10 Tips To Help You Sell More Weddings
Do you want to make more sales for your wedding business? These wedding sales tips will help you improve your sales skills so you can make more money doing what you love.
1. Wedding Pricing
One effective sales technique is specialised show pricing. This type of “limited time opportunity” should be noticeably different from your regular pricing structure, as it requires buyers to make an on-the-spot commitment to purchase. Have plenty of knowledgeable sales representatives on hand to facilitate this type of sales approach, not only to make the sale, but to fill out contractual agreements and process financial transactions quickly and efficiently.
2. Wedding Package Deals
Attendees at wedding shows are looking for deals, so packaging services is a sales technique that allows you to increase your sales volume. Prepackaged specials with catchy names make it easier for consumers to say yes. Offer a variety of price ranges as well as à la carte, add-on extras. For example, if you run a catering company, offer packages that range from basic post-ceremony cake and champagne receptions to full-blown, sit down, multi-course dinners and entertainment. Extras could include items like guest favors, head table decor and groom’s cake design.
3. Free Consultation
Offer wedding show attendees a free consultation. This sales approach gives you an idea about each wedding planner’s available finances, preferences and timeline, and allows you to craft a proposal package on the spot. Potential customers are likely to feel they’re getting something of value by having access to your company’s time and expertise and be more inclined to give you their business. It also gives you the means to get their contact information so you can follow up after the show.
4. Be Welcoming
Brides often attend wedding shows with wedding party members and extended family, all of whom help in the decision-making and buying processes. Welcome everyone by providing ample seating at consultation tables, incorporating mothers-of-the-brides and maids of honor into your sales pitch. Solicit feedback from everyone present. Provide refreshments and entertainment for grooms in tow, so your brides don’t feel compelled to quickly take information and move along.
5. Offer Freebies and Giveaways
Give prospects that visit your booth at a wedding show freebies and takeaways that brand your company. For example, a “top 10 wedding planning tips” calendar, a sample bag of party favours or a swatch sample of table linen fabrics give prospects something to take home. This helps remind potential customers of your sales pitch after the show ends.
6. Work Out What The Bride’s Problems Are
Do your research, and dig down deep on who the bride is and what she wants. Google her name to find out if she has put her ideas together on a Pinterest board, Facebook page or Twitter profile. Make it your main goal to find problems and opportunities for the bride before she is even aware of them.
7. Allow The Bride To Sell Herself
The the best salespeople know that the most persuasive person is actually the customer. Your job is to ask the right questions and lead the bride to convince herself that she wants your services.
8. Use The Right Language For Your Bride
The best salespeople identify the adjectives that clients and prospects use to describe things, and then use those same words to invoke the desired emotions in the buyer.
9. Force Your Brides To Say No
It seems counter-intuitive but if a prospect says no to multiple options, when they finally say yes to the right option, they are highly inclined to stick with it. This is the exact reason why the best real estate agents show bad houses first, so when the customer sees the right one, they jump on it.
10. Get Rid Of Wishy-Washy Brides
Instead of trying to persuade every bride to do business with you, get brides to weed themselves out quickly IF they aren’t ready to make a move OR IF they aren’t in your ideal target market. This way, you can spend the time on your best prospects. And remember – 80% of your revenue will come from 20% of your clients. So pay a lot of attention to your best clients. You might even consider transferring smaller clients to someone else.