Present in a way that prescribes, not sells (4 of 4)

April 12, 2018 by Terry Lewis

In this final chapter, we’ll conclude this specialist wedding marketing training by wrapping things up.


Slide X message to convey: Emphatic Testimonial

Your penultimate slide before price revelation should always be an emphatic testimonial capable of moving Mr & Mrs Avatar into a highly emotive state as they reflect on the brilliance you’ve created for others.



Slide Y message to convey: Price revelation

By the time you reveal your above average price, if you’ve resonated, it will not be about the price at all, rather which of the benefit-driven solutions they decide to book. Because what you’ve done with your Meeting That Converts is to fuse them into The Six Influencers HIGHLIGHTING the five buying triggers that discerning wedding clients want. And for clarity the five buying triggers your avatar looks for either consciously or subconsciously are:

  1. A professional expert with a proven ability to deliver.
  2. A reliable convenient ‘done for you’ service.
  3. Impressive emotional benefits like: bragging rights, prestige and status.
  4. Suppliers considered to be the best.
  5. Efficiencies, especially when problem-solving.

When you articulate the value of your signature wedding experience against the backdrop of these five buying triggers, this is when your avatar will book you over and over again, at the price you want.

To come full circle, at the beginning of this training I promised you a free download containing a Wedding Meeting That Converts template; you can get yours now on this link.

In closing, The Six Influencers (when fused into your Meeting That Converts Strategy) are powerfully persuasive, but only if they congruently and passionately ooze out of your wedding experience. The Six Influencer MUST be a truthful part of you for them to work because on the flip side, just bolting them on top of what you do at a superficial level will do nothing to increase bookings at higher prices will not yield results at all.

If you’ve enjoyed this training, please share the entire series with other wedding professionals using this link:

I promised you a FREE Meeting That Converts template to bring this new training together. The template will give you a visual of what you could include. It goes without saying that you ought to customise it to suit your own wedding DJ business so make yours unique and powerfully persuasive.

Where images are required, reach out to a fantastic photographer who you’ve worked with before. It’s even more powerful if you are able to point out couples you’ve actually served in the past who feature in your slide deck. Give credit to your photographer in print or alternatively, you could ask Mr & Mrs Prospect if they still need a photographer and recommend the one who kindly gave you their images. You could ask your photographer to reciprocate at his or her meetings so in this small way you can help grow each other’s wedding businesses. Can you see how reciprocity works in so many different ways?


Here’s the link again to your FREE ‘Meeting That Converts’ template


All my best


Terry Lewis Terry Lewis (63 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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