Weddings are based on couples buying services and products to make their day special. They are not looking for building new friendships, or buying something that they don’t really want. Every decision is based on emotion and if you can’t connect with them on that level they will go with someone else.
Connecting with them is based on the laws of customer relationships according to Geoffrey James and Jerry Acuff. Your customer wants to feel important and to feel appreciated. They don’t care about anyone else and they want to buy value and be valued. The world of wedding industry sales revolves around the customer so you can never lose sight of that fact. Make it about them, keep it short, and convince them that what you have is exactly what they want and need.