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 hard. It’s really hard. The marketplace is...
5 Metrics to Identify Bottlenecks in YOUR Buyers' Journeys
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 finding the right problems for us to solve
...4 Signs It's Time to Slow Down the Sales Process
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 sell. It’s more like...
5 Ways to Stop Scaring Your Clients
Let’s be honest. Your potential clients aren’t ghosting you. You’re scaring them away. Stop making it about them when it’s really about you.
 Buyers tend to leave the sales process at four points in their journey.Â
1.    On the website
2.    After the initial inquiry
3.    After you send the proposal
4.    When you want them to sign the agreement and send in the deposit
We don’t have time to...
6 Ways to Move Buyers to the Next Stage
The buyer’s journey won’t be completed in a few steps. Wedding couples will make several micro-commitments before they say yes to your services. It’s not easy to push prospective clients off their status quo or make them feel confident in their decision to move forward with you.
Here are six things you can start putting into practice with your next inquiry:
#1 – Keep it ShortÂ
Try to make most ...
The Buyer’s Journey: Why Prospective Clients Need You to Guide Them
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. They’re incredibly busy with advancing their career and havi...
