Today we close out our series on how to create a stellar client consultation experience with our final thoughts on how to close your consultations strong. Sometimes it all comes down to asking the right question.
ASSUME THEY WANT TO WORK WITH YOU
In his 2008 TED talk, Dan Ariely talked about the psychology of making decisions. He used the example of a study about organ donation in European countries. Like the US, Europeans are given the option to become an organ donor when they fill out their licence renewal form at the MVD. In some countries the organ donor sign up rate was 98%, in others, it was only 15%. Why the difference? Are some countries just more giving than others? The study revealed that it all came down to how each country asked the question:
Psychologically speaking, people would rather NOT have to make a decision. When the form assumed the person wanted to be a donor, it rarely got a no. When the person had to make the decision to become one, they took that step 83% less often.
Organ donation and choosing a photographer may not have much in common, but the thought process is still the same. When a client comes to meet with you, it's safe to assume they're already interested in working with you. They wouldn't be there if they weren't. The consultation is the last step in confirming that fact and it makes them feel more confident in you when you proceed with confidence. As you talk about their day, talk about the role you will play and how you will make it better. Statements like, “On your wedding day, I'll will …” rather than saying, “If you book me …” As you talk about it, they'll begin to imagine you as a part of it too, making their “yes” that much easier. Assume their answer will be yes unless they lead you to believe otherwise.
The hardest moment in any consultation is the end. What do you say? How do you know if they're going to book you? The answer is simple. Wrap things up with a strong closing question. A few years back, we heard a talk by Zach & Jody Gray and they shared their favorite closing question, “Does this sounds like what you're looking for?” The simple beauty of this question is that it's straight forward without being pushy and there are only a couple of possible outcomes:
Based on their response to the follow up question, you'll know exactly what is needed to close the deal. Knowing why they're not ready to sign on the dotted line gives you the chance to address their concerns, and no matter what the response, you won't be left wondering. They'll tell you exactly what you need to know.
That wraps things up for our consultation series! If you're just tuning in, feel free to catch up on past posts here:
Winning at Client Consultations
Amy and Jordan started out as Elementary school teachers many years ago, and have since evolved into so many new things – photographers, parents, educators, and now podcasters. And with every new endeavor – their website grows with them. There is no such thing as out-growing your website. Whether you need a photography website, or […]
Jasmine Star started off as a photographer, and is now a brand and business strategist for entrepreneurs. As she and her business (no, businesses. So many businesses) evolve, so too does her website. And having a Showit website, it is easy to make that happen. Promise Tangeman of Go Live HQ has been her friend […]
Having been hooked on technology since his first gaming console when he was 10, Chip has devoted his life to sharing that love of technology with others. Through his Facebook group and global speaking events, he doesn’t just share his love of photography, but his passion for helping people towards their business goals. Making a […]
Start Your Free Trial
Free for 14 days.
No credit card required.