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Engagement Sales Session

Lesson 23 from: Wedding Photography Bootcamp

Sal Cincotta

Engagement Sales Session

Lesson 23 from: Wedding Photography Bootcamp

Sal Cincotta

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Lesson Info

23. Engagement Sales Session

Next Lesson: Shoot: Bridal Prep


Class Trailer

Day 1


Class Introduction


Introduction to Sal Cincotta Studio


The State of the Wedding Industry


Legal Entities


The Business Plan


Marketing Plans


How Brides Find Photographers


Lesson Info

Engagement Sales Session

well welcome to the sale session this is my room so welcome to my room I want to talk about a little bit about in studio selling so I know there's a lot of people out there that post online or they think maybe okay I'll go to the client's home it's a big thing to have them at your studio because you have home field advantage there's a lot of things you can't control if you're doing it in their home if they're looking at it over the internet you can't stop the phone from ringing from the kids from needing them things like that you really have to focus on creating an atmosphere for your client so one of our favorite brands is luca tinus you guys saw for my scarf yesterday that was a big controversy we love live in time because of the experience not only the product whenever you go to their store is an experience as soon as you walk in the door from the music they play from the champagne they give you two when you buy something it's all on experience we can easily go buy something off the...

internet but we don't we wait till we go to the store because we want that experience I want to create that for my clients too so let's talk a bit a little bit about what they experience as they walk in the door you know of course this is a set it's close to the set up of our studio so when someone walks in the door we have the lights dimmed I've got scented candles going I've got john mayer playing softly in the background I immediately want them to be in a relaxed atmosphere and to feel at home and so that's why it's set up like a living room because whenever we're decorating and we're trying to sell clients these art pieces how can they buy something that they can't envision in their own home and so we have sofas with art pieces up on the walls right behind it we have things decorated at the studio just how we're suggesting they decorate at their own home especially with the easels and the acrylic prince and the pan knows those air exactly how we suggest they display them in their home and so it makes the selling much easier if you're able to say it just like this this is a normal couch I've got four big wall prints above the couch if you were to put one it would look silly of course anyone can see that and so it's really gonna help you if you can read okay ah home in a relaxed atmosphere around that atmosphere turn off the phones and if anyone steps foot in your sales room you kill them because they will interrupt the experience and the atmosphere you've created so whenever we were first starting off this is all from experience by the way we were based out of our house so we didn't always have a studio but soon as we made the decision to switch to institute of selling we created a room in our house and that room was set up just like this but I started off with just putting on the radio on the house intercom and let letting that be my music until a uh commercial came on about trojan condoms I'm like okay we can't do the radio anymore and so experiences like that have built what I'm doing today so it's really important um about the preview and getting them prepared so the emails that I sent to them you've heard me talk about the communication that I have with my clients it's very particular so the email that I sent them to schedule this session prepares them for what they're going to experience you have to remember they've never done this before so they don't know what's supposed to happen what they're supposed to dio so my email tells them all right you're going to come over plan on spending an hour and a half to two hours we're going to review all your images and I'm gonna help you order anything you want so there is no confusion as to why they're coming they're coming to view and order pictures make sure you talk with your family what they would like what you would like for your home to corps keep that in mind and we're gonna be running some specials and they're going to expire that night this is really key so attached to that e mail whenever we're scheduling your session our sales that we're running which are our engagement collection packages which we'll see here and so they get that email and that pricing over two weeks in advance you don't want to just surprise them with pricing that night they're gonna have sticker shock they have to talk budgets think about what they want by letting them see that two weeks in advance it gives them time to really prepare for it and knowing that it expires that night they should be ready to make a decision so the way you set this up it's going to be key to getting a sale that night all right so uh whenever they come to the studio I'm trying to sell certain things I'm trying to sell acrylics a wall print for sure that's how we're gonna get those big sales uh books say the date cards guest books think of your primary items that you're trying to sell and of course have to shoot to sell them but then have these placed around your studio strategically so I've got a fifteen my thirty pano placed on an easel right behind the couch that's one of the size is included in our package is so that's something I'm gonna try and sell I need to have it close by and then anything that's included in our package is I have sitting next to me uh wherever I'm sitting for the preview so this is something that's including our packages I need to have it right uh accessible so that I can pick it up and show it to them so everything you have that you're trying to sell have a sample that you can show them and it has to be like engagement or wedding don't show them a senior picture and so have this right next to you and then when you're able to hand it to them they can see touch and feel it and fall in love with it is that makes sense okay so now let's bring in these guys know what we don't have music playing or anything so just have to envision the scented candles and john mayer hey how are you guys you know good great to see you excited to see your picture yeah normally I would offer you beer or soda or wine or anything but no alcoholic beverages on set so just pretend you you have here all right so we're just going to start with a little slide show to give you a sampling of what we got that day and then after that we'll go through all the pictures so for now just relax and enjoy and then I'll take you through everything and then I'll walk there what I emailed you as well so that it makes a little bit more sense okay okay and now whenever they walk into the studio this is what sitting on the screen and so as soon as they stepped foot into our studio they walk in we're talking hey guys great to see you they come in they sit down normally uh this would already be up on the screen we'll be like oh that's a cool picture that's us oh my god and it gets them so excited so this what I'm going to have on the screen is an image that I'm going to try and sell big what one of their best images and so you have to keep in mind they haven't seen anything unless you saw the bloody picture last night um normally they haven't seen anything and so they're always nervous so I'd look fat or I stocked or my mean mug it wasn't working whatever they're anxious to see their pictures and now this sets the mood now they see an amazing picture and they're excited to see them you're excited right oh uh all right so let's just watch a little slide show so just relax and then we'll go from there so here I would just have my music going and I'm just letting this play in light room my settings are too and uh two point eight seconds for the slide with a point nine seconds transition all right he must have said something good huh you got a mean mug that's one of my favorites and that little white box we can get rid of bring in the ones you guys pick e what a lot of people do with pictures like that is they'll put it on each other's nightstand so he would have one of you and you would have wanted him almost like it was a cool no I love that that scared pretty cool like um like e pretty good and so noticed I'm talking them the whole time I am to me I'm very much an introvert so this is like nails on a chalkboard for me right now but I don't consider myself a salesperson I think that's important for a lot of photographers because we are artists and introverts and we don't want to sell people so if you go into this with the mindset that I'm really not selling them anything I'm just helping them pick out whatever they want for their house that takes the pressure off of you as a lot a lot and we'll get rid of some of those nerves that you have um eso especially when you're letting them view pricing two weeks in advance er there's no there's really no sales pressure as you'll see from our our flow of things all right so that was just a sampling of pictures you've got a lot more than that so you just saw about thirty eight and we've got about two hundred to go that's a lot yes and so to kind of know that down what I'll do is take you through groupings where images are similar like this and you just tell me which ones you want to hold on to for later so don't focus on getting rid of a certain amount or getting down to a certain amount it's really just to get rid of the ones you don't like and duplicates that was so much easier for you to pick stuff out so you just tell me which ones you want to hold on to to look at again later stealing freshness best probably first yeah thanks okay second yeah like that would make it kind of funny e do that and so this is how we'll go through the entire session I'll help them narrow down every picture on uh let's just skip ahead a little bit just say we get to here and I could tell you right now I love the black and white on the top but I also love that first one because it seems just like a natural candid moment between you two but I don't like the last one to me it's a little goofy smile it's like you're in between looks wouldn't you think yeah I agree it was probably me trying not to laugh or something and so I'll tell them what I don't like a cz muchas I'll tell them what I do like about a picture so this is really important they know that if I say I don't like this picture I'm potentially giving up a sale because it is an image they could buy and so our clients whenever they see that I'm willing to give up a potential sale in order to be honest with them and help them pick the right picture it's establishing trust it's making me the trusted advisor again and that's really important and of course I do give them my honest opinion if I think if they're picking a picture that thing's gonna look awful I'm gonna tell them I really don't like it for this reason but you tell me what you think so ultimately defer to them but do give your opinion they're here and they don't know what to look for it they don't know to look for the hair in the eyes or the goofy smile you're gonna find things that they normally wouldn't notice and this narrow down process is really essential a swell so a lot of your probably won't saying well I could just pick the top fifty images easily and just show them that and cut down this whole process together the thing is by the time we go through all these pictures they will have said yes over a hundred times so at most clients typically get rid of half of them at the very most so how powerful is that for someone to say yes over one hundred times they're establishing that they love under pictures I'm not picking what I liked for the top fifty they're picking what they like for the top one hundred and by doing that they're selling themselves and so whenever we go through all of the pictures and they look they're looking at product and packages they know that they like a hundred pictures oh crap I need my negatives I need a book I need lots of prints so it's their decision and that's how it's not sales that that's how I'm not selling them they're selling themselves makes sense okay let's say we go through all the pictures and we narrow it down and what I'm doing tau flag these is just pee for pick so that's how I'm gonna filter later on so let's just feel to these all right we got it down to about forty pictures which is awesome that's gonna make it so much easier to pick stuff out now let me walk you through what I emailed you so it makes a little bit more sense so here's just what I sent you and you guys would have seen this for two weeks just so you know excuse me so I'm just going to start at the top left and walking all the way down great and so this is our pricing this is what they got two weeks in advance so look at the structure it's going to be similar to what you saw with the with the wedding price and we start top down with the biggest package and I'm just gonna walk through the top left side all the way down in a few questions stop me the black label comes with a twenty by thirty acrylic which is this guy so this comes ready to hang you don't have to frame it we like to put on the wall just like you see it behind you and then for acrylic I love this special at its just that christmas christmas of it really makes it pop especially like with the light some of those pictures would look amazing on this that also comes with a fifteen by thirty pano which is this so it's just a long skinny size we crop when your pictures to print just like this and we like to decorate just like you see behind you on that bookshelf just within easel so it's a really modern way to decorate it you don't have to frame it it's perfect for bookshelves are like a fireplace mantle and then any of our larger prints come mounted so it's not just on flimsy paper that was a lot more durable you also get a twelve by twelve engagement album which is this guy so it's a custom design coffee table book you get to pick the pictures and you get to approve the design before it goes to print so be doing to make changes to it you can but it's just a neat way to hold all of your favorites obviously have so much wall space so this is a great way to have them all in one place and then it's got a pearl finish to the paper so they'll be a little bit of shimmer to it but they're nice and thick so notice I'm not just saying this is a fifteen by thirty this is an album I'm explaining to them what it is and how to decorate with it that's key so I'm putting together the puzzle for them I'm showing them what to use how to use it and then I even went as far as such suggesting image so what to put on the on the product so I'm walking him through the whole decision and guiding them and letting them see touch and feel it so let them flip to the book let them fall in love with it the more they look at it the better your chances are so it also comes with the guest book and that's this guy it views issue our engagement pictures with a place for people to sign so instead of just a book of lines it's a lot more meaningful and so you've got a faded out section on the left where guests can write and then they could look through all the pictures on the right side they're usually ends up being a line at the reception for people to sign this because they want to look through all the pictures thank you you also get ten gifts sizes give sizes anything eight by ten or smaller so that could be a sheet of wallets before I six a five by seven or an eight by ten you just picked whatever size is you want and you can have ten different images for those as well so you never have to repeat a picture if you don't want teo you get your high resolution negatives in that package so uh all the unedited pictures on diskant go print off a wal mart if your scrapbook er whatever you want to do with those and then all your images would get posted online for thirty days so you get a private lincoln password and you concerned that to friends and family so if they want to look through them they can and then any picture you picked for your prince those same pictures will get posted to facebook that way you can have on your profile all right and then what's your enemy package there's all those additional discounts below so if you do when it adds something on you typically get a discount on it a big one with the black labels if you want to add on gifts ices you could get him for fifteen dollars instead of fifty and your whole family can take a man into that discount so grandma wants her only by ten she could get that to does that make sense so far yeah okay once you go to the platinum package it comes with and same thing I'll just walk them through every single item I'll show them every size that's included and notice again I didn't say price never say numbers at your studio they can read uh and then I asked if they had questions after the first package again you want to make sure you're on the same page and address any objections right away so that they so that you could move on any objection that doesn't get a dress it will stall the sale is there any questions anyone have any questions yes we got out no we do ok we're pushing your take for emotion yeah ok so a lot of people are asking and this question is from ibv photo have you ever had people not order anything no it hasn't happened because we're preparing them so far in advance uh when we were starting out we used to just show them the pricing that night until we had one mother ran out in tears so again everything we do is from experience learnt from our experiences in our mistakes don't make your own uh so once you give them two weeks look at that pricing and you let them know in that email exactly what processes what you're coming for what the goal is there's no surprises they come knowing what to dio so that's really important you prepare them ahead of time so that you don't run into that situation good question and also there was someone else I can't find the person but there was someone else who had asked once you send the price is asked outdo that do you ever not hear back from people but I guess you you've said this before you're giving them the prices so far in advance before you even shoot them well so the way we set this up is really essential in the email to schedule this session is the pricing attached so in order to see their pictures they have to reply to the e mail that has the pricing and the dates so they can never say they didn't get the pricing because in order to come here they will have had to see it so that's really key because you don't want to ever have someone say that objection will you never sent me the pricing I never saw it but he had to see it because you replied to my e mail and so no no everyone always uh shows up because they want to see their pictures and uh they're responding to that email is an interesting question from thomas j photo in your consulting set up when you're for real not just here are great alive do you have the seating set up so that you are at an angle to your clients like that or from a consumer behavior standpoint is it better to have them in a didn't way having the seeding faced each other is no yeah I'm sitting next to him just like here the only difference is the monitor wouldn't be on the table there would be a tv right over here so we're both looking at the same thing and so I don't want to be across from the table to me that feels like me gets do sort of thing by sitting next limits I'm helping you I'm here doing this with you that makes son's great great so we only have about twenty minutes left in this segment okay let us know if you want to take more questions or keep going ok let's keep going all right does everything make sense for the packages okay so just let me know whatever you guys like most and I'll help you start picking pictures um I really like the pan out I think that's pretty cool this skinny size yeah it's really different yeah you don't see much of that how did you guys like books or or books not really important to you because sometimes depending on what you like or don't like that will help direct two to one package or another or no package well you always need a couple of good ones for the wall I think the most important thing these days is not necessarily what goes on the wall boy consenting friends so anything digital that we can do in a package is you know something that we'd enjoy you know even if it's just a wallpaper on your computer or you know stuff that you send a friend's that's just having everything a lot more mobile and a lot more accessible to use as you see fit down the road even for just casual purposes is kind of more what would probably go for yeah uh that's really why we had the facebook posting in the negative just because it is such a digital age and with the facebook you're that really allows you to share with a lot of friends and you could say that to your phone that way if you want to have an album and flip through those you can so that definitely comes in handy for sure does it have the watermark in it or is it just our logo is small and it doesn't cover the yemen okay yeah yeah so you guys just let me know whatever you like most I'll start picker pictures at least this one right here that's what I was thinking it's not completely over the top you know there's all the stuff is not certainly anything everything that we need so I actually do have a question so when it has the price and like the bold is next to the title and then it has value in parentheses is that like what you're spending versus what we're paying or what is I have no value actually repression so the packages air based on specials there vendors run so they have sales on campuses are prince were basically putting those packages together to pass along the discounts to you okay so that number and they're talking about this value right here that value is if you added up everything on the cart that's how much it would be so you could see that you're saving you know whatever it is thirty forty percent by going with a package yeah yes and then that stuff on top of that all right yeah I know I think I like the platinum independent of me a lot of fun and other than that I think we need to get to crazy because the vast majority this stuff it's just going to get sent around everybody the engagement stuff is fun but you know it's the kind of the whole point is just to you know promoting lead up to the wedding and a lot of that's going to be done digitally for us all right we have a website where we have a facebook site yeah we're doing that kind of thing for sure but keep in mind you won't typically want to balance your wedding photos so you don't want everything in your house and dressing tux or everything in jeans so these were really meant to give you balance in the heart work in diversity of our work in your home just like you see behind you you've got engagement mixed in with the weddings that's exactly how we suggest decorated so you think the platinum fitzy guys most okay e think so perfect well then let's start picking pictures so what do you guys think about that process did I look awkward at all or no I really like when this's the injection that I get this is where I get caught up that's where we all get and he gave me the objection of going you know we really kind of want to stay for the wedding so we don't want too many engagement photos and I recently had a bride who's like no I don't want anything I don't want any of this hanging up in my house now is just like okay and then it just I didn't know what to say yeah well and that people will say that sometimes they don't get me wrong that everyone in our studio goes with the package or averages fourteen hundred dollars so some people spend four thousand and we've had people spend one hundred bucks it just depends on the person but most people when they're coming to you if you're positioning yourself as the artists as the trusted advisor they're coming to four artwork that should be your client by the time that they're getting to this process but yet this objection we're talking about packages and I'm listening to what they're talking about they want digital stuff so I'm gonna talk about the highlights of the facebook posting you know those are things that are to our advantage so I'm coming out here because how are you you're in the know five I mean the no fly zone I know begin trouble I'm coming out because I've been hanging out in the chat rooms with the uh with junkies and open house in the questions are relying on you so I figured rather than waiting we're trying to address some of these things so I'm gonna can I ask taylor the questions in the interview so what is the meaning of life okay okay so some of the people the questions they're having in the in the lounge and they're great questions by the way and I want to make sure we're explaining or process so one of the questions is how come you're not explaining ala carte pricing toe you're just walking through the packages what's the logic there well the packages typically include one of everything from the cart so the package comes with the print that covers the wall print section that comes with an acrylic that covers their signature collection section on dso if they have any questions on all the cards they can always ask but the packages are where I want them to focus because that's where they're going to save money and so I'm assuming that they want to go with the package because it gives them a discount why would they want a discount so that's all I'm gonna walk them through because they've seen but the ala carte pricing for an eight by ten they've seen that because that's part of the initial wedding present so the ala carte pricing is not a shock to anyone at this point I've already seen it right the next question wass around you know there's a lot of questions around digital negatives and I'm gonna get my money into this one because some of the questions were pulled here against giving out did your negatives why are you offering them in the package let me clarify we're not against giving out digital negatives were okay with that what I'm not okay with is shooting and burning so if you notice if we can bring back up our black label packaging here the digital negatives are only available in the black label package and there's a reason we're doing that from the engagement prising if we can get that up there's a reason we're doing that I don't want to offer just the cd of images that isn't a complete service instead what we're doing is we're putting it in the black label by the time they get to the black label I'm giving them in acrylic I'm giving them an engagement album I'm giving them a panel their home is completely decorated from that perspective so that cd of digital negative so to speak is really almost archival at that point I want them to have product in their home that's why they came to me for artwork on their walls so that's why we do it that way they still want those for whatever reason but I'm not moving just relinquish control of those cd of that cd does that make sense so I just wanted to clarify that's a lot of confusion we're trying to understand this process also some of the questions came in on what he does every is everyone willing to come in and look at their pictures yes because uh we're setting this up is we're helping you we can easily posted I'm sorry let me give you a bit more are they always willing to come in and look at their pictures why don't we just post them online so they're willing to come in because they don't know it should be any different this the first time they've done so if you're setting the tone like this is what happens you will we shoot and then you'll come to the studio and I'll help you review and pick anything out they don't know that they should be asking for anything different they don't know that posting online and having the from home is even an option so educate them on the process but then again uh people thank us after this session because they're looking at over two hundred pictures you think they're gonna be able to do that on their own at home they're going to be overwhelmed and frustrated so after people leave for the thank us for our time and for helping them helping guide them through the process so they're loving it which is good because we're loving it too yeah you're taking or they're seniors have had their picture taken and then I don't know they're getting remarried or something and then they think oh well we had you know the seniors pictures who are in online gallery can you just do that for us but they're not because they like this process no no I've seen your processes run the same way no somewhere else but they're coming so different so that's had different experience right I'm sorry so they said well ok just posted online because this other photographer did that I would tell them no unfortunately we are full service studio so versus just posting online and letting you figure it out on your own from home you're gonna be looking at over two hundred pictures we actually help you narrow that down and pick anything out you want so we invest a lot of time because we care about the artwork that goes up in your home we want to give input in suggestions and explain everything so that it makes sense it's really a lot easier for you because we take you through this whole process where we whittle it down and help you pick stuff out so keep it mark it's about the full service experience if you really want to give your clients and experience invest the time your look we get it thiss takes an extra hour and a half to two hours for this full process to happen with most clients right and so that's a lot of extra time but look at what our average engagement is our average engagement spends over fourteen hundred dollars that's not an accident that's happening because of this system so you need to take your shooting style and put your shooting style in our system I guarantee it's going to work week taylor was not heavy handed right she's just guiding them through the process and you know what these guys could've walked out here what's your no pictures we have been okay with it I mean it sucks that's not why I want to do what I do but if you find your client they're not gonna take it they're not gonna go with zero because they want diversity in balance in their home I don't want everything to be in their wedding dress and then we got cards on their engagement pictures come in it's been four thousand dollars we don't get hung up in the little number we don't get hung up in the big number it's all about averages and that's what matters that's the most important part figures understanding your averages uh when it comes to the order form you're gonna be supplying the order for miss something everybody gets right now so if you if they get the course they get an order form this lives and all that taylor answer the rest throughout our entire process so we're keeping track of okay taylor comes from here we gotta order pictures did the right pictures good order did the laps on the right pictures you want to talk about being organized in those pictures come in check we're putting a red check so we know the entire order is there and then when they come in to pick it up we check off who picked it up what time they picked up stuff like that and that all lives on that one document in the file so we have a history forever off what happened is it a two part form that you would recommend so this is the order foreign and they keep no no no no the client never sees this the client ever gets a receipt unless they ask for it so again no numbers no numbers uh so we don't give a total and we don't give a receipt unless they ask for course will email them we'll see it on their credit card statement but ninety something percent of our clients never one so the way that we get to that point where I'm getting their pain and information without them getting a total is just listen to the line that we used to close that let's say we pick out all the pictures for their package all right great well did you want to use the same credit card from your depositor did you prefer to write a check so I've already got their credit card stored uh typically from their wedding deposit so I can easily just charge it to that and now we never have to exchange billing information I never have to give them a total number and it's just seamless because I know that's awkward point for us when we're asking for the money uh that's a way to make it seem less you want to make that processes quickest possible think about when you go to a restaurant does the you get your bill does the waitress walk over and be like that's ninety nine dollars I shouldn't say anything right just leaves your bill there you can read you can figure it out they can read they see how much it's gonna be they can figure it out and so you've gotta understand we're not trying to be deceitful with our clients at all we're just trying to operate with normal business parameters and people are consumers are used to just operating even if I do get say a new credit card number that night like no I want to use a different one I'll just write down the number all the information and process it later I don't want to delay that part of the sale with charging right there waiting for a receipt signed this is just an awkward time and it's not fun so I just want to write it down no it's not fun for me because I like her okay sign this just to me it feels like it cheapens the process I want to make this is high end and exclusivas possible so don't worry we'll take care of building later thea other question that came up was around tax taxes not included in our package is s o tax there's nothing wrong with that's being on top of your package every other business in the world that they're working with the caterer the florist it's plus tax so customers get that taxes not included in the package you can we're just trying to operate like normal normal businesses did that stirrup any additional questions on one course there is no question going way talked about this last night um I'm kind of in the transition of working teo is this sales process and I know what you told me last night sounds like you don't care you're going toe some people off so but taylor what's your take on it which which part about doing the transition because what you're doing today yes and because I know that um the client that I started to transition this too she's a little taken back I even presented the information before their engagement session was even going to take place and we got to the sale session she was like she was that no I don't I don't need any I think so you know what's your take on it it is going to be painful so if you're transitioning from a certain price point to a new price point where from online sales to introduce steals it will be painful at first but it will be so worth it in the end and if you just start off with your new clients just saying this is how it works and so that get you're setting the tone and they won't have those problems anymore they're gonna they're gonna respect your process and how things work and they're gonna fall in line those air your clients so just I just got you just gotta understand where we came from I don't want anybody again believe that we started off everything was rosie and successful what we're trying to do is kind of accelerating their business through this course well let's talk about yeah and learn from our mistakes so we used to just post them online like we don't want to bother with this why would you do in studio assailant selling that takes so much time and then we're gonna have a head around yeah like just posted online let me pick it out for themselves our sales average was one hundred dollars for vacation with session we got still frustrated because people wouldn't order they'd let those right expire and then they'd order one eight by ten and so we heard institute of selling and studio ceiling and south said all right we're just going to try it once and see how it goes so we picked the right client and we're like okay we're gonna try something new uh we'd like to have you in studio and help you pick out your engagement pictures that we can walk you through a process and we'll help you pick anything out you want and we fumbled our way through that we had like a little like mac monitor here and it probably took like four hours to do it we had no idea we were doing but our sale was fifteen hundred dollars and we've never seen that type of sailboat force were like in studio selling it everyone comes in yeah and that's where it was born for us and then like taylor said there was this transitional period where we were just trying to figure it out so what you don't understand again is just do what we're doing here and you'll avoid all the mistakes we made along along the way everything from the music being played uh you know the ambience in the room all those things matter right you don't wanna have this in your home and got a three year old running around nothing gets kids but that's not gonna lend to the sales process but what would you say to that client that you're transitioning kind of through would you just kind of like do what you've been doing with them and then just start working with the new like your new clients or would you try to transition your old clients to this new system to and what would you say to them when they're starting to see these things going that might not have been what we are giving them their seat him images uh with their album when they get their album comes in and what about after the engagement so how do they expect to see their engagement pictures that we do an instant in sales process but I guess as far as the price increase goes like all the price increase that's a totally different than you yes your price increase is going to have to start being with all your new clients right you can't do that to your old clients who contract did you with the old process that area that's gonna have to keep track of who has old pricing yeah and with I guess my situation is they never even saw what I would charge for a portrait session or an engagement sessions so um but then you might have some latitude there we'll talk off line but you might have some latitude to introduce your new you have your nice contract it at a certain price point for prints and stuff like that yeah then I would introduce them to your current pricing like tomorrow way can't we're leaving money on the table uh more questions from the wei have more questions out but we do have just a few minutes left so I don't know if there's anything more that you wanted to cover before well you would take them through pig all their pay I would help them pick images for every size that comes in there package and then you heard the closing line on how to collect payment information from there just tall in the process moving forward all right your pictures will be ready for you to pick up in about two to three weeks so we'll just shoot any millicent is there in and you could swing by whenever is good for you from shoot to final delivery we so shoot they come and see their pictures prints in hands were trying to hit a three to five week window when possible to get them everything and as soon as they leave here all order everything all right yeah so rather than take questions from the internet I would love to hear from youtube because on the internet in the chat rooms their bodies like why are they so quiet like I don't know there's a lot of people watching their nervous right so um what was your overall experience that you have a good time being being part of this you nervous it was a little nerve racking but not because of you guys just because we're you know being broadcast everything you understand what's going on but the main thing with that is it was a little bit disjointed but only because you're trying to teach a class here because you're shooting a few pictures you stop and explain it should a fume or set back up again what I imagine in a normal shoot you're gonna have a much more fluid experience where we're gonna have more opportunities for more posing or just that it's nothing more you're not gonna you know have any environmental issues everything is just going to be set up and you could just go for a couple of hours for couples that like aren't you know being part of a tutorial basically you know because you kind of start to feel like a groove you know you're like oh do this do that like that that fluid type stuff started good and then you kind of stop wearing got here at the latter part of the day yeah yeah yeah because I felt like that even as disjointed those things were throughout the day I felt like we did hit a little bit of a groove there on because I saw you know through my perspective I saw you relax more both of you right in the beginning you could not stop giggling to from that nervous energy and then you guys just finally relaxed and that would happen much sooner yeah you know in a photo shoot right get your locks we definitely left a few opportunities on the table in terms of what kind of photos who could have gotten or what kind of things we could have tried but in the limited time friend and we got him very happy with what we were able to accomplish that's awesome that's good for you it's really cool to kind of like see yourself like that because you know it's something you don't worry everybody else yesterday they're seeing the immediate results you're seeing it from the camera they're saying way everybody's looking like until you know twenty way had no idea what anything look like but that's also actually that's perfect feedback because I think everybody out there needs to understand what it's like to be on the client side of this and I try and teach that but art he's letting you know the two of them are letting you know right now well after the photo shoot right so after yesterday you just want to see pictures don't make him wait a month don't make him wait two months to see their pictures now this is on reasonable for them to come back in twenty four hours later and see their pictures but man you've got to keep the momentum going and get them in two weeks to see their pictures and you will have those sales to follow the good news for the both of us we don't expect you to buy any pictures we're gonna take care of you and get you some really cool product and really cool shot so thank you to the two of you for being part of this yeah so we do have one question for you guys and that would be would you have preferred to have alone time I'm not sure if you ever walk out of the room and let the couples talk but would you prefer to have alone time or is it okay having the pressure of that like picking a package yeah asking you and you talking amongst yourselves kind of whispering I mean I think I probably I mean I think I know I know personally like it's it's a little it even though it's not sales idiots still it's kind of that pressure to be like ok what do you like in your local I'm looking at you know my neck or like so does my you know does your things look right so it's kind of overwhelming to have all the picture yeah even whistle in helping you I think it's difficult for them to answer that because normally they would have seen that two weeks in advance so normally when people come in they they say yeah we could have talked about it we want to go with platinum or black label okay so just so I understand you guys didn't see pricing until you walked in here yeah right yeah of course it would be time yeah because we're like well we can't really talk about this break and leave that's a great point great questions so let's clarify here this's again being produced for tv in real life they would have had that pricing literally an hour after their photo shoot and we would also have a stronger relationship so I would have met with them uh to book their wedding and if I were shooting their engagement session obviously I would have been there so by the time they get here we're kind of like friends and so they even if you did have to discuss pricing my couples have no problem discussing that in front of me but this because they've seen that for two weeks yeah they're not shocked by the pricing all they've had is an email for two weeks when they come in I could tell you what happens they walk in thinking they're going to go with the basic package then they see these images of themselves and then the question really becomes which package did they want to go with on they're usually the couples have no trouble having that discussion

Class Materials

bonus material with purchase

The Business Blueprint.pdf
The Business Blueprint.doc
cL Sal Cincotta Wedding Bootcamp Keynote.pdf
creativeLIVE Sal Cincotta Bonus
SCP Wedding Contract.pdf
SCP Copyright Release.doc
SCP Copyright Release.pdf
SCP Wedding Copyright Release.doc
SCP Wedding Copyright Release.pdf

Ratings and Reviews

Carlos Rosa

This class is Gold!!! This class is a must, I have purchased around 20 CreativeLive classes, I'm building my own curriculum, but I did purchase this class because of Sal Cincotta's name, little I knew how good it is, it's a mind blowing and it contains so much key information to be a successful photographer. I was still a little "afraid" to start my business, but after this class, I feel confident because it was like put the puzzle together. Yes, Sal really insist in his blue print, how he calls, to implement in your business and you will be successful, and I do believe that. However, I can't do that at moment, because I'll need more money then I have, but I do believe I can implement the idea and slowly works towards implement all his system. Yes, in this class you'll have all, from engagement section, to bride reception, to SEO, everything you need. Sal is a Genius, an amazing mind, I truly admire him as a person, artist/photographer, amazing Educator, but man, as a business man, he is just a mind blowing, I mean, look at him, he had practically built an Empire in only 10 years and that's enough for me to listen to this guy. With all he has, he could just quit photography for good, he totally don't need, but he is still behind the camera, and that shows how much he really love photography. Totally recommend this class, it will change your life, and I mean it. I just wish CreativeLive would do some update, even if is just in pdf, because a lot of recommendation he does in the course does not apply anymore, website does not exist, the iPhone app does not exist, etc... just an update it would be truly appreciated. And that goes for all classes, you guys could just contact the educators and ask them for an update in those areas, that's all.

KR Productions

In 2016, I decided to try and start photographing weddings. I've been a wedding videographer for 16 years now, and have consistently been asked to do this, but never have. Last year, the number of requests was unusually high, and so I decided to explore what all is involved in doing wedding photography. I actually bought Sal's 30 day photo business class here first. Watched it over and over. There were principles in that class I was able to apply to video. Great! I then decided to buy this class to get the actual "day of" mechanics down. I've watched this over and over as well and started wading slowly into the wedding photo waters. I have the benefit that my second shooter, is actually a photographer and has been shooting all his life. So, having him to back me up with his already trained and creative eye is a huge benefit on the day. (We do the one camera has a wide angle, one camera has a telephoto technique like Sal discusses, and it works amazing) So far in 2016, I've shot one wedding for $350, the next one for $1,000, and now I'm up to $2,000 on my third for just basic stuff. Incredible. Working on moving into IPS, but right now I'm focused on making sure we're capturing the right shots and doing great impressive edits for marketing , and that's already paying off. I had 4 requests yesterday! Thanks to Sal and CL for helping jump start me on this amazing journey!

Paul Marcus

Once again.....Sal proves he's the man! Wow. What a great wealth of knowledge. I wish I had seen this a few years ago when it was fresh. It makes me cringe at all the money I have left on the table. Thanks to Sal and Taylor for being so open and sharing their business model with us. I hope to have great report to share with you in 2019 as I put a lot of this class to work in my business.

Student Work