4 Ways a Great Blog Builds Your Business

I think it’d be great if we could snap our fingers and poof! we’d get what we want. I’d ask for patience, more quality time with my family, and a chance to have a whole-roasted chicken dinner with my mom who passed away about six years ago.

 

What would you wish for?

 

Most wedding pros I know are interested in getting more leads for 2021. And I don’t mean...

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2 Simple Ways to Increase Value

Everyone wants to know how to charge more for their services. I mean EVERYone. Let me put that another way: I don’t know anyone who wants to charge less. Especially now with COVID-19 wreaking havoc on 2020 clients who are now taking all the 2021 dates!

 

I’ve talked with many event pros who are considering charging less to make sure 2021 fills in. First, don’t...

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Guide Couples to Discover What They Want

I recently read about Carter Racing, a case study presented in business schools across the country over the past 30 years. Students have to decide whether or not to race a fictional car with recent engine problems, but may give them big sponsorship money if they finish in the top five. Do you greenlight the race car knowing it might blow up?

 

I’m not going to dive into the case...

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Seven Ways to Practice Sales When No One Inquires

Uncategorized Jul 14, 2020

If you’re like most wedding pros, you probably think it’s hard to get better at selling when you don’t get many inquiries. How can you make improvements if you don’t get a chance to try out what you learn?

 

Sure, I can see that perspective. Do something different and see if the change helps (or hurts) the outcome.

 

For example, let’s say you’re...

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Go for the Gold While Others Snooze

“Good, every year we’ll get 52 more practices than each of your competitors.”

 

This is what Michael Phelps’ coach told him when Phelps committed to doing workouts on Sundays. If he could do the work when others weren’t, it would give him a decisive advantage in the upcoming competitions.

 

It worked. Phelps is the most decorated Olympian of all time. Not...

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Did We Just False Start?

When COVID-19 first hit the event industry back in March, I wrote about the eye of the storm we’re all in. Where is the eye? How big is the storm? How long will it take to pass by? What kind of damage will it do to the event industry? To your business?

 

Nearly 15 weeks later, we’re still in the middle of it. Immeasurable damage has been done. Businesses are underwater. The...

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5 Reasons Why Sales Proposal = Marriage Proposal

Did you hear that? The ding from your phone? Look down and you might be surprised to find that it’s not another invite to a Zoom meeting but an actual wedding inquiry. From a new client, not a current one, who wants to reschedule.

 

I mean, when did an email that said, “My fiancé and I just got engaged and we’d love to know more about your pricing and...

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Mere Exposure Effect

If you missed it, we started a book club through our new Ideaction Community. Each month I pick a book with big-picture ideas that we can put into action with event businesses. This month we’re reading Jonah Berger’s Invisible Influence, which is about the simple and subtle ways others’ behavior affects us.
 
While we started reading it last month for business purposes, I...

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Where is Your Moral Compass Taking You?

Katy and I were talking about what to write this week in the newsletter and I told her how conflicted I was about writing blog posts while still trying to listen and learn. I don’t want to create more noise in the conversation by trying to produce optics that support my beliefs, but I also don’t want people to question where I stand on important issues.

 

I have been, still am,...

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3 Survival Traits for Every Event Pro

I'm eyebrow deep in research on characteristics of top-performing salespeople in complex sales deals. 

  • What was it that separated the absolute best from the mediocre?
  • Are top sellers born with personalities that make them successful?
  • Is it possible that some will never get good at selling their services?

I’ve read a ton of books and articles, listened to lots of podcasts and...

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