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5 Tips to Turn Leads Into Clients for Your Wedding Business

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By: Tracey Manailescu

5 Tips to Turn Leads Into Clients for Your Wedding Business

It doesn’t matter if you are new to the business, or have been in the industry for a few years, everyone can use some helpful tips on bettering their business. We have had a lot of discussions within the WPIC forums about this very topic, so I thought it was fitting to write about for the blog.

There are a ton of wedding professionals out there. It can be overwhelming, and a bit daunting for couples to find the right wedding pros for their wedding. Every company has different styles, brands, and things that they are known for. We are seeing and hearing about couples approaching several planners before booking the right one for them.

So how the heck do you get a chance to show them what you are capable of, and how you are the best fit for each other?

Don’t be like the rest of them, darling. Be willing to share your advice, opinions and helpful tips with the universe. Write thoughtful articles on your blog, share tips with your followers on your social media accounts, promote or give a shout-out to a wedding industry professional that you love working with, or share a product that you think is super amazing for the wedding day. Share an invitation to a wedding open house or a wedding show. This will not stifle your business in any way, I promise! What it will do, is help potential clients get to know you a bit better and see that you are confident, connected, and a team player. This makes it easier for potential clients to want to check out your company a bit more, and then reach out to you.

Follow up with enquiries.  Ugghh.  This is seriously so hard to do. Approximately 50% of calls and emails from potential clients go unanswered. Why?  Because it can be awkward, and you don’t want to seem pushy, or you don’t feel like you have enough experience and you think that they are just going to choose someone else anyway.

What happens when you do respond and there is no answer? As hard as it is, don’t give up after the first try. Wait a few days, and leave a voicemail. Then give it a last go with a helpful email with some information about your services and pricing or a link to a really great article that you have written, or even someone else has written that may help them in their wedding planning.  Let them know that you have reached out a few times and that you would love to chat with them further by phone, email or in-person and tell them how they can contact you.

Some say that 5 times is the magic number for follow ups, while others will tell you 9 or more. I am basing my opinion on if I was on the receiving end of these follow up calls and emails, anything more then three times would get me annoyed, and possibly ticked enough to block their number or register the email as spam.

Differentiate your company from others in the wedding industry. How do you show that in your services? Having the same old wording and packages as everyone else, isn’t doing you any favours. Put a twist on the same old, same old. Remember that you are dealing with millennials 70% of the time, and millennials don’t want cookie-cutter packages.  They want authentic and true-blue experiences that are created just for them. Give it to them!

Describe what you can, and will do for your couples in a story. Give examples of circumstances that have gone wrong, and how you were able to correct the situation. Tell us about the most difficult challenge that you overcame during the wedding planning process with clients and how you did it (of course only if it has a happy outcome). This humanizes you, and also shows how you can think quickly and problem-solve. Embrace what makes you special, weird and different. It really can be a good thing.

Know your value. What will you provide that makes you stand out? Are you great at budgeting with your finance background? Are you really good at vendor relationships? Spreadsheets and organizational skills? Do you thrive on conflict? Do you speak another language? Are you a true people person? Are you a certified wedding planner? Be proud of who you are and toot your own horn once in a darned while (in a non-ego maniac way please!). Stick to your morals and keep to your ethics. People really and truly do notice.

Find a social media platform that you are comfortable with and work it! Show photos of you with your clients at vendor appointments, wedding ceremony and reception details, your couples exchanging vows, photos of you setting out place cards, pinning on boutonnieres, fixing the brides dress or shoes, photos of you going over the final details with other wedding professionals involved, and your couple. There are so many choices out there for social media, but you need to find the ones that your potential clients use, and also ones that you are comfortable with and understand. Have a video or YouTube channel with tips and interviews with you showing your personality and mannerisms. Also potential clients and clients alike, want to see little glimpses into your life. Share a little. It might help you connect on a personal level which might give them that push they needed to contact you.




A + A’s Elegant and Timeless Wedding

June Sommers, of Adorn Invitations UK, shares her couple’s wedding which took place in Melbourne, Australia this past September.

June introduces the couple and their wedding story to us:

“The couple wed at the stunning All Saints Anglican Church in St Kilda and finished the evening at the sophisticated and stylish International of Brighton.

From meeting online in 2011 to celebrating their marriage in the elegant manner they always envisioned, this couple show us that your wedding day doesn’t always have to be elaborate to be meaningful and to truly showcase your love.”

The beautiful bride, Anjie answered some questions for us:

How did you and your partner meet?

Believe it or not, we met online in 2011! At the time, online dating wasn’t as common as it is now. I honestly wasn’t expecting to meet anyone, but it just happened. Angelo and I completely hit it off and when the connection is just there, it doesn’t really matter where it is you happen to meet.

How did he propose?

To celebrate our one year anniversary, he surprised me with a stay at Crown Metropol. One night, he simply got down on one knee and proposed in the hotel room. I can say it’s one of the most precious moments of my life for some want a rather overdone public proposal, but this was ours – it was intimate, real and magical.

How did you choose your wedding gown?

I wanted something traditional and timeless for my wedding dress. I tried on a few and chose the one that I believed looked most beautiful on me and of course embodied that air of elegance every bride seeks. When you try on the right dress, you just know that you have to make it yours.

What sort of style did you envision for your wedding day?

When it came to the style I was looking for my wedding, I wasn’t too fussed, I just knew I wanted something that was elegant and graceful.

How did you know that your reception venue was the one?

We picked the venue we did for our special day because it was everything I imagined and more for my sophisticated wedding with my nearest and dearest. As soon as we saw it, we knew it was the perfect fit and it was actually the first place we visited! We couldn’t look past it – the service was second to none and we felt relaxed throughout the entire process.

What was your favourite moment from the day?

My favourite moment from the day would most definitely have to be the speeches given at the reception for they were so meaningful and touching. In that moment, I felt so emotional and happy all at once.

If you could do it all over again, what would you change?

The one thing I would have changed on the day would have been to be more prepared in what shots I wanted the photographer to capture as the family photos didn’t go as I had planned in my mind.

Any tips that you can give to future brides?

My advice to future brides is to try and not worry so much about the finer details during the year of planning for it simply won’t matter as much on the day. Embrace and enjoy it all while, and as much as, you can.

Vendor Love:

Photographer: On Three Photography
Ceremony Venue: All Saints Anglican Church, St Kilda
Reception Venue: The International of Brighton – Georgian Room
Dress & Accessories: Eternal Weddings Camberwell
Makeup & Hair: Magical Makeovers
Stationery: Adorn Invitations
Shoes: Jeanette Maree Jewellery
Jewellery: Love On Jewellery
Bridesmaids Dresses: Daniela’s
Grooms Suit: RDX Chadstone
Cake: Purity Cakes
Flowers: Kellee Flowers

J + A’s Winter Wonderland Wedding

Here is Julie and Aaron’s wedding story, as told by Tracy Nolan, WPICC, of First Comes Love Weddings:

I provided full wedding planning for Julie & Aaron as a wedding gift, as the bride just so happens to be my niece.  We hand-selected all vendors (with J&A’s approval of course,) so we had an amazing team of vendors that all worked really well together, and made for a flawless day.

Julie and Aaron were engaged in Whistler, BC while on a skiing/snow boarding vacation, 2 days before Valentines day in 2016.  When Julie approached me to ask if I would help her & Aaron plan their wedding, my first suggestion was for them to have a Winter Wedding, they loved the idea!

J&A went to see Deer Creek as a possible venue for their wedding, which they feel in love with immediately, they booked them right away and choose the date January 14, 2017.

At our first official wedding planning meeting, Julie said she wanted to incorporate a vintage theme into her winter wedding, to which I said I have the perfect vendor for you for all the vintage touches!  I took Julie & her mom to meet with Kathie from Southern Charm Vintage Rentals.

I suggested instead of having their guests sign a book, why don’t we use an old snow board, since they were snowboarding on the day they got engaged.  They both thought that was the coolest idea!

At their wedding, we incorporated lots of white flowers with accents of blue and silver. Julie really wanted blue thistle in her bouquets as she wanted to include and honour her Scottish heritage.

We rented a beautiful French vintage vanity from SCVR that we used as a Memorial table to honour those who have passed, then we turned it into a “Sweets table” after dinner.

Fellow WPICer, Sandra from Coordinate This Inc., provided all the décor, such as ceremony and reception draping, the backdrop, as well as all of the beautiful linens & uplighting.  Sandra also created a spectacular “Selfie Station” that the bride and groom said they really wanted at their wedding. Sandra even hand-made all of the flowers! Julie & Aaron were so happy when they saw it for the first time, as we wanted it to be a surprise for them.



Since J&A’s wedding was also a family wedding, I did become a guest after all of the set up was complete. I had my (FCL) team take over the Day Of Coordination. Liz, Jennifer & Bisma (all WPIC Certified, of course), did an amazing job of assisting with all set-up & kept the day running smoothly and flawlessly.  From the “First Look” photo shoot, to the ceremony & reception, my team did an exceptional job.  Shawn Walsh, the DJ had the party hopping from the first dance, all the way to the last!

I must say that Julie pulled off the vintage bride look perfectly! She looked stunning & Robyn (Brooklin Photography) said she photographed so well, she looks like she could grace the cover of any bridal magazine.

Vendor Love:

Venue: Deer Creek Golf Club
Wedding Planner: Tracy Nolan, First Comes Love Weddings
Photographer: Robyn White, Brooklin Photography
DJ: Shawn Walsh, Step By Step Pro DJ
Décor: Sandra Colaire, Coordinate This Inc.
Flowers: First Comes Love Weddings & Floral Designs
Vintage Rentals: Southern Charm Vintage Rentals
Cake/Cupcakes: CoCo Cake Co.
Make Up: Makeup by Morgan
Officiant: Madame Justice Jayne Hughes

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