Original subtitles

We get an inquiry from a potential client,

so where do we go from here?

Now, most of our inquiries come through our

website or through Instagram.

Very, very rarely do we get an inquiry

by email, but there's a few key things

to keep in mind about our approach once

we do get an inquiry.

The first thing is, this kind of goes

without saying, but I feel like I have

to mention it anyways because I know photographers

don't do this, is get back to them

as soon as possible.

We have a standard that we will get

back to people within eight hours of when

they inquire, if not sooner.

It's also worth mentioning here that we do

not put our pricing on our website, and

I know the jury's out about what's best

with regards to that, and I really think

it depends on your target client and your

goals.

The reason we don't put our pricing on

our website is because I want the opportunity

to chat with those people.

I want the opportunity to show them some

of our slideshows.

I want the opportunity to start educating them

on our process, even if they don't hire

us.

Even if we're completely out of budget for

them, I want to have that opportunity to

have them remember us in some way, in

some capacity, so that they can refer us

to their friends or sometimes come back to

us six months later when they haven't been

able to find a photographer that really matches

their values the same way that we do.

We don't have our pricing on our website.

I know there's a whole bunch of different

ways that different photographers approach the initial inquiry.

Some do phone calls.

Some do emails.

This is the way Lani and I do

it.

I'm not saying this is the right way,

but this is the way that works with

our lifestyle because we travel so much, and

it generally works with our client's lifestyle as

well because they're so busy.

So we respond to the initial inquiry by

email, and here's the email that they get

or a version of the email they get.

And just so you guys know, in the

course manual, I've got all of these canned

emails and responses laid out for you, so

I don't feel like you have to write

this down.

This is all in the course manual for

you, but there's a few key things to

know about this first email.

One, obviously, I'm going to make it personal.

I'm going to ask them some more information

about their wedding.

I'm going to get excited.

I'm going to, you know, just try and

input some personal stuff in there.

Okay, the second thing I'm going to do

is I'm going to attach a few sample

slideshows.

The reason why we include these slideshows is

I feel there's something about photos to music.

It just invokes feelings in people, especially when

the music choice is really good.

So I kind of feel like our photos,

especially to WellChoice Music, can sell our work

better than Leonie and I can.

So I really want them to watch these

slideshows.

And then the third thing I include in

the email is something about our approach.

Just some point form bullets about our approach

and what they might not know about us

and what we do and why.

And this is important because this is where

the education process starts.

Actually, no, the education process starts when they

first visit our website, which I talked about

in the last module, but this is a

continuation of that, right?

Throughout the entire process, from start to finish,

we are educating our clients on what to

expect, on what we value, and on our

experience.

So that's an important part of the process.

You will also notice in this email that

I say in a separate email, I will

attach a document that outlines our rates and

services in a little more detail.

This is very intentional.

It's intentional for two reasons.

One, sometimes the email goes to spam if

you attach a PDF for it.

That's a logical reason.

But the more important reason is if I

send this email first and the price sheet

five or ten minutes later, often they've watched

the slideshows and they've become emotionally connected to

our work before they see the price sheets.

So that's a very intentional thing.

I want them to become emotionally connected to

our work and that's what those slideshows do.

And then after they're emotionally connected, that's when

they see the pricing.

So now we're going to talk about our

price sheets.