» Should You Rethink Your Sales Strategy in 2018?

Photo by Lacy Ferrell Photography

This article was written by Kevin Dennis, editor of WeddingIQ.

As business owners, one of the biggest parts of our job is selling to prospective clients. We know it doesn’t always come easy, but by creating and implementing an effective sales strategy you’ll see major differences in what your clients are booking, and in turn, your business.

So how do you go from selling the basics to selling the big dream? We’ve got some of our best techniques below.

Give lots of options

When first sitting down with a prospective client, the best strategy to take is giving them lots of options. It helps to open up their minds and get the creative juices flowing, allowing them to visualize the big picture and overall vision for their wedding. Chances are, they’re going to fall in love and want to spend more money. If your business has more than one service, this is also the perfect opportunity to upsell them on those as well.

Always be honest

You want to be sure that you are striking the right balance with clients, between getting the highest price point you can without going so far out of their range that they feel intimidated or turned off. The best way to do this is with honesty. You want to make sure that their expectations are at the right level from the get-go. For my business, we are always mindful of explaining the value of what they’re getting. Clients don’t always understand that at the beginning, so seeing just numbers alone can quickly turn them off. Once we’ve walked them through the process and explained our services and products more thoroughly, it helps them to see exactly what they’re getting.

Listen to the client

One of the biggest mistakes I’ve seen salespeople make, is trying to sell their own vision of what the wedding should be without hearing what the client wants. You really have to listen to them and make sure that the products and/or services you put in front of them is in line with what they’re looking for. They are much more likely to spend money if their vision is being met and they’re comfortable with the end result.

You should never walk into a sales meeting without having knowledge on what you’re selling. You need to know all about the venue you’re working at, all of the variables involved in the event, logistics, and the client’s budget. It’s easier to sell a client if you already know the ins and outs of their wedding. It gives them a feeling of comfort and gives you a great jumping off point for upselling.

So what are you waiting for? Make a new sales plan for 2018 that will have you booking more clients at a higher level than you could have imagined.

Kevin Dennis is the owner of Fantasy Sound Event Services, a full-service event company based in Livermore, California. Dennis is the current chapter president for Silicon Valley NACE, and a past national president for WIPA.

» How to Prep for 2018 Wedding Submissions

Photo by Walking Eagle Photography

This article was written by Education Expert, Meghan Ely, OFD Consulting

With the end of the year upon us, it’s a great time to sit down and start mapping out your public relations efforts for 2018. For event professionals, real wedding submissions should be a big part of your strategy. It’s an effective way to get your brand in front of the audiences you’re seeking, and helps to establish you as an influencer in the industry.

Don’t know where to start? Let’s take a look at some of my top tips to follow for submitting.

Get permission

Before you do anything else, you want to make sure that you have not only the photographer’s permission but the client as well. The easiest way to do this is by including it in their contract, but we also recommend talking to them about it beforehand so you know they are on board from the beginning.

Do your homework

This may come as a surprise, but not every blog is right for every wedding. When deciding where to send a submission, sit down and do some research on which blogs are going to be the

right fit. For example, it wouldn’t make sense to send a black tie luxury wedding to a blog that heavily features rustic backyard celebrations. Be sure that you can find complementary events that are recent (within the last year) so you know what the editor is looking for.

It’s all about the details

When selecting images you’re planning to include in the submission, you want to think about it with the editor’s point of view in mind. Remember that they are trying to inspire their readers with trends and fresh ideas, so they will generally give preference to those who include lots of details. You may have adored the couple and want to see their faces all over the feature, but that isn’t what’s going to catch an editor’s eye.

Follow the rules

The biggest mistake you can make when submitting is not following the guidelines for each publication. There is no exact formula to follow, each outlet is distinct and will have different requirements. From image sizing to number of photos to sharing programs, no two are exactly the same. Be sure that you are checking the directions each time you submit a wedding to ensure that you haven’t missed anything.

Develop the story

While the photos will tell part of the story, it’s the couple themselves that editor’s want to hear about. The detail photos are important, but they want to know why the couple selected them, and what personal touches they included. For us, we have a questionnaire that is sent out to couples asking them details about their wedding like inspiration, DIY projects and how they met/got engaged. The couple will love getting involved in the process, and the editor will appreciate all of the detail you have included in the submission.

Include the team

No event is made great by just one person. It takes a team of vendors to bring everything together and make it a success. It’s important that when submitting a wedding you give credit where credit is due by including everyone that was involved. If the wedding gets published, they will appreciate the recognition, and will likely promote it themselves, increasing exposure for your business in turn.

With these tips in mind, you’re sure to kick your 2018 PR plan off with a bang!

Meghan Ely is the owner of wedding PR and wedding marketing firm OFD Consulting. Ely is a sought-after speaker, adjunct professor in the field of public relations, and a self-professed royal wedding enthusiast.

» WeddingWire Networking Night Boston

This week, local wedding professionals gathered at Alden Castle for WeddingWire Networking Night Boston!

Wedding professionals had the opportunity to enjoy a stunning event space fit for royalty! Guests met other local vendors across all service categories as well as members of the WeddingWire team. Plus, they learned local-industry statistics and how to better reach engaged couples through social media, presented by WeddingWire’s Regional Manager of Customer Success, Megan Hayes!

Thank you to all the wonderful pros who joined us! We’re excited to share highlights from the event including the educational presentation, our latest issue of WedInsights, and photos from the lovely evening below. For additional photos from the evening, check out our gallery!

We would like to say a special thank you to the amazing event partners who helped make the evening possible:

Thanks to all that attended!

 

» These Are Our Most Read Articles of 2017

Photo by epaga FOTO

Throughout the year, we’ve shared our best tips for wedding businesses, the latest industry trends and the newest WeddingWire innovations, all to help you stand out and connect with more of today’s couples. We’ve rounded up the top articles that were the most helpful and enjoyed by our community this year — have you read them all?

10. Storefront Tune-Up Tips for Engagement Season
Did you know that nearly 18% of all engagements occur in December alone? Now is the best time to optimize your online presence in preparation for newly engaged couples looking for their ideal wedding team.

9. Why You Shouldn’t Say You’re “The Best”
Making this claim is an all too common marketing declaration, and it’s not one that will help you win couples. Instead of making that overstated claim, you should focus on what makes you different and exceptional with your ideal customer in mind.

8. Want More Reviews? Start Doing These 4 Things
Remember, 95% of couples use reviews to select their vendors and recency is the most important factor when couples are evaluating your reviews! Couples like to hear (and see!) what they should expect – not from the vendors themselves, but from past couples who’ve been in their position. Whether you’re new to collecting reviews or a seasoned expert, follow these top tips to start collecting even more reviews.

7. How to Respond to a Negative Review
Reviews are key to your online reputation, and it can be frustrating to receive a review that you may not be satisfied with or feel you don’t deserve. Although you may disagree with the review, it’s important to be professional in your response.

6. How Should You Politely Tell a Client “I Don’t Do That”?
As a creative professional, sometimes your taste and unique skills just don’t line up with the trend of the moment. When a request comes in for something that you don’t feel comfortable doing, use these suggestions to politely tell that potential client, “Thanks, but that really isn’t up my alley.

5. How Are Weddings Changing?
In the 2017 Newlywed Survey, we learned things like: Couples now spend 50% of their time planning from a smartphone (up from 30% last year!) and millennials are spending a bit more on weddings: $31,000 on average. To see more of what’s changing and what’s staying put, see the full newlywed survey.

4. 6 Ways to Optimize Your Website for Leads
Once a couple makes it to your site, it’s vital that you guide them to take the next step by submitting a lead. It’s easy to get swept up in your own ideas when building a website, but ultimately you need to think about how couples will interact with it in order to drive more conversions.

3. 5 Ways You’re Losing the Sale
Getting a sales inquiry is a huge buying signal. They’ve started with all of the possible choices and narrowed it down to a small group of potential companies in your service category—including you. At any point, you can either make it to the next round or be dropped.

2. Top Wedding Trends for 2017
Keeping up with current trends allows you to show potential clients that you are in the know and prepared to help them personalize their big day. These are the top trends we saw in 2017 and we can’t wait to share what’s to come in 2018!

1. Pricing Do’s and Don’ts
Here it is – our top post of 2017! Receiving a question about pricing can be daunting and tricky to navigate, but receiving that inquiry is a definite sign of interest and it should be exciting! Instead of being filled with dread when you see a pricing question hit your inbox, cue the confetti and use these top do’s and don’ts to answer their questions.

Thanks for being a part of our community — and we look forward to continue to grow together in 2018!

» Holiday Marketing Strategies to Boost Your Bookings

If there’s one thing people love, it’s a good holiday! The United States has a number of holidays throughout the year that mean time off and joyous celebrations. While they’re an excellent time for consumers to kick back and relax, holidays provide a great opportunity for wedding professionals to get in on the excitement.

This holiday season has us thinking about capitalizing on holiday buzz – and how to leverage the goodwill of an upcoming holiday by using one of these marketing strategies.

Create holiday-themed images to use on your social networks

One of the easiest ways to promote your wedding business during a holiday is to create holiday-themed images, just like the one featured above! Ask your graphic designer to help if you have one (or know one), or use a free app like Canva to add your own text and logo to the image of your choice. Even a message as simple as “Happy Holidays” with your logo and a nice image will provide a personal touch and keep your business top of mind without much effort. Post these images on your social networks, or add them as your profile and cover photos on Instagram, Facebook or Twitter. Once the holiday has passed, don’t forget to change your photos back to your typical year round photo.

Introduce holiday deals and promotions

Another great way to capitalize on the buzz around the holidays is by offering deals or running promotions. Most retail brands run sales during holiday weekends, so couples are probably already on the hunt for a good deal. If you are approaching a holiday and still don’t have an event, run a promotion that offers a special package or additional services for a wedding on that holiday. Or, if your business serves consumers beyond weddings (florists, makeup artists, photographers), consider offering a discount to get more people in the door on a day where they might otherwise be busy.

Run a social media contest

If holidays are typically already popular dates for your calendar, you could run a social media contest in lieu of offering a discount or special deal. Run a sweepstakes, photo, or video contest and award the winner with services on the upcoming holiday. Facebook is often the preferred social network for running contests, but you can use your favorite social network to promote the contest and accept responses so that the effort required is minimal.

Incorporate charitable components

Certain holidays like Memorial Day, Thanksgiving, and Christmas are popular holidays to give back to the community. Think about any local or national charities you know that are associated with those holidays or could benefit from some extra assistance and incorporate them into your promotions or contests. You could donate a portion of profits made during the holiday, or even make a donation on behalf of whoever wins your contest. No matter how you decide to promote your business around the holiday, incorporating a charitable component is sure to boost engagement!

Happy Holidays from all of us at WeddingWire!

» 2017 WeddingWire Innovations to Help You Connect With Couples

As 2017 comes to a close, we are taking a moment to look back on the new ways WeddingWire helped you reach and connect with more couples this year. Since the vast majority of today’s couples are millennials, we’re continuously working to develop new features and evolve current offerings to help you stand out and get more qualified leads in today’s market. Each innovation was developed with the success of our wedding professionals in mind and the end goal of helping you get noticed and book more couples on WeddingWire.

Here’s a roundup of some of our favorite features from 2017:

Photos in Reviews
Photos are a great way to build credibility and give couples a glimpse of your past work. Clients are now able to add photos along with their review on your WeddingWire Storefront to help you attract future bookings. Get reviews with photos from your clients today by emailing them through the Review Collector tool and using it to track your requests and send automatic reminders.


3D Tours for Venues

Transform the way couples view your venue and make a stunning first impression by providing them with a real life walkthrough of your property right from your WeddingWire Storefront. A 3D Tour lets couples view your property at any time — whether they’re across town or across the globe. Interested in a WeddingWire 3D Tour? The process is easy! Sign up here.

Storefront Highlights
We made it easier for couples to find the top information they’re looking for when searching for wedding professionals in your field by adding Highlights to your Storefront. Potential clients can now easily find key details about your business – including reviews, pricing, and availability – bringing you more qualified leads. Storefront Highlights is currently available for Photographers, Videographers, Venues, Caterers, and Planners. Haven’t seen your Highlights yet? Head to your Storefront to check them out!

WeddingWire Rewards
Designed to give couples even more of a reason to contact your business, this program rewards couples for contacting and booking you on WeddingWire! Couples can earn $25 for every vendor they contact and hire through the WeddingWire website – up to $300. Learn more about how WeddingWire Rewards works and why your participation in the program is important.


Updated Pricing Display

When you upload a Pricing PDF to your WeddingWire Storefront it now displays with a preview image alongside your other pricing details, making it easier for couples to find supplemental information about your products, services, and packages you offer. Additionally, venues now have the option to include Interactive Pricing on their Storefront. This new feature is designed to help set couples’ expectations about price by using your past wedding data to create a range of what couples can expect to pay based on their event details, like guest count and date. Watch this quick video to see how it works or log into your WeddingWire account to get started.


We look forward to continued innovation and finding new ways to help you connect with more couples and grow your business in 2018!

» How to Leverage the Royal Engagement for Your Business

Photo by Kensington Royal via Instagram

This article was written by Education Expert, Meghan Ely, OFD Consulting

Unless you’ve been living under a rock, you know that the UK’s Prince Harry is marrying American actress, Meghan Markle in May 2018. That’s right friends: it’s another royal wedding!

If you’re anything like me, your initial reaction was probably to pull out your commemorative china, don a fascinator and toast the engagement with a cup of your best Earl Grey. Or, if you are just a little bit less obsessed, you at least had a moment of recognition that the media coverage of all things bespoke is guaranteed to be constant and overwhelming through May and beyond. Either way, as a wedding professional it’s time to celebrate because this is a major opportunity to leverage your expertise in return for some valuable publicity – even if you don’t know the first thing about making a proper fruit cake.

The fact is that from now until May, media outlets will be hungry for stories, either directly related to or inspired by the engagement. Now is the time to get your name out there and take full advantage of this gift. Kate and Will married in OFD’s second year, and I was able to turn that into national TV coverage! Good Morning America actually sent a team to film my royal wedding viewing party – one of the Crown Jewels (pardon the pun) of my own early publicity. It was, and still is, all about timing, experience and enthusiasm.

So, what can you do to get your piece of the royal publicity pie?

  • Reach out to your local media
    If you’re already seeing coverage of the royal wedding locally, even if it’s just the engagement announcement, hunt down the writers on the beat and email them now. Introduce yourself and establish your wedding expertise, along with your willingness to chime in.
  • Leverage content on your own website and social media
    One of the biggest challenges people have with blogging is coming up with content, so take advantage of the global attention and create an ongoing blog theme related to it. Include your observations, predictions and commentary.
  • Sign up for HARO
    If you haven’t done so already- keep an eye out for wedding related inquiries, which are bound to increase as the fervor builds.
  • Plan an inspiration shoot
    If you don’t feel comfortable putting yourself out there as an expert, go ahead and at least consider your own fun shoot inspired by the royal wedding. Dare to be different, but make sure it complements themes and elements predicted for the upcoming nuptials (remember that editors need to be able to connect the dots). The wedding is in May, so start submitting by March, at the latest.
  • Have fun!
    Host a local viewing party and invite all of your wedding friends. It’s a great way to ramp up the wedding season and make deeper connections.

    There is no reason to fear royal wedding madness – this is a great time to be in our industry. Prepare for an adventure, because this will definitely be one of your most entertaining wedding seasons yet.

Meghan Ely is the owner of wedding PR and wedding marketing firm OFD Consulting. Ely is a sought-after speaker, adjunct professor in the field of public relations, and a self-professed royal wedding enthusiast.

» WeddingWire Networking Night Richmond

This week, local wedding professionals gathered at Dover Hall for WeddingWire Networking Night Richmond!

Wedding professionals had the opportunity to enjoy a stunning event space fit for royalty! Guests met other local vendors across all service categories as well as members of the WeddingWire team. Plus, they learned local-industry statistics and insights on working with millennial couples in the wedding industry, presented by WeddingWire’s Associate Director of Customer Success, Kyle Mihalcoe!

Thank you to all the wonderful pros who joined us! We’re excited to share highlights from the event including the educational presentation, our latest issue of WedInsights, and photos from the lovely evening below. For additional photos from the evening, check out our gallery!

We would like to say a special thank you to the amazing event partners who helped make the evening possible:

Finally, we’re excited to announce the winner of our WeddingWire Prize Pack give away – congrats to Katherine from The Westin Richmond!

» Do You Want the Sale, or Not?

This article was written by WeddingWire Education Guru Alan Berg, CSP.

While speaking at a conference in Mexico, I overheard some wedding professionals talking, and one said:“If you don’t want to do the wedding, just give them a really high price.” I jumped into the conversation, and I said “If you don’t want to do the wedding, don’t do the wedding!” Giving them a high price doesn’t change the reasons you didn’t want to do it. Maybe it was really far away. Maybe it would be so time-consuming, that it would take away from your other clients. Or, maybe they’re just not nice people and you didn’t connect with them. If you give them a high price, and they accept it, those reasons didn’t go away. You’ll just likely end up regretting taking it, while you toil away on a wedding you didn’t want to do. The money is not going to make up for that.

I was doing an event in Ireland recently, and I asked the attendees to let me know if any of them got a new lead, during the event. A DJ, who had come over from the UK for the event, told me that he just got a new inquiry through his website. I asked him to read it to us. He didn’t sound very excited while reading it, and I asked him why. She was 2½ – hours away from him, in an area where he doesn’t usually get inquiries. He had just won a prestigious award in the UK, and figured that she had seen that, and that’s why she reached out (just conjecture on his part, of course).

Your attitude will come through

I asked how he was going to reply, and he said “I don’t really care if I get it, or not, being 2½ – hours away.” I asked him “Do you want the sale, or not?” He said he could go either way. I asked him again “Do you want the sale, or not?” He said “I’d only do it for my full fee.” I told him that he hadn’t even gotten to that point, yet. However, if he wasn’t interested, then tell her he’s not available. If he is interested, then let’s answer this together. His attitude when writing the reply is very important. If you’ve seen me present on this topic, read my books, or heard a webinar or read my articles here, you know that tone and energy comes through in written conversations.

So, he replied to her, and she replied back. He gave her a price range. She indicated that the top of the range was too high for her, and asked if he had something for less. He asked for a 5- minute phone call the following morning, which they had, and he booked her for his full fee (the bottom of the range he had given her). He was happy, and so was she. Had he written his original response, it’s possible she would have seen that he was blasé about getting the sale, and she’d find someone who was as excited as she.

Don’t rush the process, just because you’re busy

When I do sales training, I like to look at the actual digital conversations of my clients, businesses just like yours. Very often I see conversations that try to rush the process, either by asking too many questions at once, sending lots of attachments, answering questions they haven’t asked yet, and more. When I ask why they’re including so much information, the reason is often because they’re so busy with other tasks, they don’t feel they have the time to have a few, or a lot of back and forth, short conversations. Sound familiar? I’ll bet it does. What do you want, when you’re the customer?

I get it, I really do. However, when you’re the customer, and you email a business about something you need, what do you want? Don’t you want to have a conversation with a real person? A real conversation, not a data dump of information. Not lots of PDFs, or even one PDF, especially if you can’t easily read it on your phone. Don’t you want to know that someone is taking an interest in solving your problem, or getting you to the end result that you want? Of course, you do, and so do I. It’s not their problem that you’re busy. Yes, we like to do business with the popular companies, there’s a certain reassurance. However, I’d rather do business with someone who takes the time to have a conversation with me, than someone who copies and pastes the same information to me, that they do for everyone else. We all like to think that we’re unique.

Can you afford to lose one sale?

How full is your calendar? Can you afford to lose one sale? What would that cost you? It’s probably already happened. It happens to all of us, sometimes it’s our fault, sometimes it’s not. Some of the reasons are beyond our control. If they book someone who’s half your price, they didn’t see the value in hiring you. It’s going to happen. If they book someone who was referred by a friend or relative, oh well. But if they book someone else, for the same, or higher price than you, because you didn’t show them the personal attention that they wanted (and deserved), from their very first contact with you, that’s on you. If you don’t need another sale, more power to you. But that attitude can come back to bite you in the long run. So, do you want the sale, or don’t you? If you do, then treat them the way you’d want to be treated!

WeddingWire Education Guru Alan Berg, CSP has over 20 years experience in wedding related sales and marketing, and is an author, business consultant, a member of the National Speakers Association, and the wedding & event industry’s only Certified Speaking Professional®. Learn more at alanberg.com.

» #JustSaidYes is Here – Share With Your Couples!

Engagement season is officially here and we are excited to launch our annual campaign for couples, #JustSaidYes! The contest, held during peak engagement season, asks couples to share their engagement moment on social media with #justsaidyes and @weddingwire for a chance to win the grand prize of $10,000 towards amazing wedding vendors like you!

Last year the #JustSaidYes campaign received over 34,000 entries, 114,000 landing page visits and over 46,000 new instagram followers – that’s a lot of newly engaged couples on the hunt for their dream wedding team! This year the campaign will be bigger than ever, and will bring more couples to your doorstep.  Want to get in on the buzz? Share these simple steps so that couples can enter to win:

  1. Get engaged and snap a photo!
  2. Share the photo via Instagram or upload a photo to the #JustSaidYes website
  3. Post the photo and tag @weddingwire and #JustSaidYes to enter

Lucky winners will be announced throughout the campaign from December 1, 2017 through February 28, 2018. One grand prize winner will receive $10,000 towards their wedding team, and three monthly winners will receive fantastic prizes for their wedding and honeymoon including: a wedding dress from Allure Bridals, two sets of luggage from AWAY and a $2,500 gift card from Blue Nile. See full terms and conditions here.

Make sure to follow along to see fun engagement posts and engagement inspiration shared on social media this engagement season using #JustSaidYes.