Couples keep saying they can’t afford me - what am i doing wrong
Let’s unpack this statement >>>
THE BASICS
To make sales you have to get in front of couples, qualify them, and sell to them.
Not everyone who comes across your website or social media profile is going to be an ideal client.
LUXURY SIGNALS
To reduce inquiries from people who aren’t your ideal clients you have to put out luxury signals.
These could be;
Name-dropping luxury venues you’ve worked at.
Displaying images from the most extravagant weddings you’ve worked at.
Displaying images that reflect the luxury vision your clients have for their wedding e.g. designer dresses, perfectly manicured lawns, expensive champagne.
QUALIFYING THE COUPLE
There is nothing worse than sitting on a call with someone knowing full well they’re never going to pay your rates. That’s why you have to qualify couples before you get on a call with them.
You can do this by asking;
About their preferred venues.
Asking about their wedding vision & and size.
What are they looking for in a (insert your service photographer/cake designer/event planner)?
What’s the budget for their wedding?
Sending them your exceptional, emotion-driven brochure with your starting from prices revealed at the end.
If they say things like;
“I’m having a 50-person wedding at a local church, I’m not too sure about the style I like pink and white and I’m just looking for a photographer who can take great pictures.” They are probably not going to pay your premium rates.
If they say things like;
“I’ve got 200 guests on the list so far, we’ve been looking at large beachfront resorts because I want a bohemian-style wedding and we love editorial-style photographs.” They are much more likely to pay your rates with the right sales strategy.
UNDERSTANDING CONVERSIONS
Now you know how to qualify, you need to know the numbers.
The industry average for converting leads is 5-10%.
So let’s get realistic here. Let’s say you’re getting 50 people to visit your website every month. (Most of you aren’t even getting this amount of people).
If you’re having to disqualify 50% of leads because you can tell they’re never going to be able to afford your rates. That brings it down to 25 leads.
Now, imagine you’re only going to convert 5% of the leads who are qualified. That’s 1.25. So 1 person out of every 25 people. That means your sales game has got to be ON-POINT to make sure you are sealing the deal with the customers who have got the money to spend on you.
MOST OF YOU SIMPLY AREN’T GETTING ENOUGH TRAFFIC
Now you’ve seen the numbers, it should be glaringly obvious that you’re probably just not getting enough eyeballs on your website or Instagram profile. Too many of you are downplaying the amount of work it takes to reach and convert high-paying couples.
To improve your chance of speaking with people who CAN afford your rates. You’ve got to get seen by more people and you’ve got to know HOW to nurture and convert them.
HAS IT EVER CROSSED YOUR MIND THAT YOU MIGHT NEED TO IMPROVE YOUR TRAFFIC-GENERATING MARKETING STRATEGY?
Here’s how I will help;
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WHICH SERVICE IS RIGHT FOR YOU?
If you’re already hitting your revenue goals but you’re looking to expand and grow. I’d recommend ‘done for you’ marketing tactics such as SEO or paid ads.
If you’re not hitting your revenue goals and you’re struggling to know what steps to take to get there. I’d HIGHLY recommend the coaching course.
I know it’s a daunting commitment to sign up for a course for 6 months, but if your thought process is “I just need more clients before I sign up.” Then you’re going to remain stuck because if you knew how to get more clients you wouldn’t be in the situation you are. You’ve got to take the first step to learn how to acquire those clients and that starts with seeking the right help.
MARKETING AND SALES IS HARD
I’m not going to sugarcoat it, marketing and sales are hard work. If it were easy, everyone would be rich.
If you’re just putting up random posts and winging your sales calls and hoping for your dream client to walk your way. Business is going to be SO hard.
Posting is only the tip of the iceberg. There is so much that goes into a successful luxury marketing campaign - following random accounts and piecing together bits of information is never going to cut it.
If you want to carry on in the cycle of guessing, trying and failing you can OR you can reach out to an expert and discover the clear path to success you’ve been searching for. Click the link in my bio and book a discovery and let’s get you off of the hamster wheel!
