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Hey There, CEO!

It’s Not the Economy—It’s Your Strategy

Wedding pros, time to get real again. If you’re struggling to book weddings in 2025, it’s not because the wedding industry is collapsing. It’s because your sales strategy needs to shift.

I’ve been in the wedding business since 2007, and I’ve seen market ups and downs. But the pros who consistently adapt their strategies always win.

If you’re spending time online reading doomsday posts about the wedding industry, stop. Instead of falling into the “no bookings” rabbit hole, focus on changing your approach.

In this episode blog post, I’m walking you through my 4-step Assume Method—the same method I teach inside my Wedding Pro CEO program. This strategy has helped wedding pros book more couples on the spot, without the dreaded ghosting.

Ready to turn your consults into booked weddings? Let’s go!

Step 1: Make It About Them

Sales isn’t about you—it’s about your couple. If you spend 85% of the conversation talking about your company, you’re missing the mark. The goal is to get them talking about their love story, their vision, and their concerns.

💡 Ask open-ended questions to build connection:

• “How did you two meet?”
• “Tell me about the proposal! Were you surprised?”
• “What’s your biggest fear when it comes to wedding planning?”

Why does this work?

Because people love to talk about themselves! And the more they talk, the more information you gather to sell them exactly what they need.

📢 “They already know about you. They’ve checked your website, your Instagram, and your pricing. Now it’s your turn to get to know them.” – Brandee Gaar

Step 2: Only Sell to Their Pain Points

Once you’ve gathered enough information, it’s time to position your service as the solution. But here’s the key—don’t list every single thing you offer.

💡 Instead, focus on their biggest concerns:

• If they’re worried about the timeline, explain how you’ll keep everything on track.
• If they’re nervous about the music vibe, highlight how you create custom playlists that match their energy.
• If they’re stressed about family drama, show them how you’ll keep things smooth and organized.

📢 “We’re not selling a product; we’re selling an experience. When you list all your features, couples tune out. Instead, tell them how your service solves their problem.” – Brandee Gaar

Step 3: Talk About Pricing (Before Sending a Proposal)

Let’s end the ghosting problem once and for all—talk about pricing in the consultation.

Instead of sending a long email with multiple package options and waiting for a response, give them a price right there.

💡 Here’s how to do it:

• “Based on everything we’ve talked about, I recommend our partial planning package at $5,600. How does that feel for you?”
• “For the experience you’re looking for, our 8-hour photography package with engagement session would be a perfect fit. That’s $4,800. Let me know your thoughts!”

When you say the price out loud, you handle objections immediately instead of waiting days (or weeks) for a response.

📢 “The number one reason wedding pros get ghosted? They don’t discuss pricing in the consultation. Couples need clarity before they make a decision!” – Brandee Gaar

Step 4: Assume the Sale

Here’s where most wedding pros get stuck. Instead of saying, “Would you like me to send you a contract?” (which gives them an easy out), assume they’re ready to book.

💡 Try this closing line:

“I’m so excited to work with you both! I’ll send over the contract now. You can review and sign it online, and once the retainer is paid, we’ll get started on the fun stuff!”

This simple shift changes the energy in the conversation. You’re not “asking” them to book—you’re assuming they’re ready.

📢 “Couples don’t want a drawn-out sales process. Make it easy for them to say yes!” – Brandee Gaar

Before We Go

Sales Success Starts with Strategy

If you want to book more weddings without the ghosting, you need to:

✔️ Make it about them – Ask the right questions.

✔️ Sell to their pain points – Focus on what matters to them.

✔️ Discuss pricing in the consult – Handle objections upfront.

✔️ Assume the sale – Make booking effortless.

Try this method in your next consultation and DM me on Instagram (@BrandeeGaar) to tell me how it worked for you! 🚀

Thank you to Imagery Wedding Films https://imageryweddingfilms.com/ for providing the audio and video of me speaking at this SWEL Event.

Are you a Wedding Professional in Sun Coast of Florida, check out SWEL: https://www.suncoastweddingsandevents.com/

FAQ

1. What if the couple says they need to check with their fiancé or parents?

That’s normal! Instead of saying, “Let me know what they say,” schedule a follow-up.

💬 “That makes total sense! When do you think you’ll have a chance to chat with them? I’ll follow up with you on Tuesday!”

2. Should I send full pricing before the consultation?

I recommend showing starting prices or an average investment range before they book a call. This ensures you’re not wasting time with couples who aren’t in your budget.

3. What if they don’t book on the spot?

Follow up via text, not just email. A simple message like “Hey Jenny! Just checking in—are you ready to move forward? Let me know how I can help!” keeps the conversation going.

4. What if I work with wedding planners who request proposals?

If a planner is your main contact, respect their process but still try to guide them.

💬 “I’d love to suggest the best package based on your client’s needs. Would you like my recommendation before I send all the options?”

5. I feel too pushy. How do I get comfortable with sales?

Sales isn’t about convincing people—it’s about providing solutions. If you truly believe in your service, you’re helping couples by making the decision easy for them.

Check out the video version of the podcast below. 👇
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💌For business inquiries: sayhello@weddingproceo.com