Once a potential client has learned about your photography business, you may need to schedule a consultation before they agree to book. Especially if you haven’t met the person before, this consultation is crucial. First, he or she might be meeting with several other photographers; you want to make sure the client chooses you! Second, you need to take the opportunity to find out what the client wants for the shoot.

Be clear about what you do and do not offer when it comes to services, pricing, and availability.

Be clear about what you do and do not offer when it comes to services, pricing, and availability.

Discussing pricing might be awkward at first, especially if you’re taking photos for a friend, but it’s absolutely necessary to avoid hard feelings later. Also, it’s important to set expectations. Perhaps you only provide photography, but the client wants videography, too. You won’t know that unless you have a detailed conversation about what each party is expecting.

Be a person first and a photographer second.

Be a person first and a photographer second.

You might be tempted to take lots of time to talk about your credentials and experience and what you have to offer, but you should actually make sure you listen first. People often seek photography services because of business growth and development or an important life event. Be sure to show interest in the potential client’s life. Say “Congratulations!”; ask questions; listen to their excitement. People want to work with someone who understands, celebrates, and listens to them.

Follow up.

Follow up.

Following the consultation, it’s best to give the client an opportunity to reach out to you. If after a few days, you don’t hear anything, it is usually appropriate to send an email, Facebook message, or text message thanking the person for meeting with you and asking if you can provide any additional information to help with the decision-making process.

What advice would you pass along to other photographers when meeting with clients? If you have success stories or horror stories, please share!

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Provide a call to action.

Provide a call to action.

Ideally, you want the client to agree to book before the end of the session. If he or she is still deciding whom to hire and needs more time, make it absolutely clear how to reach you. It’s best to provide two ways the potential client can find your contact information no matter what. Handing out a business card is a great idea, but sometimes people lose them. Sending an email, a text, or a facebook message as well ensures the person will be able to reach you after the consultation.