Do you often write and send out wedding planning proposals but never hear back from brides? In today’s Q and A, I provide tips that will help you improve your proposal process so you can get more clients.
Question
My main concern is how to communicate with the brides. I feel like I am doing something wrong because after I talk to them and send my proposal they never contact me back. It’s very frustrating! What do I do?
Answer
Your communication skills might be fine, unfortunately, not every bride who contacts you is serious about hiring a wedding planner. It’s best to find that out first.
Here are 6 things you need to know before you write a proposal:
1) What the bride really wants
Have a conversation with the bride and get to know her. When she tells you about herself, her fiancé and her wedding vision you’ll be able to determine if you would be the best wedding planner for her and which services you have that fit her needs.
2) If the bride is serious about hiring you
If the bride won’t spend time talking to you, doesn’t provide much information, talks briefly and just says, “I need a proposal,” she probably isn’t serious and you would be wasting your time writing a proposal. A bride who is interested in hiring you will want to know all about you so she can decide if she can trust you with planning her wedding. She’ll also want to take the time to share information about herself, her fiance and her wedding so she can get an accurate proposal.
3) Who is making the final decisions about the wedding
If the bride isn’t making all of the decisions herself, you’ll need to talk to whoever will be making them with her so you can address their needs too.
4) What the wedding budget is
If the budget doesn’t appear realistic or won’t cover the cost of your services, you won’t want to spend your time and energy on a proposal. If the bride doesn’t know her budget and wants you to tell her what things cost first, you can provide simple estimates but don’t write a formal proposal yet. This could be a sign that she may be looking for a free consultation or is just price shopping.
5) What other wedding planning options she is considering
If you know that she will DIY her wedding if she doesn’t hire a planner or if she is planning to use a venue event coordinator or if she is considering a competitor, you’ll be able to sell the benefits of hiring you over those options in your proposal.
6) When she plans to make her decision
Get a commitment so you know when to reach out for her answer. When you follow up after sending a proposal, offer to answer questions and again explain the benefits of your services.
Don’t give away an entire wedding plan during your first meeting or in your proposal. Wait for a commitment and a deposit before providing too many details.
And if you want more help to become a top wedding planner, sign in to get my ezine “Wedding Planner Tips.”
