3 Unasked Questions

THREE UNASKED QUESTIONS YOU MUST ANSWER!

 Inquiries, whether by email, text, or phone, are the first touchpoint with a prospect or current client, and it is critical to respond appropriately.

 How you communicate is pivotal to booking, and we have found that three questions, often unasked, must be answered.

 So...be prepared.

 ONE: Is this the right place? 

 Have I connected with a place I feel comfortable with?

 Making someone feel comfortable and relaxed is critical; you must do it quickly. The way we approach this with prospect is to find common ground. What can you discuss that relaxes them and starts a chat? 

 Perhaps it is their children, their ages, what activities they are involved in, things about their family, or where they live that are special. Many topics like these are perfect for breaking the ice.

 Often, these conversations start with the stories we tell about our family, children, and history. Then we ask about theirs.

 Find your story, tell it, and then ask for and listen to their stories. Make a solid first connection.

 TWO: Are you the right person/business?

 This question puts the responsibility on the shoulders of the person answering your phone or responding to inquiries, whether it is a staff member or yourself. 

 Each is responsible for the success of a business. Excellence is expected every time.

 Perfect your skills in this area. Ensure you confidently share that you are indeed the "right person and business!"

 Your business will be judged on this first impression that you have only one chance to make.

 THREE: Is this a good idea right now?

 This question deals with the greatest enemy of our industry...PROCRATINATION.

AND THE RESULT OF PROCRASTINATION IS REGRET.

 Many times, a person inquiring may be unsure if this is the right time for a portrait of their child or family and they need your quick and confident response that it is exactly the right time. 

 Your reply must be clear, concise, and confident, or you will lose them to a future date that may never come.

 They often question whether they should delay a portrait session for a later date, but we all know there is no better time than now.

 Be prepared to answer why now is better than three months or three years from now.

 FOR YOU TO DO: This week, write your responses to these three critical questions. If you need more confidence when answering these questions, create a script with talking points to refer to during an inquiry.

Did you know we have a private Facebook page just for photographers? Be sure to go to Portrait Success with the Waldens and ask to join. We would love to have you in our group as we share business tips, articles, and images. See you there!