» 5 Resolutions for Wedding Professionals in 2018

The beginning of a new year brings excitement about resolutions and goals, but often they can be forgotten or pushed aside, especially when busy season comes around. To make 2018 your best year yet, set business resolutions that you can actually keep and that will have a positive long-term impact on your business. It’s important that these goals are challenging, yet achievable resolutions for both you and your business.

WeddingWire Education Guru Alan Berg has highlighted 5 resolutions that wedding professionals can put into action:

  1. Be respectful of time.

    As a busy professional, you know that often, it can seem like there are simply not enough hours in the day. Save your own time, your clients time, and other professionals time, by simply keeping your communication direct and concise. Also work to respond to all inquiries or questions in a very timely manner (aim for 24 hours or less!), even if it is just an acknowledgement of the inquiry.

  2. Be less connected to technology.

    While we all love technology and how it can help us stay in sync and organized, it can also be a distraction from personal interaction and taking the time to live in the moment. Challenge yourself to set some specific time to disconnect completely from technology each day, and focus on connecting with people, enjoying experiences or taking time to reflect on the goals you have set.

  3. Avoid hypocrisy.

    Wedding professionals often have similar complaints when it comes to some clients. Next time you feel frustrated, take a moment to truly consider the client point of view. After all, they are planning and investing in a once in a lifetime event. Wouldn’t you have questions, expect the highest quality service, and want to save money where you could? Work on seeing their perspective, show empathy, and then use your experience to help them feel confident in their decision to do business with you.

  4. Shorten your to-do list.

    There is an easy way to shorten your to-do list without simply saying ‘no’ to more work. Make a daily ‘must-do’ list to go with your longer ‘to-do list.’ On this shortened list, prioritize a handful of key actions that you must meet that day. Then, when the list is complete, move onto the next priority round of to-dos, or catch up on emails, calls or errands. You will feel accomplished and more relaxed, while keeping focus on higher priority items.

  5. Resolve to think bigger.

    Challenge yourself this year! What is the next big business step you hope to achieve? More revenue? More bookings? A bigger team? Consider what a better business means to you. From there, set three goals you hope to reach in 2018 that will take you to that next level. Create some metrics or programs that will help you reach your goals, and get started. Don’t forget to visit them regularly to stay on track, and see how you are progressing. Checking in monthly will provide reflection and help you stay on track with these goals.

Whether your list of resolutions for 2018 is long or short and concise, adding these five actionable items is a great way to put your best foot forward in the new year.

» 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.