What you would say about your wedding business if you met a couple in an elevator and found out they’re planning a wedding?
If you don’t have a quick, concise response, this blog post is for you! At colleges and universities across the country, advisors tell students that they need an “elevator pitch”– a short and compelling summary of what they’re majoring in, what they want in a career, and their past experience. The idea is for the job seeker to sell themselves in approximately a minute.
This is a great practice for Pros to pick up as well, because as a wedding vendor, you are constantly job-seeking: each potential client is a potential job and potential income. The elevator pitch can also be pitched anywhere – trade shows, networking events, or meeting someone in the checkout line at the grocery store! So what should your business’ elevator pitch contain? There are three key elements: basic business information, the vision and values of your business, and what sets you apart from other vendors.
Basic business information
Whether you’re actually having a conversation in an elevator or you’re writing a brief description of your business for your website, it’s important to cover the basics. Where is your business located? Which local markets or regions do you serve? What services do you offer? These are all vital pieces of information that couples must know before even considering your business.
Vision and values
This part of your elevator pitch is a bit more difficult than rattling off your basic information. You likely joined the wedding industry because you’re passionate about weddings and your craft, so hone in on why you feel that passion and articulate it! Explain why weddings mean so much to you, and why your product or service is so important to their big day.
Because today’s world revolves around instantaneous communication, response time is very important. An untimely response to an inquiry or request often indicates poor customer service to your potential clients, and a consistently slow response time can result in the loss of multiple customers and the associated revenue.
If you respond to a lead within 5 minutes rather than 30 minutes, you’re 100 times more likely to turn a lead into a client. Responding quickly to any client communication could mean the difference between getting the sale and losing out to a faster Pro.
Use the following tips to help improve your response time and streamline the response process!
Try to respond within 24 hours. Even if you just reply to let them know you’ve received their email but you’re very busy, it helps the couple to know whether or not you check your email on a regular basis. It doesn’t take much to send a quick reply explaining that you are short on time and will get back to them as soon as you have a free moment. This could be accomplished with an auto-reply email or a personalized email response. Don’t forget that many couples reach out to multiple Pros at once, so you don’t want to miss out.
Be careful with auto-responders. Auto-reply emails are a great idea in theory, but the details can sometimes cause Pros to slip up. You don’t need to fully describe your services or go through your business’ mission statement in your auto-reply email! You want to find the sweet spot where you’re providing helpful, valuable information but without repeating everything they’ve already read on your website. You’ll also want to keep it conversational so that your auto-responder doesn’t seem so mechanical. For more auto-reply best practices, use our Pro Tips.
This article was written by Body Language and Persuasion Expert Traci Brown. Traci teaches strategic body language for unconscious persuasion in keynotes worldwide. She’s a frequent guest on TV interpreting the body language of criminals and politicians.To book Traci to speak to your team and get them performing at their best, visit www.BodyLanguageTrainer.com.
Body language can be anywhere from about 20% to 100% of a person’s communication; a study of it can reveal secrets hidden in plain sight. It can uncover lies, truth, real feelings and what they may do next. Learning to read others’ body language and strategically use your own can dramatically increase your likability, your sales and your bottom line.
Handshakes originated hundreds of years ago, in the Middle Ages, to determine if people were safe. If knives fell out of someone’s sleeve as you shook their hand, you knew they were up to no good.
Today handshakes are the standard greeting in business and even personal situations. You’re probably not looking for weapons. But there’s still a lot to be learned about the motives and beliefs of others through their handshake style!
The Palm-Down Shake
When someone shakes your hand and turns their palm down, they want to dominate the interaction.
When you receive a palm-down shake you can move both of your hands back to the Equal Shake. And you could make the decision if you want to work with the other person or not. They are most interested in getting their way!
The Palm-Up Shake
When someone shakes your hand and turns their palm up, they want to be welcoming and pleasing and will most likely do exactly what you want.
When you receive a palm-up shake, you can move it to the Equal Shake position to show that you want to be on even ground. In your dealings with palm-up shakers, make sure that you go for a win-win. They will be easily persuaded to do what you want! Continue reading
This article was written by Rick Brewer of Wedding Business Marketing. Rick has 22+ years in marketing and selling to wedding couples and is known for his proprietary approach to the psychology of wedding buying. Rick has worked with over 2100 wedding businesses, spoken to 250 + wedding groups and regularly shares his insight on wedding industry trends and cycles.
As a wedding professional, you may find yourself asking, “How do I better qualify my appointments?” We all understand that if we come prepared to the appointment, it means we have a higher probability of being able to close the sale (assuming that the couple is ready to buy). These tips will help you do your best to set-up the face to face meeting so that you’ll be able to better close the sale.
There are a few crucial elements to a proper appointment. These two key tips make a big difference:
- All or most decision makers/influencers will be there
- They understand what will happen at the appointment (primarily how much time the appointment should take)
How to prepare for the appointment
The first part of preparing for the appointment is all about who is attending and getting the key decision makers involved. Many wedding professionals ask “who else will be joining the couple at the appointment?” The problem with this question is it leaves a wide gap for the couple to sneak through by simply saying something like, “Oh I will be there by myself” indicating other decision makers may not be there, and therefore that they may not be ready to buy. After that response, you have no room to move. If you ask them a follow up question related to who is coming then you are acting “salesy” which will put the couple on the defense.
The best way to get the decision makers/influencers is to ask the following question:
“Who will help you in making this decision?”
Do you want to save time while booking more weddings? This month’s educational webinar for premium members focused on how to sell more clients from each appointment – whether it be an in-person meeting, phone call, email or even Google Hangout! WeddingWire Education Guru Alan Berg hosted the webinar and shared his best tips on how to ‘pop the question’ to convert more appointments into clients, and how to effectively and quickly sell your services.
What are the keys to having better appointments?
- Be present. Focus on each appointment by avoiding other distractions and really listening to the potential client, their needs and referencing them back in conversation to show you’re paying attention. This also shows you find their time valuable and will make them feel a positive connection with you and your business.
- Build rapport. Take time to get to know each client’s personality and basic background, and what they are looking for in a professional like you. This shows you care about them as a couple and want their business, and don’t see them as just another source of income.
- Make it all about them. Everyone wants to feel special on their big day! Making the appointment about what they want and how you can help will make it easy for them to picture you as part of their wedding day team. It will also make your appointment feel like less of a sales pitch and more of a conversation.
- Ask them what they want. You won’t know what they’re looking for unless you ask! Asking exactly what services they need will also help to streamline costs and event details to more quickly move into a contract should the client be ready at appointment close or in the near future!
- Ask better, open-ended questions. Avoid yes or no questions as much as possible. Open-ended questions allow the client to share more of their insights, and allow you to get a better vision of their wants and needs and how you can tailor your services accordingly to effectively sell your business.
- Recognize if it is a good fit or not. Not all clients are a perfect fit for your services and business, and vice versa. If it’s clear that you are not a good match, politely say so to save both your time and your potential clients’ time. If handled tactfully and respectfully it will be appreciated as everyone’s time is valuable.