How To Close Wedding Leads FAST
Whether you have lots of regular wedding enquiries or just a small handful, converting them quickly is beneficial to you as a supplier but also to the client.
Most wedding clients have a long list of things to do, and whilst they want to make sure every detail is looked at (and let’s face it, sometimes unrequired details are gone over and over), they also need to get that list of jobs done before it totally consumes them.
Depending on what you provide as a supplier will affect where you are on the list of things.
If you’re a venue, band, DJ, photographer, for example, you’ll likely be near the top of the list.
This means you’ve got a client who’s excited and eager to move forward, but you’re also likely to be competing with a high number of very professional suppliers.
Other things such as sweet carts, photobooths, magicians, etc may be an impulse, would like to have, kind of purchase.
In both cases, securing a booking fast is essential, and spotting an opportunity to do so will benefit you massively in the long run.
Reasons Why You Should Be Keen To Convert Quickly
Here are just a handful of reasons why you should be interested in turning that enquiry into a booking as soon as possible…
Time Is Money
The longer you spend going back and forth with a client, chasing them for a decision and answering questions, the more time you have invested in gaining the business.
Is this accounted for in your costing?
Is the time you take chasing and selling to a client eating up into time that could be used for other aspects of your business?
You May Lose The Client To Another Supplier
The longer it takes to close an enquiry, the more chance the client has to find other suppliers.
Those other suppliers may be more efficient and closing an enquiry, all your hard work has been wasted as they book somewhere/someone else.
5 Tips To Convert A Wedding Enquiry FAST!
1. Get On The Phone
I’m a strong believer in communicating with a client how they wish to communicate.
They may prefer emails, messages, or phone calls and you should definitely speak to them where they feel most comfortable.
However, if you feel they’re ready to book but need that final push, ask if it’s okay to call, or ask them to call you.
Sometimes emails go back and forth and it can take an age, simply say to the client – I’m happy to have a chat on the phone and we can go over every detail if you wish – arrange a time that day and get on the phone.
2. Create Urgency
This is a key part of selling your services and should be done for every inquiry from the get-go.
Explain that it’s a busy date, you’re busy with enquiries or you “just had someone asking about that very date”.
Letting the client know that other people want you will ensure they move quickly.
It also reassures them that if other people want you then you must be good.
3. Create Excitement
When you speak to the client, build up an emotional reaction to how awesome the evening/day would be with you involved.
Paint a vivid picture in such a way that they begin to picture their wedding day with you and get excited.
4. Offer A Discount
Shock, horror, gasp – so many suppliers may not agree with this, and I’m not saying you should discount all the time.
However, if an enquiry suits you and you feel that a slight discount may help, offer it.
If you save time then you’re saving money so it may be beneficial in the long run.
Make sure you explain that the discount is only valid if booked today/this week.
Offering a discount and then still going through a long enquiry process isn’t fair.
5. Don’t Hold Dates
It’s first come first served.
If a client asks you to hold a date, try to avoid doing so, if they want you they must book you.
Of course, this isn’t always possible or helpful for the client, so put a deadline on a held date. 1 week maybe?
Explain to the client that you’ll pencil it in but if someone else enquires you will let them know and they’ll need to act fast.
Bonus Tip!
Set yourself goals, get excited, and get booking.
If you see an enquiry come in, tell yourself “I’m going to convert this one in a day/week” do all you can to prove yourself right.
The idea of urgency for yourself will pass on to the client that it’s important to act fast.
It’s first come first served.
If a client asks you to hold a date, try to avoid doing so, if they want you they must book you.
Of course, this isn’t always possible or helpful for the client, so put a deadline on a held date. 1 week maybe?
Explain to the client that you’ll pencil it in but if someone else enquires you will let them know and they’ll need to act fast.
Helping fellow wedding pros level up and book more weddings.
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