I'll have a think and get back to you. You've probably heard that more times than you can count. And most of the time, those clients quietly disappear. The thing is, I need to think about it almost never means they're not interested; it usually means there's a question or worry you haven't uncovered yet.
The question that unlocks everything
When you hear hesitation, instead of panicking or backing away, try this: thank you so much for considering us, and just so I can help you best, would it be okay if I asked you a couple of quick questions? It's polite, permission-based, and positions you as someone who wants to help them make the right decision, not push them into a quick one.
Common objections and how to handle them
When they say it's a bit more than we budgeted, try: totally understand. Can I ask what your priority is for the photo booth experience? I'd love to see if there's a package that gives you the most important parts within your budget.
When they say we're still looking at a few companies, try: of course, that makes sense. Is there anything specific you're comparing, or any questions I can answer that would help you decide?
When they say we're not sure we have the space, try: great question. Can I ask roughly how big the venue space is? Our setup comes in different sizes, and I can tell you exactly what would work in your room.
Notice how each response is calm, curious, and focused on helping, not defending.
The follow-up is where bookings are won
Many businesses send one quote and then go silent. In reality, most clients need three to five gentle touchpoints before they book. A simple sequence could be:
- Day 1. initial response with quote and recap of their needs.
- Day 3. quick follow-up call or message asking if they have any questions you can help with.
- Day 7. friendly check-in email letting them know dates are starting to book up.
- Day 14. final nudge to see if they'd like you to hold their date, or if they've decided to go another direction so you can release it.
Create urgency without being pushy
Genuine urgency is okay; fake urgency is not. If it's true that another enquiry has come in for that date, you can say: just to let you know, we've had another enquiry for your date, and I'd hate for you to miss out if you were hoping to go ahead. Clients appreciate honesty. They don't appreciate pressure that doesn't feel real.
Key takeaways
- Learn and use the permission phrase: just so I can help you best, would it be okay if I asked a couple of questions?.
- Write out your three most common objections and practise your calm, helpful responses.
- Build a simple follow-up sequence: Day 1, Day 3, Day 7, Day 14.
- Use only real urgency, never invent it.
- Track your enquiry-to-booking conversion rate; improving this number can grow your business without a single extra lead.