Your business exists to solve problems for your customers. But are you communicating that value in the specific services you offer each couple? If you’re not, it’s a big reason you’re leaving money on the table. In this episode, you’ll: - Understand the difference between a feature and a benefit - Learn how to translate your buyer’s desires into services you offer - Get a breakdown of why my sales process - Learn the psychology on why it creates the ultimate buying experience for your clients...
Jan 17, 2022•21 min
Nothing says luxury like a personal service approach. And that’s exactly what Julian Leaver, one of the top wedding planners in the country, does for his clients - before they even start working with him. On this episode, hear how Julian shows couples through their buying experience what they can expect from his high-touch wedding planning experience.
Jan 10, 2022•52 min
Mike Zawadzki, a photographer out of New Jersey, found success quickly after immersing himself in the same approaches I talk about on this podcast. On this episode, I sit down for an interview to hear more about how he blew past his highest goals and what worked well for him, especially buyer types and the discovery call.
Jan 04, 2022•53 min
Do you ever feel like you’re working hard but not making much progress? It’s common to feel this way during an extended crisis like the pandemic. The fastest way to get traction is to prioritize your activities and tie them to a sense of purpose. In this episode, you’ll: - Learn the difference between taking your foot off the gas and pumping the brakes - See why time – and not just money – is a profit from your company - Pick your primary motivation – and start to pursue it...
Dec 27, 2021•22 min
Your couples will tell you everything you need to know to book them – if you can hear what they have to say. It’s the number one skill for a wedding pro who wants to conduct successful discovery calls. In this episode, you’ll learn: -How your potential clients look to you as their leader -How you’re accidentally shifting the conversation back to yourself -The power of paraphrasing -What couples feel when you’re not paying attention
Dec 20, 2021•18 min
Putting pricing on your website is a double-edged proposition for wedding pros. How do you get couples the information they need without scaring them away? If you share too much or in the wrong way, then you could end up pushing off potential inquiries – even from affluent buyers. In this episode, listeners will get answers to questions like: - Do you put a pricing page in your main navigation? - Do you mention your “average” or “starting at” prices? - Is the word “investment” helpful to selling...
Dec 13, 2021•22 min
The fastest way to make more profit is to raise your rates. It’s also the number one way to get more of your time back. But if you increase too quickly, and you might get ghosted. Increase too slowly, and you might keep leaving money on the table. Listeners will take away: - 5 different indicators it’s time to bump rates - High and low conversion rates for inquiries-to-bookings - How much to increase prices at a time - When to lift rates up with the least risk
Dec 06, 2021•21 min
Stop jumping to solutions when you don’t even know what issues you’re trying to resolve. Fast is slow, and slow is smooth. Learn 6 key indicators to pay attention to before you make any big changes - or investments - in your business. Listeners will take away: - How to tell what areas are working well - What needs to be improved in your buyer’s journey - Identify what you should spend your time and money on in the coming months
Nov 29, 2021•23 min
Couples expect you to feel confident talking about budget. But if you don’t know what to ask - or worse, talk about it too early - you could scare away potential clients. Get the prep you need to feel 100% discussing how much they want to spend - and why you’re worth every penny. Listeners will take away: Why your contact form is NOT the place to ask about budget How you know it’s time to get into pricing on the call Why couples often provide information that could trip you up Three questions yo...
Nov 22, 2021•26 min
Turn Your Blog into a Storyselling Machine Real weddings are a hot commodity in wedding marketing. But you can’t just dump a bunch of photos onto a blog post and call it a day. The best marketers are storytellers, and when you know the formula you can become one on your website. Listeners will take away: Two different types of blog posts Why real weddings resonate with couples so much How to hook your reader and keep their attention while scrolling Why people love conflict, even in wedding stori...
Nov 15, 2021•18 min
Let Your Website Sell for You You don’t have time to be a full-time salesperson for your business. And you can’t afford to spend time getting on the phone with everyone who’s interested. That’s why you should let your website do the heavy lifting for you – both to get more inquiries and also to help close the deal. Listeners will take away: How much sales work is done before couples inquire Why you have to sell couples on more than just yourself The two stages in the decision-making process your...
Nov 08, 2021•21 min
The Perfect Contact Form Is there such a thing as the “perfect contact” form? The short answer is no, because every business has different goals. And every business has different strategies to reach those goals. What we do know is that YOUR perfect contact form exists somewhere on a spectrum, and you need to ask good questions to find out exactly where. Listeners will take away: Touch on why contact forms are such a hot-button issue Two different approaches to getting more inquiries Two question...
Nov 01, 2021•22 min
The Power of Social Proof It’s scary for couples to make the decision to work with you. Or anyone on their wedding. In fact, it’s a little terrifying to even get married! One of the best ways you can offer reassurance and reduce the risk in choosing your brand over others is to pull on the persuasive power of the “herd effect.” Listeners will take away: What is social proof and how does it work Different kinds of social proof Where most wedding pros mess up testimonials The most compelling ways ...
Oct 25, 2021•19 min
If you’re not using personalized proposals to sell your services, you could be leaving huge amounts of money on the table. If you’re ready to make the switch or already doing it and want to convert more bookings, check out this episode to learn what makes the most persuasive proposals. Listeners will take away: Why selling wedding services is so hard How to design a successful sales process 3 mistakes wedding pros make with pricing guides Why custom proposals work best 4 key components of every ...
Oct 18, 2021•23 min
Putting the right photos on your website sounds easier than it actually is. Will it catch their attention? Will it stand out? Will it trigger their biggest desires? The key to answering YES! to these questions and others is to choose photos based on the psychographics for your ideal client. Listeners will take away: The one thing you have to do before any work on your website What is a communication strategy and how it applies to your brand 4 different buyer types and what they desire most Deep ...
Oct 11, 2021•21 min
We all know video is THE way to capture your clients’ attention. But it’s not always easy to create – or know where to use it. Discover the best places in the buyer’s journey to drop in a video to build value and provide reassurance to would-be couples. Listeners will take away: Why a well-designed sales process is like bringing a Ferrari to a horse race What to bake into your sales workflow to build the most value 6 solid tips on how to leverage the power of video in the buyer’s journey...
Oct 04, 2021•21 min
Ever worked with a client who rubbed you the wrong way? Or had a couple who you gelled with immediately? That’s because we’re all wired a certain way, and when you know how each client prefers to communicate you can make it easy to connect with every couple, not just your ideal ones. Listeners will take away: What leadership training can teach us about sales work The number one skillset to develop if you want to succeed with your business My enneagram, MBTI and DISC profiles Background on the fo...
Sep 27, 2021•23 min
Not sure how to set your prices? Or maybe you’re too cheap to refer? Or what about that event you need to book, but it’s lower than what you know you need to charge? The good news is you have a few different pricing strategies to choose from. Learn about the upsides and downsides to each, as well as which one is best for you right now. Listeners will take away: Difference between pricing strategies and tactics Define 3 common strategies Talk about when to use each one Share when not to use each ...
Sep 20, 2021•24 min
Wedding pros are too busy to waste time with price shoppers. You know the ones who inquire, get pricing, and then ghost you? Or say they have the budget and then go for someone cheaper? Stop spending time chasing the wrong couples and start using your website and sales workflow to filter out the wrong clients. Listeners will take away: Why it’s more important than ever to qualify clients before you talk with them How to prequalify without repelling ideal clients Ways to automate the process so y...
Sep 13, 2021•18 min•Season 1Ep. 2
Wedding pros aren’t born knowing everything. And most didn’t go to school to learn how to be a business owner. It’s hard to know how to run your company, but once you have the insight and skills you’ll feel confident in the day-to-day, and level up to reach your goals. Stop learning from trial and error – or faking it till you make it - and start to (finally) own your business. Listeners will take away: Why I started the Own Your Business podcast Who the podcast is for What to expect from each e...
Sep 07, 2021•15 min•Season 1Ep. 1
