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Landing the Sale

5 Secrets To Consistent Sales – Sales Techniques That Work For Creatives

April 20, 2024

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I'm candice!

I'm Candice, your new tell-it-like-it-is BFF (and purpose cheerleader). Are you ready to grow and scale a profitable business with purpose–and one that gives back to your meaningful life? Thought so!


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*cues up to the bar* Let's start the tab, shall we? Take the quiz and find your brand cocktail for success.

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.

Inside this blog post, I'm sharing with you 5 sales techniques that will help you land the sale more often. Consider it your secret sauce to booking MORE of those dreamy, lovable clients.

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

For more business tips and a look into my island life, follow me on the ‘gram

Soooooo what’s your price look like? 😳🤔

To all my wedding pros, don’t do this! Comment CONSULT and I’ll send you a link to my consultation cheat sheet with the right questions to ask during a consult 😉

#weddingmeme #weddingmemes #weddingindustry #weddingfun #weddingfunny #weddingplanning
✨ Spend the day with me and see what a very busy day is like for me as a business coach and content creator! 

Yesterday was definitely a full day of coaching calls with the women in my mastermind and a lot of teaching and content creation. Here’s how I spent my day:

Coaching calls with @ininkweddings @afamilyaffairmaine @itssimplyaddy @nicoledaniellestudios @laceandbowbridalnm @atouchofgrayevents @letterpressmade 
Teaching a workshop with @honeybook 
Recording an episode of my podcast (premiering next week!)
Trying to get my steps in and taking the smallest of breaks between meetings

Not everyday looks like yesterday, but I definitely love when I get to spend my time with the women and communities I serve!

Would you like to see more content like this from me? I’d really like to hear from you! This was a lot of fun to make. ❤️

#candicecoppola #dayinthelife #weddingindustry #weddingpro #businesscoach #podcaster #adayinthelife #thepowerinpurposepodcast #weddingpros #weddingindustryeducation
Let’s create a quarterly business strategy together! ✨

For years, I’ve set goals and created business plans every single quarter. I love working in 90 day chunks because it’s short enough to take quick action but long enough to make progress. 

Each quarter I:

👉🏻 Review the previous quarter, celebrate wins, and acknowledge what got left behind or didn’t work 

👉🏻 Make decisions about where I want to focus my time and energy for this quarter 

👉🏻 Set sales goals 

👉🏻 Take it to my big white board calendar and create a plan, assigning due dates to big projects while managing my schedule 

👉🏻 I put everything into Asana and start creating more concrete to do lists and plans!

I LOVE doing this and loved getting the chance to share it with you! 

Tomorrow I’m leading a 90 day goal setting sesh inside my 1:1 coaching mastermind, WeddingPro Insiders and later this month I MIGHT be doing a special workshop in the Honeybook community 👀 

Stay tuned!!

#goalsetting #weddingindustry #weddingplannereducation #weddingbusiness #weddingpros #quarterlygoals #businessowner #businessstrategy #businesscoach #candicecoppola #weddingproinsiders #weddingpodcast #vlog #businessvlogger #comewithme
Is your copy CATFISHING people?

Be honest, does “premier wedding planner” hang out on your homepage? Because GIRL, I hate to break it to you, but what does that even MEAN?

Every wedding pro I know is on the struggle bus this season with sales… And sure, most of what we’re experiencing is part of the ‘wedding gap’ (and an election year), but could your website copy also be the problem? 

Copywriter to wedding pros @andreashahcopy joins me in this episode to talk about the four biggest mistakes she sees wedding pros making with their website copy and how to fix it.

(number three was definitely my personal favorite)

She breaks this shit DOWN and gives you actionable steps and quick fixes that will work.

Listen everywhere you get podcasts (and on YouTube because why TF not post there, too?!)

#weddingindustry #weddingpro #candicecoppola #thepowerinpurposepodcast #weddingindustryeducation #weddingindustryexpert #copywritingtips #digitalmarketing #weddingpros

Want more? Check out this video on my YouTube channel ↓

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I believe entrepreneurs who lead with their purpose are more successful, less likely to burn out, and deeply connected to why they do what they do. 

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