Weddings

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Trust The Process Part 1

January 16, 2018 by Mitch Taylor
Trust The Process Part 1 What's your process?  I’m not talking about the sales process this time.  I’m speaking about your planning process, which involves once a client is booked until you perform their event.  Are you missing opportunities for referrals?   If you’re not touching base with your clients at least once every thirty days you’re missing opportunities for referrals and sales before you even perform their event. Not only should you be laying out your process from a follow-up standpoint with email, but what about social media?  Do you have a marketing calendar setup to garner eyeballs, grow and extend relati... [read more]
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How Can I Help You Part 1

January 4, 2018 by Mitch Taylor
How can I help you? It's a throwaway phrase in our society BUT if said with purpose, meaning and sincerity…it can put you on the path to the sale.  This article is a 3 part series designed to help you break down this phrase to your benefit. I posted this in our online FB group Sales For Event Pros and as expected it fostered some discussion.  What I really believe is that this phrase (and frankly almost every step of the sales process) needs a dissection to truly understand the meaning.  This is a time for self-inflection...NOT a time to think "Oh well I do that..."   Let's examine the full question and breakdown each word so... [read more]
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Articulate Value Before Giving A Price (2 of 2)

December 30, 2017 by Terry Lewis
Following on from last week, compared to price alone the cheap flowers would save the bride a fistful of pounds, but in this case, the price has not revealed the full picture. And if the bride met you and you were able to tell her about the extra value and differences linked to your flowers versus the cheaper ones, do you think she may buy from you instead? Especially if by asking questions you found out that: 1. It was important to the bride to have unique organic flowers because she sincerely believed in reducing toxic chemical usage. 2. She was concerned about the ozone depletion. 3. A beautiful deep aroma was important to her. ... [read more]
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Whats Your Legacy

December 28, 2017 by Mitch Taylor
What’s your legacy? “My heart is filled with sorrow today but also great love and gratitude. We lost my dad Sunday evening. It was very unexpected, quick and a great shock to all of us! Kleo was an amazing man, filled with faith, integrity and a smile for everyone he met! If he met you once he remembered you forever and knew your story & probably your whole family's story. My mother was the love of his life and even after 57 years of marriage never let a day go by without a wake-up & good night kiss and an "I love you"! 
His children meant everything to him and he made great sacrifices throughout his life to make s... [read more]
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Ask Better More Emotional Questions Part 2

December 26, 2017 by Mitch Taylor
How To Ask Better, More Emotional Questions Part 2 Last week we discussed one of the questions you are commonly asked and how to flip that into a better, more emotional question when we moved from asking where someone was from to where someone grew up.  This week we’ll explore how to share your experience. My good friend David Hoyt shared his story with the audience at Mobile Beat Las Vegas and after he shared his story he ended with a GREAT question, which was “What’s the best wedding you’ve ever been to?”  That question brings out emotion.  It makes people think.  It takes them back and makes th... [read more]
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Competitors or Friends Part 2

December 21, 2017 by Mitch Taylor
Competitors or Friends Part 2 I remember first arriving at Mark Ferrell's DiscJockey America forums and seeing posts from the Podcast Personalities of DJA radio and I had a bit of the "starstruck" feeling.  Hey...there's Bill Hermann....whoa that's Randy Bartlett posting.  Man did you see what Bill James McElree posted?  Wow...Jim Cerone is here too!  What can I bring to the table to contribute?  I don't think there's anything I can offer.... Fast forward to just about two months ago.  A fellow DJ who is a bit older than me reached out to me after speaking with my good friend Jeremy Brech.  This gentlemen who has years ... [read more]
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Ask Better More Emotional Questions Part 1

December 19, 2017 by Mitch Taylor
How To Ask Better, More Emotional Questions What’s the key to asking better, more emotional questions?  Engage the cognitive dissonance in the brain.  Understand the person that you sit before by asking questions that uncovers personal information about them as it pertains to how YOU can HELP them. Wait a minute Mitch….those are big words…what does cognitive dissonance mean?  Cognitive dissonance is the state of having inconsistent thoughts, beliefs, or attitudes, especially relating to behavioral decisions and attitude change.  Do most of your clients have cognitive dissonance regarding what a DJ is... [read more]
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Important work your should NOT spend too much time doing (2 of 2)

December 16, 2017 by Terry Lewis
Lifestyle – Zone 3: Family, Friends, Pleasure, and Fun Lifestyle – Zone 3 activities are pleasurable pastimes that make you feel amazing temporarily but produce nothing towards your goal of attracting and booking higher paying brides. As the saying goes: you can pay now and play later, or play now and pay later but either way, one day, you will pay. Lifestyle – Zone 3 activities embrace all the fun things in life including: holidays, theatre trips, parties, bar-b-cues, socialising with friends and family, love, sex, retail therapy, long weekends, spa sessions, lunches, gym, Facebook, (the non business side), TV... [read more]
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Competitors or Friends Part 1

December 14, 2017 by Mitch Taylor
Competitors or Friends - What Do You Want? The year was 2002.  My wife and I had just had our first born, a son named Hunter.  At that point I took stock of my life and made the (hard at the time) decision to move our family from where we had built a life in Metro Detroit to drop roots in either the Upper Peninsula of Michigan or my home state of Maine.  It took a LOT of discussion with her and I together to make the decision and was a hard choice but IMO in the end it was the RIGHT choice for us.  I LOVE Maine...but more as a place to say where I'm from and visit.  So the U.P. of Michigan it was.   After that decision ... [read more]
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Important work you should NOT spend too much time doing (1 of 2)

December 9, 2017 by Terry Lewis
Last month we looked at the most important three departments every wedding business must focus on to make success inevitable. Marketing Sales Innovation I call this Zone 1 - Thrive. (Z1) This month we are going to dive deeper and identify the other two zones that consume your time. How long you end up in each zone will contribute to how far and fast you can become a thriving wedding professional. Let’s jump into Labour – Zone 2: Office work, delivering your signature wedding experience and Learning View Zone 2 as ‘The Glue’ to your wedding business, the activities responsible for the smooth run... [read more]