I was in a meeting the other day, and I realized I had skipped over some of the things I normally talk about with couples. So, suddenly, there I am, talking about how important it is to capture moments and tell stories, when it hits me that I never even confirmed this is what they were after. A definite mistake. I paused and asked them if this was something they were looking for, and they not only confirmed it was, but they spent a good deal of time after that chatting about how valuable moments and stories are. This is the type of confirmation you want from people. You want them to commit to your value propositions, and the more you can get a couple to talk about it, the more they convince themselves that it is important to them. What was interesting here was that I wasn’t even trying to get them to agree at that point – it just happened naturally.
As important as it is to get commitment, when I started I used to feel like it was cheesy – that if I asked people to agree with something, I would wreak of cheap sales tactics. But getting commitment is essential (you can read my post on it) and it doesn’t have to be tacky. Just showing simple concern that what you’re discussing is valuable to the client, as I did the other day, can be enough to move people along. The couple was visibly more excited from there on out, and I didn’t even need to do anything “salesy,” other than to ask.
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