Are You Selling What They Need Or Just Needing To Sell?

Of course as entrepreneurs, we must know how to sell to brides. But
many entrepreneurs who are struggling with selling dont know a really
important key to selling. The key to closing the sale
efficiently and helping brides plan their wedding
effectively is to know what brides really need from you
beyond the obvious. So what does that mean?
When I first started my business, I remember feeling
stuck and I knew that I needed to sell to survive, much
less be a success. And it was such a different shift from being a
salesperson for a company you work for to selling my own services and
products. I felt like I was selling myself because my heart and soul is in
everything I do. Its so much more personal to sell your own services and
the fear of rejection is SO much greater than normal.
As I lost sale after sale in the beginning of owning my company, I
asked my mother (whos also an entrepreneur in interior design) how in
the world to sell. I just couldnt figure it out and I was really starting to
struggle with the whole process. And, she gave me the best sales advice
Ive ever heard. She said that the key was in selling brides what they
really need instead of just needing to sell. I thought thats what I was
already doing, but really, I wasnt at all. I was just desperate to make
some real CA$H by booking more brides. (Of course I wanted to help
them plan dream weddings too!)
The problem most entrepreneurs and sales people have is in truly
figuring out what brides need. Sure, if theyre calling a photographer or
visiting a venue, you could identify their obvious needs from that vendor
visit, but brides actually buy (shoot, anyone buys anything) because of
their underlying needs and problems. They key to selling to their true
needs is to unlock what these secret motivating factors are and address
how you can meet those needs in what you do and
the services you provide.
Dont lose sight of the fact that your
complimentary consultation is meant to discover
these hidden needs that drive the brides purchases
(not just to show off your portfolio or tour your
facility). This is so very important to remember. The
key is to interweave your questions that get to the
point while also listening to everything the bride or
couple want to tell you.
Ask about the vision they want to create for their wedding day.
Whats important to them for their guests to experience? Where do they
feel stuck in the planning process? What is stressful to them? At the end
of the reception, what do they want their guests to say and remember
about it all? Questions like these get right to the point of what brides are
truly thinking. They allow you to see what they need you to provide for
them and even tell you how to s.ell to them. Your job is only to ask
and listen.
Your Bride Attraction Assignment:
Determine what questions in additions to the ones mentioned above work
for your business and your style. Be sincere and genuine in your
approach, but listen for cues and clues as to whats most important. In
our Bride Attraction Home Study System (link to http://
www.brideattraction.com/online-store.html), we walk you
through the importance of this delicate combination and
how this helps you to book more brides than ever before!
2008-2010 Soire! Ltd.
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complete statement:
Event Planning entrepreneur Natalie Bradley publishes the "Bride Attraction" weekly e-zine.
Get your F*REE audio course: "5 Ways to Recession-Proof Your Wedding Business...Starting
Today!l" at www.BrideAttraction.com


About Natalie Bradley

In 2003, Natalie Keene Bradley launched Soire! Ltd., now Natalie Bradley Events, and it has become a very successful and prominent company. We have planned and designed hundreds of weddings and other social events, as well as consulted for many others. Natalie has discovered the keys to unlocking our clients' dreams for their special occasions and have uncovered the essential tools needed to create fabulous events.

Many of our events illustrating fantastic event design and well-orchestrated weddings have been published in reputable magazines including Inside Weddings, Modern Bride Atlanta, The Knot Georgia, Lake Oconee Living, Weddings with Style, Brides.com Blog and Southern Distinction. From 2003-2007, Natalie penned the entertaining column for Southern Distinction magazine and has been the "lifestyle expert" on Georgia Living TV and Holiday Home. In addition, Natalie has been a special guest on BB Webb's Living Life with Style TV show as well as being featured on Elizabeth Dalton's and Barbara Dooley's radio shows! Natalie has planned, designed and most recently chaired the very successful Girls and Guys' Night Out Hope Haven fundraiser for the last three years, and is the President Emeritus for Athens Wedding Professionals.
We have worked with dozens and dozens of brides, grooms, hosts and families to create their dream weddings and other extraordinary events. Now, let me help you become a fabulous wedding professional too!