ANALYZING THE VISION EXERCISE

What does the Vision Exercise accomplish?

  • Understand the client’s vision
  • Understand what the clients value
  • Help clients visualize
  • Differentiate our services
  • Better execution/resource allocation
  • Implied/established a price point
  • Set expectations

Narrowing down our clients’ options for choosing only one expensive image to hang helps us arrive at what the bride and groom really value in their photos. Approaching clients in this manner also focuses more on the experience and less on “features” like pricing packages (we never mentioned a particular price, just a range for one piece of wall art), lighting styles, image quality. They will already assume you will shoot well and offer packages. Everybody else using an older sales approach will focus on the features, but the experience then is less unique and it takes a back seat. There is less to distinguish you from the competition using this older style