Lessons

Lesson Info

Post Wedding Discussion

let's talk about the post event after the event saturday night the wedding's over you get home you're exhausted right you just want to crash uh so what do you do next well here's what we do we're going to go home and actually build on an emoto slideshow so after we complete the wedding sideshow we're going to go home we're going to complete the an emotive slide show this takes me less than five minutes because the images are already edited anna moto has a plug in for like room they couldn't make it easier for you so now when I get back I go in the light room okay I hit export and I just select export tow an emoto and the images as I'm sitting there right unloading the car all my images air immediately upload in tow an emotive that's the first thing I do when I walk into the house is walking the house flip my laptop open and hit upload to an emoto because the slide show again has already built this is part of my work flow this is another reason I do want to show it uh there yeah so then...

the final slide show doesn't show any reception images that is correct the slide with final size you will not have reception images in it I'm not going to come back in and rebuild that slide show s o that's like so for all intents and purposes is completed at that point time as it should be I don't want to end the slide show on a picture of a bouquet are a table setting to me that's not exciting I want to end it on those dramatic images that were taking forward clients again like you see on our website so now uploads an emoto we unload the car okay next thing is again I've got one hundred edited images within the light room environment I haven't export preset to export to my blogged I will just pick my ten favorite images and upload those to my blawg and that becomes our work full that's why by sunday monday morning at the latest we typically have everything posted because the images are already edited I don't have to go home and start calling images I've already done that at the reception are they perfect images no I don't care if they're perfect stop obsessing about all this stuff because while you're obsessing I'm out there making money and I'm making money because we're obsessing all of us collectively is photographers were obsessing about details that nobody cares about nobody cares about manu no one cares about it other photographers not our client our client does not notice the level of detail we do now if I were producing this is a thirty by forty canvas for my client or it was going in a magazine ad yes obsess about those details but for with a purpose off this to post to the web to post to our block there it makes no sense whatsoever to obsess about those details you're slowing yourself down and no one's going to notice at the end of the day I've never had a client go what's that sensor dust on your you know tiny little web major that no one no one knows it no one sees it so stop obsessing you make yourself crazy s o that's our social media and then of course we're going to send a thank you card so taylor will have a custom thankyou card sitting out on the kitchen counter the minute I walk in the door penny sitting there it's a branded thankyou card okay it's not something we went to michael's and bought with some flowers on it that's not my brand everything that's going out of our studio is tied to our brand our logo's on it are brandon's on it and it's sitting there out with a pen ready for me to write a hand written note to our client so I actually still write a thank you note to my clients that's in the mailbox for first thing monday morning that's how efficient our workflow is so as soon as I walk in the door I don't just crash on the couch and thank god the day's over I'm now still managing this event and that's where having this team in place comes into play then either that night or sunday taylor drafts and sends an email to the client you know in that wedding kit that I keep telling you about on our website is all our communications this is one of those things that's part of our communications taylor doesn't retyped this email from scratch every day taylor right has a template she copy and paste his email and then tweaks it that's how we're moving so quickly to get this stuff out the door so if we can bring up that email that we send nor client and it's in this email okay that taylor setting the appointment getting them excited all right let me read you read this to you hey guys we're so excited for you to come over and view your pictures I have you scheduled for february twenty sixth at one pm please let me know if that doesn't work so notice and I'm breaking this down for you right I'm sure everybody's homes like either screen capturing writing all this stuff down right but it does you no good if you'd understand what were doing in this email notice I have you scheduled for february twenty sixth at one pm we're not asking them tell us when you can come in it's very important we've got to control our studio right I don't want it don't want clients going oh I can't come in for a month I can't come in until ten o'clock at night we're controlling when we want to be available and if you want put multiple dates up there that's totally cool right I've got uh february twenty sixth at one pm in february twenty seventh at seven p m give him a day time in an evening time our studio address is please let me know if you need directions you're more than welcome to bring your family with you to experience your pictures for the first time again we want people in the studio we want the entire family to see this as an experience that's why I don't want a posting images online I want them to come to our studio we've had upwards of twelve to fifteen people come in for their preview it's a party it is an absolute party and I love peer pressure by the way because what ends up happening is is when there's twelve to fifteen people there they're looking at the product they're looking at all this stuff they're like oh my god you need to get this they don't even know how much it is but they're just like you should get that you should get them like yes you should get that right but they're spending their friends money what else happens when mom and dad are there they want their baby girl have whatever she wants even though the wedding's over what's happening now is all the money they've spent and here's a key principle to understand we're all guilty of this money spent is money for gone we all agree that you go out you buy something maybe it hurt the moment you bought it but then after you spent it you don't even think about it anymore well guess what the entire wedding's paid for money spent is money for gotten now they walk in and also keep in mind all that money that they have spent was spent okay before they saw single image then seen any images yet well now this becomes an extremely emotional purchase I want everybody there for that and dad's will upgrade the album dad's will upgrading out extra pages goto are bigger album that's because they're seeing the images there and they're envisioning them in these amazing one of a kind albums please there's no approximately many people expect so we can make proper seating arrangements the reason taylor wants to know how many people are gonna be there is because they will walk in to champagne we will have a champagne toast with our client so if they bring ten people will have ten pete ten classes out for the champagne chose not paper cups not plastic cups that's ghetto that's not what we want to do with our clients it's not a high end experience so we will have all champagne glasses sitting out on the table and when they walk in there seeing this champagne sitting there we pop it open it's a celebration for him right we treat this like a red carpet preview like a movie premiere except it's starring you and that's how we treat our clients this is also key attached will find the current specials and ala carte menu for your wedding as you will see the collection save you a considerable amount off the ala carte menu the discounts are tied two specials are vendors are running and will expire the night of your preview any additional or ala carte orders place that night are fifteen percent off so please take a moment to review and discuss what you would like for your family and home decor this paragraph right there is just like the net last now in the coffin so to speak for our business this email has been built over five years in our business what are some of the key objections you have when clients come in to see their pictures oh I didn't know how much we're gonna have to spend tonight that's a lie because the packages are attached to this email oh we have to purchase tonight yes you have to purchase tonight I'm telling you you have to purchase tonight right so all the objections that could possibly come up have been addressed in this email or let's just say for argument's sake ninety nine percent of the objections there's always going to be that one off but the reality is this email saves us from heartache right so we send them remember they got theology are pricing that when they booked us they already know one eight by ten is fifty bucks they already know the campuses six ninety five seven ninety five however much you're selling it for they already know the ala carte price what they don't know are those post wedding packages we cover that on day one but we'll bring that back up when taylor goes into the south session we'll have that pricing and packaging up online again those there has to be a call to action there has to be a sense of urgency is that making sense and so this is that sense of urgency were saying look these air tied two specials are vendors are running I'm not the bad guy my vendors are the bad guy the labs are the bad guys they're running the specials and we're discounting them for you that is the on ly sense of urgency we place on them because if you don't what's gonna happen well can we just go home and we'll order you know we'll order next week next month next year and you know what's gonna happen no order will come in once they leave it's over and that's how it works because life gets in the way right any new brakes on the car you know I got a mortgage payment due we're going on vacation whatever the case may be this is an emotional purchase we have to have him in our studio we have to get them purchasing please allow about two hours to review in order again you know we're ordering your pictures and make final album choices cover types paper type things like that leather type we will start off with a slide show of your top images from the photographer select portion of your wedding once we have completed that we'll review some of the products and samples that we have in our studio we will in finalize your album what we cut what cover paper type pages some of the ivan items listed on the menu might not make sense until you get to see the actual product we're laying it all out for them in this e mail were telling them here's what's gonna happen you're going to be here for two hours be prepared to pick in order pictures it's all here this is the blueprint right so questions for me yes you say when they do make that comment about you know they made the effort they come to the studio they've been in your home there they love everything but then there's still don't want to close on the sale they just want to go home and think about it is there give me the injection let's role play all of you what are your top objections you're seeing out there what are the top objections you're seeing I bet you have an answer give me the objection I'd rather can I go home and think about it can I look at the pictures and then let you know what I would want next week I have to place an order tonight tell me how that objection comes up if I've already sent this to you two weeks ago I'm telling you you have to pick in order tonight in the specials expire tonight so what do you need to think about putting pressure on you because I want to know what you gotta think about your objection he's probably an objection you have felt because you're not or received because you're not doing this by doing this I've already overcome your objection before that even happens you know these sort of things never come up I don't say never right that wouldn't be a true statement once in a while it will come up but if somebody were to say that to me taylor would put pressure a little bit of pressure on him you know guys unfortunately tonight these specials they're tied to two discounts are vendors are offering what do you guys thinking because I really need to know there tonight I hate to put pressure on you I need to like the email said we're here tonight to pick in order your pictures so you guys talked to me and now usually elicit a second a round of discussion with them right don't just let him say that and you go oh what do I say I'm giving you the answer the answer is talk to me guys what do you think well you know what's out when we came in here we didn't really think we wanted to buy any pictures however now we're seeing them and I know I want them well great guys do you want me to give you two a second to talk option number one we're great guys I don't know if this helps you or not but what if I offered you payment options if I what if I broke payments into two would that help you guys and so you've gotta have that connection with your client remember at this point you've been working with them for a year that's number one at this point this is their second or third trip to your studio they've been trained they know that when they come in to look at their engagement pictures they're buying engagement pictures so that's why this rarely happens your scenario you can't just take one piece of what I'm teaching you you've gotta implement the entire system that's what I'm giving to you that's my gift to you so if you put this system in place and they've been trained during the engagement session when they get here they know what they know what's happening when they have family pictures they know what's happening it's time to come in and buy money right because I send an email but it's nothing like that in depth it's just this is you're ordering a point when you're gonna come in take a look at the pictures but it's nothing that specifics and remember this email has been built over four years five years and so it should be this in depth it should do copied verbatim that would make me happy and so it should be that way because it covers every possible objection that's going to come up or ninety nine percent of them I'm not worried about the one offs yeah I'm not sure if you're gonna cover this later but I wanted to ask how do you handle the out of town the destination weddings when you go to view that's a brilliant question and I wasn't going to cover it so let's go there now we have an out of town bride she's you know out of nashville I've got a bride recently out of national how to recover this this email will go out but instead of doing it in the studio we're going to do it over skype so now over skype we're going to show her all the products so everything you're going to see happen this afternoon would be as close as possible using skype now with skype of course the images were posted online and it's gonna be it's not gonna be the same as having them in there's just no way around it but I want to get us close toe having them in as I possibly can in the way we do that is we're going to show them here the images we think should be big in your home and we're gonna handle them through that process now they may have a week to make a decision first that night and sales will fluctuate but before we were doing skype and we just posted online and left them to their own devices sales were horrible horrible because there's no sense of urgency any other questions here to the internet yes it's questions questions yes like a hundred of them okay angel and photography both asked um what if the client says I know what I want but I won't have the money till friday or I won't have the money till next week and then monica olsen had asked do you let them do a payment plan yes right so absolutely both great questions we will break up payments and if my client says we want this but you know we just can't swipe our car tonight can we pay you friday can we pay you in two weeks yes yes yes but here's what I do in those situations because I don't want to call them and be a bill collector now absolutely guys who can break payments into here's what we're gonna do we'll run your first half tonight and of course images aren't delivered until you're paid in full we're not letting images out of our studio and here's what we'll do we'll run your first payment tonight and then I'm going to run your second payment in thirty days is that cool because I'm not calling you back up I'm gonna use the same credit card so we're already clarifying that I'm not calling you in thirty days trying to chase you down I'm just automatically swiping it and so that's what we do we'll do whatever we have to do to make the client happy but do not deliver prince until you're paid in full as a biggest mistake you could make so if they say we don't have the money now we won't have it for two weeks you say give me a credit card and I'll swipe it into eats we'll change from the card number I don't hold their credit card for two weeks right way have their number and what we're saying to them is okay here's what we're gonna do we're gonna order this for you tonight so that we could take advantage of our vendor specials we're gonna order this for you and will collect the final payment so we're going to cover you on this and we'll collect final payment and you do do you really don't have to worry about them skipping out on you or anything like that because you're ultimately holding there digital negatives and the final part of their wedding package so if they don't pay nothing ends up getting delivered yeah you get a um backup credit card too no no backup well what's your thought there's air in case like the first one went off the first one doesn't work I got a call right but no harm no foul because nothing's been delivered to them so if I don't get it they get nothing so it's in their best interest and you'll find that ninety nine percent of your clients if they ordered this product they want it there's the questions they're literally just hyeon in it's hard to keep on top of these that's good everybody thinking there's a lot of questions about the vendor specials yes let's talk about under specials london girl if you're offering vendor specials in your email does your ala carte pricing change a little so that it still looks valid or are you using the vendor specials for your packages brilliant question so vendor specials are it is a living document I've been trying to drive this point home from day one so there's constantly are pricing is constantly being tweet it's not being tweet every day every week every month but it is being tweet so that these vendor specials look different on are different for that matter so if I have a client that loves campus I'm gonna build packages that canvas heavy if I've got a client that hates campus well guess what there's not going to campus and so those living doc they are living documents and should be changed all the time but in order to do that and do it correctly that's why I've been stressing from the beginning because when you buy this course you get all my pricing in packaging that's not going to do you any good if you just copy it and don't understand the framework behind it so you've gotta understand the framework and the pull through items that will get them from one package to the next to the next so pay attention what your clients like and I'm always listening to them during the initial consultation olive climbs that tell me they love the acrylic or they hate campus well guess what I'm tweaking packages based on their preferences good questions man so many who were doing good yumi was wonderful jen rice salad you send the same email for both the engagement viewing and the wedding viewing of images no it's tweet it's tweets a little bit but the framework yes is the same of what we're telling them is about to happen we're not you know you're coming in you're going to take an order pictures so yes emails are very very similar one of the questions I saw was what if the client genuinely cannot choose when they're in this meeting cannot choose prince cannot choose albums that's a good problem to have to be honest with you like they just can't make a decision uh that's what we're there for and if you watch this sales process later this afternoon with taylor you're going to see that she becomes we are the trusted advisor it's our job to help the client make decisions and we're making recommendations to them so yeah if they can't make a decision that's where you have to step up and start guiding the klein and telling them what they need to do so absolutely and we do have that happened for the record there just like we love all our pictures we don't know what to do and that's when taylor voices up and says that's what I'm here for and think about it if they can't decide in your studio on a picture how the hell would they do it online it would never be able to do it that's why you need to be there with them as a trusted adviser and have them in your studio it's not a gimmicky sales tactic it's about the experience and offering that higher level of service trust me much easier for me to go home throw all the images up online and be done with it so I'm putting that extra effort in a meeting with my clients because I want to give them a full and an experience not okay maybe one one or two more that's fine crystal couple because I think your question is similar in fact uh do you ever have people argue with you when you say that discounts that expire that night like they don't believe you skeptical people and people are also asking about if you if it's a lie to say that these vendor deals are expiring yeah it is one hundred percent b s the vendors aren't expiring anything however you've gotta have some sense of urgency and in the spirit of that I would make the argument that a sale at any store is one hundred percent b s right I mean let's think about it it's a sale so when you go to best buy and they say here's our uh this wednesday only you get forty percent office is not a true statement so that's where running the sale so what I'm doing the only thing that might be shifty is I'm blaming my vendors and not me right it is a sale that sale expires that night that is not a lie that is a true statement you come back in tomorrow that sales gone just like any other store in the world if best buy we're running a special on tvs like the black friday sale that's going to be coming up after thanksgiving right you go to best buy and they're saying there's only two tvs in the whole store that are forty percent off once they're gone they're gone is that a lie I mean I guess it could put mohr tv's on sale but they're not they're hostile be a sense of urgency and so with that being said I will absolutely if I tell you something's on sale and you don't take that take advantage of that you have to stand by your sale so when they could shea and they try and come in a week later two weeks later and get that same discount we won't honor that discount because we have to maintain the integrity of our sales process very similar if everybody remembers to the bridal show remember the bridal show we run a ten percent discount off the day of bridal show you come back to me two days later you are not getting ten percent off your package you have to stand by your sales in order to maintain the integrity of your sales process or people will talk and they will know that your sale isn't really a cell well I just want to say thank you so much for that honesty it's true there is no such thing as a sale anyway bright stars pricing goto goto like michael's every day is like seventy percent off you know at michael so I don't know is that true or is that or is that their normal price I mean there's got to be going out of business yeah he's going out of business out there dude you've been going out of business for three years and a lot of business already so appreciate the honesty it's very refreshing cool possible brain good question um I was just gonna ask is that is that what you actually tell the client you give the best by example or what don't ever say that okay so what would you actually say to the client then if what give me the give me the objection that that same objection that is this really a sail tonight like why does it end tonight why can't I you know come in tomorrow and and have the same opportunity like what guys these are tied to specials are vendors are running so we have discounted all these products based on discounts are vendors are running you could come in tomorrow and buy anything you want allah card but if you want these discounts which are forty percent off and you want to take advantage of those we have to do this tonight so can I wait for the next vendor discount unfortunately no guys let's just be honest with each other I'm trying to get you to buy pictures trust me as a sales person myself I've had other salespeople like I'm not talking about like I'm a sales person for a retail chain I'm talking about like high end medical sales pharmaceutical sales they will look at our discounts look at what we're doing and smile at me they were looking me go I know what you're doing back yeah isn't working and they're like yes right so they will laugh they understand what's going on they understand I'm a business and I'm trying to make money and so when I see them really tryingto pushback on me I'm like look dude what do you want to do where you at and then so I don't have to keep backpedal and keep dancing if you're putting pressure on me and going why don't I have to take advantage of this tonight I'm going to say to you you have two weeks what are you looking to do and I'm not gonna it's not gonna be adversarial right it's gonna be you're calling me out I'm gonna call you right back out what are you looking to do well you know I get my bonus check next week okay do deal pick your package tonight and I'll build you next week deal and now we're making it now we're making a deal right have fun with it don't turn it into this adversarial thing like no we cannot do this this is tied to the vendor special we're all going to go bankrupt they won't honor it find a way understand what they're getting out right pick them apart as they're picking you apart have fun with it alright sales doesn't have to be complicated so I have a clarification question yes I should have asked so bernardo and a lot of people are are wondering this if the couple picked a package when they hired you why are they picking a package or what they're confused about what you're selling during this meeting when they've already sold a packaged people so let's talk about this in the initial packaging that had no prints no canvas no acrylics nothing it had my time and a wedding album so now after the wedding I'm giving them an opportunity to buy canvas toe add more pages to their album to buy acrylic to buy family prince that's when the additional products or services air coming in and so if you're giving away the boat in that initial package meaning here you go in the initial package you get your and we covered all this day one which is the massive business module but let's go over it again so that there's no confusion if you're giving away the house in your base in your packaging that's why you're not having any additional sales so I'm giving them an opportunity to spend more money in our studio every time you get in front of my camera is another opportunity for me to sell to