How to Successfully Interview a Couple
Then, from the hospitality side of things we're going to the most important part, which is listening to your clients. We break the interview up into two parts. Now a little bit later in this session, we're gonna have the couple that we photographed at the earlier sessions, and they're gonna be sitting here on the couch, and we're gonna run through the interview process, and the actual words that we speak. Okay? So the first part of the interview is really all about them. It's about their day. It's about their dreams. It's about their expectations. They don't wanna hear how good you are and how many awards you've won and how you're this famous speaker on CreativeLive. That is irrelevant to a bride and groom getting married. It's all about them. The trick here is getting them to speak as much as possible. So questions will be things like, you know, talk about the venue, talk about the church, or the ceremony. Talk about their bridal party. Talk about their family. Talk about the dress. T...
alk about flowers. Talk about suits. There are so many questions that we can just create conversation with that makes the process really seamless, and before you know it, you've got rapport with these people. These people are starting to connect with you. Because, why? You are interested in them. You're not trying to sell yourself as this bigshot photographer saying, you wanna see my work, it's really good. They don't care about that. It's really really about them.
Plus, you sound a bit odd as well, like introducing yourself. If I was to introduce myself as, "Hey, I'm Ryan Schembri, "the 2012 AIPP Australian wedding photographer of the year." It's sounds a bit wrong, doesn't it?
So, it's getting information from them that you can talk about, use in conversation. If it's more of a conversation, as you'll see a little bit later. It's more of a conversation than it is any type of sales pitch.
Yeah, absolutely. We do (mumbling) awards, and we've done exceptionally well. We've been fortunate to have done exceptionally well over the years. The awards are displayed in the studio. We don't really refer to them, ever. They're there in the background to support who we are as photographic artists, and that is it. Unless a client asks and opens the door, and they look at the awards, then you can sort of start having a conversation, I won this year, and you know, etcetera, etcetera. Really we make a point of saying that awards are a byproduct of our passion.
Okay. We don't go out and shoot for awards. They are a byproduct of what we wanna achieve at every wedding. Hopefully, this one thing I always tell my couples, hopefully, I wanna achieve an award-winning image from your wedding. 'Cause that's how far I wanna push myself to create the best possible coverage that you have ever seen.
Absolutely. The second part of the interview is actually to educate. To educate our clients when it comes to all of these things, about our albums, products, and options, because, let's face it, not many of our wedding couples have actually done this process before. Hopefully. Sometimes, they have. Trust me, wedding two and three is great. Great repeat business there. (laughing) It's fantastic, but we do need to educate them, because most of them don't know, don't know what is involved in wedding photography. What it takes to build an album, what it takes to have a beautiful fine-art picture printed, and framed, and matted, and put behind museum-quality glass. They don't know this. In their minds, pictures get printed down the road, at Walmart, for all they know.
For, ya know, four cents, or whatever it is. (laughing)
Yeah. So it's really about the education process and how we can educate to what we're putting in front of them, why they need to have this product.
The other thing to really note here is that you gotta picture what the process is all about. These people have walked into your space, or you've met them, because they have a problem. They've contacted you because they have a problem. Their problem is, they need a wedding photographer. You are there to offer that solution. So we are there to problem solve. We are there to help them. We're not there just to take their money. We're not there to come across as though, please buy the biggest albums you could possibly get. This is all byproducts of what we do, by providing that need, and that solution to the problem that they have, which is not having a wedding photographer on the day. And I think mentally, if you think of it that way, your entire energy changes at the time of the interview, because you're genuinely there to help them. You wanna be able to create amazing images on their wedding day, and give them one less thing to stress about.
Which is finding a wedding photographer. As we said earlier, it is very stressful for a couple to choose a wedding photographer. There's just so much out there.