Recently, I had the pleasure of hosting a mini workshop at my office with a few other dear Toronto-area wedding planners to discuss the dreaded topic of wedding sales.
Have you ever felt unprepared for an initial meeting with a couple? Do you hate feeling like a smarmy wedding sales person?
Are you getting feedback after your meetings that even though they loved you, the pricing is just too high?
Fellow wedding planners and wedding vendors, I feel you, and I want to help!
Sales is a dirty word
Sales brings to mind sleazy folks in suits convincing you to part with your money for goods and services that are a scam – at least this is the feeling that plagues a lot of entrepreneurs.
I think we should stop looking at initial meetings as a wedding sales meeting – it is a relationship building meeting. Yet, how do you build relationships at the first face-to-face when you need to determine if the couple and their wedding is a good fit for your brand? It feels like a lot of pressure! I have a few tips that may help turn your first touchpoint meeting with clients into a strong relationship building session.
Collect key information from couples beforehand during the initial contact phase
- Knowing the dates, location, budget, guest count, booked vendors and preferred style beforehand lets you have the upper hand when you walk into the initial meeting
- This way you aren’t spending the meeting making notes, but instead can focus on keeping eye contact, finding common ground and building a strong rapport
- It will also help relax you, since you’ll be better prepared with just a simple review of their file
Provide starting pricing during the initial contact phase
- This avoids sticker shock during your initial meeting and promotes transparency
- This also helps you avoid spending time meeting with clients who are not a budget fit for the services you provide – isn’t it better to know that clients meeting with you already know your pricing and are comfortable with it – they wouldn’t set up a meeting with you otherwise!
Check any fake personality or personas at the door
- I’m a big proponent of being real with my couples – I want them to know that the persona they see on Instagram or on my website is actually who I am. If they’re looking for Jennifer Lopez from The Wedding Planner, that just ain’t me – I’m more of Jenny from the Block, and that’s okay! It’s better that I’m real with them and they can decide early on if my personality is a good fit for them (and same for me!).
Remember, you’re the expert at what you do, and landing that meeting with your beloved couple has you halfway in the door. Hold your head up high and strut into that meeting with confidence and show them what a boss wedding planner you are!
Whim Event Planning and Design is a team of Toronto wedding planners and day of coordinators, specializing in modern romantic weddings for fun, sweet couples who are madly in love. Get in touch with us today to start planning your dream day!