[by Jenna Close]
Closing the deal feels great. It’s one of the best parts of being a photographer. What’s harder to think about are the times when the deal falls through. Even when I don’t take the job, I do my best to leave a positive impression.
Saying No. It’s difficult, but sometimes the job is not appropriate. Whether it’s the type of job, budget limitations or scheduling, explain your reasons in a honest and informative way. Don’t take it personally, and even if you do, don’t let it show. This is business.
Offer recommendations. If I turn down a job, I always try to recommend someone else who might be a good fit. That way, the person looking for a photographer doesn’t necessarily have to go back to square one. They have taken time to negotiate with me, and in return I take a little time to send them off with a few possibilities.
Stick to your guns. The most common reason I do not close a deal is price. I know that I am not the cheapest photographer in the area and I am OK with that. If the negotiation is unsuccessful, I explain very clearly the work involved in the type of images I make, from pre-planning to post-production. I always leave the door open for the person to contact me again if their needs change. Usually at this point they take their search elsewhere. Sometimes they come back and end up hiring me after all. In other instances, they contact me when they have another shoot with a larger budget. Even if I never hear from them again, I feel secure that I have made the best impression possible.
via Strictly Business.