John Givens - Virginia , Sep 01, 2008; 04:18 p.m.
"Am I missing anything?...I am more a "not so pushy" person and doon't like to push the sale on the initial call..."
If this is the agenda of your initial sales call with a prospective bride....Yes, you're missing the most important part of the call...what the client wants and how they will decide who has the best of her criteria.
Telling is not selling. In fact, your presentation, without lots of input from the prospect, would be pushy - just what you don't want. It's all 'talk' and no 'listen'. You might as well send them a brochure.
Suggestion: Before you show/tell the client what you have and how great you are...get them talking about their event and what they want and how they will go about choosing which photographer will get their business. Doing a good job of questioning and listening is what separates good consultative salespeople from 'pushers'.
Then - when the client has told you about their expectations regarding the photography she expects, the service she wants, and the price she expects to pay....it's time to sell what you have as it relates to her criteria...but only after she told you what she wants and how she will decide whose is 'best'