Talk about money at some point.
Money is not something that you may be all that willing and comfortable to discuss with your clients as a wedding photographer but in order for you to successfully close a wedding photography agreement, you are going to have to talk about money at some point or so during the meeting. This is a huge part of why you are doing this in the first place. There is no point of going at it full time if you are not making any money as a wedding photographer. You need it so that you will be able to make your dreams as well as the rest of the other needs and expenses that come along with it something sustainable and something that you will more or less be able to keep up with at the end of the day. That is mainly the reason why money is something that is very important and is something that deserves a huge chunk of the discussion with potential clients at a point or so. If you are a new wedding photographer, you might try to delay this or hold this off until the very last part of the conversation but what you should know is that this is probably what the clients came to talk to you about in the first place. They are probably shopping around and comparing the prices of the services of different wedding photographers and they are checking what kind of pricing and services you will be able to bring into the mix.
So the first tip is for you to best start with the issue of money.
Discuss this with your clients at the start of the conversation and be candid about this. Show them a list of your packages and talk to them about the different services and the value that can be more or less added on top of those said services. Try to have a concise but detailed explanation of why they are getting the best prices and why it is going to be all worth it when it comes to hiring you as a wedding photographer. If you are lucky, the clients will be happy with what they hear and book you right then and there while they map out the rest of the details later on in the conversation. If you are not so lucky, they might opt to go with a different wedding photographer that they have previously spoken with because he offered them something better. There is no point in wasting time if you and the clients can’t agree on the amount. You might as well move on to the next prospect. For marketing research purposes though, ask your clients what the highlights of the other wedding photographer’s offer are and keep a mental note of it. Perhaps you can tweak your pitch for your other potential clients in the future.
There will be potential clients out there who will think that they will be able to haggle their way out of anything and everything.
Do not be a pushover. As an Orange County wedding photographer, you are a respected professional in your field. Act the part and stick to your established rates, unless you’re giving them discounts because they’re your friends or family.