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.
What happens at the end of the appointment? Never be afraid to politely ask for their business. At the close of your first meeting, ask if they would like a contract and if they are ready to book your services while you are fresh in their minds!
If they’re not ready right away, don’t give up. Either set up a time to reconnect in the near future or follow up on your own a few days after the meeting. Don’t be afraid to touch base again even if you don’t hear back to see if they have any questions, have booked another vendor, or if you can send them a contract or sales form. If you follow up once or twice in a polite manner you will not be considered pesky, and persistence does pay off!
For more great tips and additional details, watch the webinar today! Also, congrats to our two webinar winners who won a 90 minute business consultation with Alan Berg for their great twitter participation: The Center and Hartman Outdoor Photography!
Did you know that all of our past webinars are available in our Education Center for premium Pros to view at any time? Check it out!