W.A.I.T. – Why am I Talking?
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Have you ever sat in an ordering meeting with clients and suddenly there is a moment of pause when no one is talking? My question for you is this: Do you fill that silence by saying something yourself or do you wait until the client speaks?
I asked myself that same question recently when I saw Jules & Joy Bianchi of Jules Cafe speak at WPPI and they talked about W.A.I.T. The question seemed particularly relevant to me, personally, as I am one of those people who has felt in the past that I need to step in and say something when the client has paused for a moment. I was, however, determined after being reminded by Jules & Joy, to be more aware in my next ordering meeting of when I wanted to step in and when it might in fact be better if I did not.
Fast forward to my next ordering session. The clients in question were considering whether or not to get a certain album (as they had done so previously for their first daughter). I was ready to convince them why it was a good idea – and was even ready to offer them a lower-priced alternative before (ack!) they had even decided whether or not to go for the higher priced album. I very consciously decided to say NOTHING – and they did indeed decide on their own to go for the premium album. I think it may have been the first time I was actually really conscious of the pauses in our conversation where I purposely chose to say nothing and allowed the client to work through the process on their own.
Kudos to those of you who have already mastered those pregnant pauses. For those of you who have not, however, I am putting the challenge out to you to raise your awareness in your ordering sessions of when you may be talking unnecessarily and thus doing potentially more harm than good.
The Bottom Line…
- Start by being aware of what happens with communication during your ordering sessions with clients
- If you find yourself speaking just for the sake of filling the empty space – try and refrain and just sit back and WAIT
- Do step in when you feel it is time to direct your clients or give them the gentle nudge they may need in being reminded about the value of investing in certain products and the pleasure it will bring them in the years to come
That’s all for today 
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Tags: photographer tips, photography sales tips
3 People have left comments on this post
I love these posts about selling in person and have been considering doing just that, but I would really like to see a video of a sales presentation from start to finish as well and how you use the ProSelect as I have just purchased it. Also, what items do you choose to order before the sale session?
Hi Renee,
. Proselect has some great tutorials on their site. I do not use it to it’s full potential – essentially I run the slideshow for the client at the beginning, then go through the pictures labeling ‘yes’, ‘no’, or ‘maybe’. After we have sorted – we go from there in terms of album, display, etc. I don’t order anything before the sales session.
Great idea about a video of a sales session. Now I just need to get a client who is comfortable with that option
Hoping you get one! Thanks for all the information….going to check them out and see what I can come up with