4 Steps to More Sales

facebook.com/AlanBerg1

© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC

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

facebook.com/AlanBerg1

© 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

facebook.com/AlanBerg1

© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC

Getting their attention

facebook.com/AlanBerg1

© 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

facebook.com/AlanBerg1

© 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.

facebook.com/AlanBerg1

© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC

Getting the inquiry

facebook.com/AlanBerg1

© 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

facebook.com/AlanBerg1

© 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?

facebook.com/AlanBerg1

© 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?

facebook.com/AlanBerg1

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

facebook.com/AlanBerg1

© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC

Everyone needs to know

“How much?”… eventually

facebook.com/AlanBerg1

© 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

facebook.com/AlanBerg1

© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC

What do you want

when you’re the novice consumer?

facebook.com/AlanBerg1

© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC

How much is your basic package?

facebook.com/AlanBerg1

© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC

Getting the appointment

facebook.com/AlanBerg1

© 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

facebook.com/AlanBerg1

© 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!

facebook.com/AlanBerg1

© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC

Ask better questions Sell the heart, not the head.

facebook.com/AlanBerg1

© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC

Be “engaged”

facebook.com/AlanBerg1

© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC

You have to ask for the sale

facebook.com/AlanBerg1

© 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

facebook.com/AlanBerg1

© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC

Follow up If they don’t buy today

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

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!

facebook.com/AlanBerg1

© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC

Manage incoming leads with Inquiries

facebook.com/AlanBerg1

© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC

Set meetings online with Appointment Scheduling

facebook.com/AlanBerg1

© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC

Get the event details you need with Questionnaires

facebook.com/AlanBerg1

© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC

Book the client with digital Contracts

facebook.com/AlanBerg1

© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC

Create branded, secure Client Sites for document sharing

facebook.com/AlanBerg1

© 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

facebook.com/AlanBerg1

© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC

Thanks for tuning in!

facebook.com/AlanBerg1

© 2014 AlanBerg.com • Left of Center Mktg. & Pub. LLC