Monday, April 20th, 2009...6:00 am

Wedding Photography Sales Tips: Credibility

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Being able to assert and build trust with your customer is the foundation of good sales. In fact it may boost your sales. Being able to have piece of mind and confidence in your purchase (from a client point of view) may help you win and boost wedding photography sales.

How do you do this?

  1. Demonstration: Demonstrate to them that you know what you’re doing. Often photographers use the slideshow to do this. Try not to make this a crutch.
  2. Leadership: Exude confidence and the skills necessary in being a good leader. Demonstrate you’re a good leader by giving back to the community or doing seminars or educating others. Give back some time to the community.
  3. Consistency: One of the largest dependencies of trust is being consistent. If you can consistently show them your portfolio that has a congruent look or style; it will make the sale a bit more smoother.
  4. Decision Making:  Show that you make good decisions. Whether you make good decisions on presentation styles, your camera angles, body language, the type of clothing you wear, etc. Make sure you nudge and highlight some of these things. Just try not to be too pushy or overtly haughty.
  5. Blogging & Writing: Write about wedding photography. Build a community and network with other bloggers. Demonstrate and link your website to your blog. Write about something where you can show your years of experience.
  6. References: This should be your last arsenal. Provide Brides with a list in which they can contact previous brides. Make sure you get permission from your previous brides. Have this list printed with your contact information on it as well. Bonus points if you have your photos on it as well. This can be a good piece of collateral to pass out and for them to think about.
  7. Credentials: Sometimes clients will instantly trust you if you have the same educational or vocational background as them.
  8. Building rapport: Learn to turn small talk into something substantial. Show that you have good interpersonal skills.
  9. Networking: Develop and qualify leads that are already from a credible source.
  10. Direct Eye Contact: Being able to look into the clients eyes is an important and sub-conscience demonstration of confidence, interpersonal skills, and

Pitfalls. Credibility is not:

  1. Using a testimonial: Delivering testimonials can be helpful if executed correctly. I think reading a testimonials are usually superfluous. Testimonials must be delivered from another person in person.
  2. Reciting Facts: Reciting facts might be entertaining but won’t give you any credibility.
  3. Making Jokes: Humor is good for building rapport sometimes but eventually you’ve gotta get serious with your client.
  4. Un-Authenticity: If you don’t believe in your product you really should sell it. Clients will be able to smell this on you instantly!
  5. Written or Verbal Communication: When you can use proper punctuation and grammar when communicating with your clients.
  6. Ego: Leave your ego at home; or at least try to control it through mediation.
  7. Inappropriate or Ackward Body Language: Invading another persons space or inappropriately touching at the wrong time may put your client at alert.

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