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Top Webinar Tips—From Clicks to Clients: Mastering the Wedding Sales Game 

By Lora Sickora

As a wedding pro, you know that optimizing your wedding sales process so you can attract qualified leads, craft compelling proposals and close more bookings is key to your success. That’s why converting Storefront clicks into clients is a top priority that requires strategic finesse. 

Knowing this, we recently sat down with esteemed WeddingPro Educator Terrica to get her expert insights on optimizing lead replies and transforming inquiries into bookings. 

In her webinar, From Clicks to Clients: Mastering the Wedding Sales Game, she shares her proven strategies for crafting irresistible sales funnels and compelling proposals, navigating pricing conversations with confidence, closing deals that feel like a win for both you and your clients, and cultivating relationships with your couples that ensure glowing testimonials and referrals!

While we covered a variety of topics, there were a few questions we didn’t get to during the session. So, take a look at some of these remaining questions and an overview of Terrica’s answers along with additional pointers. Then, make sure to watch the replay to get all of her top tips and advice!

Personalize Your Automation.

Q: How do you track sending upsell emails to clients? Is this all automated?

A: Automated emails can feel impersonal, but with the right approach, they can be both efficient and engaging. Terrica’s system sends personalized upsell emails based on the client’s wedding date. This ensures that each email is timely and relevant, sparking meaningful conversations about their needs. 

If you prefer a more curated touch, set reminders to send personalized follow-ups manually to add an extra layer of care.

Share Your Price Range Early.

Q: Should you give your price range in the first inquiry follow up?

A: One of the key pieces of advice from Terrica is to be transparent about your pricing. In addition to displaying your pricing on your marketing platforms, it’s important to provide your pricing from the first inquiry follow-up if the couple asks for your pricing. 

Instead of providing a starting rate, which can work against you, share your price range. This approach not only sets clear expectations but also opens up a dialogue for customization based on your potential client’s needs and budget. 

Offering a personalized quote after understanding the specifics of their event and budget further builds trust and transparency between you and your potential client.

Add “Wedding Sugar” to Your Inquiries.

Q: Could you share an example of sharing “Wedding Sugar” when following up on an  inquiry?

A: Sweeten your inquiry follow-ups with valuable content, or what Terrica calls “Wedding Sugar.” This could be anything from checklists and tutorials to transformation guides and interactive tools. 

Providing these small, helpful resources can enhance the planning process for your clients and position you as a valuable partner in their wedding planning journey.

List Pricing on Your Storefront.

Q: Do you find success in listing your pricing info on your Storefront?

A: Pricing is the number one most important factor for couples when they’re deciding which pros to contact. So, make sure to include your pricing in the pricing section of your Storefront. Providing this info upfront helps to qualify your leads continuously. 

By the time they reach out for a detailed discussion, they are already primed with essential information, making your conversations more productive.

Create Urgency with Proposal Expiration Dates.

Q: After offering a client a proposal is it OK to put an expiration date on the proposal?

A: Setting an expiration date on your proposals is a strategic move to create a sense of urgency and value. It also safeguards you in case you need to implement price increases. 

This tactic not only motivates your potential clients to make quicker decisions but also underscores the importance and demand for your services.

Gauge Client Expectations Gracefully.

Q: How do you ask the client what they think you do without sounding snarky?

A: Understanding what your clients expect from your services is crucial, but the way you ask matters.

Instead of direct, potentially off-putting questions, frame your inquiries around their past experiences and hopes for your collaboration. Questions like “What has been your experience with XYZ?” or “What are you hoping to get out of your experience in working with an XYZ?” help in setting clear expectations without sounding snarky.

Identify Client Types Early.

Q: How do you figure out what type of client you are talking with early on in your calls?

A: Early in your interactions, use specific questions to discern the type of client you are dealing with. Whether through conversations or questionnaires, understanding their planning and event style can reveal their priorities. 

Ranking questions, such as “How important is budget to you? (1-5),” can provide context and clarity on their expectations and financial boundaries.

Streamline Your Review Requests.

Q: Can you talk about your approach in asking for client reviews—getting them to actually write one, and how to build it into our workflow? 

A: Incorporate review requests into your offboarding process to ensure you capture client feedback while it’s still fresh. Thank your clients for letting you be part of their celebration and gently ask for a review to help maintain your high rating or to continue serving great clients like them. 

Offering multiple review formats (such as questionnaire, text or video) based on their convenience can increase the likelihood of receiving feedback. 

If you’re automating this process, ensure your emails are as personal as possible and set triggers to resend them if the links aren’t clicked.

Enhance Proposals 60 Days Prior to the Wedding.

Q: What’s an example of what can be added to my service proposal 60 days prior to the wedding?

A: At the 60-days-out mark, consider what your clients are typically struggling with and consider adding elements that address common client concerns or needs. Whether it’s guest management, day-of materials or additional services, identifying these needs through data analysis can significantly enhance your couple’s satisfaction. 

Collaborating with other vendors to provide comprehensive solutions can also strengthen your professional network and service offerings!

Referring Clients Who Aren’t the Right Fit.

Q: How do you pass on a client who isn’t the right fit without getting a bad review? 

A: When a client isn’t the right fit, it’s important to pass them on gracefully. Terrica suggests maintaining a list of fellow pros who specialize in different styles, sizes and budgets. That way, you can refer couples who aren’t the right fit elsewhere.

Referring clients to these professionals not only helps the couple but also strengthens your industry relationships and can lead to reciprocal referrals in the future.

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By applying Terrica’s expert strategies, you can refine your lead replies, enhance client interactions and, ultimately, turn more inquiries into bookings. And for more insights from Terrica, make sure to watch the entire webinar here.