How to convert digital wedding enquiries with Alan Berg

Wedding Pros who are ready to grow - with Becca Pountney

It's summer 2024 and over the month of August I am sharing training usually reserved for my members only! Today I am sharing one of my post popular videos - a training session all about how to convert digital wedding enquiries with Alan Berg. I love his straight forward, simple attitude and I think you will too.

This is one of two training sessions that Alan has recorded for the members lounge. If you would like to listen to the other one, why not consider becoming a member?

Wedding Pro Members Lounge

Find out more about Alan

Time Stamps:

Introduction to the Episode (00:00:00)

Becca introduces the podcast and highlights actionable tips for wedding business owners.

Guest Introduction (00:01:02)

Becca welcomes Alan Berg, noting his expertise and the focus of today's session.

Alan's Background (00:03:14)

Alan shares his 25+ years of experience in the wedding industry and his journey.

Location Discussion (00:03:59)

Alan describes his home in New Jersey and its agricultural charm.

Transition to Presentation (00:04:36)

Becca hands over to Alan for his presentation, setting the stage for insights.

Overview of Enquiry Response (00:05:16)

Alan outlines the importance of effective communication after receiving inquiries.

Understanding Client Behavior (00:06:12)

Alan discusses why potential clients may not call and their digital habits.

The Importance of Conversation (00:08:50)

Alan emphasizes continuing the conversation started by potential clients.

Eight Tips Introduction (00:09:44)

Alan introduces eight tips for converting inquiries into sales.

Tip 1: Real Conversations (00:09:44)

Encourages genuine conversation, reflecting personal voice in communications.

Tip 2: Quick Responses (00:10:39)

Stresses the importance of responding quickly to inquiries to secure clients.

Tip 3: Mirroring Tone (00:11:46)

Advises matching the tone of the client's inquiry for better rapport.

Tip 4: Mirroring Energy (00:12:41)

Encourages reflecting the excitement level of the client in responses.

Tip 5: Concise Communication (00:13:36)

Recommends keeping initial replies short to fit on a smartphone screen.

Tip 6: Answer Relevant Questions (00:15:33)

Advises against volunteering information unless clients ask specific questions.

Tip 7: End with a Question (00:17:22)

Stresses the importance of concluding messages with a question to elicit responses.

Tip 8: Avoid Dead Ends (00:17:22)

Warns against ending messages with statements that do not encourage replies.

Introduction to Low Commitment Questions (00:18:15)

Alan explains the importance of low commitment questions to engage potential clients effectively.

Client Response Example (00:19:07)

Alan shares a successful Facebook Messenger interaction demonstrating prompt client engagement.

Short and Friendly Replies (00:19:58)

Highlighting concise and enthusiastic responses that maintain client interest without overwhelming them.

Avoiding Attachments in Communication (00:20:49)

Alan advises against sending attachments, emphasizing the importance of conversational communication.

Consequences of Sending Attachments (00:21:41)

Discussing how attachments can hinder responses and complicate the communication process.

Importance of Following Up (00:22:37)

Alan stresses the need to persistently follow up with inquiries to avoid losing potential sales.

Understanding Client Responses (00:24:37)

Exploring the different types of responses from clients and the significance of not giving up.

The Impact of Subject Lines (00:27:10)

Alan emphasizes crafting engaging subject lines to improve email open rates and client engagement.

Strategies for Effective Follow-Up (00:28:55)

Providing actionable follow-up strategies to maintain client interest and communication flow.

Creative Follow-Up Examples (00:30:49)

Alan shares unique follow-up tactics that can capture client attention and prompt responses.

Using Humor in Follow-Ups (00:32:27)

Highlighting the effectiveness of humor in follow-up emails to re-engage clients who have gone quiet.

Client Engagement Strategies (00:37:33)

Alan discusses the importance of conversational tone and responding promptly to client enquiries.

Discussing Pricing with Clients (00:38:29)

Alan outlines four effective ways to communicate pricing to potential clients.

Price Range Communication (00:39:21)

Alan explains how to present price ranges to clients to avoid miscommunication and set expectations.

Understanding Client Budgets (00:41:00)

Alan emphasizes the need to ask about budgets after providing pricing ranges for transparency.

Resources and Upcoming Workshops (00:42:49)

Alan shares resources available on his website, including workshops and recommended books.

Promotional Offer for Books (00:43:46)

Alan promotes his books with a discount code for listeners interested in purchasing.

Closing Remarks and Membership Invitation (00:44:37)

Becca encourages joining the members lounge for ongoing training and access to past resources.