I was honored to be a guest on the Evolve Your Wedding Business podcast with its wonderful host, Heidi Thompson. We spoke about my favorite topic, sales, and why a prospect’s booking decision is not about price.
In this episode we’ll cover:
Why it’s not about price
Why do so many people think that price is the deciding factor
What not to do to communicate your value
The role of Covid-19 in communicating value
The importance of the “know, like, trust factor”
How to stand out from the competition
Why couples ask about pricing first
Why you need to qualify your leads
How to be less robotic in your communication
Questions to ask leads to qualify them
Why you shouldn’t ask for their budget
How to deal with a deflated bride
How to create a proposal that sells
Proposal layout tips