Scarcity – The 7th Wedding Marketing Influencer To Get Brides Booking You.

August 15, 2017 by Terry Lewis

Scarcity Is Good For Your Wedding Business.

Things of limited supply are highly valued which is why for example when gold, diamonds, friendship or love are found, they are treasured, secured and protected.

If you are small enough to offer a signature wedding experience that can only be served to one couple per wedding day, let brides know they have a ONCE IN A LIFETIME OPPORTUNITY to have you as part of their wedding. Turn limited availability into exclusivity. If you have done a good enough job with the other six influencers I’ve shared over the past few weeks, and you’ve got your couple to fall in love with you, scarcity will speed up their decision-making process to buy because they won’t want to lose you to another couple.

Architect a restricted window to hire – because if brides and grooms think you will be available in a month or longer, they will procrastinate over their decision to buy. That’s just the way humans are. Look at it this way, if you saw a promotion highlighting your favourite A list artist was planning a concert, would you wait until the last minute to get a ticket or would you open up an internet browser as soon as possible to give yourself the greatest opportunity to buy?

Learn to position your signature wedding experience as something scarce and precious.

Here’s one way I create a sense of urgency to book.

In my post meeting email follow-up, I always conclude with the following passage because I know how powerful scarcity is. I know the importance of creating an A list aura about my wedding experience and the need to implant a feeling of loss and disappointed if my couple loved the idea of having me at their wedding, but could not book me due to their delay:

<first_name>, I am pleased to say I am currently available on <event_date_long>. And would love to provide you with an award winning signature wedding experience. But you should know I take bookings on a first come first served basis, and on average, I have to disappoint over 50 couples each year because, by the time they’ve got around to either enquiring or deciding, I’ve already been booked by another couple. So <first_name> even though I am available at the time of writing, please bear this in mind if you are leaning towards having me as an integral part of your day…

Those that want me at their wedding confirm within days, and if you learn to master scarcity and the other influencers I have shared with you, you will be able to increase your fees and conversion rates as well.


Written exercise – 3 ways to create scarcity inside my business are:


1. ______________________________________________


2. ______________________________________________


3. ______________________________________________


The seven influencers or mind triggers I’ve shared with you over the past weeks are powerfully persuasive on their own, but when combined, they create a synergistic domino effect weighing buying decisions in your favour.


About Terry Lewis.

  1. The author of the popular book ’12 Habits of Successfully Booked Up Wedding Suppliers’.
  2. Available on AmazonA 6x Wedding Award Winner, including Best Wedding DJ in England
  3. Judge for The Wedding Industry Awards
  4. Mentor & Coach
  5. Speaker
  6. To learn more about how I can help you grow your business, please sign up for your free newsletter here.
Terry Lewis Terry Lewis (55 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: DJing Weddings, Mobile DJ Business, Mobile DJ Career Development, Mobile DJ Sales & Marketing, Weddings