Remember your first time? Doing whatever. Maybe photographing your first wedding? Years back when Subway turned up in New Zealand it took me 10 minutes and enough questions to drive mum up the wall to finally place my order. Why? Because I didn't know how. I've just committed to spending a lot of money on our wedding photography, but before I did, I was nervous. Not so much because of the money, but because I wasn't sure what I'd get for it. It was my first time. I'm in the industry, talk to photographers all the time, and write articles about marketing and business every day.  But I still felt vulnerable. Like a dumb user. I wanted to ask my photographer all those questions I already knew the answer to. I wanted to be assured, and re-assured, that my expectations were realistic. I have absolute faith in him, and couldn't ask for a better photographer if I tried - but that didn't matter. I needed my hand held and all my questions answered. I needed to feel like I understood. Maybe I should be lying on a leather couch in a shrink's room, but here's the point. There's one thing that's true about me, and every other couple buying wedding photography - and it's important for a photographer to understand. Your couple has (probably) never bought wedding photography before. Make it your job to provide them with the environment where it's OK to feel vulnerable or nervous or out of their depth. Teach them. Assure them. Understand them. Laugh with them. Cry with them. And treat every 'dumb' question as important. Make their first time a comfortable experience. The rest will follow. Cheers, Nigel