Trying to book a job without sounding desperate

[slugger]

So, I recently began advertising on theknot for wedding photography - and I've been getting quite a few inquiries & price requests etc. - I then reply with a pretty standard blurb about what I offer and the pricing structure. Then nothing.
I'm not quite at the point where I have the freedom to say, "oh well" - I'm at about 10 weddings per year - and I'm trying to book that same amount for next year, but in a bit different market (hence the big advertising investment) - and I'm having a hard time closing the deal, because I don't quite know if I'm the one doing something wrong, or if this is just typical (having a lot of dead end inquiries)
anyone else experience something similar and have advice on how to follow up with what may be a "closable" lead?

Closing the deal often means walking away and letting them come to you.

Art of negotiation

[Biomech]

I think we all get a lot of that. Personally, I make a point of replying to everyone that emails me, but a lot of people don't bother. It's nothing to worry about. I maybe get 40-60 enquiries a month and actually book in maybe 6. Don't forget, they have probably emailed a stack of people.

Make a point of always ending your email on an action.

"Let me know what you think"
"I look forward to hearing from you soon"
"How does that sound?"

...."Thanks again!" - by thanking them again at the end (as well as the start) it makes you sound appreciative which, again, instills a sense of replying is the right thing to do

End so that when they read it they feel that a reply is in order and to not do so wouldn't feel right.

[Niresangwa]

Originally Posted by slugger

So, I recently began advertising on theknot for wedding photography - and I've been getting quite a few inquiries & price requests etc. - I then reply with a pretty standard blurb about what I offer and the pricing structure. Then nothing.
I'm not quite at the point where I have the freedom to say, "oh well" - I'm at about 10 weddings per year - and I'm trying to book that same amount for next year, but in a bit different market (hence the big advertising investment) - and I'm having a hard time closing the deal, because I don't quite know if I'm the one doing something wrong, or if this is just typical (having a lot of dead end inquiries)
anyone else experience something similar and have advice on how to follow up with what may be a "closable" lead?

Jamie's right, these brides usually narrow it down to a half dozen, shoot everyone emails and then compare and contrast.

How many inquires did you get in the last 14 days? How many didn't write back?

It would appear that whoever they're comparing you to is appearing to be the better deal. I know your market as I'm in it, and especially down in K-town you're competing with all of us up in Milwaukee, as well as those down in Chicago and everywhere in between, like the glut around Lake Geneva...

Really without seeing the blurb you send to them, it's hard to know what's turning them off.

You will see an uptick in inquiries shortly as we get into December & January, so best get this figured out soon..

...best advice I can give you is to just be patient, if for no other reason than as the season approaches in 2012, many people picking you off will already be booked, and you should see your close rate improve.

BTW, it was nice to see you booked the Mullins wedding! Small world!..

[Biomech]

Oh check this out too, I use it and it works more than I thought it would:

Free Online Surveys, Customer Feedback & Survey Software Tool | KISSinsights

you can see it in action here:
http://www.myphotobooth.co.uk/photo-booth-faq.php

[slugger]

Thanks for the advice Jamie - yes I'm pretty good with the customer service / friendliness aspect of the emails and ending the email on an action - which is probably where my problem is. I'm used to working customer service where I reply to all emails immediately, and get replies back to all emails....I've never been a sales person - so this is where I'm having trouble I guess.

Steve - I secretly admire (aka stalk) your work and wish that I could get married again just so you could shoot my wedding.... and about Mullins...indeed!!
I've had 6 inquiries in the last couple weeks with 1 response - I had a face to face consult with the couple - they were great - they professed how much they loved me and my work - and were to get back to me within 2 days - well by day 4 I'm sweating - so I follow up - they booked with someone who offered more service for the same dollar value - I appreciated her honesty and that is what compelled me to start this thread.

After my first 2 years of doing weddings and learning a crapload from them and this site - I did what everyone fears (and what you Steve has said everyone should do) - is take another look at where you want to be and pull the trigger to get there. I firmed up my rates to a very comparable price (or so I thought) - advertised with the knot, decided to visualize my goal in order to achieve it. I think you hit the nail on the head with the comparing for a better deal - it's just disheartening because the reason I made this adjustment was so that I can get people who appreciate the value of their photographs, and aren't looking for the in between a cheaper alternative & someone who is at least better than their uncle/friend/cousin with the fancy camera.

I guess I have a lot more homework to do!
Thanks for your time guys.

[Biomech]

It's good that she got back to you in the end. I think it's always worth asking the people who said yes but then changed their minds why they changed. At the end of the day, they aren't your clients, they chose someone else, they probably won't book with you in the future so you shouldn't feel uncomfortable quizzing them on their choice. Then you can use that information to look at your own strategy.

[Niresangwa]

Originally Posted by slugger

Steve - I secretly admire (aka stalk) your work and wish that I could get married again just so you could shoot my wedding.... and about Mullins...indeed!!
I've had 6 inquiries in the last couple weeks with 1 response - I had a face to face consult with the couple - they were great - they professed how much they loved me and my work - and were to get back to me within 2 days - well by day 4 I'm sweating - so I follow up - they booked with someone who offered more service for the same dollar value - I appreciated her honesty and that is what compelled me to start this thread.

Have you thought of shopping the other photographer to see exactly what they offered that beat you out? I know some folks don't like the idea of doing it, but ultimately people play their cards so close to their chest it's the only way to get information sometimes...

I remember back when I was at the point you're at now, and I remember getting excited every time an inquiry came in. As time goes on you'll get over that, and the expectation that goes along with it. As I'm more of a niche without many comparable peers around here, I don't get many casual inquiries, and I"m more or less closed for 2012 now anyways.

Originally Posted by slugger

After my first 2 years of doing weddings and learning a crapload from them and this site - I did what everyone fears (and what you Steve has said everyone should do) - is take another look at where you want to be and pull the trigger to get there. I firmed up my rates to a very comparable price (or so I thought) - advertised with the knot, decided to visualize my goal in order to achieve it. I think you hit the nail on the head with the comparing for a better deal - it's just disheartening because the reason I made this adjustment was so that I can get people who appreciate the value of their photographs, and aren't looking for the in between a cheaper alternative & someone who is at least better than their uncle/friend/cousin with the fancy camera.

Just be patient and worry about cleaning up your website and your approach. It may seem like the website and work on display isn't a factor because they contacted you initially, but that doesn't mean it stands up to scrutiny when it's in a side-by-side with someone else... there are definitely shots on the website that aren't seemingly commensurate with your current work.

I don't think anyone has it figured out. I know I'm constantly tweaking things like handouts and working on the business model, despite having been lucky enough to be successful. Those insecurities and worries never go away.

[slugger]

Originally Posted by Niresangwa

Have you thought of shopping the other photographer to see exactly what they offered that beat you out?

She actually spelled out the package for me...lol - but no I would never contact another photographer directly. I assume that most other photographers can/will sway from their advertised packages anyways.


Thanks so much for your advice, it's much appreciated.