16 Ways to Avoid Losing a Potential Client
I love receiving inquiries! I think it’s so fun to get to know each bride through how and what they write. Have you ever had your ideal client inquire and you just weren’t able to stick the booking? Today I am sharing these 16 tips so that you can start booking your ideal client (and stop losing them)!
STRONG WEBSITE IMAGES AND DESIGN
It all starts with their first, second and third impressions. Your website is vital to the booking process. I used Showit to design my website because it was so easy to create the design that my brand needed. I still use this platform because it’s so easy to keep my website updated.
Make sure that you only have images that represent you perfectly on your site. If there is anything that makes you cringe or anything that you don’t love, take it off your site. Brides want to know what to expect from you!
INCLUDE A SECTION ON YOUR CONTACT PAGE WHERE THEY CAN SHARE MORE
Leaving a space for an open-ended question lets you gather a lot of information. Sometimes brides want to share a lot about their wedding because I am the only photographer they are interested in. I always look for excitement in this section of the contact form because it helps me to gauge how interested they really are.
Don’t feel like you need to check your email constantly. Or on the weekends. Just make sure that you respond within 24 business hours.
It can be a difficult task to manage inquiries! Not only do email templates save you time, but they keep everything streamlined. By covering the same information with every bride, you will be confident that they have the information they need!
EVALUATE WHAT THEY WANT THEIR BUYING EXPERIENCE TO BE
I have noticed that there are really three types of inquiring brides: the shopper (looking around), the one who gets things done, and the one who wants all the details. By using my email template, it’s possible that a shopper will become thoroughly invested in my brand. I don’t spend a lot of time catering to this type of inquiry unless I get a response.
The bride who is on a mission to get things done doesn’t want to be held up with all of the details. And the bride who needs all the details doesn’t want to be pressured to book before she has all of the information. I can typically tell in inquiry what type of buying experience the bride wants. If I can’t tell, I will just ask: “I know that sometimes these things move quickly so if you are ready to book let’s make it happen! I also understand that you might still have some questions, so if that’s the case just send them on over! Just let me know what you need!”
Half the time the bride will tell me that she wants to know how to book. The other half of the time I will receive a lengthy email with lots of questions! Don’t be disheartened when brides have a lot of questions. They are trying to avoid buyers remorse and you should give them every opportunity to be fully confident in their decision to book you!
SPELL THEIR NAME CORRECTLY
This probably goes without saying, but it feels much more personal when you spell their name correctly. Some people won’t be bothered by this error, but others might be offended because they were looking for a photographer who was going to make it a personal experience.
AFFIRM THEIR EXCITEMENT
Do they use a lot of exclamation marks or mention how excited they are to have found your work? If they are excited, acknowledge it and encourage it!
For example, I recently had a bride tell me that she didn’t know what she was looking for until she found me. That’s a huge compliment and lets me know that she is serious about inquiring. My response? “I am so glad that you finally found what you were looking for! Weddings are full of so many memories and they should be photographed beautifully!!”
ADDRESS ANY QUESTIONS THEY HAVE
If the bride asked questions in her inquiry, make sure that you are diligent to answer them. If you can organize your answers so that it’s easy for her to read and refer to at a later point in time, that’s an added bonus!
LET THEM KNOW IF SOMEONE ELSE IS LOOKING AT THEIR WEDDING DATE
If I am talking with a bride about a specific wedding date and someone else inquires, I let both of those brides know that there is another person interested.
LET THEM KNOW YOU ARE EXCITED
I imagine you love your job. Let people know that you love it! It excites brides to book vendors who are excited about their wedding!
GOOD PRICING GUIDE
This helps keep things streamlined (you are busy after all!) and if it is done well, it will reinforce your brand! You can read these 3 reasons you should create a pricing guide and view my pricing guide!
Set yourself apart from the rest! This helps build brand recognition and brand loyalty. Even if everyone has an email signature, no one has your email signature with your logo!
SHOW THEM WHERE TO CONNECT WITH YOU
Remember those shoppers I was telling you about? I have won over so many shoppers just be providing links to my social media outlets. I am purposeful with what I post on social media so that I will attract who I want to attract. When these shoppers start browsing through my instagram, facebook or pinterest, they become invested in my brand.
After you respond to the inquiry, make a note to follow up with the bride if you think she will be a really great fit! I keep everything organized in folders through gmail, so the inquiry just gets moved to the “follow up” folder. Once a week I go through and empty out that folder.
DON’T MAKE THEM ASK ALL THE QUESTIONS
Without overwhelming the bride, try to anticipate the questions that she is going to have. If she is indicating that she is ready to book, send her the contract, invoice and the details for how to make things official!
I follow these rules when I am working with potential clients and it has paid off! I set the standards at the beginning of the relationship with a “WOW” booking process and then keep up the excitement throughout the entire experience. Brand loyalty, as it turns out, is a powerful thing.
MAKE THE BOOKING PROCESS SIMPLE FOR THEM
Brides like options, but not too many options. Offer no more than 4 packages and 2 ways to pay. They are making a lot of decisions and by keeping it simple, it cuts back on the stress of making so many decisions.
And since I want to continue to share what I know in a way that benefits you, holler at me on Twitter or Instagram (tagging me) and use the following hashtag: #askjordanbrittley. You can also connect with me through the #ASKJORDANBRITTLEY Facebook group! Let’s build a little community!