If you give out vouchers, you must have an expiry date, also known as a “Call To Action.” Specials must be for a limited time, products must have a limited supply – even if you have piles sitting out the back. If you’re asked about a wedding date, act concerned and say you’ll need to check that date as it’s a busy month. Even if it isn’t! It’s about shifting the desire in the clients mind to a higher level and creating a fear of loss.

“I can squeeze you in here,” “I think I have one more left, let me check” and “There’s a discount on prints for just two weeks” sounds a lot better than hearing “Oh sure, I don’t have any weddings booked that month!” People always want what they think they can’t have. It’s our job to make them want us, not the other way around.