You want to land sales in your wedding business. However the drive to land those sales can motivate you to lay everything on the line with your prospective client. Why would that be a bad thing? While you want to be upfront with them Gavin Ingham explains on his blog that they are expecting you to do whatever it takes to land the sale. They expect you to exaggerate what you will do and then under deliver.
Over delivering once you have landed the sale is what builds your reputation and makes for super happy clients. So how does this work for you? Sell the basics, but deliver it with all the perks. If you can find something that sets you apart from your competition you won’t need to over sell yourself which will help you stay focused on providing value.