A great wedding consult doesn’t come naturally. In fact, I wanted to take a moment and talk about something near and dear to my heart: self-doubt.
Oh, man alive, I feel this sometimes. The wondering if you’re good enough or if what you have to offer will be appreciated by someone else. I feel this way weekly; so, trust me, I get it. When these feelings arise, I usually back away and take a day off, binge-watch something on Hulu (I’m currently re-watching Veronica Mars). By the next day, I’m ready to take on the world again. Allow yourself to feel those feelings, but only give them a day, tops. You have so much to offer this world; a day is all you get.
I wanted to tell you about my own doubts because earlier this week I had a phone consult with an up-and-coming wedding planner. I love this girl. She has been such an inspiration to me—her passion and love for wedding planning are so inspiring.
Secrets to a great wedding consult
We had a conversation about there being a disconnect somewhere between a lead inquiring and sealing the deal during the initial consult. So we did a mock call. This is something I have done with all of my consultants and thought it would help me figure out where the problem lay. It didn’t go well and she got really upset. Then I felt horrible. She started doubting her career choice and, for a second, thought about quitting.
And the truth is, I’ve been there too. She was me 7 years ago when I first started my own wedding planning business.
What’s super important to remember is that everything takes practice. Lots and lots of practice. That’s the secret: practice. Practice going over your value, practice going over your packages, practice getting comfortable selling without really selling.
Malcolm Gladwell once wrote in his super-famous book, Outliers,
“It take 10,000 hours to be a professional at something.”
Remember that. This is important when those self-doubting thoughts pop in. Also, check out our Initial Consultation Planner Kit if you need help figuring out the right way to communicate with a client.
The piece of advice I gave her, and I hope you’ll take to heart too, is if your sales pitch isn’t working, try practicing it until you believe in what you’re saying.
Practice on your husband, practice on your friend, and then practice on a wedding vendor you’re close with. You are good enough to make it as a wedding planner; you just need more practice and experience. I just got a super nice email from her telling me she has doubled down and is putting a lot more effort into it. I love that. She’s passionate! I know she’s going to do great things, and I can’t wait to see how she builds up her company.
2. Understand Your Own Packages
To sell your service means to understand your own packages. Ask yourself what each service you offer includes. Understand how your services are broken down and how you charge for each service. Make sure you have a firm grasp of the workflow attached to them. Practice on people who don’t understand the wedding industry. You want to make this selling point extremely clear. If you already have a firm grasp on your packages, this would be a great time to practice your up-selling. Maybe a client needs a little more hands-on experience? What could you offer as an added bonus?
3. Know Your Value
This is a key selling point. Your company is unique and not like any other. What value do you bring to the table? You must know how your company is different when speaking with a potential client. This is your wow factor and helps you to stick out in a client’s mind. Remember, they are probably interviewing several different companies. What do you have to offer that gives you an advantage? For a long time I had a DIY photo booth. It was great because it took little time to set up, it gave me extra social media exposure, and I included it for free.
4. Be Confident
Confidence is a huge contributing factor when a potential client is considering who to hire. If you’re not confident during a meeting, there will be little hope that you’ll be confident directing a wedding day. So how do you become more confident? Practice! If you need a script to help you gain the confidence needed to successfully book a lead, check out our Initial Consultation Planner Kit. Inside this wedding planner asset, you’ll find tons of helpful resources to make you shine.
It’s extremely helpful when figuring out the right way to communicate with a client during the consultation phase. -Christine
5. Selling is Believing
When you believe in what you’re selling, you’ll be able to make a bigger impact. Like many young adults, I suffered from acne. I’m a low-maintenance kinda gal and only wanted to wash my face once—in the shower, and that was it. One day I was randomly shopping at Macy’s and started talking to a sales associate from Philology. They convinced me to buy to this product called “Purity,” an all-in-one face wash. I started using it and since then, I’ve never had an acne problem again. I loved this product so much that my friends started using it. It wasn’t cheap, but they believed in my results because I was passionate about them. That is how your initial consultation needs to be. They need to trust you and need to trust in what you’re selling. When you believe in what you’re doing, it takes little effort to get someone else on board.
An initial consultation can be pretty nerve-racking if you’re new to the industry. But don’t let your newness distract you from your goals. A great consult comes from practice. Lots and lots of practice. Take this time to practice sharing your services, knowing your value, being confident, and believing in what you’re selling with a fellow wedding vendor. Remember, if you need a little added help with mastering a great wedding consult, check out our Initial Consultation Planner Kit.
Hi, I recently purchased your “the initial consultation kit” and it’s amazing, thank you, very resourceful. -Priscilla