The Buyer’s Journey: Why Prospective Clients Need You to Guide Them

buyer's journey Mar 19, 2019

Wedding couples need your help. They’ve probably never been married so they don’t know what they’re doing. They’re spending a boatload of money, more than they’ve ever spent on anything else in their lives. They’ve got a ton of pressure on them to be good hosts, out-do their friends’ and families’ weddings, and show everyone a good time....

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28 Questions to Ask in a Discovery Meeting

discovery Mar 12, 2019

Most event pros conduct awful first meetings with prospective clients. Sorry, but it’s true. Many even skip over the meeting altogether, which is the worst thing you can do to mess up the sales process. Another bad way to start is to do most of the talking. 

Don’t start the meeting out with a pitch about you and your services. You are there to listen and learn, so shut up and...

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7 Mistakes NOT to Make When Asking Prospects Questions

discovery mistakes Mar 05, 2019

The best wedding pros make time in the sales process to discover the needs of prospective clients. It’s too important to skip over. After all, how do you sell something to someone if you don’t know what they want? 

The discussion you have about their wedding needs should be easy, conversational, and smooth. If it’s not, you’re doing it wrong. Here are seven...

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4 Ways to Build Trust in a Discovery Meeting

discovery trust Feb 26, 2019

Getting to know your potential client’s needs is crucial if you want to convert leads at a higher rate. It helps uncover their real needs while you learn what’s important to them in the decision-making process. Perhaps just as importantly, it allows you to develop trust that will become the foundation for them to feel fully comfortable choosing your services over someone...

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Stop Getting Ghosted: Discovery Meetings for the Win

discovery Feb 19, 2019

One of the most important – and overlooked – parts of the sales process is the discovery meeting. More than a fancy sales term, it’s the conversation you have between the initial inquiry and the proposal you send out to a potential client. It’s also the part that most sales people skip over too quickly.

When people ask me how to stop getting ghosted, the first question I...

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