GET REAL Sales: Close ‘Em! With Saundra Hadley 

Transcript of #WeddingMarketChat on March 28, 2012 with Saundra Hadley (@SaundraHadley)
Answers were made on Twitter so responses will appear different.

Saundra Hadley (@SaudraHadley) is wedding planner and owner of PlanningForever.com. She has planned corporate events for the medical division owned by 3M Corporation (the post-it guys) for elite doctors and their wives.

She speaks to event professionals through-out the country and nothing energizes her more than helping people get it and do better. She is on live TV every week on Local 7 Lifestyles. Learn more about Saundra at http://saundrahadley.com

Join Our Wedding Market Chats For Wedding Professionals Every Wednesday at 10:00PST, 1:00EST, and 6:00GMT (UK time) with the #WeddingMarketChat Hashmark On Twitter. Learn something new to help your business grow every week. The chat is hosted by Wedding Market editor Julie Albaugh (@juliealbaugh).

Q1: How did you get involved with the@WeddingIndustry ?

Tweet Answer: By accident, I was a corporate event planner, turned wedding planner.

Q2: How did you get your first paid job as a wedding planner? 

Tweet Answer: My first gigs were free: to my friends because I did NOT want to be a bridesmaid. I was a corp event planner.

Tweet Answer: Years later, married & a child, my FT sales job was unfulfilling. I wanted to start wedding planning again. cont.

Tweet Answer: So my first bride was someone I met at a Dale Carnegie sales course, she was getting married! She hired me!

Tweet Answer: She divorced now. haha.

Q3: What are the main areas you get sales leads from?

Tweet Answer: Organic Search Engine searches & Referrals. That’s why I concentrate on my website http://planningforever.com & social media.

Q4: What are the main reasons wedding pros don’t increase their sales? 

Tweet Answer: Wedding pro’s are creative beasts. They will focus on outside training to hone their craft, but not sales training.

Tweet Answer: Closing new sales is a part of business that allows you to STAY in business. cont.

Tweet Answer: You could have the best service/product in the world, but if you are scared of sales, you are sunk.

#WeddingMarketChat Question:  How do you recommend we hone our sales skills?

Tweet Answer: practice, practice, practice. Sales training is a huge plus if possible for you.

Tweet Answer:  but until you are in the heat of the moment, palms sweaty, that’s where you are REALLY learning.

#WeddingMarketChat Question: Engagement session is over & pics are ready. Should I limit decison making to 1 wk? people linger for weeks, months.

Tweet Answer: respond asap during normal biz hours & respond how they want (only email? only phone?)

#WeddingMarketChat Question:  Any tips on breaking in the wedding industry?

Tweet Answer: Have you tried internships or working for another planner/caterer/hotel?

#WeddingMarketChat Question: How to convince a bride she needs a planner. What do you say? 

Tweet Answer: You can’t talk anyone into anything, you have to show your VALUE. Benefits and features …..

#WeddingMarketChat Question: R U getting much business from social networking, or is it still predominately ‘old school?

Tweet Answer:  I make money straight-up from twitter for my sales workshops & public speaking. As a planner: networking.

#WeddingMarketChat Question: What is the best way to close the sale?

Tweet Answer: ask for it. hahahaha. Wow them to a point they lust for you!
#WeddingMarketChat Question: What are the most effective sales approaches and techniques to attract clients?

Tweet Answer: People want to buy, not be sold. So being attentive, listening, addressing their concerns, cont.

Tweet Answer:  being present & making them feel special are great techniques.

Q5: What should be the order of concentration to increase sales?

Tweet Answer:  Know your target market and have sales goals. Yes, sales goals.

#WeddingMarketChat Question: How do you talk about clients’ budgets without seeming overly concerned with making money?

Tweet Answer: The two are different. I want them to know I make money, this is a biz transaction.

Tweet Answer: However, I make them feel that I’m vested. “OUR” investment in this …. you sound like partners.

Tweet Answer:  show them the most expensive first and then work your way down.

#WeddingMarketChat Question: How to communicate to customers who feel your business is a hobby?

Tweet Answer: Send out a letter to new clients: work hours, contact method, social media connections etc

#WeddingMarketChat Question:  Top three sales closing tips?

Tweet Answer:  Address all their concerns. Show your value. Ask for the sale.

#WeddingMarketChat Question: How to deal w/ potentials clients who don’t call back after proposals are sent?

Tweet Answer:  Sometimes they are embarrassed they can’t afford us.

Q6: How should wedding pros answer questions from phone calls & emails?

Tweet Answer: First contacts should be answered promptly, accurately, with enthusiasm and during your normal business hours. cont

Tweet Answer: Accurately: if they are asking one specific question, then answer that. Don’t send out a generic reply. Turns people off

Tweet Answer: Promptly: as quick as you possibly can, but during your normal biz hours. If you make an exception, tell client. 

Tweet Answer: Enthusiasm: The feeling that you have been waiting for this person to call/email & they are incredibly special.

Q7: How much does personality play into sales?

Tweet Answer: I believe personality is a huge part in sales. They have to like you to buy from you. Be straight up with people.

Tweet Answer: Sarcasm tends to work well for me as well, cutting the tension with humor.

Q8: What are your thoughts on bridal shows, advertising in magazines & Websites?

Tweet Answer: Bridal Shows: your success will depend if the show is advertised to your target market. The venue is a factor as well.

Tweet Answer: Websites: so IMPORTANT! Have other people review your site for feedback. We get stuck & think our own stuff is awesome.

Tweet Answer: Advertising: know your target market, then ask to ask any advertiser, does the medium reach your demographic? 

Tweet Answer: For instance: online website touts 80,000 unique users/brides to my state. So what?

Tweet Answer: The MAJORITY of my weddings are in a 200 mile radius of my office.

Tweet Answer: So it’s better to ask: how many unique users/brides are in my immediate DMA (designated marketing area).

Tweet Answer: Your advertising investment per potential client; is often staggeringly different.

Tweet Answer:  yes, down to zip codes … which is your DMA

Tweet Answer:  now that 80,000 users is 650. & you want me to pay $500/mo? no thanks. 

Tweet Answer: So it’s better to ask: how many unique users/brides are in my immediate DMA (designated marketing area). 

#WeddingMarketChat Question: Which social media site should I put most emphasis on? which draws in the most clients?

Tweet Answer:  photogs make a killing off a FB. My money is on that.

Q9: If you were to start over again in the wedding industry what would you do differently?

Tweet Answer: I was focused only on weddings. I wish I would of thought bigger. Honestly, I had no idea that I would come this far….

Tweet Answer: My biggest mistake was not thinking big and potentially long-term. I still struggle with this.

Tweet Answer:  “broader” my biz does corp & social & design. I would of chosen a different name even.

Q10: What advice do you have for new wedding pros?

Tweet Answer: Align yourself with positive people and real people that you can trust.

Tweet Answer: The wedding industry is INCREDIBLY small and gossipy. Own what you say and what you do.

Tweet Answer: Network yourself to DEATH. That includes across the country (xo Twitter) & biz profs OUTSIDE the wedding industry.

Tweet Answer: Work hard. Listen to veterans in the business (but don’t let our tarnished, ole’ jaded stories scare you away).

Q11: What would you like the Wedding Market  to take away from this #WeddingMarketChat ?

Tweet Answer: You can sell your services/products. Because you believe in them & yourself. SHOW them!