Wedding Cashers: How to Maximize Your Wedding Profits

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When you’re talking, everything you say you already know.


FACT:

You know more about your business…


…they know more

FACT: about what they want


The balance of information is always in their favor


The Curse of Knowledge


When we’re the customer…


By the time you have a conversation with them‌


By the time you have a

conversation with them they:

have eliminated most of your competitors


By the time you have a

conversation with them they:

know at least a little about you


By the time you have a

conversation with them they:

like what they’ve already seen and heard


By the time you have a

conversation with them they:

have put you on their short list


By the time you have a

conversation with them they:

are giving you the opportunity to gain their Trust


We do business with people we

Know, Like and Trust - Bob Burg


They’ll like and trust you more if you ask them better questions‌


‌and really listen to

the answers


Don’t try to rush the process


“I’ll tell you what you’re having.”


No one needs to

know everything about you


Ditch the Pitch


Don’t


Early in the conversation, they should be talking more


You can’t connect the dots if you can’t see them


Don’t answer questions they haven’t asked


“Let me tell you about…” vs. “Have you thought about…?”


Given the chance they’ll tell you everything you need to know


hearing


listening


Listening applies to email, text, phone and in-person conversations


Not everyone buys the way you do


Are you auto-replying, or really replying?


To listen better be present with them


Ask better questions, really listen to the answers


Open-ended vs. Yes/No questions


Ask better questions…

“What are the most important factors when choosing your _____?”


Ask better questions…

“Have you already decided to have me/us do your wedding?”


Ask better questions…

“What do you want your guests to remember most about your wedding, and why?"


Ask better questions‌

"Are there any foods or family traditions you want us to help you honor?"


Ask better questions…

“Do you have a Pinterest board or Instagram page for your wedding inspiration?”


Ask better questions‌

“What have you seen at other weddings that you definitely want at yours?"


Ask better questions‌

“What have you seen at other weddings that you definitely do not want at yours?"


Ask better questions…

“Would it make sense to ____________?"


Ask better questions‌

“Would it make sense to reserve your date now?"


Ask better questions‌

“Would it make sense to reserve your photobooth now?"


Ask better questions‌

“Would it make sense to order your dress now?"


Ask better questions…

“Would it make sense to order your cake now?"


Ask better questions‌

“Would it make sense to order your invitations now?"


Ask better questions‌

“Would it make sense to book your transportation now?"


Ask better questions…

“Would it make sense to book your honeymoon now?"


Use the power of silence


If you’re thinking about the next thing you want to say…


Listen with your eyes and ears


Repeat back their key words


Close the sale when you see and hear the buying

signals


Get a Yes or a No maybe


Thanks for Listening


FlashMob @alanberg @WeddingWireEDU #WeddingMBA


Visit Alan’s booth to get his new sales book TO:

72000

weddings

Text ‘weddings’ to 72000 and get $5 off


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