how to increase your telephone bookings

Do you think that your camera is your most important business tool? What about your telephone? It is the next best thing to face to face contact with your prospects. Before we look at how to increase your business by using the telephone once again, let me stress that people buy emotionally. Buyers are more likely to purchase a product or service if an emotional reaction is created. Each customer is unique and has unique wants and needs. If you take the time to identify what these needs are, your success rate will improve dramatically.

when the phone rings or when you make the call
Regardless of whether they call you or you call them there are several golden rules to telephone etiquette.

Can you and your staff answer yes to all the following? Do you always:-

1. sound cheerful when you answer the phone – first impressions really do count.
2. give 100% attention to the call – the caller will know if you are distracted or not paying attention.
3. treat each prospect as if they were your best customer – don’t assume otherwise even when the final negotiation has been completed – they may become your best advocate and refer your best customer to you in the future.
4. ask for their name and use it.
5. repeat their answers to your questions as it will show that you are listening.
6. ask them where they heard about you and what it was that appealed to them.
7. follow up on answer phone messages promptly – if you leave it you lose it!

If you answered yes to all of those questions, you already present your business well.
But, how do you deal with the question – “How much?”

Many people have never experienced a professional photographic session before whether it is for their wedding or a portrait session. Therefore they are likely to ask “How much does it cost?” Sound familiar? This is a logical question and it is your job to turn it into an emotional journey.

Now that you have devoted 100% of your attention to possibly your best customer, you need to put yourself in her shoes. Next, we’ll look at how to answer the “how much?” question from an emotional perspective, build desire and effectively increase the number of bookings.

next steps . . .
Revise your studio telephone etiquette. Think about your telephone ‘turn offs’ – being put on hold, talking to someone who sounds uninterested in you, leaving messages that don’t get returned . . . Listen to your current answer phone message – does it generate the right first impression? Hang a sign next to your telephone “Smile! This person has just won the lottery and wants you to photograph them”.