The Single Best Indicator It's Time to Raise Prices

kpi sales Sep 17, 2019

I hear it all the time. It’s sad. I mean, it really makes me sad.
 
“I’m 80% booked for next year, and it’s still not even engagement season!!”
 
Now, I know what you’re thinking. A wedding pro way ahead on their booking pace should make me happy. They’re killing it, you think.
 
Maybe.
 
Here’s another one: “I’ve only got...

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What To Do Next Time You Have a BIG Idea

Uncategorized Sep 10, 2019

We’ve all been there. Excited, anxious, off-the-charts motivated.
 
Read a great business book and realize you need to change your entire mindset.
 
Attend a workshop and hear a speaker who simplifies the answer to what you’ve been struggling with for months.
 
Listen to a podcast while working out and then stop everything to implement the new BIG idea.
 
You learn...

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4 Ways to Check the Pulse of Your Business

kpi sales Sep 03, 2019

It’s not easy to know where you stand with your business. Are you winning? Are you losing? If so, by how much?

The real question is: How do you know?

Are you looking at how many weddings you have on the books? That’s old news! Why? It’s what economists call a “lagging indicator,” which means it measures the effect of what’s already happened.

When you book a...

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5 Questions to Get Transformational Testimonials

referrals sales Aug 27, 2019

We all know testimonials are super important to potential clients. Why? Risk is a huge factor at the end of the decision-making process, and knowing others loved your services makes new buyers feel more confident you’ll do the same for them.

Not all testimonials are the same, though.

You know what I’m talking about:

“Sam was so great to work with and solved all my business...

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3 Ways for Raving Fans to Shout About Your Brand

referrals sales Aug 20, 2019

The wedding industry is built on referrals. Studies show time and again how important recommendations are for couples making decisions on their vendors. Testimonials, especially, could push a potential buyer over the line when it comes to choosing you over your competition.
 
But reviews will only get you so far. Social proof is important to reassure nervous buyers, and putting them on your...

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A Simple Idea to Delight Clients – and Get More Referrals

referrals sales Aug 13, 2019

Last week, we talked about how important it is to keep your best clients engaged with your brand. (If you didn’t read the post do it now. I’ll wait…)

 

Put your business on the flywheel instead of dropping new leads through the traditional sales funnel.

 

I hear you. Yeah yeah…In the wedding world it’s hard to get repeat clients (though parents can pay...

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The #1 Referral Source You’re Neglecting

The talk of sales and marketing funnels may have finally reached a tipping point…and are now going down the drain!

I couldn’t be happier. Now, we get to focus on what really matters.

Clients.

The problem with the funnel approach is that you have to keep pouring in at the top to get a little bit out of the bottom. What nobody tells you is that you’re leaking leads out of the...

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You Aren't That Busy

Sorry.
 
It’s true.
 
You think you’re busy? I believe you. I trust you’re working hard, putting in the hours.
 
But you aren’t THAT busy. You aren’t so busy that you can’t take inquiries from next year’s couples.
 
You know why?
 
1 in 5 of your 2020 clients will get engaged in July and August of this year.
 
Most couples wait about...

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3 Excuses You're Making That Prevent Success

excuses growth Jul 23, 2019

I know you’ve said these things. At least one of them. Okay, maybe you’ve just thought them. For sure you’ve heard others say them. Maybe you just said them…for a friend, right?

 
“The marketplace is so saturated.”
When was the last time you went to any networking event or industry conference and you did NOT hear someone say this?
 
Seriously. Think...

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What I Learned Doing 60 Events in 62 Days

sales service Jul 16, 2019

My first year selling events for the venue where I worked, we did less than 15 weddings in each of our peak months. That accounted for about half of all the business we did, which made sense because that fit the revenues resort-wide. 

July and August were gold for us. Or so we thought…

The last year I sold weddings for the resort we had 60 events in 62 days. I’m not talking...

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