Do you feel awkward when you transition from talking about your products and services to actually making an offer to your wedding leads? Well don’t worry you’re far from alone!
But what if I was to say that we’re all sales people?
Every time you talk to a prospective client on a call, you’re making a sales pitch.
Every time you send an email or write a blog post with an offer, you’re making a sales pitch.
Every time you update your offers, you’re making a sales pitch.
So why do we continue to think we’re so bad at sales?
Sales Feels “Icky”
I hear this one a lot. You feel pushy or uncomfortable when talk turns to money. You don’t want to force anyone into a decision. You secretly worry your rates are too high.
I’m going to be honest with you. This is one of those things that gets better only with practice. But the good news is, you don’t have to be on the phone with a prospective client to get that practice time in.
Instead, look in the mirror and talk to yourself!
Practice saying your rates out loud. Practice your segue from lead to sales pitch. The more you do it, the more natural it will sound, and the less uncomfortable you will feel during a call or consult.
Fix Your Mindset
What if you weren’t selling anything, but instead were simply chatting with a friend about the incredible new product/service you have that was going to help them achieve their dream wedding goals? You’re helping your friend to get what she wants by sharing your experience.
That’s exactly how you should think about selling your wedding product and/or packages.
You’re not trying to get your prospective client to spend money. Instead, you’re offering a solution to their problems. You’re genuinely helping them to achieve her vision of what is going to be one of the most important days of their life!
When you can turn your thinking around from “sales” to “helping” you’ll find it’s much easier to have the sales talk.
Don’t Be Afraid of the Follow Up
Most clients won’t say yes with the first contact, and maybe not even with the second. But successful business owners know that more sales can be closed if you simply take the time to follow up. Be sure to follow up and always finish with a call to action. Consider asking your prospect to:
- Schedule a follow-up call to answer their questions
- Read some of your testimonials
- Review your offer
- Or even look at another product or package that might be a better fit
Don’t let that old “I’m not good at sales” thinking get in the way of making a real difference in people’s lives, and in growing your business and your profits.
With these easy tips, you can quickly turn your sales blocks into a system for landing new clients consistently.
So get those offers out there and start “serving” your couples. You’ve got a talent that will help them so don’t be afraid to share it! If you don’t someone else will.