» How Big Should Your Wedding Business Get?

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

I’ve had several conversations recently with established wedding professionals that were reconsidering their business size. Rather than looking for ways to get bigger, they were downsizing – on purpose. The most recent business was an entertainment company downsizing from a staff of 6 down to just the owner. I’ve heard this from planners and photographers, and other wedding pros. There are many reasons feeding this particular DJ’s decision, from wanting to simplify his life to being able to spend more time with his family. It’s what’s right for him and his family.

How Big Should Your Wedding Business Get?What’s right for you?

The only vision of your business that matters is yours. From however many weddings and events you do to how much money you make, the goals and targets you set should be your own. There’s no magic number that’s right for everyone in your market and category. Just as with the example above, there’s more to your decision than just money. I once had a wedding pro tell me that he wanted to do 250 weddings per year. I asked him why 250? He said that he felt it would present him as more successful to his peers. The problem with his strategy was that he was taking on lower-dollar, lower-profit business to increase his volume. While his total number of weddings was going up, his bottom line wasn’t. He’s since backed away from that and is happily doing fewer weddings.

Too many people try to model their businesses after others they see or, as with the previous example, they try to chase an arbitrary number. There’s nothing wrong with aspiring for more, just be sure to do it for the right reasons and get all of the facts. From the outside, other businesses often seem smoother and more successful than they really are. A common analogy is of a duck, gliding smoothly across the water, while it’s paddling like mad under the water. That happens a lot on social media, as we see a skewed view of people and businesses. Their triumphs are plastered for all to see, while their failures never make it to their posts and tweets.

What’s the right number?

If you’re currently doing 25 weddings per year and you want to get to 50, how are you going to get there? If you only want to personally do 25 weddings, who’s going to do the rest? Are you already getting so many leads that you’re turning business away? If not, then you’ll need to get more leads, which means increasing your marketing, advertising, and networking efforts. If you’re getting multiple leads for the same days, then you can’t double your number of weddings unless you staff-up. One person can’t be in two places at once.

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» Can You Hear Me Now? Communication Tips to Get More Replies and Bookings

July-Webinar-ImageWebinar recap!

Communicating with clients in this day in age can be very confusing. Technology has transformed not only the way we communicate, but what we should be saying and how we should be saying it.

It’s important to be familiar with the best modern communication practices in order to get more replies and book more couples! In this month’s webinar for Premium members, WeddingWire Education Guru Alan Berg shared his tips for successful communication in the wedding industry!

Here are the 6 T’s that Alan suggests for better client communication:

    • Technology. With literally thousands of apps available for communication–from Messages, to Live Chat, to email, to calling, etc.– it’s difficult to know the best way to get in touch with a couple. At the end of the day, customer convenience is the motto to live by. Follow their lead using their preferred communication type. If you’re making the first contact, email is typically your safest bet, as most couples prefer email over all other communication methods.
    • Timing. The faster you respond to a couple, the more likely it is that they will choose your business over others. Most couples expect a response within 24 hours, so if you know you won’t be able to get back to them before then, at least make contact to let them know you will be in touch soon.
    • Text. Whatever method of communication you choose, be sure to keep your message short and sweet. Also make sure that anything you send can be easily read on a mobile device. Alan suggests that you avoid using attachments and graphics when possible, as those tend not to load properly on mobile devices.
    • Tone. When it comes to your tone, the golden rule is to mirror your client. Get a feel for their manner, and respond accordingly. However, don’t feel obligated to ditch your unique voice, and don’t change your tone once you’ve booked a client. Stay true to yourself and your business personality!
    • Transition. Alan says that one of the most important elements to remember (and one that many business owners forget) is to always provide a call to action. Give your clients a sense of direction, letting them know what the next best step is. However, don’t be pushy; you don’t want to rush them or make them feel forced into an appointment.
    • Tenacity. Don’t give up on a sale if you haven’t heard back right away! Couples are very busy when planning a wedding, so follow up to remind them that you still care about their sale. Ask for the sale if they ask you a question, but avoid seeming impatient. It’s a best practice to follow up 3-5 times on a lead before you let it go, just remain professional and try different approaches to see what gets you a reply.

For more great advice, watch the full webinar, and be sure to check out Alan’s blog all about the business of weddings!

Pro tip: WeddingWire Messages is a fast and easy way to connect with couples, available now in your account! You’ll be notified about new leads or messages, and you can reply using your email, account or mobile device. You’re easily able to send attachments, manage conversations and client details, and move from inquiry to marked as booked instantly. Learn more here!

» Why Craigslist is Not Your Competitor

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

Just the other day, I heard yet another wedding pro bring up Craigslist, lamenting how easy it is to get into his industry (in this case, be a DJ). The thing is, he’s at the top end of the price spectrum in his market. Why would he think that people charging a fraction of what he’s charging are his competition? It’s an easy trap to fall into. Theoretically, anyone who does what you do is a competitor. In the real world, though, that simply isn’t true.

Why Craigslist is Not Your CompetitorIs there really a difference?
Technically, Rolls Royce competes with Kia, because their products are both capable of transporting people from point A to point B. Of course, we know that isn’t true. While a Kia buyer might dream about one day owning a Rolls Royce, the opposite isn’t so. People buy Rolls Royce cars for reasons beyond basic transportation needs. The same is true when couples are shopping for their DJ, or photographer, or caterer, or dress, or wedding planner; they need what you do. But do they need and want you to do it?

Marketing thought leader Seth Godin suggests that you don’t need everyone to get what you do. You only need a small portion of the total market to really understand the specific value you bring. You can’t get them all, and you probably don’t want them all. That DJ doesn’t want the couple that only has $500 to spend on their wedding entertainment. Sure, they’re entitled to have a fun wedding, with great music – he’s just not their guy. Maybe someone else is; maybe they’ll use an iPhone. Either way, he didn’t lose that gig. It was never his to get.

What about you?
Are you wasting time, energy, and resources worrying about every other company in your market, professional or not? You simply can’t control those variables. The barrier to entry, for most wedding and event businesses, is very low. Many, if not most, don’t require a license or certification. Other than those that require a substantial physical presence (caterer, venue, dress shop, etc.), the monetary investment is very low as well. You don’t need the most expensive camera to take great photos; you need a great wedding photographer behind that camera.

Experience can’t be bought – it has to be earned. That said, experience is not a guarantee of success. Being in business for 10 years doesn’t guarantee that couple a great outcome from you. Have you done 5 weddings each year of those 10 years? Or, have you done 50 weddings each year? Have you updated your technical skills, as well as your business and customer service skills? There are many moving parts when it comes to providing a successful wedding outcome.

Who is your real competition?
If it’s not everyone who does what you do, then who are your real competitors? To figure this out, you have to understand how your target market shops for your product/service. What are the things that they value the most? Their priorities drive their budget, and fear is a major factor when making a big decision. What are they afraid might happen if they make the wrong decision? If they’re afraid that you can’t or won’t deliver the outcome they want, they’ll pay more to someone else for the peace of mind. Those are the times you scratch your head, wondering why they chose a higher-priced supplier, when you felt you could do everything they wanted.

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» Top Tips to Reduce Stress – From the Experts!

Top Tips to Reduce Stress – From the Experts!Our #WeDoSomethingBlue campaign aims to help couples reduce wedding planning stress during the busy season, but what about our pros? Don’t you need a break? After all, you’re not just planning one wedding – you’re planning them all for your clients!

Whether you’re putting together personalized song lists, carefully-selected bouquets, or managing all the day-of details for your clients, the busy season is a stressful time for wedding and event pros. We asked some of our WeddingWire Education Experts to weigh in with their tried-and-true tips to reduce stress during this crazy time.

Plan ahead and take a break

“We all look forward to busy season and then, when it’s upon us, we can’t seem to catch our breath. The key to reducing your stress is to get organized before the craziness starts, and then stay ahead. When you get behind in your day to day tasks, you’re like a hamster on the wheel, and you can’t seem to get off. Proper advance planning, and leaving room in your timelines for the unexpected things that pop up helps break the cycle.

Remember to take a break every so often. Working non-stop is a sure path to burnout. Give your creative mind a break, take a walk, walk the dog, or whatever works for you, but get away from it. You’ll recharge your creativity by removing yourself from what you’re doing. Thomas Edison is famous for taking power naps on his desk. His wife brought a bed into his office, but he still napped on his desk. My secret… I have a recliner in my office, and if there’s a gap in my schedule, I enjoy a power nap. Whether it’s a 15-minute power nap, or as long as an hour (time-permitting), afterwards, I feel recharged and ready to keep going.”

Alan Berg, Certified Speaking Professional®

Write it all out and get away

“When you’re going crazy during wedding season, commit to yourself that you’ll do two things: complete a nightly and a weekly brain dump, and schedule some occasional breaks. For the brain dump, just spend a few minutes each evening writing out every random to-do item you can think of – you can then sort them and add the important stuff to your calendar. Repeating this exercise in more detail once a week, and taking time to map out your goals and priorities for the days ahead, will keep you from stressing about forgotten tasks and missed opportunities. Be sure, also, to schedule yourself at least a couple of days every month to do absolutely nothing but to rest and recharge. Even if you aren’t going anywhere, just having that time blocked off as sacred can make all the difference in the world in your mood and energy levels. Combining a little organization and a little relaxation can keep you going all season long.” Continue reading

» 5 Ways to Handle Losing a Sale

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

In the perfect world of butterflies and rainbows, we’d close every sale at the exact price we want – but we don’t live in a perfect world. There are no trophies for second place when it comes to winning a sale. You either get the sale or you don’t, so what do you do if you don’t get the sale? I’d like to give you a little perspective from my many years working in sales management and, more importantly, from working with wedding pros like you.

5 Ways to Handle Losing a SaleHere are five ways to handle losing a sale:

  1. Rejection is in the eyes of the beholder. When you don’t get a sale you might feel like you’ve been rejected, but that’s not usually the case. They just liked / trusted / believed someone else more. Isn’t that semantics? I prefer to call it optimism. When it comes to choosing the perfect pro in your category, there can only be one winner. That doesn’t make all of the others losers; they may like a few of you enough to hire you, but ultimately they have to choose one.How many weddings do you do each year? That’s how many times they’ve chosen you and not another wedding pro. Are you the winner? Yes, but you may not have been their only choice. Had you not been available they would have chosen someone else, someone who is very capable, and nice, and likely at a similar price point. So, while this isn’t like elementary where everyone seems to get a trophy just for showing up, there’s a winner and then there’s everyone else.
  1. You often lose the sale before you even had a chance. Often you lose a sale before you even knew that they were looking for someone in your category. Some couples are looking for you in places where you don’t have a presence (a certain wedding show, Instagram, Pinterest, their wedding site of choice, etc.). To them you don’t exist, but that was your choice; you chose not to be at that wedding show, or you chose to forgo an Instagram account, or you chose to take the free listing instead of paying for the more visible listing. I’ve often said that if you want others to invest in you, you have to invest in yourself first.

Other times they make it through to your website but leave without contacting you. They’re a legitimate prospect, but you lost them, often without even knowing they had shown interest (going to your website is a very big buying signal). Keeping your website’s functionality and content up to date is critical for plugging this hole.

  1. If they wanted to talk on the phone they would have called. If you’re getting most of your inquiries through email these days (and who isn’t?), then you need to make sure you’re learning to have better email conversations. If many of your email conversations stop after the first exchange, that’s your cue to change the way you communicate. Their first email is likely to ask about price, but that makes sense because they don’t know how to shop for your product or service. You also may not have pricing on your website. According to a WeddingWire survey, 88% of couples are looking for pricing information before they reach out to you. So, if you have no pricing information on your website, you’re encouraging them to ask about price. If your first response is trying to push them to a phone call you’re going to lose many of them. Why? If they wanted to talk on the phone they would have called you.

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» What to Do When They Don’t Respond

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

If you’ve watched the webinars, read the blogs and/or have seen me present on sales at WeddingWire World, then you should be well versed in how to reply when you get an email inquiry. When it comes to the initial outreach to vendors, approximately 80% of couples use email to inquire about their products or services. It makes sense when you think about how many are doing some or most of their planning from work, or late at night. It’s not only convenient; it’s very natural for these ‘digital natives’.

	What to Do When They Don’t RespondBeing first gives you an edge

Whether it came through your WeddingWire storefront or directly through your website, replying quickly is your first step in getting them closer to a sale. They expect a reply within 24 hours of when they send it to you. Over 70% of engaged couples find vendor responsiveness to be one of the most important characteristics to look for while researching professionals. Unfortunately, 40% of couples say that they aren’t hearing back within five days! In today’s digitally-connected world, that’s an eternity.

Now consider the fact that WeddingWire’s data shows that if you respond to a client within 5 minutes, rather than 30 minutes, you’re 100 times more likely to connect with a qualified lead. If you’re worried, thinking you’re already a slave to your email and now you need to be constantly connected, I want to give you hope. Weddings pros just like you are finding a balance or solution to this reality.

What’s a wedding pro to do?

So, let’s say you do respond quickly, certainly within the 24 hours that they expect, but they still don’t respond to you. What happened? There are a few possible explanations for when they don’t respond:

  1. Someone got back to them faster. While the first one to reply certainly has an edge, if you’re the second and reply in a way that connects with them better, you’ll still be in the running. As I’ve been saying for years, reply as quickly as you can, without ignoring your family or current customers.
  2. They never received your email. Maybe it went to their spam/junk folder. Try replying the next day if you still don’t hear back. Say something like “Hi Dale, I got your inquiry yesterday and didn’t hear back, so I wanted to make sure you received it, as I know how excited you must be as excited to find out more about having [insert your outcome-based value statement here – packed dance floor, creative floral design…], as we are to hear about your wedding vision.”
  3. They did receive your message, but they can’t reply now. We know that a huge percentage of couples are doing some of their wedding planning from work. What you may not know is that many of them get in trouble for doing so. Some could even get fired! Give them a day to get back to you, then reply as suggested above and see if they reply.
  4. They received your email but it turned them off. Yes, even if you reply quickly, it still has to be a good reply. The short answer is to make it a personal reply, keep it to fit on one screen of their phone, don’t answer questions they haven’t asked and end with one question, not a statement. Saying “Let me know if you have any questions” will not get a reply. Asking “What other questions can I answer for you?” will get a reply more often.
  5. Don’t force the phone call/appointment. If they wanted to talk to you on the phone, they would have called you. If your initial reply asks them to schedule a call, or appointment, and that’s not what they had asked, you’re likely getting more not responding than you should. Let the conversation evolve so the call or appointment is the next, natural step for them.

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» Infographic: Listen Up… and Sell Even More

The ability to listen is one of the most important sales skills a pro can learn. It sounds simple (and it is!), but listening more than you talk during appointments can help you ask better questions in order to learn more about your prospects and tailor your sale to the custom needs of each couple.

Our March educational webinar for premium members hosted by WeddingWire Education Guru Alan Berg provided key insights on how talking less, but with thoughtful intent, can help you make more sales in less time. Get Alan’s top 4 tips in our infographic, below!

Infographic: Listen Up and Sell Even More

Don’t forget that all past webinars are available in the Education Center for Premium members to view anytime right from your WeddingWire account.

» Set Business Resolutions that You Can Keep in 2016

Business Resolutions You Can Keep Webinar recap!

Every January starts with excitement about New Year’s Resolutions, but all too quickly they can be forgotten or pushed aside. Make 2016 your best year yet by setting business resolutions that you can actually keep, and that will have a lasting positive impact!

During this month’s webinar for premium members, WeddingWire Education Guru Alan Berg discussed the importance of setting challenging, yet achievable resolutions for yourself and your business each year.

Review Alan’s Top 5 Resolutions for Pros:

  1. Be respectful of time. As a busy Pro, 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, and keep your communication direct and concise. Also, work to respond to all inquires or questions in a very timely manner (aim for 24 hours or less!), even if just to acknowledge them.
  2. Be less connected to tech. While we all love technology and how it can make our lives more in sync, it can also be a distraction from personal interaction and taking the time to enjoy the moment. Challenge yourself to set some specific time to disconnect completely from tech each day, and focus on really connecting to the people and experiences in your life.
  3. Avoid hypocrisy. Wedding pros often have similar complaints when it comes to some clients. Next time you feel frustrated, take a moment to truly consider their 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 some money if you could? Work to see 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 larger ‘to-do list.’ On this list, prioritize a handful of key actions that you must meet that day. Then, when the list is complete, move on to the next prioroity round of to-dos, or catch up on emails, calls or errands! You will feel accomplished and more relaxed, while keeping your focus on high 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 booked events? An expanded team? Consider what a better business means to you. From there, set three goals you hope to reach in 2016 that will get you to your 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. A monthly check in can help!

For more great tips on creating and keeping your resolutions this year, watch the full webinar!

Commit to more education this year! All past webinars on a variety of important business topics for wedding Pros are available in the Education Center for premium Pros to view anytime, anywhere.

» Objection Overruled! 4 Ways to Handle Sales Objections

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

One of the most misunderstood parts of the sales process is objections. Those of you who are not natural salespeople hate objections; you see them as road blocks to getting the sale. I’m here to ask you to see them differently. If they tell you what they want, you give them a price, and you make the sale without them presenting any objections… you didn’t make a sale, you took an order. There was no selling involved. This is what happens in most retail stores these days: you go and pick out what you want and pay for it at the register. There may be a bit of merchandising to get you to find the items that they want you to buy, but unless someone helped you buy something other than what you came in looking for, there was no selling involved. For reference, see my top down selling webinar for ideas on how to increase your average sale.

Tips for handling sales objections in the wedding industryObjections are buying signals and opportunities

If you go through your sales pitch and give them the price, and they ask “what if…” or “but…” – that’s when the selling starts. Sales objections are buying signals and opportunities. If they weren’t interested, they wouldn’t bother asking the question, or voice the objection. When they say “what if….” or “but…” they’re really saying, “I’ll be closer to buying if you answer this well.” It’s really just a mindset shift to see these as opportunities. If they weren’t interested, you never would have gotten the inquiry or the appointment. If they aren’t still interested they would either stop replying or leave the appointment.

Even price objections are buying signals. They’re signaling that if you can show them the value, or another option, they might buy. Again, if they weren’t interested at all, the sales process would just stop. But it isn’t stopping – they’re hanging in there with you. I’m not saying you need to lower your price to get the sale. I’ve done many webinars and live presentations about value, so please don’t lower your price without getting something of value back in return.

Agree when they disagree

One of the best ways to diffuse an objection is to agree with them. If you’ve tried to close the sale and they say, “We want to go home and think about it”, you can say, “Of course you do. I wouldn’t expect you to make such an important decision at our first meeting.” However, if you hear “You’ve given us so much to think about, we need to go home and process it”, and that’s why you don’t close many sales on the first appointment… that’s your fault, not theirs. Your job is to help them reduce the choices down to only the most appropriate, not confuse them with everything you offer. No one needs everything you offer, so listen first, then pitch them.

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» 10 Creative Ways to Use Your Reviews

November-Webinar_10-Creative-Ways-to-Use-Your-Reviews_TileWebinar recap!

Reviews are a key way to showcase your expertise – all from the voice of happy clients! Don’t just collect reviews, make sure you showcase them with creative ways to use your reviews.

During this month’s one hour webinar for premium members, WeddingWire’s Education Guru Alan Berg shared his tips for using your reviews to help you set your business up for success during engagement season and into next year!

Check out some highlights below, and watch the full webinar any time in the Education Center.

10 Creative Ways to Use Your Reviews:

  1. On your website: Add your reviews and sound bites from happy clients to your website, and not just on a testimonial page! Consider adding a testimonial on all your website pages – especially your homepage.
  2. In your marketing: Add testimonials or reviews to your marketing collateral. Reviews should be on all important materials that would reach new potential clients. After all, 88% of consumers trust online reviews as much as personal recommendations!
  3. On your packages or pricing info: Reviews and testimonials from past clients are a great addition to your pricing or packages to show the value behind your services. This will also help to justify your cost and connect with the client, so they are encouraged to book you for their wedding or event.
  4. On your business cards: Make a lasting first impression by adding a great review sound bite to your business cards. Not only will this help to make you more memorable, but will also show your value in addition to your basic business information, and is a great way to stand out from the rest of the competition!
  5. In your promo videos: Easily add a quick testimonial right from a happy client’s mouth through video. Video testimonials show a real client and capture their genuine appreciation for your services which can make a big impact.
  6. In your wedding show booth: Create materials such as postcards, signage and more to show your reviews in your wedding show booth. This will help make your business stand out from the rest by making a client to client connection. Also be sure to showcase any review related awards you have won, such as WeddingWire Rated™ or the WeddingWire Couples’ Choice Awards®.
  7. In your email communication: Consider adding a favorite review to your email signature, and definitely add a link to your WeddingWire reviews URL to your business signature. That way, interested clients can quickly click through to read your great reviews, and this will help encourage them to leave you a review post-event by showing they matter to you!
  8. On social media: Share your new reviews on social media to reach a broader audience. This is made easy through the Facebook share buttons in the Reviews tab of your WeddingWire account.
  9. On your blog: Add your Review Widget to your business’ blog and website to showcase your reviews on those sites. Also consider adding the Review Us button to those sites as well to encourage past clients to review your business to continue to collect new reviews.
  10. In your photo gallery: Couples love to see photos of your work, and tend to go to that section of your website or Storefront when reviewing Pros. Make an even better impression by posting quick testimonials to those pages to not only visually showcase your work, but also share how happy it made your clients.

Ready to put your reviews to use for your business? Visit the Reviews tab of your WeddingWire account to collect more reviews with the Review Collector tool, add your reviews to your website with the Review Widget, and set a customized Review URL and grab some of your best review sound bites for your marketing!

Plus, the more reviews you have on WeddingWire, the more you stand out! Earn badges through the WeddingWire Rated™ review program, which instantly recognizes how many reviews you have and boosts your badge level with each new milestone. Aim to join the 100 Review Club for Pros with over 100 wedding reviews!

» How to Be the Experienced Wedding Pro (Without Sounding Old)

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

I’m just back from another great conference and I had the privilege of speaking about a touchy subject… getting older. Why is it a touchy subject, after all aging is inevitable? As a matter of fact getting older beats the alternative! The reason it’s touchy is because in our industry, wedding pros, like you, get older every year, while your target market, engaged couples, stay about the same age. In my over 25 years around this industry couples have only gotten about 5 years older, while I’ve added those 25 years to my total (that’s not fair, but it’s true). I have a survey about this topic, so if you’d like to have your voice heard you can take the short survey here.

How to market your wedding experience without sounding oldSo, what’s the problem?

Actually I don’t think there is a problem, but for many wedding pros it can become an issue. At a certain point you find yourself the age of the parents of your clients, while you need to relate to the couple and understand their needs. Any of you who have children know that relating to your kids is not as easy as relating to people your own age. And therein lies the issue, or does it?

As with many other of life’s issues there are many ways to see this.  Do you need to be the age of your couples to relate to them? I don’t think so. You just need to work to understand their needs as it relates to your business and service. You also need to constantly adapt to the way they want to do business.

Technology changes all the time

One of the most fundamental ways our market has changed over the past 10 years is the advent of email. For many, if not most of you, getting a prospect on the phone is your preferred first method of contact. But we all know that doesn’t happen these days and email is, and will continue to be the way they reach out to us for the foreseeable future. It’s not up to us to try to change them, it’s up to us to adapt. A basic rule of business is to communicate with your customers using their preferred technology. If they email you, email them back. If they call you, call them back.

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» 5 Questions a Winning Website Must Answer

Your website is an important part of your business’ marketing and sales process! Creating an engaging, optimized, easy to navigate and use site is a critical piece of your business’ success. In our August webinar for premium members, WeddingWire Education Guru Alan Berg share his tips for how to create a winning website.

This infographic shares the five key questions every successful website must answer. Read below to find out if your website is a winner!

5 Questions to Make Your Website a Winner