I keep it simple: Find out what you need, give you an estimate, take a deposit to schedule the shoot, show you a few in the moment, then get you your images on time. No weird upsells or pressure tactics.
A non refundable retainer of 25 percent of the estimate is due at booking to reserve the date. Cancellations within 48 hours forfeit the retainer. One reschedule is allowed with no penalty if requested more than 48 hours in advance. Additional reschedules require a new retainer. That said, weather reschedules on outdoor shoots are always free!