On the Fourth Day of Selling…

On the Fourth Day of Selling my sales coach gave to me….


This day is gonna be a good one. Take out all your marketing materials and lay them out on a clean table. Don’t forget your auto-responder emails, proposals, media packet, agreements, biz cards, etc. All of that should be included.

Now be careful, this is NOT a re-branding exercise (because let’s face it … that could take months). However you do want to keep your branding in mind. You are going to review all of your marketing materials paying close attention to your wording. Does your marketing and sales information reflect your company’s image? Or does it sound like everyone else?

Here’s an example (for planners):

We are a full-service, chic, boutique, luxury wedding planning company that offers our client a special and  perfect wedding day. We make your dreams come true with our professional bridal consultants that work tirelessly just for you.

I fell asleep writing that as I’m sure you did reading it. Look I’m not throwing stones. I’ve had the “Come to Jesus” meeting with our own marketing wording.

Why is this important? You want the right client for you and in order to do that, let’s not trick all the potential clients that will view your information. Be authentic and transparent with your wording. If your target client is really the mother of the bride, then be sure you are “speaking” to that person. If you’re hip and edgy, then let that shine.

One more thing. Please…. if you can say your message in 10 words then do so. Reduce the clutter of wording, because trust me, your potential clients are not reading it.

Happy Selling!

photo: Chronicle Books Blog

get real sales tip :: before your next consult

A little series I’ll be doing, giving you some juicy “get real sales tips” via the video. And anyone who wants to give me some editing tips so my frozen video doesn’t make me look like a blow up doll, that would be appreciated.

This tip: Something to think about before you go on your next sales consult or reply to your next business inquiry.

Happy Selling!

How Much is TOO MUCH in a Proposal?

I mentioned I love custom proposals. I fought this concept for a loooong time. However when I analyzed that I was not making enough money to cover my time/worth, I did some rethinking. And fast.

A lot of planners will fret on what to include in their proposals. How much is too much? Will your inspirations and ideas be stolen used and you won’t be hired? It’s happened to all of us. My opinion is that you run a higher chance of not making a potential great sale if you aren’t proving to the client that you are pretty darn exceptional, with some killer concepts.

That being said, there is no exact science to this. That’s why it’s so important to ask a lot of questions and LISTEN, LISTEN, LISTEN to your potential client during your consult. People show themselves pretty easily and you can tell whether or not they are serious about your services or just using you for free vendor referrals and design concepts.

Ask yourself? What would impress you on a $15k wedding planning proposal? 1-2 pages of summarized wedding services or a 8-10 page detailed list of every service you will provide, an example of a budget summary (which includes your fees — this is great because it really puts in perspective how your fees “fit” in the overall budget), some photos of your previous designs that may get them excited OR ideas written in a story format, and a  press packet for your business?

Seems like an easy answer. Never live in fear of someone stealing your ideas. Chances are; someone already has.

Happy Selling!