Feeling a little lack luster when it comes to a new inquiry who just booked a consultation call? It’s ok, we all have been there. Today I’m sharing my 6 non-salesy tips to consider for your next consultation call. The great thing about this article is that this isn’t just for wedding vendors. It’s also for potential clients who have been struggling to connect with a wedding vendor.
Tip One: Don’t sell like your on commission
When a couple first fills out your form, and you get the exciting notification what do you do? You think that a 20 page investment guide will be enough? Maybe in some cases yes! In my experience, couples more often then not are just starting the wedding planning journey and already feel overwhelmed. Don’t add to this with packages and a la carte options they don’t understand.
What can you do instead
Try meeting them where they are at! Consider connecting with them on a deeper level. Learn about their desires and build from there. If you prefer, share your investment guide during the call so you can go over all the details together. Couples want to be taken care of, especially on an important day like their wedding. Don’t let them navigate this alone.
Tip Two: Learn from your inquiry form
This is the first action step couples will take to reach out about your services. So here are some things you can ask them that will benefit you in the long run when your on the call.
Name and name of Fiancé:
You always want to call your clients by their names. Even when your sending emails, be sure to address them by their names. This makes it so much more personable.
Email Address:
Important! This is how you will be able to send information to them such as updates, follow ups, guides, etc.
Phone number:
Not only is this great for backup, but it also is a great way to have a quick question answered and to keep in touch with the bride throughout the journey.
What will be documented or what type of service they are interested in:
If you offer multiple session types as a photographer or services as a wedding vendor, then not that here to you know what they want from you.
Planned Date:
This will help you know if your are indeed available and if not a friendly email noting that you are booked helps you both.
A little back story:
This question can contain multiple questions that should be short and to the point. Things such as their vision for the day, what they are most excited about and any questions they have at the moment.
What makes them feel connected to you as a vendor:
Reviews and content on your website will help couples feel that they will be taken care of on their wedding day. Find ways to help potential couples connect with you. This could be, behind the scenes footage of your working, photos of your work and blogs about your past clients or educational blogs they can read.
Bottom line, to better connect with your inquiring couples, providing them with a question about their vision or a little about their back story will help make the consultation call feel more personable.
Tip Three: Don’t make it about the numbers
Before you even talk numbers, spend sometime letting them tell you about their plans for the day. Once you have some good information, than you can dive into package pricing. This is also a great time to share your investment guide with details on each package you offer. Be the expert here!
Tip Four: How you will make their day unique
This is so important and will set you apart from the other vendors they may be in contact with. If you aren’t sure how to go about this, take some time to look at your business and your work. A great place to find the answer is within client reviews. See if there is a pattern in what your past clients are saying about you and their overall experience. Make sure you also make this clear within your website. This will be the driving force for couples to book you over others.
Tip Five: Create a dynamic proposal
Make sure that right after the call you create a proposal for the couple. What you add here is entirely up to you. Make it feel personal while still organizing the next steps that you will take together on the journey to their wedding day. Also make it clear that you are their for them and ready to answer any question.
If your looking for a great CRM platform to keep your client projects and workflows organized I recommend Honeybook. I’ve been using them for the past 3 years and it has been a game changer for my business. I can create automated workflows for my clients, email templates, proposals, contracts, invoices and so much more all in one place.
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Tip Six: Don’t Read from a list
My final great tip is never to read from a list of questions. This honestly doesn’t feel right for either of you. If you’re new to consultation calls and feel a little nervous about what to ask, there are resources out there for you. One good one is ChatGPT. I use this throughout my business and it has helped me come up with some great ideas if I’m feeling stuck. This is why tip two is such a thing to implement so you can make your call feel like chatting with a friend rather then a sales call.
I hope this guide was helpful! I feel like no matter where you are in your business, changes are also happening. Each client you take on can teach you something new. And if your a couple who stumble upon this guide, let it be a good educational moment for you when your searching for vendors.
I have spent years perfecting my workflow and experience for my clients by looking within more then out. A business can teach you a lot and it’s important to start there.
Keep an eye out for more educational content here on the blog! And if you would like to inquire with Blair Voss Photo for your wedding photography let’s chat! As a documentary wedding photographer, I approach weddings and elopements with heartfelt photos that feel cinematic and natural. Your love story is unique and I want you to know you can trust me to capture it and preserve it.
