The #1 Reason Why They Don’t Respond and How to Fix It

Anyone else sick of brides and grooms who inquire about hiring you for the wedding and then DON’T RESPOND when you get back to them?

If this happens to you, it’s likely that you’re making a critical mistake. It’s one of the 10 Fatal Follow Up Mistakes of Wedding Businesses we share in this video series.

This mistake means wasted time, “disappearing” leads and lost sales.

You’re not telling them specifically, exactly, explicitly what to do in a way that compels them to do it.

I know you THINK you’re telling them, but you’re not.

Here’s how most wedding pros respond to a lead:

Congratulations on your engagement!

I’m available for your date and would love to learn more about your wedding. At Acme Weddings Inc. we specialize in providing the best wedding dodads in the area.

If you’re interested in meeting with us, just call or email and we’ll set up a time.

There are so many mistakes in this response that I can barely restrain myself! But let’s focus in on the #1 mistake. It’s hidden in that (seemingly) harmless paragraph three.

If you’re interested in meeting with us…

IF? If you’re interested?

In other words, if you’re not interested or if you’re too busy or if you have some other excuse…you have my permission to IGNORE this email.

Your fear of being “pushy” is giving them a reason to NOT respond.

Fortunately, this is easy to fix.

If you want them to take an action, tell them exactly what to do.

And don’t use the word “if” or I’ll have a coronary!

Respond like this instead:

Congratulations on your engagement!

I’m available for your date and would love to learn more about your wedding. The next step is for us to find out if we’re a good match.

Are you available for a quick phone chat on Thursday at 4pm?

Notice how I’m taking control in this response. I’m telling her exactly what the next step is and leading her right towards what I want her to do. I even put it in bold text so that it jumps right out of the email.

The logical next action is unmistakable. All she has to do is glance at her calendar and answer the question.

The essential response elements are:

A direct question that requires a response, taking advantage of the fact that when you ask a question people feel compelled to answer it.
A specific date and time. You’re doing most of the work by suggesting something they need only answer with YES or NO.
It’s short. No distractions or extraneous details; just go for the action you want.

Using this simple question in your response to leads will increase the response you get immediately.

This is a simple change you can test out immediately. And if you include the other suggestions given in our free video series that shows you how to follow up and increase your bookings by up to 70%, your response rate will go through the roof.