As a wedding planner you meet with many, many engaged couples. You are hoping to turn them into clients. It can be very frustrating when you have a long meeting with a couple, feel like you really connected, start to get excited about their wedding and then they don’t book.
Do you know this feeling? We’ve all been there. It still happens to me after all these years.
A prepared, thoughtful and genuine sales call that ends with you asking for the sale, will result in booking more wedding planning clients.
PREPARE for the call. The call could be on the phone, a video call or an in person meeting. Review their contact form from your website. If you use a questionnaire (which I suggest you do) review that and print it so you can take notes. Have all your questions ready and sales pitch well rehearsed so it flows like natural conversation, rather than you reading off of a document.
One day before the call, send an email reminder to the couple. Be sure to include the who, what, where, when and why of the meeting. You will look like a real pro and they will appreciate the reminder.
Start THE CALL right on time. If the call is at 11:00am, call at 11:00am, not 11:01am. During the call you are going to give them a taste of what it is like to work with you.
When the call starts, make friendly small talk to warm up to each other. Remember, the call is about them and how you can help them.
During the call have a list of questions to ask them about themselves and their wedding. Anticipate their needs and questions, so you can address them before they ask. This is best done with a template so you are covering the same questions each time. You can add to the template as you keep going and see recurring questions.
Be sure ASK FOR THE SALE. At the end of the call give your sales pitch, where you describe your specific wedding planning services and how you can are the person to help make their wedding day fantastic and low stress. End with telling them the next step. HINT: The next step is that you will send them a proposal with a contract. Don’t chicken out on talking about your services or asking for the sale.
You must ask for the sale if you want to close the sale.
To wrap it the call, thank them for their time and ask if they have any final questions.
Don’t forget to follow up after the call. It is best to follow up within 24 hours so that the call is fresh in your mind and in their mind. Send their proposal, contract and options for payment promptly and make it as simple as possible. HoneyBook is does this all in one spot.