You're wearing many hats in your business right now, and there is one that you might not be aware of. You put this hat on every day, too. Including being in charge of everything from your website to payroll, you're also the lead salesperson for your business. The role of sales might be the most crucial role of all! In this blog post, I share 5 sales techniques that will help you land the sale more often. Consider it your secret sauce to booking more dreamy, lovable clients.
First, let's get something out of the way: you need a sales strategy. If you don't have one, let's get you one. This article will help you take charge and craft a successful sales strategy.
Did you know that people who write down their goals are 42% more likely to achieve them? This principle applies to all business strategies, including sales, marketing, and growth strategies. When you develop these areas on paper, you're much more likely to see them through to success. You want to define and refine your sales strategy throughout the year, perhaps most notably during engagement season.
Stop Focusing So Much On Your Price
You might think your customers care the most about your price, but that's not the case. Consider this quote from Seth Godin:
“The reason it seems that price is all your customers care about is that you haven't given them anything else to care about.”
To land the sale, you have to take some time to understand what your customers care about – and then create customized services that match their needs. Not their needs on price, but what they care about.
What questions can you start asking leads to understand what it is they really care about?
Automate Your Process
When you can automate your business areas, you make those areas work better for you rather than you having to work for them.
There are steps in our sales process that are automated with tech. Honeybook has automated systems that take care of us, like questionnaires, contracts, and payments.
The benefits of automation aren't just saving time. When you automate your sales process, it allows ANYONE in your company to sell just like you.
What areas of your sales process can you automate? Start by creating a Google doc where you outline your current sales process. Then, ask yourself the question: how can we automate specific tasks or touchpoints?
Accelerate the Know/Like/Trust Factor
Just like respect, you earn trust. How do you gain the confidence of a potential lead?
Trust is something that you want to establish early on in a relationship.
To develop trust, you have to do a few things.
First, you need to listen to what your potential lead is telling you. Being a good listener is a muscle you have to exercise. Ask your potential clients questions in a questionnaire before you pitch, which will help you get to know them better. Listen to their answers.
Remember, you need to know what they care about.
Next, deliver a value proposition that considers all their concerns and requirements and illustrates how they'll feel when working for you.
Yes, illustrate how your services or product will make them feel. As humans, we purchase our feelings. When we're confused, we seek out remedies that educate us. If we're scared, we buy items that will take away fear. When we're overwhelmed, we enlist help.
Selling feelings is a viable sales strategy. It's what guides most people's purchasing decisions. Just make sure you can deliver on the emotions that you sell.
Personalizing Your Pitch
Every person who inquires about your goods or services is unique. Are you personalizing your sales pitch to each? I'm going to show you an easy way to do that: define your client avatars.
What's a client avatar? It's simply a client profile. You can have more than one, and your client avatar can be B to C (business to client) OR a B to B (business to business). Consider this: who are your ideal clients? What do they value, what motivates them, and what problems do they face?
We're all unique people. We have unique personalities, wants, and needs. For instance, I'm an Enneagram type 3, which means I'm always striving for achievement. I like people to get to the point quickly, and I'm willing to move on an idea before I've thoroughly thought it through. If you knew that about me, how would you personalize your sales pitch?
Authenticity Is Key
Authenticity is a word that gets thrown around a lot these days, and that's because millennials are all about it. To me, authenticity means being honest, up-front, and always keeping my customers' best interests in mind. Do you do that during the sales process?
Being authentic is another way to gain the trust of your potential sales. Do you educate your potential customers when they connect with you? Maybe their budget is out of whack (it happens, people!). Or perhaps their expectations are unrealistic. Be a source of knowledge for them– be honest and straight up.
Let authenticity guide you in the sales process so much so that your ideal customers see it at work. They'll know you're honest with them, even when you're telling them something they don't want to hear. They'll trust you because of it.
Being authentic also means you never stray from your business's core values, mission, or vision.
These sales techniques are just a few high-level ideas you need to be aware of. I've got more sales advice in my arsenal that I'll share with you soon!
If you're looking to book high-end wedding clients (and call in magazine worthy weddings), I want to invite you to check out my Client Cocktail. It's a client attraction formula for wedding planners, photographers, and industry creatives who are ready to upgrade their clients (and stop serving the wrong people).
Explore More Wedding Industry Resources
- How Soulful Sales & Magnetic Marketing Will Help You Consistently Convert Your Ideal Clients with Naomi Powell
- Book More Clients This Engagement Season with This Sales Process
- 5 Tips On Crafting a Business Plan To Book Out Your Biz With Your Ideal Clients And Get Paid
- Is Honeybook Right For Your Business? 5 Things You Need to Know Before You Make the Switch
- How To Sell Your Wedding Planning Services: The 7 Stages Of The Sales Cycle
- Are Your Wedding Industry Sales Down? Here’s How To Figure Out What’s Wrong
- Getting Ghosted? Here’s Why Leads Might Be Ghosting You In Your Wedding Business
- Top 2 Mistakes Wedding Pros Make That Sabotage The Sale
- Wedding Industry Self Care: How To Practice Self Care During Wedding Season with Candice Denise
For more business tips and a look into my island life, follow me on the ‘gram
Raise your hand if you’ve ever gotten a message so long, you needed a snack halfway through reading it. 🙃
This week, we’re talking about THAT kind of client (or inquiry).
The one with 67 questions.
And unlimited access expectations.
And zero boundaries.
In this week’s podcast episode, I’m giving you the tools and scripts you need to protect your time, your energy, and your business (while still showing up like a professional).
Comment 184 and I’ll send you the link to listen (and let you know the threads post that stopped me in my tracks last week).
#candicecoppola #weddingindustry #weddingpros #weddingpro #weddingindustryexperts #weddingpodcast #weddingbusiness #weddingindustryeducation #weddingplanner
I love living here—but every now and then, a sunset like this one stops me in my tracks!
The kind of moment that makes you pause and remember:
*This* is the whole point.
Not just building a business.
Not just hitting the next milestone.
But building a life that feels like this.
Next week, I get to share this place—my home—with 11 incredible women I have the honor of coaching. And I hope this sunset gives them what it gives me:
Perspective. Peace. Possibility.
🧡🧡🧡🧡🧡
#ialmostforgot #chasingsunsets #barbadoslife #caribbean #coachingretreat #lifeonpurpose #weddingproinsiders
Tariffs. Rising costs. Vendor pricing shifts. 😬
This week’s episode of The Power in Purpose is unlike anything I’ve done before because honestly? This feels like an emergency.
With new tariffs being applied across nearly all imported goods, the impact on the wedding industry is hitting everyone. Florists, planners, rental companies, caterers, DJs… no one is untouched.
So I called in someone who really knows what’s going on behind the scenes: my husband Jason (yes, his very first appearance on the pod 🎙️), who has deep expertise in logistics, shipping, and global trade.
Together, we’re breaking down:
👉🏻 Why these new tariffs are happening (in plain English)
👉🏻 How they’re driving up pricing for vendors + clients alike
👉🏻 What you should be saying to your clients right now
👉🏻 How to advocate, advise, and guide through economic uncertainty
Here’s the thing: you don’t have to have all the answers. What matters most is transparency, honesty, and your ability to help clients adjust and adapt.
Comment “183” and I’ll DM you the link to listen.
#candicecoppola #weddingindustry #tariff #tariffs #weddingindustry #weddingbuzz #weddingpros #weddingpro #weddingindustryexperts #weddingpodcast #weddingbusiness #thepowerinpurposepodcast #weddingindustryeducation #weddingplanner
Does the “wedding tax” really exist - and have weddings gotten too expensive? 😳
As an industry, let’s have an open and transparent conversation about costs… and trust. I’m breaking this down on this week’s episode of my podcast, The Power in Purpose, and I’m inviting you to join.
I’m asking/answering questions like:
👉🏻 Have costs risen too high?
👉🏻 Why are so many couples “venue poor”?
👉🏻 Have we lost trust with couples - and what can we do to gain it back?
👉🏻 Do vendors really charge more when they hear the word “wedding?”
👉🏻 Are we losing our hospitality as an industry?
👉🏻 How can we be more transparent?
And a whole lot more.
Comment 182 below and I’ll send you the link to this week’s episode.
#candicecoppola #weddingindustry #weddingpros #weddingpro #weddingindustryexperts #weddingpodcast #weddingbusiness #weddingtax #thepowerinpurposepodcast #weddingindustryeducation
Want more? Check out this video on my YouTube channel ↓
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