100 Best Practices

Using BEST PRACTICES increases your revenue, accelerates your success, saves you time, and saves you money. It also gives your business competitive advantage.

Sell the Sizzle and Brides Will Buy the Steak

A wedding is all about the SIZZLE. Unfortunately, if you start by trying to sell the steak you are selling the wrong thing! Couples planning a wedding are full of excitement, joy, enthusiasm, and hope for their future – the sizzle. They are anticipating and thinking all about an incredible, awesome, fun, and lifetime-memorable wedding celebration with family and friends – the sizzle.

Here’s what a bride wants to hear from her guests after her wedding, and she’s thinking about this consciously or unconsciously BEFORE her wedding:

“Your wedding was the absolute best wedding we’ve ever gone to! Everything was perfect. You looked so beautiful. Your dress was gorgeous. We had so much fun and the music was awesome! We’re so happy for you!”

Brides and grooms make their buying decisions based on the sizzle – the emotions your sales presentations create (or don’t). Sell the sizzle and brides will move to the next step, the buying commitment, or the “steak.”

Emotion sells, logic closes. Telling a bride and groom the technical side of what you do isn’t really what they want to hear – at least initially. Start by telling them about the experience they will have, the feelings they and their family and guests will experience, that’s the first step.

Selling the sizzle, “what you and your guests will experience,” will allow you to close the sale with the logic supported by communicating the features, benefits, experience, and value you offer people who hire you.

Best Practice Action Item

Laser focus your marketing message, at your website, in your marketing materials, and in your sales presentations, by initially creating and selling emotion, in other words, sell the “sizzle.”

Using BEST PRACTICES increases your revenue, accelerates your success, saves you time, and saves you money. It also gives your business competitive advantage.

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