There was a time when booking new weddings was like this confusing, difficult, puzzle to me. I thought I had to figure out this secret code in order to get them to want to work with me on their wedding day. I thought I had to offer more things, be cheaper and better, overcome objectives, plus be in an “outgoing” confident head space during the consults. I thought there was a magic way of saying the right things with the right energy at the right time.

This only kind-of worked … I was getting good at putting on a show for new potential couples and even booking a good amount of new weddings at this point – but it still felt exhausting and difficult. And, more things I tried, the harder it felt.

At some point, years into my business – I figured out the secret. 💫

After years of trial and error, I went from booking new brides at a 60-70% closing rate (while only doing in-person/phone consults – and feeling like I had so much convincing to do in order for them to take a chance on me) to actually increasing my pricing and getting a 80-90% closing rate booking with ease (without any in-person or phone consults, all over email).

Here’s what I changed:

🚀 I elegantly refined the messaging on my website and packages.

🚀 I stopped trying to include all the things, instead I focused on making the value of working with me more clear.

🚀 I put pricing on my website. I don’t know why I was so scared to do that before but it helped tremendously to pull out the couples that weren’t my ideal weddings right away.

🚀 Instead of following a script during a consult, I listened more (to their concerns, worries, fears) and then made it a point to address them, in depth directly.

🚀 I stopped trying to be someone I wasn’t. I’m not naturally outgoing or showy and never loved doing in person consults so I just stopped doing them completely – and – I only did phone consults if absolutely necessary. Instead I learned how to communicate and connect more effectively through emails.

🚀 I overdelivered ahead of time – sharing ideas and suggestions to ways I thought would genuinely help them with their wedding based on what I knew so far about them.

🚀 I stopped being attached to the outcome. It didn’t matter if I booked them or not, I knew my people would find me, and wanted to help all the people regardless.

🚀 My focus was on connection, providing genuine help and reassurance and reminding them that they deserved the wedding of their dreams.

🚀 I never pushed or was salesy – instead I clearly explained what I did and why they needed me, addressed all their concerns and gave lots of free advice.

I’m sharing this process in detail (with a step by step guide and examples) in my Wedding Pro Academy: Skyrocket your Wedding Biz Course because I know it’ll help so many of you, but I wanted to give you a little gist of it here as well.

Remember – you’re a human talking to a human.

You don’t need to sell them on anything. You already have an amazing offer, service, business and are good at what you do, they need you.

Your value is worth the cost, you just need to believe it and learn to communicate this value elegantly and authentically.

New brides don’t want to be pressured, sold to, or convinced of anything. They just want all the details upfront so that they can make a simple educated decision.

And they’re always going to find a way to book if you if they think you’re going to make the planning experience and their wedding day more valuable (easier, simpler, more fun, seamless, etc.)

Now just practice communicating this value in a very simple and clear way!

Rooting for you! 🤗

Nicole

Wedding Pro Expert
www.WeddingProAcademy.com

Photo: Nick Pugay Photography