This, the initial consultation, is the gateway from making a lead a client. From making no $ to making lots of $$. It’s where dreams live or die. (Is that too dramatic? I learned the drama from my husband.) Initial consultations are pretty nerve-racking if you’re new to doing them. I remember my first few consultations. I was so hungry, I wanted to be a people pleaser—I would have given up my firstborn if they had just asked (okay, maybe not quite to that extreme).
How To Do An Initial Wedding Consultation
I wanted to avoid the awkward question of “How many weddings have you done?” so badly that I would have agreed to anything they wanted. Dear goodness, learn from me—don’t do that. So, how can you feel confident during a initial consultation when you have no experience? Because confidence is what books you those brides.
Know Your Stuff
In the beginning you might have to fake it until you make it, but that won’t always be the case. Until then, though, you need to prepare yourself for those initial consultations. Know exactly what you offer and know your own packages and your process. I repeat, know your process. What do you do from the time of booking to the day of the wedding? Before you even have the meeting, you have (hopefully) sent them a “Let’s Get Acquainted” questionnaire, where they have told you some vital things about their wedding. Having something to connect on is the key to any great consultation.
Write a Script
Behind any great presentation is someone who practiced it thoroughly. The same can be said for an initial consultation. I recommend writing a script and practicing it until it feels natural. Here’s what your script should include:
- Ask questions about their wedding—fun things like colors and theme
- Ask for specific pricing info—things you need to know to make an accurate quote
- Tell them what your service includes
- Explain what your process is
- Tell them how to book you
There comes a time when new consultants need to do their very first initial consultation call. They go into true panic mode. Their number one question to me is “What if they ask how many weddings I’ve done?” This is a great question, but you’ll be surprised to learn that in most cases, brides don’t ask this question at all. I tell them that if they do ask, be honest, but don’t give unnecessary information. Have you planned your own wedding? Have you assisted with a few weddings? Did you help any friends who have gotten married? I would say, “I’ve done a few weddings and studied wedding planning at (insert education/course). Right now, my price is very reasonable. In a year, I will be charging the industry standard.”
Right now, I’m going to share our super-secret initial consultation video with you. This video is only available in our Wedding Planner Foundations course. You can learn a lot from this video. If you’re interested in mastering your day-of service, go ahead and check out the course here.