How to Win Friends and Referrals in the Wedding Business

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offerings

Question:  What can I offer other wedding professionals that will make them want to partner with me?

“I’ve been reading a lot of your stuff this week and have already implemented your price shopper template, created a business FB page and began comments and liking other vendors and venues, and re-thinking some things about my website.

“Anyway, my question: I’m particularly intrigued about the Favor Principle, particularly with other wedding vendors, planners, venue owners, etc.

“I would happy to help out other people, but I honestly don’t know what I could offer them.

“As a wedding pianist, I don’t really have a tangible item to give them. I would be happy to give referrals, but I NEVER have people ask me to refer another type of vendor, and I’m not well-known enough myself to feel like me saying, ‘I’ll refer you!’ would mean much.

“Anything that can get me thinking of some creative ideas in this area? Thanks!”

- Jennifer

*NOTE: The Favor aka Reciprocity Principle is a principle of psychology that works like this: when we do something nice for someone, they feel pressure to do something nice for us in return. This can be used powerfully in networking and marketing relationships.

Answer:

This is a really good question, Jennifer!  When we’re just starting out, it’s hard to imagine what you might have to offer, especially when you don’t have referrals to send.

Even without knowing you personally, I’m sure you have something of value to share with the other wedding professionals you meet.  Figuring out what that might be is a two step process.

Step 1 – Strike up a conversation with the professional and ask what his/her biggest challenge or opportunity is right now.

You can’t offer valuable help to someone unless you know what their needs are.  Once you understand that, you can start thinking about any resources you might have to help them.

In addition to helping you identify what you can do for the professional, it also demonstrates your interest, indicates that you care, and builds the relationship.  Bonus!

Step 2 – Identify the resources you have that might help solve this person’s problem or grow their opportunity.

Have you ever written down your assets and resources?  This is a fantastic exercise because you’ll realize just how much you have to offer and how many powerful resources you have to draw from.

Don’t forget to include all the intangibles, such as your education, information and connections, as well as your physical assets and skills.

Here are some examples:

  • Professional resources – a great web programmer, designer, accountant
  •  Information resources – a website, article or reference document
  •  People and connections – Can you introduce them to someone who might be an asset?
  •  Your own skills and talents – If you’re good with social media, you might help them set up a Facebook account.  Or if you like to write and they have a challenge with blogging, you might write a blog post for them.

 Once you create the habit of thinking, “How can I help this person?” you’ll find lots of things you can give.

This is also a super powerful strategy for building relationships with your clients as well.  When you become a valuable resource it proves your expertise and communicates the value of your price effortlessly.

What’s your favorite networking strategy?

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10 Things Couples Need to Know About the Wedding Industry That the Media Will Never Tell You

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Shocked women

This is a letter written to brides and grooms in response to repeated negatively biased news programs and “expose’s” about wedding industry scams and ripoffs.

1. We spend WAY more than 4 hours on your wedding.

Couples are often shocked at the price tag attached to their wedding services.  “But I’m only hiring you for four hours!” is a common reaction.

What you don’t know is that we spend many hours outside your wedding day timeline on planning, communication, rehearsals, meetings, travel and all the logistics necessary to make that “four hours” look easy.  This doesn’t even take into account the necessary time investment in training and education to keep our skills sharp.

Let’s take photographers as an example.  According to this recent survey, the average photographer spends 65 hours invested in each wedding; when all the hours invested in a wedding are factored in, a typical wedding photographer makes an hourly wage only $37 per hour before expenses!  DJs, florists, officiants, planners and other pros are in a similar situation.

Most wedding professionals are not living large on “wedding ripoffs,” a charge often lodged by the media.  While the average wedding in the US costs around $25,000, a recent survey of our wedding professional audience revealed that 48% of wedding businesses make less than $25,000 in an entire YEAR.

2.  If you hire an amateur for your wedding, expect an amateur result.

Wedding professionals are not a commodity item.  You’re hiring a unique personality, talent and experience set.  We charge more because we are worth it.

Those amateurs you can hire for a dime a dozen?  They’re worth the price you pay, too.

Sure, you might luck out and find the next undiscovered Preston Bailey for your wedding, but you’re much more likely to get sub-par performance along with that bargain price.

3.  You pay more for wedding services because you get more.

Much has been made of the so-called “wedding markup,” a phenomenon that occurs when secret shoppers get quoted a higher price for identical services when they are booked for a wedding as opposed to another type of event.  While this certainly can occur, journalists neglect to address the very real reasons WHY this happens.

Providing any service for a wedding is far more involved than a similar, non-wedding event.  Wedding pros make themselves available for planning meetings, calls and consultations, and may well send hundreds of emails back and forth with a single client in the year or more of planning up to the wedding.

This type of time and attention isn’t expected or required for most non-wedding events; the time investment alone is enough to justify a higher price.  The quality of wedding services often requires a greater degree of skill and specialization, not to mention the stress and risk involved should something go wrong.

4. We stay up at night worrying about your wedding, too.

We may participate in dozens or even hundreds of weddings per year, but yours really IS important to us.

Each and every wedding can make or break our reputation.  We worry about what can go wrong and we sweat the details because it’s our responsibility.  If we mess something up, we know that in the age of viral sharing on the internet, it may very well destroy our business.

5.  Listening to our advice will save you time, money and stress.

We love your ideas and your enthusiasm.  Please know that when we suggest changes to your dream wedding scenario it’s not because we want to take over your wedding; it’s because we have your best interests at heart.

We probably made a lot of mistakes when planning our own wedding, and it’s inspired us to ensure that pain NEVER happens to you.

We’re wedding experts.  If you take advantage of our knowledge and experience, we will save you time, help you avoid mistakes and make your wedding even better.  But only if you let us.

6.  If you only have $10,000 to spend on your wedding, we can’t make it look like you spent $100,000 no matter what we do.

Weddings can be expensive, and you certainly don’t have to spend a lot of money.  But if you’re going to trim your budget, please don’t expect it to be a carbon copy of the Royal wedding.

It’s not because we don’t want to do it for you…it’s just impossible.

7.  We love what we do, but that doesn’t mean we want to do it 24 hours a day.

Working in the wedding industry is HARD.  It’s stressful.  There are deadlines, timelines and lots of pressure to make sure everything goes perfectly.

You know that anxiety that’s giving you nightmares?  We get them, too, and sometimes we need to take a break.

Yes, your wedding is important, but we can’t be available for you 24 hours a day 7 days a week without losing our sanity.  Remember that the next time you’re tempted to call your planner at 2am or before freaking out when s/he doesn’t answer your text immediately.

8.  It takes WAY more time and money to imitate those DIY projects and wedding inspiration shoots than you think.

We love that wedding porn as much as you do, but it sets up unrealistic expectations.  Wedding blogs and wedding reality TV misrepresent the details of what’s actually possible for a typical wedding with an average budget…one that doesn’t have a team of expert designers and planners working magic behind the scenes.

The media accuses the wedding industry of encouraging these unrealistic expectations so that you spend more more money.  The truth is that we hate it as much as you do!

It makes our job more difficult, and it puts us in the uncomfortable position of telling you, “No,” when it can’t be done on your budget.

9.  DIY projects are NOT a bargain.

Think you’re going to save money by having the wedding in your backyard?  When you add up the cost of the tent, rentals, food, booze and silverware, you end up spending MORE than you would hosting it in a traditional wedding hall.

The same thing goes for your favors, centerpieces and flowers.  It’s going to take you 10x longer and cost twice as much in reworks and mistakes than you think—especially if you’re a perfectionist.

Please don’t choose to DIY your wedding for the savings; make sure you actually like being crafty, and that you can adjust your expectations to accommodate less than perfection.

10.  Your wedding day will not be perfect, but we’ll be there to make sure it’s as close as possible.

I haven’t seen a single wedding where at least one thing didn’t go wrong.  Your bridal party will be late, the weather won’t cooperate, or the guests will forget to take home those favors you agonized over.  There are simply too many details and too tight of a timeline for everything to be completely perfect.

But when something goes wrong, we’ll be there to help you make it right.

What do you want your couples to know about what you do?  Leave a comment!

Please share this post because it contains vital information couples need to know about the wedding industry.

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Free Online Training for Wedding Pros Starts Tuesday!

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We’re big fans of FREE and we’re happy to point you in the direction of cool, free stuff wherever it may be found.  Which is why we’re happy to invite you to…

The Wedding Business Evolution Summit

Our new friend, Heidi Thompson, is hosting a brand new totally online event that you can attend for free.  All you need is a computer and an internet connection to access webinar presentations from wedding industry presenters.

There’s a really cool lineup with topics that I know you’re interested in because you’ve been bugging us about them for YEARS.  :)

Guess what?  Jeff and I are presenting on one of our favorite topics, “The Price Shopper Bride!”  We had so much fun on this webinar (I think we made Heidi blush a few times) that it should be illegal.

Here’s just some of what you’ll learn during our webinar:

  • The 3 Myths of Price Shoppers and the 5 mistakes even the smartest wedding vendors make that unknowingly force them into competing on price.
  •  How to craft a 90% pre-done response to an email inquiry that instantly makes you stand out from the competition, demonstrates your expertise, and leaves the bride or groom thinking, “If this is what they do in the pitch, I can’t wait to see what they do at my wedding!”
  • What you should NEVER say to bride because it makes your price seem even more expensive–and why many wedding vendors are doing it!
  • The Authority Test that immediately reveals who is in control, you or the bride..
  •  The 3 part strategy to use when brides ask the “price question” on the phone that puts you back in control and positions you as an expert so landing the meeting a slam dunk.
  • And as much more as we can fit in without talking a million miles an hour.  :)

JOIN US AT THE EVOLUTION SUMMIT HERE

Here’s the Lineup From February 26th – March 1st

 

Tuesday 26th February at 3pm

“Effortless PR: How to Generate a Promotional Buzz Without Working Your Tail Off”

Presenter: Meghan Ely of OFD Consulting

Tuesday 26th February at 7pm

“The Price Shopper Bride: 3 Easy Strategies to Prove Your Value Immediately”

Presenters: Stephanie & Jeff Padovani of Book More Brides

Wednesday 27th February at 3pm

“Guest to Impress: Strategic Guest Blogging For Wedding Businesses”

Presenter: Steff Green of Grymm & Epic

Wednesday 27th February at 7pm

“Max the Fair: Be an Awesome Wedding Fair Exhibitor”

Presenter: Cate Conway of Quirky Weddings

Thursday 28th February at 3pm

“Banish Overwhelm & Grow Your Business With Systems”

Presenter: Michelle Nickolaisen of Bombchelle

Thursday 28th February at 7pm

“How To Get Your Hand Up Google’s Wedding Dress”

Presenter: Steve Hooper of UK Wedding SEO

Friday 1st March at 3pm

“Why Your Website Is Keeping You From Making Money & What To Do About It”

Presenter: Heidi Thompson of Evolve Your Wedding Business

There Is a Catch

You DO have to enter your name and email in order to attend, but I think that’s a pretty fair trade for all this free information.  Our brothers and sisters from across the Big Pond are sharing their insider secrets, and I’m psyched to find out what they have to share.

Check out the free training at the Wedding Business Evolution Summit and we’ll “see” you there on Tuesday!

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The Truth About Making a Living as a Wedding Professional

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Question: Who said you’re going to make a good living as a wedding vendor?

Interesting survey and results…

[The survey referred to found the 47.9% of wedding vendors make LESS THAN $25,000 per year, which is not a livable, full-time wage in most areas.  Get the full survey results here.]

However, I need to ask who told these people that being a wedding DJ was going to be full time employment?  Who said they were going to make a good living as a wedding DJ?  Would a new attorney who worked only two days a week get rich in his or her first 5 years in the business?

Why would people expect this kind of outcome in our profession?  I spent the first 11 years of my wedding DJ career doing mornings on three different radio stations in the Midwest. I also spent two years working the boards in comedy clubs all over the southeast.  I opened for Carrot Top and others…they could tell you how hard their early years were.

I have a friend who is firefighter and is also an outstanding DJ.  Another is a music instructor during the week and an amazing DJ on the weekends. Training, education and sales skills improve one’s value and marketability but it does not guarantee a lifestyle of the rich and famous.

There are guys who are multi-system operators who may be making the kind of money to live on.  The fact is that most guys and gals do something else because weddings don’t happen 7 days a week.

We are working in the most difficult financial period in my 25 year career. While we all want to make more money, we have to be realistic about our price points based on economic factors and price points in the market.

I can tell you from personal experience that while I am as busy as I have ever been, the size of the average event has gotten smaller. In the 90′s the events with 250 or 300 guest was the norm.  Now because of the above mentioned factors, we are seeing more events of 150 or less.

Just because we think we are worth more does not make us worth more.

You can make the greatest sales pitch in the world but some clients don’t have $1K or more to spend on a DJ.  This is no different for venues.  There are people that would love to get married in 5 or 6 places here in north Florida but they don’t have the money to do so.

I love what I do and feel like I am fairly compensated for my efforts.  I think it’s unfortunate that some people think because they chose this vocation or avocation that they deserve to make a great living at it.  I enjoy your work and admire your energy and effort.  I just thought you might appreciate hearing a little different perspective

- DJ Anonymous

Answer:

DJ Anonymous,

Thanks for taking the time to share your thoughts.  I do appreciate your point of view.

When I say that people “deserve” to make a livable wage, I don’t mean it as an entitlement thing, as if they can just whine and cry, “I want it!  Why can’t I have it?” and expect Santa Claus to leave it under the tree.

I believe that if you WANT to make a full-time income from a job you love, you can and should find a way to do it.

It’s not a “right,” but it’s certainly a possibility I encourage.  What we do is encourage people to pursue their dreams and do everything in our power to make it a reality.

If you don’t want to make a full-time income with your DJ business, that’s perfectly okay.  However, I find that most of the time it’s the belief that it can’t be done that holds us back.

It can be done.

We did it as a single-op DJ “working two days a week.” Actually, it’s a lot more than two days of work with all the follow up, marketing, customer service, networking, preparation, etc.  A lot more.  In fact, it’s a full-time job.

You are correct: thinking we’re worth more doesn’t make us worth more.  It takes work, it takes excellence, it takes marketing mojo up the wazoo.  You have to not only be good, you have to communicate that fact to a world that really doesn’t care and certainly isn’t going to pay you more just because you ask them to.

We built our DJ business up to $120,000+ income working about 75 weddings per year.  Of course, we’re also in one of the most lucrative wedding areas of the country in NY.  But expenses are much higher here, too.

There’s a high end market in every area; it may be small in some regions.

It can be done if you know what to do and you take action on it.  It comes down to BELIEF.  Like Henry Ford said…

“Whether you think you can, or you think you can’t–you are usually right.”

Thanks for sharing,

Stephanie

P.S.  We were inspired by Mark Ferrell and his “Getting What You’re Worth” movement way back in 2001, back when we were newbies.   :)

What do you think about making a full-time living as a wedding professional?

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New Expose’ Attacks the Wedding Industry: How to Protect Your Business

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In case you missed the latest blow to the wedding industry, last Friday 20/20 released an expose’ using sound bites from wedding pros and wedding marketing educators to support their attack in Wedding Confidential: Industry Secrets.

Here’s a direct quote from the promos, “Learn the tricks the wedding business uses to rip off unsuspecting lovebirds…”

The media makes us out to be heartless, slimy con artists who use lies and hype to trick brides and grooms into giving us money that we don’t deserve.

Negative Media Hype

Here’s what happens after couples watch this expose:

  • ANGER – They expect us to try to rip them off.
  • FEAR – They don’t trust wedding vendors.
  • DISTRUST – It makes them focus even MORE on price.
  • DISHONESTY – It teaches them to lie to us and even hide the fact that they are planning a wedding.

All of this breeds fear, division and deception between us and the couples we’re trying to help.  It breaks down communication and makes it harder to build Win-Win relationships with our clients.

What can you do to protect yourself from this media attack and its effects on brides and grooms?

Needless to say, I was pretty ticked off after watching the video.  20/20 uses selective questioning and quick edits to fuel their attack on the wedding business.  The other side of the story isn’t even represented.

20/20 manipulates the bride’s highly emotional state in order to get ratings and views; in so doing, they are guilty of the very same “crime” of which they accuse the wedding industry.

This is merely one of many attempts the media has made to expose the “corruption” of the wedding industry.  It’s been happening for years with advice such as…

“Don’t hire a professional with ‘wedding’ in their business name because they’ll rip you off…”

“Avoid the Wedding Markup by not telling them you’re planning a wedding until after they quote your price…”

“Hire non-wedding photographers, musicians, DJs and designers because they’re cheaper…”

Turn the Attack Into a Positive

1. Don’t feed the hype.

The more website visitors, comments and viewers 20/20 gets, the more it spreads.  They’re after a reaction, and they’re getting it.  The less attention it gets, the quicker it will fade from public view.  I’ve made a choice NOT to link to the video from this blog post for just that reason.

2. Examine your business and sales practices to remove ANY appearance of deception.

Imagine the scenario presented in the news clip.  What would happen if two couples called you for the same date: one planning a wedding and the other a large party?  Would they get hit with the “wedding markup” without explanation?  Make sure everything you do is clear and above board.

3. Compose a professional response to bride/groom accusations that you are “ripping them off.”

It’s rare that couples will accuse you without provocation, but having a prepared response will boost your confidence and quickly resolve an uncomfortable situation.  Practice your response when you’re not emotional; if it ever comes up you’ll know exactly what to say.

4. Believe 100% that you are worth your price and say it with confidence.

Ask yourself this question, “Would you pay your rate if you were getting married?”  If you don’t believe you’re worth it, neither will they.

5. Focus on helping the couple before trying to sell them.

The quickest way to win the trust of a bride or groom is to help them without asking for anything in return.  Become their trusted resource before they even book you, and you will set aside fears that you will overcharge and take advantage of them.  Even if they don’t book, your goodwill will be come back to you later on.

6. Don’t use high pressure sales tactics.

Once you establish a connection with the couple, win their trust and prove your expertise, hard sales tactics are completely unnecessary.  Booking you becomes the natural choice.
Work on communicating your value by listening, feeding back, offering tips and advice and using what we call “stealth sales” tactics so that closing the deal is easy.

Even though I’ve seen this before, it still stings.  Wedding vendors are some of the most creative, passionate individuals I know, and seeing us portrayed in such a bad light leaves a horrible feeling in my gut.

Let’s spin this into a positive and use it as fuel to improve what we do, overdeliver, win ecstatically happy clients and prove them wrong.

What do you think about the media’s attacks on the wedding industry?

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2013 Wedding Trend Predictions: Industry Round Up

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What will this next year hold for the wedding industry?  Will the newest styles and trends will knock our socks off…or leave us gagging?

I’ve scoured the Cyberverse in my quest for the latest 2013 wedding predictions far and wide.  Welcome to the wild, wacky world of this year’s wedding trends.

#1 – Bold, Intense Use of Color

Colors that pop are predicted across the board.  You’ll see bursts of color in bridesmaids gowns, accessories, decor and on the cake.

Mint green is the darling of the moment, but all shades of green are hot.  Just check out Pinterest for image after image of minty green goodness.

The Huffington Post also predicts a surge in neutral palette wedding themes.  Really?  I hope they give our photographer friends something to work with other than white on beige. Yawn.

#2 – Vintage Nods to the 20’s, 30’s and 40’s

Brides will continue their love affair with vintage by exploring the sexy sophistication of 20’s, 30’s and 40’s style.  The uber-popular series Downton Abbey and the upcoming remake of The Great Gatsby are feeding this trend.A wedding cake with lace accents and flowers on top.

#3 – Lace, Lace and More Lace!

Nothing says romantic, vintage sophistication like lace.  Wedding pros and experts predict that lace will appear on gowns (mimicking Kate Middleton’s dress), on the cake, on invitations and more.

#4 – More DIY.  Say It Ain’t So!

Couples will continue to pursue increasing complex do it yourself wedding projects.  Bridal Tweet’s wedding fortune tellers point out that Pinterest’s rising popularity makes DIY accessible.  As brides attempt more complex projects such as attire, some wedding experts believe they will recruit wedding vendors for assistance rather than doing it all on their own.

#5 – Patterns, Prints and Chevron.

Emerging wedding trends are all about pattern: gingham, polka dots, paisley and the sweetheart of bridal style, chevron.  (Will you think less of me if I admit that I thought chevron was an oil slick?)

#6 – Groom Involvement and Spending Increases.

Yes, ladies, the groom is getting more involved!  2013 sees him not just pretending to pay attention while you show him color swatches; he also becomes more active in spending on other parts of the wedding, especially his attire, accessories and groomsmen’s swag.

#7 – “Wed Tech” is Invited to the Wedding.

Technology and social media continues to leave its thumbprint on the weddings of the younger generation.  Couples will have Skype toasts at their weddings and invite guests to attend “virtually” via live streaming and broadcasting.  In addition, couples will use wedding apps and social media in their planning, and encourage guests to use photo sharing apps instead of disposable cameras.

#8 – Customization: Unique, Unusual, Non-Traditional Venues and Entertainment.

Couples are searching for ways to make their weddings more unique, personal and FUN.  This will result in more non-traditional wedding venues and entertainment options.  Think: museums, barns and zoos.  Mariachi bands, belly dancers, piano men and Celtic dancers.

Hitch’d predicts the rise of the “Unwedding” as couples explore smaller, more intimate and less traditional options for the wedding…along with a corresponding collective whine from wedding vendors who are no longer wanted or needed.  (Hey, they said it, not me.)

#9 – Wedding Dresses with Pockets!

Yes!  This is my favorite predicted wedding gown trend, and I hope, hope, hope it comes true.  As a gal who’s at a loss without pockets to thrust my hands into (Grandma, forgive unlady-like me) I rejoice.

Other predicted gown trends include: two as one gowns, still more lace, laser cut, bustier and gold colored wedding gowns.

#10 – Camping Wedding Themes.

Really, I say?  Who knew Matthew McConaughey was a bridal trend setter?

Apparently, we can expect to see imitators embracing a camping wedding theme trend with their choice of venue (rustic cabin, anyone?) and decor (pine needles, birch bark and woodchucks.)

#11 – Food Trucks ‘R Us.

Couples feature food trucks at the wedding to delight guests with vending carts delivering popcorn, ice cream, grilled cheese and even vegan sandwiches.

#12 – Less is More Or a Return to Formality Normality?

Here’s where the experts disagree.  Some experts predict a continued focus on budget and simplicity; others see an increase in elaborate spending and formal weddings that harkens back to pre-Recession days.

I take the middle on this one.  I suspect luxury brides will begin testing out displays of elegance and extravagance again, now that it’s no longer verboten to show off your cash abundance.  Low and mid-budget brides will still mind their wallets, using DIY to attempt the more glamorous trappings of their high-end sisters, as budgets slowly creep upwards.

More articles sourced for this piece include Wedding Blogs 100, Wedding Republic and She Finds.

Steph’s Wedding Business Predictions for 2013

#13 – Smart and Savvy Vendors Win.

I’ll take a shot at my own prediction for lucky #13.  The wedding vendors who embrace these trends and the challenges they bring will forge new paths to prosperity in 2013.  They will pioneer new collaborations between their wedding expertise and DIY, and integrate emerging trends and technology to intense delight their couples.

Those pros who waste their energy complaining, lecturing and fighting these changes will lose the battle and gradually fade into the background, whining, wasted and BROKE.

What do you predict for weddings in 2013?

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Same Sex Marriage and the Wedding Industry: Hype or Salvation?

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With the recent Presidential Election, as polarizing as it was, another equally hot issue made it way onto the books with the passage of laws in three more states legalizing same sex marriage.

Right now, same sex marriage is legal in nine states: Connecticut, Iowa, Maine, Maryland, Massachusetts, New Hampshire, New York, Washington and Vermont, plus Washington D.C.

This is great news if you support marriage freedom (like I do) and not so great news for traditionalists who oppose same sex marriage. Many wedding vendors seem to fall somewhere in between.

Here’s why you should be paying attention…

Gay Weddings = Big Money for the Wedding Industry

The Williams Institute studies clearly show that same sex weddings are good for the economy, and good for the wedding industry in particular.

Check out these stats:

  • Same sex weddings would create an additional $16.8 billion in revenue for the wedding industry if they were legalized in all states.
  • The New York City comptroller’s offices estimates a $142 million boost to the city’s economy as a result of same sex marriage legalization.

Undoubtedly, it’s good for our pocket books. But what can you do to serve this new market?

Before you dive in and decide that same sex weddings are your ticket to more profits, there are a few things you need to consider.

Look Before You Leap into Same Sex Weddings

1. The same sex wedding market is too small to exclusively support most local wedding businesses.

Not all same sex couples will throw a big party when they get hitched. In fact, same sex couples typically spend less on their weddings than the national average. In addition, there simply aren’t enough same sex weddings happening in many local areas for a wedding vendor to serve that market exclusively.

Before you decide to specialize only in serving the same sex wedding market, be sure to investigate the number of these weddings happening in the market you serve. For most wedding businesses, it’s likely that same sex weddings will be an addition to your income, not a replacement.

2. Same sex couples want to be treated just like any other couple, but you’ll need to make some changes.

Gay couples often have a fear of rejection when hiring wedding professionals. If your website and marketing doesn’t appear “gay friendly,” they’ll pass you by.

You’ll need to make sure the wording on your website, in your emails and marketing is gender neutral. Instead of “bride and groom” they want to see “partners.” Similarly, the language in your paperwork needs to change. References to the bride only create the impression that you work exclusively with traditional couples, and same sex couples will be less likely to contact you.

You’ll also have to make adjustments to the words you use when meeting with the couple to be inclusive of all couples getting married, without being offensive.

3. Marketing to same sex couples can negatively impact your message with traditional couples in some areas.

I like to think we’re all open-minded and progressive, but that simply isn’t the case. When you cater to the same sex marriage market, there are some traditional couples who will be offended and turn away from your product or service. This is especially true in more conservative areas of the country.

On the other hand, embracing same sex weddings will score points for you with the more liberal minded, diverse heterosexual couples searching for a wedding vendor.

Be sure to consider the population and mindset of your marketplace before taking action.

What do you think about the impact of same sex marriage on the wedding industry?

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Free Event for Wedding Vendors Shows You How to Book More Weddings Fast

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The top concerns of wedding business people are…

  • Getting more leads.
  • Booking more weddings.

That’s what the Wedding Business Acceleration Summit, a free event just for wedding professionals, is all about!

It’s 7 days of totally FREE, high value wedding marketing strategies you can use to book more weddings at higher prices.

Watch the video below to learn more:


Enter Your Name and Email Below to Join Us for Free!

Here are the awesome presentations lined up so far:

DAY 1 – “21 Must Have FREE Tools and Resources to Turbo Charge Your Wedding Biz” with Stephanie & Jeff Padovani of BookMoreBrides.com. (That’s us!)

DAY 2 – “Power of 10: How 7 Small Changes Can Double Your Profits!” with Brian McGovern of BrianMcGovern.com

DAY 3 – “The Power of Pinning: How to Get More Leads and Customers With Pinterest” with Melanie Duncan of PowerofPinning.com

DAY 4 – “Effortless PR: How to Generate a Promotional Buzz Without Working Your Tail Off” with Meghan Ely of OFDConsulting.com

DAY 5 – “Blog Swapping: How to Steal Other People’s Traffic, Fans and Readers…and Have Them Love You For it!” with Kathy DalPra of BrideAppeal.com

DAY 6 – “The Secret to Getting Brides on Facebook in Only 15 Minutes a Day” with Christine Dyer of BridalTweet.com

DAY 7 – “How to Book Yourself Solid with Youtube in 3 Steps” with James Wedmore of VideoTrafficAcademy.com

This is a ground-breaking, one of a kind event just for professionals in the wedding business, with experts from inside and outside the wedding industry, so don’t miss out!

JOIN US HERE.

If you'd like to get more free information and strategies like this, join our Wedding Business Tips email list here.

Filed Under: Advertising, Attracting Ideal Clients, Bridal Marketing, Free Resources, Free Wedding Business Tools, Home Page, Leads & Traffic, Personal Development, Pinterest, Social Media Tips, Website Tools & Tips, Wedding Business, Wedding Business Income, Wedding Vendors Tagged With: , , , , , , ,

3 Little Known Resources For Wedding Vendors – Q&A with the Wedding MBA

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Shannon Underwood is the speaker and profit coordinator for Wedding MBA. She helps to develop the topics, speakers, videography, as well as the conference. She’s a Jill of all trades! We asked her to share a bit of her expertise, and (lucky you!) she did!

Let’s get started… 

What is the Wedding MBA? 

Wedding MBA is a series of educational seminars for wedding professionals. The seminars are all about the business side of the wedding industry. Vendors won’t find out how to improve their skill, but rather how to increase their bottom line. Wedding MBA is a family business, and is on their 9th conference. It was originally created for videographers, and has grown as the bridal fashion show has increased.

The seminars all have real stories behind them. For example, The Runaway Bride and Contracts classes that are coming out next year were developed after talking to a vendor who was booking brides that bolted. All of the Wedding MBA seminars are created to help vendors with real problems, and are inspired by a real back story, bolstered by additional research, surveys, and intuition. 


What trends/changes are you seeing in the wedding industry? 

More and more wedding professionals are offering diverse services.

Wedding planners no longer just offer planning, they also do decor, lighting, and DJ. Invitation services now offer linens and twinkle lights…. Whether it’s a good or bad thing, it’s up in the air. Vendors are trying to branch out to increase their revenue, and it may sacrifice their expertise in one specific area.

Vendors need to differentiate themselves from the other vendors out there. Vendors who can find their niche (if they’re willing to travel) will find lots of business, and have a much higher price point. It takes time and work, but being open to the idea of being one step ahead is very, very smart.

Etsy is a great example. There’s an invitation designer who has a brick and mortar shop, as well as a shop on Etsy. When her ideas have been copied (think pop up books, screens, magnetic invitations), she just moves to the next thing. Make it a little bit better and a little bit different. Vendors need to realize that there are other vendors out there. Just being good at what you do just levels the playing field, it doesn’t give you a leg up. Being different does.

What challenges are wedding vendors facing today?

The biggest challenge facing vendors is in the changing economy.

Brides are more conscious now, and it’s important that vendors are able to educate brides about the actual value of their product. Because brides haven’t been married before, they don’t know what questions to ask. They center on price, rather than quality.

Often, brides do not realize that what vendors consider upsells or extras are not included in the base price, and it falls to the vendors to educate them about the price of the service, and explain why that Craigslist photographer won’t give them the same quality of service or equipment.

Additionally, social media has made the world of weddings so small that brides can find a myriad of prices, information, and inspiration…and Pinterest is the WORST! Brides see tons of pretty pictures and don’t realize the actual dollar value of the weddings, trends, or that it just doesn’t fit into their budget. It’s a real challenge, especially for long-established vendors.


If you could tell wedding vendors ONE THING to help them build their 
businesses, what would it be?

Ask for help.

So many wedding professionals are their own accountant, bill collector, the nanny, the gardener…it’s draining.

Vendors don’t necessarily have to hire an additional employee; they could hire someone to just work on their social media, someone to just work on mailings. It really doesn’t cost as much as you may think, and you can outsource items that are cost effective and will help you focus on your high leverage activities (the ones that make you money!)


What are some of the best resources for wedding vendors?

For finding the best bridal shows:

You have to do your research for your area, because there are good and bad ones. It’s important to do the research and get visual proof. Get photos, video, behind the scenes. If you can, ATTEND!

For business services and advice on a tight budget:

SCORE (Senior Core of Retired Executives) – They provide expert business counseling for far less than you might think. This service is amazing for helping out in situations where you may need legal advice, design help, or just can’t afford to pay someone $200 per hour.

For getting more leads:

Open houses (events hosted to showcase the venues) are a great resource. So many wedding professionals get to the right people by attending them.

Offer to help or bring something of value that brides can walk away with. You’ll be steps closer to getting that referral.

Want more?

For more information about the Wedding MBA and how to attend this year’s conference October 2nd – 4th in Las Vegas, visit www.weddingmba.com. Hurry: tickets prices are increasing soon!

Photo Credit

If you'd like to get more free information and strategies like this, join our Wedding Business Tips email list here.

Filed Under: Attracting Ideal Clients, Bridal Marketing, Home Page, Personal Development, Wedding Budgets, Wedding Business, Wedding Business Income Tagged With: , , , , , ,

Wedding Industry Trends: On the Rise or Going Down the Drain?

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What do YOU think about the state of the wedding industry today?

We recently asked this question in an email and were amazed at the differences of opinion and perspective.

(A special shout out to Penny, Heather, Lou, Marie, Richard, Gary, Shirley, Dana and Diana for your thoughtful replies.  Thanks!)

WATCH THIS VIDEO to learn what they had to say about wedding industry trends…and what Jeff and I are fighting about.  :)

There’s one thing Jeff and I do agree on; you can blame the lousy economy for what’s going on in your wedding business, or you can take charge of your own personal wedding economy and take some action to improve it.

Regardless of how bad wedding industry trends may be in your local market, you do have control over the meaning you give those trends and whether it drags you down or builds you up.  Like I’m always saying, “If what you’re doing isn’t working, anything else has a greater chance of working than what ISN’T working right now.”

For more strategies you can use to make sure your business has what it takes to weather ANY economy, enter your name and email to watch our FREE video series here.

What do you think about the wedding economy?  Do you agree with the opinions in this video?  Leave a comment below to let us know what you think.

If you'd like to get more free information and strategies like this, join our Wedding Business Tips email list here.

Filed Under: Home Page, Personal Development, Wedding Budgets, Wedding Business, Wedding Business Income, Wedding Industry Trends, Wedding Vendors Tagged With: , , , , , ,
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