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Making the Sale


Making the Sale

Reply as quickly as you can


Making the Sale

“…data suggests that the quicker a vendor responds, the more likely a client is to perceive the quality of the product or service to be higher.” WedInsights Volume 4


Making the Sale

“Over 70% of engaged couples find vendor responsiveness to be one of the most important characteristics to look for while researching professionals.� WedInsights Volume 4


Making the Sale

“If that’s not compelling enough, approximately 50% of buyers choose the vendor that responds first.” WedInsights Volume 4


Making the Sale

How should you reply? email, phone, text‌


Making the Sale

“48% of couples express frustration when their vendor does not reciprocate their preferred communication type.� WedInsights Volume 4


Making the Sale

They don’t understand the difference between videographers


Making the Sale

They don’t understand the difference between floral designers


Making the Sale

They don’t understand the difference between ceremony officiants


Making the Sale

They don’t understand the difference between tuxedo stores


Making the Sale

They don’t understand the difference between rentals


Making the Sale

Why do they ask about price, even when it’s on your storefront and website?


Making the Sale

4 Steps to More Sales


Making the Sale

4 Steps to More Sales

Get their attention


Making the Sale

Getting their attention • • • • •

Be everywhere they are Better placement = better visibility Only show your best images The right thumbnail image More & recent reviews


Making the Sale

4 Steps to More Sales

Get the inquiry


Making the Sale

How many buying signals have happened, before you get an inquiry?


Making the Sale

1. 2. 3. 4. 5. 6. 7. 8.

How many buying signals‌ going online for wedding info finding WeddingWire going to your market/area going to your category clicking to your storefront sending an inquiry - or going to your website sending an inquiry


Making the Sale

By the time you get the inquiry…

…they like what they’ve already seen and read


Making the Sale

By the time you get the inquiry‌

‌they think you might be a good fit


Making the Sale

By the time you get the inquiry…

…they’ve eliminated most of your competitors


Making the Sale

By the time you get the inquiry…

…DON’T BLOW IT!


Making the Sale

Getting the inquiry • Lots of clear, calls to action, everywhere • Reduce the friction • Better menu labels and button wording “Read More” “Book Us Now” “Investment” “Wedding Info” “Contact Us” “Pricing”


Making the Sale

4 Steps to More Sales

Get the meeting


Making the Sale

Getting the meeting • • • •

Don’t rush the process Continue the conversation they’ve started Meetings don’t have to be in-person Can you close the sale without speaking with them on the phone or in-person?


Making the Sale

4 Steps to More Sales

Get the sale


Making the Sale

Getting the sale • Ask better questions • Really listen to the answers • Give them a chance to tell you what they want and need • Help them Buy • Ask for the sale


Making the Sale

Objections are buying signals and opportunities


Making the Sale

Watch for the buying signals


Making the Sale

Ask for the Sale


Making the Sale

Answering your sales questions


Making the Sale

Thanks for listening


Making the Sale

use code WW100 to save $100 Mastermind Day, Anaheim, CA th Tomorrow, Wednesday, Feb. 7 www.AnaheimMM.EventBrite.com


Making the Sale

Visit the registration desk to get Alan’s books here today www.AlanBerg.com

Making the Sale: Your Questions Answered  

Presented by Alan Berg, CSP

Making the Sale: Your Questions Answered  

Presented by Alan Berg, CSP