» How to Have Better Client Conversations

In the life of a busy wedding professional, sometimes the majority of your day will be spent communicating with clients. Whether you’re responding to an initial inquiry or going back and forth on the little details of an event with an existing client, take note of your tone and approach to communication at every turn. Even though you may have a million other things to do, it’s important to make every client feel like a star through the entire process!

To help you have better client conversations from start to finish, we put together a few tips:

Connect from the get-go

While you might have many appointments during the course of a regular day, each client needs to feel a personal connection with you and your business. Before you start going over the details of the couples’ wedding or event, you’ll need to establish a connection with the couple. Getting to know them a little more can inform your decisions throughout the rest of the conversation (pro tip: find out early on what communication methods they prefer, and follow suit!). You should also take the time to talk a little about yourself so they understand more about you and why your business best fits their needs.

Take it slow

This tip goes hand in hand with the point above; don’t rush into your sales pitch or make an client feel like they’re interrupting your day. Give yourself enough buffer of time for every conversation, and allow them ample time to talk about themselves and the event. Listen carefully to what the couple says so you can remember the little details, and repeat some of those details to them in the course of conversation so they know you are paying attention.

Anticipate Indecisiveness 

We all know that couples are often indecisive when it comes to making choices about their wedding, and they have every right to be – they’re dealing with a lot of stress and pressure. Don’t take it personally if they want time after a conversation to think about it, or if they send you more questions or request a change in product or service. Take it one step at a time and remind them that you are always here to help.

Clarify next steps

At the end of any conversation, be ready to articulate your plan of action and/or clearly outline next steps to make sure that everyone is on the same page. Repeat the items you are responsible for, and remind them of anything they need to provide you to keep the process moving forward. Send a follow-up email to recap your conversation and show them that they will always be able to depend on you to follow-through and keep things organized.

The “Golden Rule”

The “Golden Rule” for successful client communications is the old adage, treat others as you would like to be treated. Most people don’t like to be hounded by a salesperson or relentlessly emailed or called. People want to do business with other real people that they can connect with. By following the tips above, you’ll be more personable in your client conversations and you’ll maintain that connection throughout the whole wedding process. Every happy client is another chance for a 5-star review, so start making your clients happy by putting your best foot forward!

 

Editor’s note: This article was originally published in July 2014 and has been updated for freshness and accuracy.