Hahahaha... wisdom... Thank you.
Just try to make that connection from day one. Never talk about business first. Break the ice asking them about the wedding, how they met. I don't know, anything. Make mental notes of the things you find in commong with them and then talk about it. That creates a bond.
While working for the big companies I got to meet with directors, CEOs and other high level management of companies like Siemens, VW, Ford, LG etc.... The first thing I look for is pictures in their offices. You'll find family, trips, etc.... pics plus some people like cars or sports. I always asked them about that picture, model, etc... and got the person to share. Like if you see a pic of the family on a ski trip ask if it's Vail or wathever. I used to ski so I talk to them about Brekendridge, Ruidoso, heavenly, etc..... If they are passionate about it you're one step ahead. If you don't meet in their offices or home just talk about the weather, traffic, anything. They'll give you clues of what the like and that'll be the topic that'll help you.
One thing couples love to talk about is how they met and of course the wedding planning. I listen and often give advice on one or two things. After all, you're supposed to have plenty of experience on weddings and have seen it all.
I told them about things that happen in the weddings like this couple that for their first dance they dressed up as Shrek and Fionna. People always laugh.
Then move to the business. I'm very casual, do not believe in "push sales techniques" talk about your business like if you were talking to your best friend, show yourself proud of the quality and service. Donīt be too technical unless they ask tech things and even so, be very light about it. And if you are the best photg in the area or in the world, don't take the I'm the last Coke in the dessert attitude (Mexican expression when you meet somebody too... you know, somebody who believes everybody wants him/her but nobody deserves him/her)
Another thing I do is, I talk to them (or write) as if I was already hired. I don't say "If you hire me..." I say things like "I'm gonna need you to introduce me to both your parents for this or that...." So they start to take it as a fact that you'll be there.
Suerte!!
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