The Bridal Show:

by Gavin Seim: This weekend I had a booth at the Wenatchee Bridal Show. The confession I have to make is this. While I was happy with my setup and received great feedback, I ran into my typical problem. I was not a good enough salesman.

Now those of you that listen to Pro Photo Show know that I’m not a shy person. It’s as if like I sit in my booth making weird sounds as I flick my lip with an index finger making that interesting “buh buh buh” sound. Nope, I do fine interacting with people and being professional. Until it’s time to seal the sale that is.

I tend to back off when if comes to asking somone to book, or meet later for a consultation. The nudging them into pulling out the checkbook is where I start to shiver. I hate hard sell, and am always concerned that I’ll come off that way. So instead of finding balance I often end up actually avoiding selling myself as I should. This my friends is not a good thing.

  1. Be energetic
  2. Be interested
  3. Be confident
  4. Ask questions first
  5. Set up a meeting or book em

I do fine until about number three. Then I back off thinking “their going to feel that I’m pushing” Sure my wedding schedule is still filling up, but I look back on how well I sold and realize I got an F, or at best a D. Whatever type of photography we sell we need to remember that while we’re photographers, we’re also salespeople. I don’t want to be the pushy car salesman. I’m saying I need balance.

In retrospect I realize that if a person is looking for a photographer, they want to be sold to. Why should I not try to convince them to buy from me. There’s no good reason. That’s why I’m writing this. I want us all to think about and share how we work with our clients. Are you pushy? Are you too pushy? Are you lacking confidence? We all have oure weakness. Like I said, balance is key. I intend to seek out that balance and do better next time.

Continuing the topic of bridal shows, check out this recent Camera Dojo podcast for some good thoughts on wedding shows. Also here’s a PPS wedding show episode I recorded with DZ in 2007… Gav