Confidence to Make the Sale

Although business is picking up for many wedding planners, there seems to be one area of their marketing that consistently is a trouble maker…their confidence.

Not only are you a wedding planner, a wedding coordinator, a business owner – you are also an a sales person. Every day, you have to sell your services, and more importantly, sell YOU!

You may have the best marketing materials, best prices, best sales pitch – if you aren’t confident in your presentation – all of those other things won’t give you much help.

So, how to you go about becoming more confident, when you don’t feel it?

• Put on some high energy mood music to listen too while prepping for a new client meeting (what song is your anthem that makes you feel empowered?)
• Before your meeting, look yourself in the mirror and say ‘I will book this wedding’ – say it 10x or more until you feel like you can believe it
• Don’t use the phrase ‘I can’t’ or ‘I haven’t’ in a consultation – if you haven’t done a cultural wedding, when the client asks about one, respond with ‘I’ve been looking forward to an opportunity to work with a couple of that culture – I’ve done a lot of research and am excited about incorporating some of those traditions into your wedding day!”
• If the couple doesn’t book right away – don’t get discouraged, send a follow up email or call explaining how you are excited for an opportunity to work with them. Let them know you know how busy they are, but if they have questions or would like a contract to sign, you’ll be pleased to forward that to them…act confident even after they leave the office
• If they don’t book your services, offer them one of your lower services, especially if price was an issue. If they can’t afford full planning services, perhaps day coordination with some hourly consults would better suit their budget

Confidence is your most important sales tool – too much confidence, you’ll come off as arrogent to the couple – not enough confidence and they won’t want to put their wedding plans in your hands.

What else do you do to make yourself feel more confident going into a new prospect meeting?

Jolyn | Wedding Planner Coach
Secrets of a Wedding Planner