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Welcome to our second webinar of 2014! •Specifically for our premium members •Please ask questions throughout • Send questions to ‘Organizers and Panelists’ • I’ll try to answer questions at the end
•We’ll send you a copy of the presentation and post in our Education Center! facebook.com/AlanBerg1
© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
WeddingWire EDU is giving away Two, 90-minute consulting/training sessions with Alan Berg Here’s what a recent winner said: “I walked away from our website review feeling empowered to take my wedding business to the top!” Kerry Armstrong, Wedding Hairstylist, NH facebook.com/AlanBerg1
© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Share key takeaways:
@WeddingWireEDU facebook.com/AlanBerg1
© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
4 Steps to More Sales 1. Get their attention 2. Get the inquiry 3. Get the appointment 4. Get the sale
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Getting their attention
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Getting their attention • • • •
Be everywhere they are Project the right image Know your brand Ask for referrals
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
After getting their attention what’s their next step? facebook.com/AlanBerg1
© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
WEBSITE INQUIRY APPOINTMENT
PURCHASE
If you want them to invest in your business…
…you have to invest first.
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Getting the inquiry
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
How will they inquire? • • • • • • • •
Call Skype Email / Contact form Text Live chat Walk In Make an appointment Make a purchase
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Don’t send them information they didn't ask for. facebook.com/AlanBerg1
© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
APPOINTMENT
After the inquiry what’s their next step?
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
PURCHASE WEBSITE
FOLLOW-UP
You don’t get any business from your website You get business through your website facebook.com/AlanBerg1
© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Getting the inquiry • Have clear calls-to-action on every marketing piece • Reduce the distractions • Use “social proof” (reviews/testimonials) • All roads should lead to inquiries, including social media facebook.com/AlanBerg1
© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Why do they ask “How much…?” How much do you charge?
How much is a basic photography package?
What’s your cheapest DJ package?
What’s your price for wedding planning?
How much is a wedding dress?
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What do you charge for wedding video?
© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Why do they ask “How much…?”
Simple answer: They don’t know what else to ask! facebook.com/AlanBerg1
© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
When they ask “How much…?” It does not automatically mean: • • • •
They can’t afford it They want your bottom package/service They won’t spend more They’re price shopping
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Everyone needs to know
“How much?”… eventually
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Responding to “How much…?” • • • • • • •
Answer it if you can Give them a realistic range Don’t be evasive Acknowledge the question Tell them that you’re going to tell them Give them a realistic range Starting prices can be misleading
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
What do you want
when you’re the novice consumer?
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
How much is your basic package?
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Getting the appointment
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Getting the appointment • • • •
Have better email conversations Gain their trust and interest Don’t force a phone call It doesn’t have to be face-to-face
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Getting the sale facebook.com/AlanBerg1
© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Getting the sale • • • •
You have to ask for the sale Don’t “pitch” them Help them buy Don’t confuse them with too many choices • Assume the sale facebook.com/AlanBerg1
© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Ask better questions & Listen to the answers!
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Ask better questions Sell the heart, not the head.
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Be “engaged”
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
You have to ask for the sale
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Your marketing pieces need to have: • Professional design • Consistent branding • Testimonials • Calls to action • Contact info
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Follow up If they don’t buy today
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
4 Steps to More Sales 1. Get their attention 2. Get the inquiry 3. Get the appointment 4. Get the sale
facebook.com/AlanBerg1
© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
WeddingWire’s Clients Tools available within your account …followed by Q&A facebook.com/AlanBerg1
© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Check out your Client Tools Easily manage your sales process, so that you can focus on what you love!
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Manage incoming leads with Inquiries
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Set meetings online with Appointment Scheduling
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Get the event details you need with Questionnaires
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Book the client with digital Contracts
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Create branded, secure Client Sites for document sharing
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Get paid quicker and easier with online Payments
…And more helpful client management tools! © 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC facebook.com/AlanBerg1
Questions & Answer Have specific questions about your Client tools? Email: success@weddingwire.com facebook.com/AlanBerg1
© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Visit Alan’s website to get his books, e-books, DVD’s, MP3’s Audio downloads and to have him review your website www.AlanBerg.com
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC
Thanks for tuning in!
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© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC