Best of Sales and Pricing
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Best of Sales and Pricing
4 Steps to More Sales 1.Get their attention 2.Get the Inquiry 3.Have a good conversation 4.Get the sale 2
Best of Sales and Pricing
By the time you get the inquiry…
…they like what they’ve already seen and read
Best of Sales and Pricing
By the time you get the inquiry‌
‌they think you might be a good fit
Best of Sales and Pricing
By the time you get the inquiry…
…they’ve eliminated most of your competitors
Best of Sales and Pricing
By the time you get the inquiry…
…DON’T BLOW IT!
Best of Sales and Pricing
Continue the conversation they’ve already started
Best of Sales and Pricing
10 words you to help you sell more‌
Best of Sales and Pricing
10 words to help you sell more
…Reduce the Friction… 1
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Best of Sales and Pricing
Reduce The Friction
1. Mobile-first web strategy 2. Digital conversation/conversion 3. PDFs won’t make the sale for you 4. Mobile contracts/e-sign/payments
Best of Sales and Pricing
10 words to help you sell more
…Help Them Buy… 4
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Best of Sales and Pricing
Help Them Buy
1. Don’t Data Dump 2. Ask Better Questions 3. Really listen to the answers 4. Reduce their choices
Best of Sales and Pricing
10 words to help you sell more
‌ Ask For The Sale! 7
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Best of Sales and Pricing
Ask For The Sale
1. Assume the sale 2. Don’t use a sales pitch 3. Objections/Price questions are Buying Opportunities
Best of Sales and Pricing
I love price inquiries
Best of Sales and Pricing
Who makes price inquiries?
Best of Sales and Pricing
BUYERS!
Best of Sales and Pricing
Asking about price is a strong buying signal
Best of Sales and Pricing
Asking for a lower price is a stronger buying signal
Best of Sales and Pricing
“88% of couples want to see pricing before even reaching out to contact a vendor� WedInsights Volume 6
Best of Sales and Pricing
4 ways to handle price in email, on your website & marketing
Best of Sales and Pricing
4 ways to handle price in email, on your website & marketing
1.Tell Them
Best of Sales and Pricing
“Thanks for asking. I’d love to make your wedding amazing. My price for _____ is only $XX. (and then ask one, low-commitment question)
Best of Sales and Pricing
“Thanks for asking. I’d love to make your wedding amazing. My price for Day-Of Panning is only $XX. Will you be having both the ceremony and reception at (venue name)?”
Best of Sales and Pricing
“Thanks for asking. I’d love to make your wedding amazing. My price for a mirror booth is only $XX.
How many guests are you expecting to attend?”
Best of Sales and Pricing
or, ask for the sale‌
Best of Sales and Pricing
“Thanks for asking. I’d love to make your wedding amazing. My price for that particular wedding arch is only $XX. Would you like me to reserve that for your wedding?”
Best of Sales and Pricing
4 ways to handle price in email, on your website & marketing
1.Tell Them 2.Don’t Tell Them
Best of Sales and Pricing
“I’d love to give you our pricing, I want to make sure that I don’t leave out anything that’s important to you, or charge you for anything you don’t need.
And then ask one, low-commitment question.
Best of Sales and Pricing
“I’d love to give you our pricing, I want to make sure that I don’t leave out anything that’s important to you, or charge you for anything you don’t need. Have you looked at the packages on our website yet?”
Best of Sales and Pricing
“I’d love to give you our pricing, I want to make sure that I don’t leave out anything that’s important to you, or charge you for anything you don’t need. Are you interested in both our DJ services and Photobooth?”
Best of Sales and Pricing
4 ways to handle price in email, on your website & marketing
1.Tell Them 2.Don’t Tell Them 3.Starting Price
Best of Sales and Pricing
“Thanks for asking. We’d love to help you have the most amazing wedding. Our video prices start at $2,500 and go up depending upon which package or services you need. And then… ask one, low-commitment question
Best of Sales and Pricing
“Thanks for asking. We’d love to help you have the most amazing wedding. Our video prices start at $2,500 and go up depending upon which package or services you need. Were you looking to have us capture everything from your rehearsal through the entire reception?”
Best of Sales and Pricing
4 ways to handle price in email, on your website & marketing
1.Tell Them 2.Don’t Tell Them 3.Starting Price 4.Price Range
Best of Sales and Pricing
“Thanks for asking. We’d love to help you have the most amazing wedding. Our wedding catering prices range from $56 to $97 per person, depending upon which package or services you need. And then… ask one, low-commitment question
Best of Sales and Pricing
“Thanks for asking. We’d love to help you have the most amazing wedding. Our wedding catering prices range from $56 to $97 per person, depending upon which package or services you need. Have you already reserved a venue, or would you like us to help you find the right one for your wedding?”
Best of Sales and Pricing
“Thanks for asking. We’d love to help you have the most amazing wedding. Our wedding officiating ranges from $550 to $950, depending upon which package or services you need. Were you planning on writing your own vows, or were you looking for me to help you with that?”
Best of Sales and Pricing
Acknowledge that they’ve asked about price
Best of Sales and Pricing
Don’t assume that they can’t afford you because they asked about price
Best of Sales and Pricing
Don’t assume they want your lowest package/service because they asked about price
Best of Sales and Pricing
Give them some idea of your pricing, before asking their budget
Best of Sales and Pricing
Don’t lead with only your lowest price (Top Down Selling)
Best of Sales and Pricing
Don’t be afraid to talk about price… … you’re communicating with buyers!
Best of Sales and Pricing
Let’s answer your sales & pricing questions
Best of Sales and Pricing
Thanks for listening
Best of Sales and Pricing
Social Moment @AlanBerg @WeddingWireEDU #WeDoWorld
Best of Sales and Pricing
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Best of Sales and Pricing
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