How to Close a Consult Every Time!

I dreamed of being an event planner since I was 6 years old. I’ve never wanted to do anything different for as long as I can remember.

So when the time came for me to start my own event company, I think I just naturally thought that since I was a great event planner, people would start knocking on my door!

Unfortunately, it doesn’t matter how great you are at your craft, to own a successful business, you also need to be a great sales person.

Unfortunately, it doesn’t matter how great you are at your craft, to own a successful business, you also need to be a great sales person.

“But Brandee, sales aren’t really my thing.” you say? Or “I don’t like to be pushy so if they want to book they will.” Hmmmm. I hate to tell you friend, that will work some of the time but in today’s fast paced world, you need to be the one they remember!

Here are my top 3 tips for ensuring you’re the one that gets the deal:

1. Ask questions!
We often make the mistake of wanting to sell our services SO much that we just start word vomiting. But if they’ve taken time out of their day to meet (or zoom) with you, you’ve made it to the short list.

Ask what they like to do together, why they chose their date, what they loved most about their venue, and get to know them as humans. It will help you to make a real connection and they won’t want to walk away from their new found friendship!

Pro tip: As you listen to the answers they give you, you can use these when it’s time to talk about your services. They have 2 dogs?? Show them pics of some of your dog friendly weddings or tell them how your best tips for incorporating dogs into a celebration!

2. Give away all the info!
You have worked hard to become a pro in our industry and you don’t want to give away the milk until they buy the cow right??

But giving them tips such as a vendor that you know will be perfect for them or telling them where to find the best deal on save the dates will only help position you as an expert in their eyes. Give them so much free help that they can’t imagine not having you by their side for the biggest day of their lives!

No one can be you! Giving away some helpful tips and advice will never replace you as their pro so don’t hold back.

3. Follow up!
Life is BUSY! And our couples are now adding a ton of to-dos on top of their already full schedule. Don’t wait for them to call you back.

At the end of the meeting, ask when is a good time to follow up and set a calendar reminder to do so. Asking when is good for them will help you to understand what else they have going on. Do they have to talk to parents first? Are they waiting to book you until their contract is final with their venue?

Follow up is key to closing some of your best deals! Don’t let them forget you when they’re ready to buy. Sometimes life just gets in the way and they need a gentle reminder that they can’t have the most amazing wedding celebration without you!

Did any of these tips help?? I’d love to know 1 that you’ll implement in your business to close more sales!