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This Week's Aspiring
Idea
Are you prepared for your
initial consultations?
 I remember my very first initial
consultation with a bride. I was very nervous and
wasn't sure if I was ready to conduct the meeting like a pro.
I had a questionnaire I
created to gather information as I spoke with the bride,
a copy of my business brochure, business card along with a letter of
introduction all placed nice and neat in a pocket folder
for her. As an added touch, I presented her with a bouquet of six
roses in my company's signature colors. I was
ready!
The meeting went well...I
think...but she didn't hire me. I think it had
more to do with her than with me, but I know I
gave it my 100%. I
was prepared, I offered her something unique in the form
of the bouquet and I looked and conducted myself professionally.
Are YOU ready for your
initial consultation's?
Here are 5 key tips to help you
have a successful meeting:
1. Dress to
Impress! Make sure your outfit is
stylish but professional. First impressions go a
long way in this business and you want your potential client to see you as
a planner who is worth the fees you charge.
2. Try to make sure the meeting place is
appropriate. If you are fortunate
enough to have your own office to meet with clients, GREAT! Most independent
wedding planners meet with potential clients out in the
community or at the client’s home. Wherever you decide to meet,
make sure it’s comfortable and has enough space for you
to show your portfolio and to write notes if needed.
3. Have plenty of business cards and
brochures/marketing collateral
handy. Not all initial
consultations will happen according to the script you've planned. If
you don't get a chance to describe your services, you
should have something available to them that does. At the minimum
you should have a good supply of business cards with you
so that each person the
bride brings with them has your card.
4. Have a client information form or
questionnaire prepared so nothing is left
out. Some planners do OK with
conducting their initial
consults with nothing more than a pen and pad in
hand. This is great if you're seasoned and
remember all of the
essential questions to ask. For planners just
starting out it’s a good idea to create a form with all
the questions you want to
ask your potential bride. This helps keep the
meeting on track so you don't end up rambling. It
also shows that you are
organized and on top of your game!
5. If the bride hires you on the spot
that's great! Make sure to have a
blank contract or at least a blank letter of
agreement on hand until
you can prepare a proper contract and proposal. If
not, be sure to communicate clear expectations
for follow up. I prefer
to ask the client to contact me on a mutually agreed
specific date and time.
This strategy puts the
responsibility on
the client so they feel obligated to contact you no
matter what their decision ends up being. If they
don't call you on the
agreed upon day and time, call them and tell them you
set aside time to take their call and was concerned when
you didn't hear from
them. Works like a charm!
Always prepare to be
successful for each and every initial consult you
book. Your potential clients will have no choice
but to stand up and take
notice. And hopefully, they'll hire you
too!
And if you need more ideas
or want to brainstorm ways to make your consults more
successful, I'm always here to support you.
Just give me a call and we'll see if I can help!
Want to use this idea on
your website or your own newsletter? No problem! But
here's what you MUST include:
Wendy Robinson, the
Aspire to Plan Business Consultant, is founder of the
Aspire to Plan blog and Before the Bride, a 10 step
program developed to help wedding
planners with their business skills as well as
their wedding planning knowledge...all to promote more
professionalism in the industry. To receive her weekly
business building articles on developing a successful
wedding planning business, visit www.AspiretoPlan.com
and sign up for her
newsletter. | 
This weekend I'm preparing for our
goddaughter's 2nd brithday! It's REALLY a big
deal, you know...Princess Tiana will be there and all of
Jamila's little friends. I just finished making
all the the little goodie bags and preparing the craft
project we'll TRY to get the little ones to
complete. We're going to make crowns just
like Tiana's. Wish me luck! 
Wendy is the founder of
Sacred Moment Weddings, a planning business that
concentrates on giving her clients delightful food
choices, music that delights and moves a crowd and
wedding décor with a dazzling and inviting
atmosphere. These are the three foundational
elements she uses for planning her clients wedding
day.