We all go through those periods where it seems like the inquiries are drying up. Or worse, they come in, but they fall off. It leaves you with the impression that you’re being shopped or ghosted– which honestly sucks. Have you ever taken the time to look over your intake and sales process for any hiccups? I’m pretty sure the issue is glaring right at you.
It can be really easy to get caught up in the excitement and passion of what you do, why you do it and who you do it for. However, if you are not talking directly to your potential couple’s needs and dreams, whatever song you’re singing is falling on deaf ears. Sounds daunting, right? It’s really not.
Three Little Things
When you meet a client for the first time– either in person, via email or on a call, take note of three things that stand out about them. This could pertain to their planning style, their personality or event vision. This framework will help you narrow down things you have to pay attention to in order to show case why you are the perfect wedding pro for them by appealing to these three things.
What Do They Love About You?
Legit don’t be afraid to ask this. It can be framed in questions like, “What drew you to contact us?” or even a simple “How did you find out about us?” or “Where have you seen our work?” This is something you’re going to want reference back to in your conversations as well. Play it up! These are obviously things that they like about you– express how they can have this as part of their experience in working with you as well.
Expert Level: Boss
Listen, don’t be afraid to bring up your expertise and why you’re the must have for what they want. If you have anything in common with their plans, make sure you showcase it. Paint the picture verbally or share images to convey it visually, but make sure they leave knowing that you can create exactly what they’re looking for because you’ve done it a thousand times before. Remember, this is their first time planning a wedding– this is your jam.
Communicate in Kind
Not everyone wants to talk on the phone 🙋🏽♀️. If overall, it seems that your couples would prefer to speak via email, messenger or text, follow their lead (pardon the pun). Especially in the beginning stages, couples are looking to get preliminary information quickly so that they can prepare. Shoving yourself down their throat doesn’t endear you to them. Likewise, if they crave that real time personal contact, dragging them along through email isn’t the business, either. You can try to say all the right things, but if you’re not saying it how they want to hear them, it’s a wrap.
Want to use these tips and more to create irresistible sales proposals for your clients? I got you, boo! Get a copy of my free sales proposal checklist to help you dominate next wedding season and book your calendar out.
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