It’s tempting to jump to solutions with couples who inquire. “Are you available, and can you send me packages and pricing?” Send them the information, right? Not so fast. And certainly not if you want to book more couples at higher rates.

In this week’s episode you’ll see:

- When and why you should to hold back your solutions

- How to create more desire for your services

- Two common missteps wedding pros make on inquiries

- Why it’s hard to sell your packages and pricing on a phone call – and what to do instead

Feeling a little stuck on how to get couples moving forward with the deal? If you’re getting ghosted from the start, losing momentum in the middle, or feeling pushback at the end of the decision, tune into this week’s episode: You’ll discover:

- 6 principles of influence you can tap into

- How scarcity negatively and positively affects people during the decision-making process

- Ways to use scarcity as a strategy without sounding sales-y

- How you can tap into micro-commitments to get couples to say yes more easily

Check out www.blueprinttobookmore.com starting February 22, 2022 for the chance to get access to our signature sales course.

It’s hard to hear “no” from couples when you offer your services. It’s even harder when they don’t say “no” directly, but they just disappear from the sales process. And the worst is when they say “yes,” but it ends up being a no. In this episode, you’ll:

- Find out why couples say “no” so much

- See if it’s possible to skip the phone call without lowering your conversion rate

- Discover how much talking and how much listening to do on a call with potential clients

- Get tips on creating momentum in the sales process

Reason #294 why you’re getting ghosted? Your inquiry response. Truly. Most wedding pros end up over sharing and overwhelming, because you don’t understand the way you’re making couples feel when they first inquire. In this episode you’ll:

- Dig into 7 frequent missteps you might be making on your first email

- See why your excitement is actually smothering any spark you hope to create

- Pick up three solid tips for your next response

- Learn 5 questions to ask when getting an inquiry from a planner or venue

It’s not easy to keep up with all the emails in your inbox. But one kind of email is more important than any other – the initial inquiry – and you’ve got to find a way to prioritize it. Your business depends on it. In this episode you’ll:

- Find out what researchers consider “too slow” for response time

· How outsourcing your sales work can kill a business

· Quick ways to get back faster

· Dos and don’ts for autoresponders

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

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.

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.

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

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