When clients approach us for information, it’s really easy to want to tell them all of the amazing things we do! We want to let them know about the awesome sessions we offer, the cool products we carry and the prestigious awards we’ve won. The kicker, though, is that clients are far less interested in all that than you think. They are calling because they want to know what you can do for them. They want the chance to share with you who they are, what they’re about and to learn how you can create images that speak to them as the individuals they are.
The next time your phone rings, I want you to try something out . . . ask a few open-ended questions and see how the conversation shifts. When a client calls and says, “How much are your sessions?” try responding with, “What kind of session are you interested in?” Then, when they tell you, “A family sesssion,” follow up with the statement, “Tell me about your family . . . ” and just let them talk as long as they want to! They might tell you about how many children they have, where they’re from, what they like to do together, or how busy/laid back they are. If they’re just not chatty and stop with something like, “Well, there are four of us.” then prod them to go deeper with a question like, “What do you all like to do in your free time?” or “What words would you use to describe your children?”
As the prospective client talks, listen for the things you can pick up on to help make your services meaningful to them. If the caller says that they love to spend time outdoors and that they’re all a bunch of goofballs, then you can talk about how these images will capture their family as they really are – silly, fun-loving and carefree! I’m pretty sure that will matter a lot more to them than how you’ve mastered the art of off-camera lighting and whether you use a linen or finelinen finish on your prints!
If you feel like you’re struggling through the call when clients initially contact you, sit down and write out 10-15 open-ended questions you could ask your target market that will get them share a bit about themselves. In turn you can talk to them about what really matters!
Have a great day everyone!
I also want to send out a very BIG THANK YOU to all of the mommas who donated to Preemptive Love Coalition over the past couple of weeks! Together we raised over $1100 for an organization that helps save the lives of children desperately needing heart surgery! You all are AWESOME! I believe that giving to others always comes back to you many times over. In order to give this principle a little boost, I offered those of you who donated a Mother’s Day promotional kit that can help you grow your business. I hope it helps you do great things in your studio over the upcoming few weeks! Thank you so much for your kindness and generosity mommas . . . I am overwhelmed with gratitude. I know the parents of these children are 100x even more so! Have a great day everyone!!!