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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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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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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How 30 Minutes a Day Can Change Your Business

operations sales Jul 09, 2019

On November 28, 1979 an Air New Zealand flight took off for a sight-seeing trip to Antarctica with 257 people on board.  The company had run this all-day tour over a dozen times in the previous two years and the pilots had logged thousands of hours flying commercial jets.

Five hours after take-off the flight crashed into the side of a mountain thousands of miles away. All 257...

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The Client Experience Begins with the Inquiry

inquiry sales Jul 02, 2019

If you’re a wedding pro, chances are you’re grappling with perfectionism. You want the best for your clients. You want to the most for your creativity. It’s not enough to do well enough. If you’re like me, 94 out of a 100 is mediocre – and so it’s now average. 

The problem with running a business as a perfectionist is that you tend to neglect other areas...

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Top 10 Takeaways from ENGAGE!19 Baha Mar - Part Two

engage sales Jun 25, 2019

Last week, I shared the first 5 of my top 10 takeaways from the most recent Engage! Luxury Wedding Business Summit. Click here if you didn't get a chance to read it.

This week, I'm wrapping up my experience with these takeaways:

Give it away freely
Although only 1,500 people follow me on Instagram, I consider myself an influencer. Long before the term was coined to describe public figures who...

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