Date Your Couple Before Trying To Book Them (1 of 4)

February 14, 2018 by Terry Lewis

If you charge more than average or intend to, a face to face meeting is by far the most effective route to getting booked.

To find your clients innermost fears, desires and aspirations for their big day, the most personal way to discovery is to meet, befriend and gently question them, watching and feeling for their responses.

By ‘dating’ your prospects you’ll experience a two-way level of communication, leading to a deeper relationship that is impossible to replicate by phone or email. If for you ‘To meet or not to meet’ is still a dilemma, let me be clear that there is no right or wrong answer, you need to do what is right for you. However, I will give you my opinion based on experience and results in the hope that if you do not currently ‘date’ your prospects before quoting you will give it a try. I would say though that the higher you go in price from the average for your industry, the more you should want to meet to explain your value personally:

• In the past, whenever I have given just a price via telephone or email, two out of ten prospects go onto book; the eight that do not, raise price objections.

• Whenever I meet then quote, eight out of ten couples go onto book, the two that do not, raise price objections.

When I quote via phone or email more often than not I am communicating with price shoppers; when I meet face-to-face or face to video camera, I am presenting to value buyers.

This is why I am loathed to quote outside of a meeting. Price shoppers are not my avatar, and I am prepared to let them go. To deter price shoppers from making premature evaluations based on price, I now include the following passage in my initial enquiry response to keep prospects inside my funnel:

“…Because I do things very differently to 99% of my competitors operating in the UK, I can only give prices about your wedding on <event_date_long> at <event_location> after a friendly face-to-face or Skype meeting with you. I don’t mean to be evasive about the price question; it’s simply because the unique set of differences I will bring to your wedding cannot be compared to others on price alone…”

Next week I’ll share the factors that contribute to me being able to book 8/10 couples I get in front of. See you then.

Terry Lewis Terry Lewis (60 Posts)

Terry Lewis Biography 2009 I started my professional wedding DJ career. 2011 – 2014 I won 6 Best Wedding DJ Awards, including Best Wedding DJ in England. During this period I also became a preferred supplier at more than 50 venues from Mayfair in London to the suburbs. And had the honour of performing at international weddings. 2015 – Date I sit as a judge for the Wedding Industry Awards (the largest and most respected in the UK), and as a condition of accepting the role, I am no longer permitted to compete. 2015 I began my keynote speaking career at BPM Birmingham run by Mark Walsh & Eddie Short. Since then I have given motivational and educational talks at DJ associations such as NADJ and for leading Wedding Industry Networking groups. 2015 To facilitate my role as a mentor and coach, I launched a new company called Wedding Marketing Mastery, and created a world class 1-1 training program. It’s built from the ground up and designed to oversubscribe a wedding suppliers business at above average fees. 2016 I published my 1st book ’12 Habits of Successfully Booked Up Wedding Suppliers’ – Available on Amazon and read from London to Sydney. About my training I realised that to get above average results in the DJ and wedding industry, you need to help those you serve, get what they want to get. If you can do this in a remarkable way you will succeed in any endeavour. About me I am a father to four children and 2 step children. I am in love with my wonderful partner Julie whose support I could not do without. We love travel, entertainment and fine wines! I am also the co-founder of The GAAP Orphanage Foundation, our work helps orphans and abandoned children in Africa.


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