Bakerture Photo + Video

Position: sales associate

V.1 (last update 12/29/19)

Overview

1. Brand Promise

2. Products + Services

3. Company Policies

4. Position

5. Systems

Our Brand Promise

Bakerture is rooted in a deep connection with our couples to embrace and capture their own personal story with images that are lucid, yet emotionally powerful. Our passionate team thrives on pairing genuine moments with the craft of creative storytelling to preserve the memories of your wedding day for generations to come.

SERVICES + PRODUCTS

PHOTOGRAPHY SERVICES

• PROPOSALS

• ENGAGEMENT

• WEDDINGS

• ANNIVERSARIES

• MATERNITY

• FAMILY

VIDEOGRAPHY SERVICES

• WEDDING

• COMMERCIAL

PRODUCTS

• PROFESSIONAL COFFEE TABLE ALBUMS

• PROFESSIONAL CANVASES

• PROFESSIONAL PRINTS

• SEASONAL CARDS

Company Policies

Harassment and Discrimination Policy

We prohibit harassment of any kind, including sexual harassment, and will take appropriate and immediate action in response to complaints or knowledge of violations of this policy. For purposes of this policy, harassment is any verbal or physical conduct designed to threaten, intimidate or coerce an employee, co-worker, or any person working for or on behalf of Bakerture Photo & Video.

We prohibit discrimination in the provision of employment opportunities, benefits or privileges; to create discriminatory work conditions; or to use discriminatory evaluative standards in employment if the basis of that discriminatory treatment is, in whole or in part, the person’s race, color, national origin, age, religion, disability status, gender, sexual orientation, gender identity, genetic information or marital status.

Violation of this policy will be subject to disciplinary measures up to and including termination.

Drug and Alcohol Policy

Drug use and alcohol use are strictly prohibited during any assignment. Violation of this policy will result in immediate termination.

Leave Policy

If you are planning leave, as a courtesy, please give the studio a 2 week notice.

Performance Counseling and Discipline Policy

We recognize that people make mistakes and our employees may not always follow our policies closely. We want to give our employees a chance to correct their behavior when possible and assist them in the process. We also want to ensure that serious offenses are thoroughly investigated and dealt with. Our process is outlined below;

1. Verbal warning – done in private.

2. Formal reprimand – corrective action given.

3. Formal disciplinary meeting – meeting with HR – behavior must be corrected immediately.

4. Termination.

Position

Position Agreement

Process

Hot Lead Inquiry

Touchpoint #1 (Email + Text)

1. Once a prospect fills in the contact page and submits their interest in our services, Honeybook will send an automated response with samples of our work, pricing and a link to schedule a consult via calendly.

2. Once hot lead is received send a text message to the phone number they provided in the inquiry email i.e. “Hi (client name), this is Rita with Bakerture Photo & Video. I am reaching out in regards to your interest in our photo & video services. Would you like to setup a consultation to learn more?

3. If no response by end of business proceed to next step.

4. If client does respond, skip to “setup consult” section below.

5. Document outcome of response via client Honeybook profile-private notes.

Touchpoint #2 (Email + Phone Call)

1. AUTO – honeybook will send “lead follow up #1” email if no response in 48 hours. *This will automatically move project to “follow up” in Honeybook pipeline.

2. If no response to text or email yet, call hot lead to setup consult. Leave message if no answer i.e. “Hi (client name), this is Rita with Bakerture Photo & Video. I was calling in regards to your interest in our photo & video services. Please give me a call back at (insert number) at your earliest convenience.”

3. Once response received, skip to “setup consult” step.

4. Document outcome of response via client Honeybook profile-private notes.

Touchpoint #3 (Email)

1. If no response within 48 hours, send “Lead Follow Up #2” email via Honeybook.

2. Once response received, continue to Setup Consult step.

3. Document outcome of response via client Honeybook profile-private notes.

Touchpoint #4 (Email + Text)

1. If no response within 7 days, send “Lead Follow Up #3” email via Honeybook.

2. Send a text message to lead phone number found in inquiry email i.e. “Hi (client name), I wanted to follow up once more to see if you’d like to setup a consultation with Bakerture Photo & Video. I can’t wait to hear from you”.

3. Document outcome of response via client Honeybook profile-private notes.

Setup Consult

1. If consult is setup by client via honeybook scheduling, move project to “meeting” in Honeybook pipeline. Proceed to Consultation step.

2. If client calls, texts or emails to setup consult use google calendar to create event.

   1. Create calendar event: “Bakerture Consult – (client first names)”

   2. Insert accurate date/time

   3. Add conferencing – ensure “join hangouts meet” link populates

   4. Add guests: your email + leads email

   5. Description: copy/paste lead details

3. Move project to Meeting in Honeybook pipeline.

Categorize

1. If no response within 7 days, archive lead with appropriate reason (i.e. no response, lost to comp)

…

Meeting

Prospect Research

1. Locate lead on facebook/instagram.

2. Look for interests i.e. college they attended, hobbies, place of travel, etc.

3. Document outcome of research via client Honeybook profile-private notes. i.e. couple went to Virginia Tech and likes to hike in Shenandoah Valley.

Consultation (Wedding)

1. Presentation

   1. Share screen

   2. Share the following web pages

   3. Clean, tidy presentation area

2. Attire

   1. clean and professional.

3. Behavior

   1. Be engaged, enthusiastic and excited.

   2. Smile.

   3. Present with confidence.

4. Pitch Script

   1. Note this conversation in honeybook private notes – needed for blog write up.

   2. ICE BREAKERS
      Ask bride how they met, ask groom how he proposed, use client research to establish commonalities or ask what their interests, hobbies are.

   3. WEDDING DETAILS – Showcase our expertise
      Why’d you choose your venue + what do you love about it? Tell them why we love their venue. Incorporate the venue coordinators we’ve worked with in the past at this venue. (Screen share venue photos)

   4. Where are you getting ready? Explain importance of getting ready location for photos + how priceless those moments are. I.e. Dad first look, Mom buttoning dress. Screen share these moments. Explain 1 vs. 2 photographers – how 1 photographer can’t be in two places at once. (Screen share getting ready photos)

   5. Are you doing a first look? Review the benefits to doing a first look. More intimate moment so you can be yourself instead of being watched by 100’s of people. Allows you to do most of your photos before the ceremony so you can make cocktail hour. Explain how fall lighting can get dark at 5 or 6pm which doesn’t allow time/light for photos. Screen share first look photos.

   6. Where is your ceremony? Importance of two photographers with so many moments happening so quickly – how we want to capture the bride walking down the aisle, the look on the grooms face and the emotions from VIP’s. Screen share 1 vs. 2 photographer photos.

   7. Where is your reception – Importance of bride and groom session at golden hour. Creates a more romantic feel with the golden light. Screen share shots during the day and shots at golden hour.

   8. Who are your vendors? – Explain how a great vendor team works together for a seamless and amazing experience. Explain once you book we’ll send you our entire dream team list. Screen share our preferred vendor list webpage. Do not go into specifics within page. Client will receive entire list once they book.

   9. MICRO COMMITMENT – Does all of this sound good so far? Would you like to talk about our approach to wedding photography and videography?
      OUR PROCESS – No talk of “other” studios/brands processes

   10. Engagement Session – Once you book we immediately schedule your engagement session – explain why this is important (great time to work together, practice posing, you’ll be pros by the time your wedding gets here). Screen share engagement photos. Ways you can use your engagement photos – print for the save the date or reception. Screen share uses for engagement photos. Talk about how we’re going to show you off on our instagram and blog for all your friends and family to enjoy. Mention we send you a guide to nail it which will include ideas for locations, attire and things to bring. Screen share the engagement session guide.

Draft Video Sales Script (30 minutes or so)

-How did you meet?

-First date?

-How did the proposal go?

-What’s a typical Mon-Fri? Do you like what you do?

-If you’re not working what do you guys do for fun?/What does a weekend look like

for you?

-Ask where they’re from, where did you go to school?

-What made you love your venue?

– Wedding Details – How many guests, ceremony and reception at the same place?

Getting ready at the same place?

-What are you looking for in a videography team?

-Explain videography package (just like we sell and describe our photo packages)

Proposal

1. Based on the clients photo, video, photo booth and heirloom needs, draft proposal via honeybook.

2. Login to client profile and select “new file”.

3. Select proposal and open package template lead is interested in.

4. Add client to top of proposal under “bill to”.

5. Review package and add any additional items they are interested in.

6. Change “credit card payment” to “bank transfer only” payment.

7. Ensure all details are filled in contract.

8. Change signature to “Bakerture Photo & Video”.

9. Select “Next:Review Email”

10. Open “proposal” template and fill in details accordingly. Include personalized message from consultation.

11. Send proposal.

12. See FAQ below.

Follow Up

1. If client has not booked on the spot, follow up within 48 hours with a phone call to see what their thoughts/concerns may be.

2. Use leverage items if need be.

Proposal Complete

1. Once clients sign and pay retainer notify event coordinator.

Bridal Show

Presentation

• Ensure “happy brides” and/or couples are displayed front and center.

• Have albums at hand, ready to showcase

• Be sure there are no barriers between you and the leads – stand in front of tables, etc.

Attire

• Please wear your clean, pressed bakerture work shirt, dark pants and shoes.

Behavior

• Get on customers level – stand up – do not sit.

• Be engaged, enthusiastic and excited.

• Please put phones away during booth action – step away if you need to use it.

• Smile.

• Don’t be timid.

Pitch

• Address proper person – Find out by asking –
  ”Who’s Getting married?”

• Follow with a “Congrats” and/or “Beautiful ring” etc.

• I’m (name) from Bakerture Photo & Video. At Bakerture we offer boutique-style cohesive photo, video and photo booths.

• We’re based in (insert location you are pitching at).

• SCREENING QUESTION #1

• **First Important question – “Do you have a photographer?”

• If the answer is “Yes”, you wish them all the best and move to the next lead. We don’t want to spend time on dead end leads.

• If the answer is “No” or “not yet”, proceed with the following…“Well you’ve come to the right place”

• SCREENING QUESTION #2

• Next question – “do you have a wedding date/venue set?”

• If the answer is “No, we do not have a venue” proceed with pitch however, be sure to mention the tourism booth i.e. Visit Loudoun to find local venues. Also mention our blog online that has a list of our favorite venues in the area.

• If the answer is “Yes, we do have a venue/date” proceed with pitch…

• While simultaneously showing the wedding album, cover the following…

  • Showcase the emotional key photos – build short stories around the person in the photo. Get them to emotionally attach and engage with the picture – ask them questions that could get them to really put themselves in that position – “can you see yourself in that moment” or “you’re going to look so great”.

    • Key words/phrases

      • you can’t pose this

      • unscripted moments

      • organic

      • timeless

      • genuine

  • Emphasize Style while showcasing album – we have a warm, documentary style that mixes real candid moments with traditional – show examples.

    • Key words/phrases

  • Our most popular photo package come with 2 photographers, an engagement session and rights to download the images.

  • Our popular photo/video packages come with 2 photographers, 2 videographers, an engagement session, 5-6 min. highlight film, and drone coverage.

  • We also offer products for our clients – albums, canvases, framed prints, etc. –

• Our photo packages start at 3k, photo/video starts at $5400. If the lead wants more info about pricing setup consultation to review further.

CTA

• Try your best to setup a consultation on the spot.

• Assumptive Close – Is Wednesday evening or Friday evening better for you to learn more?

• Create Urgency – We’re 70% booked for 2020. We’re getting close to filling up for x month (month of their date)

• Show calendar with honeybook dates

• if you can’t set up a consult, get their email address via HoneyBook contact form. Make sure you take blank business cards in case the tablet fails. The emails are your gold.

• Reminder – A signed contract and retainer will hold your wedding date

Heirloom Consultation

Preliminary

Auto – 5 Days after project email sent to newlyweds to setup heirloom consult.

Photos will be edited & viewable on pixieset within 14 days (if gallery pending, message Editor channel to receive updates on turn around).

Touchpoint #1

• Message client via text, call or email to setup heirloom consultation (leverage the $200 credit they will be receiving).

Touchpoint #2

• If no response, follow up ONCE more.

Video Consult

• Video Consult

  • Open with wedding and honeymoon chat

  • Owner grandmother story or personal story about why to print

  • Reveal 10 spread album (digital) – need to work through design, display and presentation – couple can pick own photos – we do need retainer to start

  • Reveal 3 spread wall art

  • Explain product details

  • Close deal + fill in order form

  • Send over client instructions (Honeybook email template – “Heirloom Instructions”) – needs updating

Order

• Once you close the deal, fill in the order form.

• Send order form to heirloom channel.

FAQ-BASIC

Question: We don’t have a date or venue set. Can we setup a consultation or book?

Answer: No. Unfortunately, you need to have both a venue and date set to setup a consultation or book our services.

Question: How do we reserve our wedding date?

Answer: A signed contract and paid non-refundable retainer will save your date.

Question: How can we pay our retainer?

Answer: We accept check or bank transfer.

FAQ – VIDEO

WHERE ARE YOU BASED OUT OF?

We are based out of Northern Virginia but serve Maryland and DC as well

DO YOU TRAVEL?

We would LOVE to travel. Contact us and we’ll get you more information.

HOW MANY VIDEOGRAPHERS WILL BE AT OUR WEDDING DAY?

Depends on the collections that you decide on. You can have upto 2 two

videographers at your wedding.

HOW MANY WEDDINGS HAVE YOU FILMED?

We’ve been creating films for many years and capture over 100+ weddings.

WHEN’S THE BEST TIME TO BOOK?

We always recommend reaching out as soon as you’re thinking about booking US

because we typically get booked out 12-18 months in advanced.

WHAT’S YOUR LIMIT ON HOURS?

Our smallest collection for weddings is 4 hours. We typically like to film until we’ve

captured everything we need to tell your story. Generally, from when you’re getting

ready in the morning, till you formally exit your wedding reception. We want you to

love your film and to capture everything you care about!

DO YOU SETUP DISTRACTING LIGHTING ?

No way! We love the look of shooting with natural lighting. During the reception we

will setup a light that looks like its part of the dance floor fun. As you can tell it

looks great!

DO YOU RECORD THE VOWS?

Yeah! We record the vows in all 3 Collections. In Collection One you get this

included in the raw footage. In Collection Two and Three you get this as part of your

highlight film.

DO YOU RECORD THE AUDIO FOR THE CEREMONY & SPEECHES?

Yeah! In all three collections we’ record the audio for the ceremony and the

speeches. We have multiple backups too!

HOW DO YOU ENSURE IT’S HIGH QUALITY AUDIO?

For the ceremony we use Lav mic’s to capture the audio for both the Bride and

Groom, as well the officiator. Don’t worry you won’t have any wires showing, it’s

discreet. It also won’t interfere with any signals coming from your DJ. It’s all

internally recorded.

We record the toasts by plugging directly into the DJ’s

soundboard.

SO DO YOU PUT A LAV MIC ON BOTH THE GROOM AND THE BRIDE?

No, we’ve found it works much better to put a Lav mic on only the groom. This Lav

mic is able to pick up the audio from both the bride and groom during the ceremony

at a clear crisp quality. We also throw a lav mic on the officiant as a backup.

WHO ARE THE VIDEOGRAPHERS THAT WILL BE AT MY WEDDING?

Your experienced Bakerture Team

WILL YOU GET IN THE WAY ALOT?

No way! We do our best to blend in on your wedding day. We don’t setup tripods in

the middle of the isle or leave piles of gear all over the place. We’re super organized

as we have been called ninjas time and time again. Our hope is that you would

notice us about as much as you would notice your photographer

DO WE GET TO MEET YOU BEFORE THE WEDDING?

We love to meet before the wedding! We’d love to setup a video chat before hand

to get to know you and your other half on more of a personal level and learn about

wedding.

HOW LONG AFTER THE WEDDING DO I GET MY BASE FILM?

This can vary, but normally our turn around time is 5-7 weeks for your film. We’ve

never gone over those deadlines, ever! Sometimes It’s a lot quicker, but it just

depends on where in the year your wedding lands.

WHAT HAPPENS IF YOU GET SICK AND CAN’T MAKE IT?

For one, in all 7 years of being in business this has NEVER happened. We honestly

feel very lucky. We’ve never once missed a wedding for any reason ever. Now if

this were to happen for some reason, we’d contact you right away and have

someone from our BAKERTURE TEAM be the replacement for your day. It would be

PRETTY seamless as we are a very CLOSE nit studio.

DO YOU GET ALONG WITH THE PHOTOGRAPHER?

You obviously haven’t met us. We get along with EVERYONE. We’re pretty dang

likeable people. But, yes, photographers tend to love us. We’re super respectful of

photographers, great communicator’s, incredible high fivers, and our families tells

us we have really great smiles.

CAN WE GET DRONE COVERAGE ON OUR WEDDING DAY?

Yes, drones are allowed to fly throughout most locations. But we will double check

to make sure it is not in an area where its restricted or prohibited. (typically by

airports)

CAN WE RECEIVE OUR RAW FOOTAGE FROM OUR WEDDING DAY?

Yes you certainly can receive your raw footage. This will be unedited coverage

throughout your entire wedding day delivered on a USB.

Draft Video Sales Script (30 minutes or so)

-How did you meet? 

-First date? 

-How did the proposal go? 

-What’s a typical Mon-Fri? Do you like what you do?

-If you’re not working what do you guys do for fun?/What does a weekend look like for you? 

-Ask where they’re from, where did you go to school?

-What made you love your venue? 

– Wedding Details – How many guests, ceremony and reception at the same place? Getting ready at the same place? 

-What are you looking for in a videography team? 

-Explain videography package (just like we sell and describe our photo packages) 

Frequently Asked Videography Questions

WHERE ARE YOU GUYS BASED OUT OF?

We are based out of Northern Virginia but serve Maryland and DC as well 😊 

DO YOU TRAVEL?

We would LOVE to travel. Contact us and we’ll get you more information.

HOW MANY VIDEOGRAPHERS WILL BE AT OUR WEDDING DAY?

Depends on the collections that you decide on. You can have upto 2 two videographers at your wedding. 

HOW MANY WEDDINGS HAVE YOU FILMED?

We’ve been creating films for many years and capture over 100+ weddings. So ALOT! 

WHEN’S THE BEST TIME TO BOOK?

We always recommend reaching out as soon as you’re thinking about booking US because we typically get booked out 12-18 months in advanced. 

WHAT’S YOUR LIMIT ON HOURS?

Our smallest collection for weddings is 4 hours. We typically like to film until we’ve captured everything we need to tell your story. Generally, from when you’re getting ready in the morning, till you formally exit your wedding reception. We want you to love your film and to capture everything you care about!

DO YOU SETUP DISTRACTING LIGHTING ?

No way! We love the look of shooting with natural lighting. During the reception we will setup a light that looks like its part of the dance floor fun.  As you can tell it looks great!

DO YOU RECORD THE VOWS?

Yeah! We record the vows in all 3 Collections. In Collection One you get this included in the raw footage. In Collection Two and Three you get this as part of your highlight film.

DO YOU RECORD THE AUDIO FOR THE CEREMONY & SPEECHES?

Yeah! In all three collections we’ record the audio for the ceremony and the speeches. We have multiple backups too! 

HOW DO YOU ENSURE IT’S HIGH QUALITY AUDIO?

For the ceremony we use Lav mic’s to capture the audio for both the Bride and Groom, as well the officiator. Don’t worry you won’t have any wires showing, it’s discreet. It also won’t interfere with any signals coming from your DJ. It’s all internally recorded. We record the toasts by plugging directly into the DJ’s soundboard.

SO DO YOU PUT A LAV MIC ON BOTH THE GROOM AND THE BRIDE?

No, we’ve found it works much better to put a Lav mic on only the groom. This Lav mic is able to pick up the audio from both the bride and groom during the ceremony at a clear crisp quality. We also throw a lav mic on the officiant as a backup. 

WHO ARE THE VIDEOGRAPHERS THAT WILL BE AT MY WEDDING?

Your experienced Bakerture Team

WILL YOU GET IN THE WAY ALOT? 

No way! We do our best to blend in on your wedding day. We don’t setup tripods in the middle of the isle or leave piles of gear all over the place. We’re super organized as we have been called ninjas time and time again. Our hope is that you would notice us about as much as you would notice your photographer.

DO WE GET TO MEET YOU BEFORE THE WEDDING?

We love to meet before the wedding! We’d love to setup a video chat before hand to get to know you and your other half on more of a personal level and learn about wedding. 

HOW LONG AFTER THE WEDDING DO I GET MY BASE FILM?

This can vary, but normally our turn around time is 5-7 weeks for your film. We’ve never gone over those deadlines, ever! Sometimes It’s a lot quicker, but it just depends on where in the year your wedding lands. 

WHAT HAPPENS IF YOU GET SICK AND CAN’T MAKE IT?

For one, in all 7 years of being in business this has NEVER happened. We honestly feel very lucky.  We’ve never once missed a wedding for any reason ever. Now if this were to happen for some reason, we’d contact you right away and have someone from our BAKERTURE TEAM be the replacement for your day. It would be PRETTY seamless as we are a very CLOSE nit studio. 

DO YOU GET ALONG WITH THE PHOTOGRAPHER?

You obviously haven’t met us. We get along with EVERYONE. We’re pretty dang likeable people. But, yes, photographers tend to love us. We’re super respectful of photographers, great communicator’s, incredible high fivers, and our families tells us we have really great smiles.

CAN WE GET DRONE COVERAGE ON OUR WEDDING DAY?  

Yes, drones are allowed to fly throughout most locations. But we will double check to make sure it is not in an area where its restricted or prohibited. (typically by airports) 

CAN WE RECEIVE OUR RAW FOOTAGE FROM OUR WEDDING DAY?

Yes you certainly can receive your raw footage. This will be unedited coverage throughout your entire wedding day delivered on a USB.