You got that email saying they are interested in your wedding packages, you sent them the info, and now they want to meet for a consultation, YAY! But now what? What do we talk about? What if there are awkward silences? No worries, I got you, friend :)

Tip #1- Meet Face-to-face

First off, let me start by saying that I REQUIRE a consultation from anyone who is interested in booking with me, and I REQUIRE consultations to be either in person or through video chat. The main reason I do this is to meet face-to-face before we even think about moving forward with booking. I’ve heard so many terrifying stories from other wedding creatives about unhappy brides and grooms and I whole-heartedly believe that by meeting face-to-face you weed out anyone who isn’t a great match for you and your business.

Think about it.. by only communicating over email, how well do you really get to know a person? What if they seem great and after you work with them you find out they had a completely different vision then what you interpreted over email? And by then it’s too late. They are already locked into a contract and now you are both stuck. Or what if they love your work but hate you as a person? It sucks to think that’s even possible but it happens. You just might not jive together, and that’s OK! But you would have never known if you didn’t actually meet. Like face-to-face.. scary. Honestly to this day it still scares me a little to meet new people and talk business and I do it multiple times a week! So don’t worry :) We are all in this together!

Tip #2- Bring a Questionnaire (that you created!)

To keep from me forgetting my lines and encouraging awkward silences, I created a Wedding Consultation Worksheet that I bring to every one of my consults. It helps me stay on topic and keeps a good flow to the conversation :) My worksheet starts with basic info (names, wedding date, venue, etc.) then jumps to questions that I ask to help me get to know them better and figure out what they are looking for in photography.

I have included a link to my Wedding Consultation Worksheet that I created to help give you a starting point on what to include in your own worksheet!

Tip #3- Determining Which Package Fits Best

When determining the package that fits best with their needs, I always start by asking if they have thought about having a “first look” before their ceremony. This is a big factor in how many hours of coverage they need on the wedding day. Whatever the answer, I then ask what time their ceremony is at. Generally if they want a first look, I start coverage 3 hours before the ceremony start time. If they want an aisle reveal, we start coverage 2 hours before the ceremony start time. And that’s the base line! From there it’s just math of 30-60 minute ceremony, 60-90 minute cocktail hour, and about 3+ hours of reception coverage. Now I have enough info to determine an estimated amount of coverage needed to cover all the important parts of their wedding day. And by going over all of this in front of them, it helps them not be surprised when you recommend a package and coverage amount.

Tip #4- What Happens If They Decide To Book?

The next step is telling them what happens next. You got to know them, you determined which package fits best with their wedding day needs, now you need to tell them what the next steps are. Every couple wants to know how the booking process works and what they payment schedule is, so don’t wait for them to ask. Be proactive and inform them before they get a chance to ask :)

Tip #5- Any Questions? Are You Ready To Book?

Last step! I never want to leave them with questions still in their heads, so at the end I simply ask if they have any questions. This is also a great opportunity to ask if they are looking at any other photographers or if they are ready to book with you. If they say they are still looking at other photographers, I just tell them to take their time because picking a photographer is a huge decision and whoever they go with they should absolutely love :) I think that adding this comment shows that you don’t just book anyone and everyone that comes knocking your way. Your clients love you as much as they love your work and if they feel the same then they should book with you! If not, then you are letting them know that you are ok not having their business, because in the end you want them to be happy!

Do you have any tips that work for you at your consultations? Maybe something great that you say or bring that impresses your clients or helps the conversation flow? I can’t wait to hear what works for you so leave a comment below!

Photo taken by Madeline Broderick Photography