Selling Yourself

Written by Amanda B. Young, Associate for MasterPiece Weddings:

Often one of the most dreaded, but most necessary, parts of wedding planning: selling yourself. After all, what is the business of wedding planning if not selling yourself? You are not providing your clients with a product or something tangible that they can see (decor), taste (cake), smell (flowers), or hear (music). So then, one might wonder, what exactly are you providing them with?

The fact is there is no one conclusive right answer for that. Yes, you are providing a service. But really, I would say you are providing them with confidence. Confidence that they have someone who knows what they are doing. Confidence that should anything go wrong they have someone there to fix it. Confidence that you will help keep them within or near their budget. And confidence that, at the very least, you will be there for them.  

The fact is, however, that many - if not all - wedding planners own a variety of books on event management and weddings. But, how many do you think own books on sales? 

Well, if you do not have one (or a few) you should seriously reconsider. Sales is quite possibly the pillar of the business. And, if you have been wondering why you aren't booking clients, this would be an excellent place to start.

Our first recommendation? Check out Saundra Hadley. (Remember? We talked about how much we love her before.) Read her blog. Memorize her blog. Follow her tips. Other than that these are some of our favorite sales reads:

•  Little Red Book of Selling: 12.5 Principles of Sales Greatness
•  The Tipping Point: How Little Things Can Make a Big Difference
•  Advanced Selling Strategies

Know of any others? We'd love to hear them.