, yes, eight...and one of them was really out of focus!

But each one had the full story behind it - Why I shot it, what the couple was doing to lead up to it, and how I "intentionally" shot that one completely out of focus...and why it was awesome.

Everyone loves a good story so tell one! Hopefully, you have more than eight photos, but if not, I can confidently tell you that it CAN be done!

4. Communicate Your Process

I try to weave this into each photo - talking about what I like to do and how that achieves results I’m going for. It’s not technical, it’s narrative.

When you describe the method behind your madness, brides will see the creative brilliance in you and appreciate that.

When they hear your passion in your process, they'll be drawn to it and want that for their wedding.

The ultimate goal is to make them feel like you're someone they can trust with their day.

5. Be Confident With Your Rates

I don't know who likes to talk about money but prepare yourself because you'll have to...and it will be fine.

Be confident and firm.

Don't forget, you're offering an extremely valuable service to your bride, and her groom, and her family and her friends…and it’s worth every penny.

Talk benefits, not features.

I prefer to make this a conversation and ask about what they'll need and then build a package or find one that fits into your existing packages.

• What time is the ceremony?

• Would you like shots of getting your hair and makeup done?

• What time were you thinking about leaving at the end of the night?

These are all leading questions that help build your wedding coverage. There's no such thing as a three-hour wedding day, but there might only be a budget for three hours.

Start with what's really going to happen, build up the story (with your photos), and then let the bride decide what she wants.

Hint: The bride wants EVERYTHING, so try to make it happen for her and build accordingly.

6. Always End With Gratitude

Whether they book you or not, this is a relationship business, and you are a wedding professional. Be grateful for this time and this opportunity to chat about something you're passionate about.

Not everyone wants to hear you wax poetic about taking photos.

And remember, you might be too expensive for them today, but one of their bridesmaids will be able to afford you tomorrow.

Be their guide. Be their resource, and be the person who sees their day as clearly as they do. You do that and you'll create more than just a happy bride; you'll create a fan for life.

6.5 My Personal Approach (it's worth a .5 at least)

I try to spend at least half the meeting discussing something other than wedding photography. It is, after all, pretty self-explanatory so I try to have some fun.

The other half I try to dedicate to the education of my style and approach - How I photograph differently, How I care for the bride and groom and their families, and how I’m different from other photographers in a creative, yet non-bragging sort of way.

I certainly don't call photographers out by name, but it's important for the bride to hear that all wedding photographers do things differently and we act differently.

I'm a creative person with great empathy who is very protective. That's not the norm with other creative, artistic types.

I talk about the differences in how I see, how I act, and how I shoot. I also use things the bride mentioned and weave those "mental notes" into the conversation.

That's how to demonstrate you were listening like a pro.

This is your chance to show your personality.

This is your chance to joke with them, be serious with them, be emotional with them and SHOW them how you see their wedding day.

Describe your work with such detail that they'll picture their wedding day unfolding right there and make it so attractive they couldn't see anyone else shooting their wedding.

This is how you draw them in.

This kind of storytelling will give them insight into your personality.

It will also demonstrate your care, your attention, and, more importantly, your heart.

That's really what it's all about. Of course, they're hiring you for your technical skills, but your technical skills are not the most important thing…plus that’s boring.

I've seen brilliant photographers who are terrible at connecting with people. Imagine a photographer who is bad with crowds - surround them with 300-400 people, add in some loud music, alcohol and dancing, and you're going to see some spectacular-ly bad photos.

That's the wrong person in the wrong place.

A great wedding photographer cares about people.

They care about moments.

They care about their clients and use their photography skills to preserve this day for them.

Someone like this thrives in crowds of people.

Show your client that at her wedding, you are the right person in the right place.

This will make your meeting and your connection the start of something amazing!

Creating a successful initial client meeting is one of the little parts of the "inner game of wedding photography." THIS is what I write about each week in this newsletter.

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Questions? Shoot me an email at [email protected]