Wedding Photography Sales: Top 5 Client Issues and How to Get Past Them by Sal Cincotta
While we don't usually discuss wedding photography, Sal Cincotta from CreativeLive shared this great advice with us and we thought it was worth sharing. Some of this applies to wedding photography, but I think some applies to any sort of photography that requires bookings (senior portraits, events and so on).
Brides and grooms have a certain set of expectations when it comes to their engagement and wedding photos –– expectations which often do not match up with your business's available packages. Some clients expect an entire disc of images from their wedding even though you prefer to sell prints, while other clients expect their photos to be repeatedly re-edited.
Check out these tips on how to overcome 5 common sales objections in wedding photography, which will help you adhere to your business practices while simultaneously meeting your clients’ needs!
Clients Who Want to Swap Out Items In Their Photo Package
Many brides and grooms try to lower the cost of their wedding photographs by swapping out items in a package. You can avoid this scenario altogether by noting that "packages may not be altered" at the bottom of your pricing list. Of course, there are always those particularly persistent clients who won't take no for an answer. In this case, explain that you aren't in a position to lower an already discounted price because the services you provide are subject to the rates of your vendors.
Clients Who Can't Commit to a Package
There are several ways to approach a bride and groom who are willing to commit to each other –– but not to their photo package. Make it clear from the get-go that they have to make a relatively quick decision about their package because the price is tied to your vendors' specials. A delayed decision could result in them missing out on a good deal! If your client needs more time to decide what pictures they'd like printed, encourage them to buy a package that comes with an online gallery so they can pick out images and sizes at home. You should let them know that this option is preferable –– it lets you to lock in special prices from your vendors, and also allows them to take their time perusing images.
Clients Who Who Want An Entire Disc of Images
Many photographers don't offer digital images because it encourages clients to print out their own pictures rather than using your professional services. So, how do you explain your reluctance to hand over a file of jpegs? Simply tell the truth: you run a full-service studio with gallery quality photographs, and artwork of your caliber doesn't come on a disc. Instead, offer a Facebook gallery of the images your client has already paid for so they can easily share wedding memories with friends and family.
Clients Who Want a Photo Re-Edited
Every bride and groom wants to look like they stepped out of a magazine in their wedding photos, but some clients have unrealistic expectations about how much time you can invest in their photo edits. One way to deal with this problem is to offer re-edits on larger photos and canvases, while explaining that re-edits on smaller prints aren't practical due to time and cost. When it comes to beauty edits, tell your client upfront that you won't be able to edit out any blemishes until prints are actually ordered, which will also be a huge time-saver on your end.
Clients Who Want to Make a Delayed Payment
Weddings are notoriously expensive, and chances are your bride and groom will ask to delay their payment. Make it clear that payment is typically due at the time packages are purchased because you need to lock in prices from your vendors. However, you can always offer to break a payment in half –– just make sure you deliver the happy couple's pictures after their final payment.
About The Author
Sal Cincotta is an award winning photographer, author, WPPI platform speaker and frequent instructor on creativeLIVE. This July 25-27, Sal is teaching a free Business Fundamentals course for creatives on creativeLIVE.