corelann
Enthusiast
Mar 18, 2008, 4:50 AM
Post #7 of 13
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Oh, did I fail to mention that we have signed clearance from the clients whose videos we use for demos and marketing?
Time being finite, with only so much of it in a day for a busy person making it a very valuable commodity for both the prospective client AND the business person, we've found that a majority of our clients are perfectly willing to make their decisions by phone, e-mail and/or snail mail, rarely taking the time (given the choice) to set up and attend an interview, sales pitch or face-to-face session for compatible personality confirmation.
Very few wedding clients actually see us until about an hour before their ceremony begins.
I would prefer, and would gladly invest a portion of that valuable time, to get to know the wedding clients on a personal basis, shake hands, share smiles, and plan for the ultimate success of their wedding video production but, at least in Southern California, our experience is that many of them simply do not appear to feel the need.
Willingly sharing our materials allows many of our potential clients to make decisions without feeling unnecessary pressure from hard or soft sale techniques while a captive audience at the service provider's mercy - or relentless pursuit of a contract/commitment.
It seems to work here, so we rely heavily on telephone, e-mail, snail mail and our demo DVD materials, along with brochures and any other information they request.
What helps IS maintaining an open line of communication by these alternate methods, returning calls and responding to additional questions or concerns ASAP and without hesitation. The fact that we offer a minimum of three references without having to be asked, and encouraging our potential clients to follow up on these, probably helps a lot as well. 
Earl Chessher
CorElAnn Productions
www.corelann.com
(This post was edited by corelann on Mar 18, 2008, 5:01 AM)
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