Sales Success Strategies to Book More Brides by WeddingWire

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Welcome to our webinar just for Maggie Sottero Retailers! •Each month we host educational webinars 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 facebook.com/AlanBerg1

Sonny Ganguly, WeddingWire CMO facebook.com/AlanBerg1

Alan Berg, WeddingWire EDU Guru facebook.com/AlanBerg1

Share key takeaways:

@WeddingWireEDU @alanberg & @sonnyg facebook.com/AlanBerg1

We’re excited to partner with Maggie Sottero • The WeddingWire Network

• 4 steps to more sales • Industry leading marketing & client tools • Special offer for Maggie Sottero retailers facebook.com/AlanBerg1

WeddingWire is the largest wedding network

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3.1 Million Unduplicated unique visitors to the WeddingWire Network each month facebook.com/AlanBerg1

*ComScore(2014)

70% Average year-over-year growth of vendor Storefront clicks from mobile devices facebook.com/AlanBerg1

ÂŠ 2014 AlanBerg.com â&#x20AC;˘ Left of Center Mktg. & Pub. LLC

4.5 Million Searches for dress retailers per year via WeddingWire

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ÂŠ 2014 AlanBerg.com â&#x20AC;˘ Left of Center Mktg. & Pub. LLC

*2013 search volume across the WeddingWire Network

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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Getting their attention

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Getting their attention • • • •

Be everywhere they are Project the right image Know your brand Ask for referrals

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After getting their attention what’s their next step? facebook.com/AlanBerg1

WEBSITE INQUIRY APPOINTMENT

PURCHASE

If you want them to invest in your business…

…you have to invest first.

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Getting the inquiry

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How will they inquire? • • • • • • • •

Call Skype Email / Contact form Text Live chat Walk In Make an appointment Make a purchase

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Don’t send them information they didn't ask for facebook.com/AlanBerg1

APPOINTMENT

After the inquiry what’s their next step?

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PURCHASE WEBSITE

FOLLOW-UP

You don’t get any business from your website You get business through your website facebook.com/AlanBerg1

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

Why do they ask how much…?

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Why do they ask “How much…?”

Simple answer: They don’t know what else to ask! facebook.com/AlanBerg1

When they ask “How much…?” It does not automatically mean: • • • •

They can’t afford it They want your cheapest dress They won’t spend more They’re price shopping

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Everyone needs to know

“How much?”… eventually

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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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What do you want

when you’re the novice consumer?

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How much is a simple dress?

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Getting the appointment

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Getting the appointment • Have better email conversations • Gain their trust and interest

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Getting the appointment • “By appointment only” • “To ensure that you, and all of our brides, get the time and attention you deserve, we work by appointment only. Call, click here or contact us today to schedule yours 301-555-1212” facebook.com/AlanBerg1

Put it in your FAQ’s Are appointments required? Weekdays: appointments are suggested, but not required. Saturdays: to ensure that you, and all of our brides, get the time and attention you deserve, we work by appointment only. Call, click here or contact us today to schedule your appointment 301-555-1212 facebook.com/AlanBerg1

Having better appointments, getting more sales facebook.com/AlanBerg1

ÂŠ 2014 AlanBerg.com â&#x20AC;˘ Left of Center Mktg. & Pub. LLC

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Be present distractions facebook.com/AlanBerg1

Build rapport

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Make it all about them facebook.com/AlanBerg1

Scripts are for reference

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Zig and Zag with them

B facebook.com/AlanBerg1

How do you know what they want to hear? ASK them

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Ask better questions:

Open-ended vs. Yes/No

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Ask better questions & Listen to the answers!

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Ask better questions Sell the heart, not the head

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Why do most

appointments take longer than they have to?

YOU facebook.com/AlanBerg1

Handling price questions

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Price questions What do you want to hear when you’re the customer? facebook.com/AlanBerg1

4 ways to handle price questions tell them

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don’t tell them

starting price

price range

Closing the sale Should you try to close them on the first appointment? facebook.com/AlanBerg1

Closing the sale Reduce their choices reduce buyer’s fatigue

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Closing the sale If you’ve never closed anyone on the first appointment… facebook.com/AlanBerg1

Handling objections If they have no questions or objections, are they interested? facebook.com/AlanBerg1

Give them some

time alone facebook.com/AlanBerg1

Feel – Felt – Found

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You have to ask for the sale

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Follow up If they don’t buy today

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if when they come back…

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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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WeddingWire tools to help your business succeed! …followed by Q&A facebook.com/AlanBerg1

Client Management Tools

Easily manage your sales process, so that you can focus on what you love!

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ÂŠ 2014 AlanBerg.com â&#x20AC;˘ Left of Center Mktg. & Pub. LLC

Manage incoming leads with Inquiries

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Set meetings with Appointment Scheduling

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Get the details you need with Questionnaires

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Get paid quicker with online payments

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Digital Marketing Tools Grow your online reputation and build business buzz

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ÂŠ 2014 AlanBerg.com â&#x20AC;˘ Left of Center Mktg. & Pub. LLC

% of consumers who trust online reviews as much as personal recommendations

facebook.com/AlanBerg1 *Local Consumer Review Survey (2012)

ÂŠ 2014 AlanBerg.com â&#x20AC;˘ Left of Center Mktg. & Pub. LLC

Requesting Reviews Made Easier

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Double-digit reviews drive success

+106% traffic Create a Multiplier Effect on your listing facebook.com/AlanBerg1

The Goal: 1 review a month facebook.com/AlanBerg1

Get found more on top search engines

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Manage your social media in one place

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ÂŠ 2014 AlanBerg.com â&#x20AC;˘ Left of Center Mktg. & Pub. LLC

Customize your Facebook Business Page

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Create unlimited business videos

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Reach brides searching on-the-go

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4.5 Million Searches for dress retailers per year via WeddingWire

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ÂŠ 2014 AlanBerg.com â&#x20AC;˘ Left of Center Mktg. & Pub. LLC

*2013 search volume across the WeddingWire Network

Get Started Reaching More Brides! Save 15% on our most popular package

Learn more: mktg.weddingwire.com/Maggie-Sottero

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ÂŠ 2014 AlanBerg.com â&#x20AC;˘ Left of Center Mktg. & Pub. LLC

Announcing… The WeddingWire World Tour!

•

•June 16th!

•

• June 3rd!

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Success, Education, Connections

Visit www.WeddingWireWorld.com

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Questions & Answer Have specific questions? Email: pros@weddingwire.com facebook.com/AlanBerg1

Thanks for tuning in We will be emailing the full recording this week so keep an eye on your inbox!

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ÂŠ 2014 AlanBerg.com â&#x20AC;˘ Left of Center Mktg. & Pub. LLC