4 Ways a Great Blog Builds Your Business

I think it’d be great if we could snap our fingers and poof! we’d get what we want. I’d ask for patience, more quality time with my family, and a chance to have a whole-roasted chicken dinner with my mom who passed away about six years ago.

 

What would you wish for?

 

Most wedding pros I know are interested in getting more leads for 2021. And I don’t mean...

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Guide Couples to Discover What They Want

I recently read about Carter Racing, a case study presented in business schools across the country over the past 30 years. Students have to decide whether or not to race a fictional car with recent engine problems, but may give them big sponsorship money if they finish in the top five. Do you greenlight the race car knowing it might blow up?

 

I’m not going to dive into the case...

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Go for the Gold While Others Snooze

“Good, every year we’ll get 52 more practices than each of your competitors.”

 

This is what Michael Phelps’ coach told him when Phelps committed to doing workouts on Sundays. If he could do the work when others weren’t, it would give him a decisive advantage in the upcoming competitions.

 

It worked. Phelps is the most decorated Olympian of all time. Not...

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5 Reasons Why Sales Proposal = Marriage Proposal

Did you hear that? The ding from your phone? Look down and you might be surprised to find that it’s not another invite to a Zoom meeting but an actual wedding inquiry. From a new client, not a current one, who wants to reschedule.

 

I mean, when did an email that said, “My fiancé and I just got engaged and we’d love to know more about your pricing and...

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3 Survival Traits for Every Event Pro

I'm eyebrow deep in research on characteristics of top-performing salespeople in complex sales deals. 

  • What was it that separated the absolute best from the mediocre?
  • Are top sellers born with personalities that make them successful?
  • Is it possible that some will never get good at selling their services?

I’ve read a ton of books and articles, listened to lots of podcasts and...

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Hope is NOT a Strategy

What is wrong?

Last year, Katy and I were talking about the challenges our clients were facing in their companies. I’d just gotten another call from a wedding pro who wanted to know if their pricing was the reason bookings were down.
 
I could tell them the answer right away:
 
Yes and no.
 
You’ve heard me say it over and again. The price you charge is the...

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STOP "Educating" Potential Clients

coaching sales Mar 10, 2020

Over the past 42 years I’ve come to realize the strangest things irritate me. Multiple conversations at the table; someone talking to me from a different room across the house; music I don’t know very well playing while I write (I just changed it btw…). Like I said, they’re weird.

Another thing that’s really fired me up since I heard it many years ago is how...

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6 Key Ways to make Your Clients Feel Heard

Pssst. Lean in. I wanna tell you a little secret and it works better if you’re closer to the screen. Go ahead. I’ll wait….

Okay, you ready?

Your buyers don’t really want to hear what you have to say. Well, maybe they do…but not until you hear what they have to say. 

Here’s the biggest problem, though: They don’t know what to say. They need your...

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Do This One Thing to Grow Your Network

client market sales Feb 25, 2020

Over the past couple weeks you’ve learned how important your people can be to the success in your business. Yes, the planners and venues who are referring you business, but also the clients who love your work so much they want to shout it from the mountain tops – or at least into their best friends’ ears.

I read somewhere that your network is the safety net to catch you when...

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18 Ways to Get Referrals from Current Clients

leads sales Feb 18, 2020

Last week I shared two things that probably surprised you:

  1. Stop wasting so much time trying to get leads from IG

  2. Leave planners alone and seek referrals elsewhere

I want to be clear. I’m not saying to abandon all efforts in these areas. No way! Just be cautious of the law of diminishing returns.

If you’re like most wedding pros I work with you’re neglecting the single...

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