9 Critical Sales Skills To Master

sales Jun 11, 2019

The number one thing I get asked to speak about at workshops and conferences is pricing. Pricing, pricing, pricing. When and how do I raise my rates? How do I present pricing on my website? Can I use dynamic pricing in my market/segment/field? The questions go on and on.

To provide answers, I pull recommendations from the millions I’ve sold directly to couples in the 15 years...

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The Most Effective Marketing Tool Is Not What You Think

marketing sales Jun 04, 2019

If you're like most wedding pros you've put most of your eggs in one of four baskets:

1.    Social media

2.    Listings (eg. The Knot, Junebug Weddings, etc.)

3.    Networking (ie. Referrals)

4.    Website

These are all really important to get right – after all, their primary purpose is to drive interest in...

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How Do You Measure Up?

quiz sales May 28, 2019

A funny thing happened at a workshop last month. It was a Tuesday morning, and my weekly blog post had been sent out a few hours earlier. I walked into the meeting room, saw some of the other speakers, and started chatting. 

Immediately, three of them said something like, “I got your blog post this morning, and I’m only doing ___ of the six things you said NOT to do during the...

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Stop Yelling at Potential Buyers

Every year I talk with hundreds of wedding pros. They all tell me the same thing. You’ve probably heard it too. Maybe you’ve even said it to someone out loud. Chances are you’ve at least thought about it and even considered believing it.

What is it I hear over and over and over again?

Some version of, “I want to make more money.”

You’re right. But it’s...

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In Case of Emergency: Sales Discovery through Email

The best way for two humans to connect, build trust, and uncover needs is the same as we’ve been doing for 10,000 years: face-to-face around a fire outside of a cave. No, really, it’s by having a simple conversation. With everyone’s busy schedules, though, in-person is hard. Phone calls are a good way to meet the discussion needs without wasting time driving all over town.

...

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The Worst Inquiry Response Email Ever Written

Okay, if I’m being honest, what I’m about to show you may not be the worst ever written. I’ve seen some pretty bad ones lately! Also, it’s worth noting that this week’s blog post may be a bit longer than 3 minutes – but trust me, it’s worth it.

What makes up a really bad email you ask? View the email and hear my thoughts here.

Pretty scary...

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How to Write a Winning Inquiry Response

initial inquiry Apr 30, 2019

By the time potential clients contact you about your services, they could be 70-80% of the way through the buying process. They’ve asked for recommendations from trusted friends and vendors, searched listings and read reviews, stalked your Instagram and Pinterest, scoured your website, and finally took the plunge by submitting the form or sending an email.

Now what?

The buyer...

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The Real Goal of Your Initial Inquiry Response

emails initial inquiry Apr 23, 2019

The response you give to an initial inquiry is one of the most crucial parts of the sales process. Get it right and you’ll keep the prospect interested. Blow it and you’ll never hear from them again. We’ve already discussed what’s happening when you get ghosted. Let’s take a break from what not to do, and devote a bit of space to what you should be doing.

The...

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5 Metrics to Identify Bottlenecks in YOUR Buyers' Journeys

buyer's journey metrics Apr 16, 2019

The number one question I get asked by my clients is some variation of, “What do I need to do to make more money?” My answer is always the same: “I can’t solve the problem if I don’t know what’s going on.” I used to think the most important thing I did for my clients was to solve their problems. The biggest value I bring, though, is actually in...

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4 Signs It's Time to Slow Down the Sales Process

buyer's journey Apr 09, 2019

I recently had a client tell me about their perfect buyer who inquired on Monday, talked about their priorities and needs over the phone on Tuesday, reviewed the proposal on Thursday, and sent in a deposit on Saturday morning. Wouldn’t it be great if all inquiries went like this? Too bad most won’t.

Most clients don’t move this quickly on their journey to buy what you have to...

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