Making the Sale
Making the Sale
Reply as quickly as you can
Making the Sale
“…data suggests that the quicker a vendor responds, the more likely a client is to perceive the quality of the product or service to be higher.” WedInsights Volume 4
Making the Sale
“Over 70% of engaged couples find vendor responsiveness to be one of the most important characteristics to look for while researching professionals.� WedInsights Volume 4
Making the Sale
“If that’s not compelling enough, approximately 50% of buyers choose the vendor that responds first.” WedInsights Volume 4
Making the Sale
How should you reply? email, phone, text‌
Making the Sale
“48% of couples express frustration when their vendor does not reciprocate their preferred communication type.� WedInsights Volume 4
Making the Sale
They don’t understand the difference between videographers
Making the Sale
They don’t understand the difference between floral designers
Making the Sale
They don’t understand the difference between ceremony officiants
Making the Sale
They don’t understand the difference between tuxedo stores
Making the Sale
They don’t understand the difference between rentals
Making the Sale
Why do they ask about price, even when it’s on your storefront and website?
Making the Sale
4 Steps to More Sales
Making the Sale
4 Steps to More Sales
Get their attention
Making the Sale
Getting their attention • • • • •
Be everywhere they are Better placement = better visibility Only show your best images The right thumbnail image More & recent reviews
Making the Sale
4 Steps to More Sales
Get the inquiry
Making the Sale
How many buying signals have happened, before you get an inquiry?
Making the Sale
1. 2. 3. 4. 5. 6. 7. 8.
How many buying signals‌ going online for wedding info finding WeddingWire going to your market/area going to your category clicking to your storefront sending an inquiry - or going to your website sending an inquiry
Making the Sale
By the time you get the inquiry…
…they like what they’ve already seen and read
Making the Sale
By the time you get the inquiry‌
‌they think you might be a good fit
Making the Sale
By the time you get the inquiry…
…they’ve eliminated most of your competitors
Making the Sale
By the time you get the inquiry…
…DON’T BLOW IT!
Making the Sale
Getting the inquiry • Lots of clear, calls to action, everywhere • Reduce the friction • Better menu labels and button wording “Read More” “Book Us Now” “Investment” “Wedding Info” “Contact Us” “Pricing”
Making the Sale
4 Steps to More Sales
Get the meeting
Making the Sale
Getting the meeting • • • •
Don’t rush the process Continue the conversation they’ve started Meetings don’t have to be in-person Can you close the sale without speaking with them on the phone or in-person?
Making the Sale
4 Steps to More Sales
Get the sale
Making the Sale
Getting the sale • Ask better questions • Really listen to the answers • Give them a chance to tell you what they want and need • Help them Buy • Ask for the sale
Making the Sale
Objections are buying signals and opportunities
Making the Sale
Watch for the buying signals
Making the Sale
Ask for the Sale
Making the Sale
Answering your sales questions
Making the Sale
Thanks for listening
Making the Sale
use code WW100 to save $100 Mastermind Day, Anaheim, CA th Tomorrow, Wednesday, Feb. 7 www.AnaheimMM.EventBrite.com
Making the Sale
Visit the registration desk to get Alan’s books here today www.AlanBerg.com