Date Your Couple Before Trying To Book Them (2 of 4)

February 21, 2018 by Terry Lewis

Factors that contribute to converting 8 out of 10 enquires into bookings

Setting the stage

My marketing and sales process is very carefully choreographed, with nothing left to chance. There are certain things I want prospects to know about me before the meeting, to precondition and raise their expectations that I can over-deliver on their idea of perfection.

1. I make it clear at the earliest opportunity that a meeting is required before price revelation. Yes, this will frustrate and deter price shoppers which is perfect for me because as mentioned above, they are not my avatar.

Meetings that convey added value followed by price increases conversion rates dramatically. Because the more time a client invests conversing with me or you, the more likely they are to book.

2. I have worked very hard to create positive advantages, those unique differences that make me stand out and attract clients. I want my prospects to know what they are in advance of meeting me because I know they will pre-sell couple’s and surround me in the wedding expert glow before I even say a word.

3. I value my time highly and so wherever possible I architect conversations that lead to my prospects travelling to me for the meeting.

Client Meetings – Where should they take place?

There are a number of meeting options open to wedding creatives, and it is possible you may have used some or all of the following at some point:

Your home/place of work

Assuming of course you have an ideal space and enjoy welcoming brides and grooms into your home/place of work, this is perfect because it allows you to control the environment in a way that is not possible through any of the other options below. For example, you may have discovered prior to your meeting that your bride and groom love certain genres of music, which you can softly play in the background throughout your meeting providing an atmosphere they will warm to. You can leave letters of testimony on your coffee table and invite prospects to browse through them whilst you excuse yourself to collect refreshments. Should you have accolades or samples these can be left in view and in reach.

These influencers will help get your couple warmed up before you even get into your presentation, which if you have one, can be projected on your wall mounted TV for a larger than average experience. No interruptions from guests floating around the venue or hunting for three spare chairs and a desktop space to conduct your meeting at a coffee shop. But the biggest benefit comes from the time and effort your couple will have to invest in travelling to you. The more known you are in the wedding industry, and the brighter your expert glow, the more willing couples will be to make the trip out to you, and these prospects can be viewed as highly motivated and having already partially bought into your products or services.

Home/place of work visits also increase your efficiency and productivity as the time it would have taken you for the return trip can now be used for back to back prospect meetings

Who is this strategy for?

The very busy wedding professional wanting to maximise on time, increase productivity and control the meeting environment. Someone who views home/place of work visits as a measure of pre-commitment on the bride and groom’s side.

Home/place of work meetings are my preferred choice.

In the third chapter of this four part series I’ll take you through the other meeting options. Bye for now.

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.


Filed Under: Mobile DJ Business, Weddings