While there are dozens of questions you might ask a couple, here are 10 that are proven to build rapport and get the ball rolling in the right direction. Building initial rapport will help you more genuinely connect with prospects and book more weddings. Questions also help YOU control the sales process.
Q: How is your wedding planning going?
Q: Can you describe your perfect wedding day?
Q: Do you mind me asking <then ask a question you NEED an answer for>?
Q: Have you been to a wedding lately?
Q: If so, what did you like about it? What did you NOT like about it? This latter questions is probably more important the the first one!
Q: How many other <your category of services> have you spoken with or interviewed?
Q: What are three things that are the most important to you in choosing a <your category of services>?
Q: What is the price range or budget you have in mind for <your category of services>?
Q: Is there anything we have not talked about that you would like to ask me?
Q: Would you like to do some paperwork?
Action Items:
- Create a hard copy checklist with these and/or other important questions that you would want to ask a couple during an initial interview. Even if you are a seasoned sales pro, checklists will help you manage the sales process more effectively and book more weddings!
- Always be sure to carefully listen to couples and answer their questions directly. This shows respect and professionalism, increases your “likeability” factor, and improves the odds that you will close the sale.
Recommended Reading:
Sales Closing for Dummies by Tom Hopkins: https://amzn.to/2OE63YY
