322. If you feel GROSS selling, you're doing it WRONG

You didn’t start your business to stay stuck. If you're ready to finally hit 6 or 7 figures WITHOUT burning out — book a call with our team → https://weddingproceo.com/application

Hey, CEO! If you’ve been feeling like "selling" is a dirty word, it’s time to flip the script and realize that leading your couples to a decision is the highest form of service you can provide. 

Stop spending your limited mid-week downtime feeling stressed or undervalued; instead, learn how to trade the "salesy" overwhelm for a profitable business that respects your expertise. 

The (FREE!)ASSUME Sales Training: 2x your wedding bookings in 30 days—step by step. Thousands of wedding pros have already used it to land more clients immediately! http://weddingproceo.com/freetrainingorg 

A favorite book of mine: Profit First by Mike Michalowicz 

https://amzn.to/4lbqZFw

Another favorite book of mine: Buy Back Your Time by Dan Martell 

https://amzn.to/3ITKLb4

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EPISODE SHOW NOTES BLOG & MORE:

https://weddingproceo.com/feel-gross-selling-wedding-pro/

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Thank you for tuning in to this episode of the Wedding Pro CEO Podcast. If you find these strategies helpful, make sure to share this episode with your fellow wedding pros. And remember, in the world of weddings, it's all about building genuine relationships and showcasing your best work. Until next time, keep shining, CEOs!

PLEASE SUPPORT THE PODCAST! LEAVE A REVIEW HERE: https://ratethispodcast.com/swd 

Have a question you’d like Brandee to answer? Ask here: http://bit.ly/3ZoqPmz 

Heads up, CEO! Some of the links I share may be affiliate links, which means I may earn a small commission if you decide to purchase—at no extra cost to you. I only recommend tools and resources I actually use and love, and that I believe will help you grow a profitable, sustainable business you’re obsessed with.

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Transcript

1:01

I wanna start with a quote. If you feel gross selling, it's because you are focused on what you can get instead of what you have to give. Let that land for a second. Let that really sit with you, because if selling makes you uncomfortable right now, I don't think you're being humble. I think you're avoiding something and I wanna talk about it. If you're new here, my name is Brandee Gaar. I run a multiple six-figure wedding planning company in Orlando, Florida. And I'm also the founder of Wedding Pro CEO, a coaching platform for Wedding Pros where we help you actually build profitable businesses without burning out. And today we're talking all about. Selling because apparently selling has become a controversial topic. Last week I posted on Instagram basically saying that if you're not selling, that you're doing a disservice to your clients that in your consultation you need to lead them, to a sale. You can't just sit there and say, okay, let me know, which is what so many wedding professionals do, and I got so much pushback, you guys, this post went absolutely viral. I got pushback from all kinds of people, including educators in our own industry, and they were saying things like, We shouldn't sell, we shouldn't put pressure on our couples. We should just educate them and then let them decide. We should encourage them to go seek out other vendors. And I was like. No, absolutely not. Hard stop. What on earth are we doing? We are business owners and way too often in the wedding industry, we treat our businesses like it's a hobby, like it's a, a charity that we're doing almost. And that mindset is exactly why so many of our couples are actually confused. It's exactly why they book based on price, and it's exactly why so many of them end up disappointed. Couples don't need less leadership, they're confused. They have never planned a wedding before. So when they sit down in front of you, yes, we wanna educate. Yes, we wanna talk about their pain points. Yes. We wanna understand exactly what they need for their wedding, we wanna make sure that we are actually the right ones to deliver that service, that we have exactly what they're needing, right? And that comes through building that relationship and understanding the discovery of that client. What they don't need is you to just say, okay, let me know what you think. That is not helpful to them. They are trying to check off booking these vendors off of their list. They have a finite amount of time to plan, and they've come to you because they're like, I like this person's work, or I've been referred to them, or they're on my venue's list. Something brought them in to do a consultation with you. It's not like they're doing a consultation with. Every single DJ in their entire market. They're not doing that. They whittled you down to a small list of people, and now when they sit down in front of you, they're like, okay, here's what we're looking for. Tell us if that aligns with what you do, and then what are the next steps to be able to book you if that's in fact what we wanna do. And so many times we don't lead them there. We just say, here's all of my bullet points that I could possibly provide for you. And then, hey, by the way, why don't you go check out all of my competition, before you make a decision.'cause I want you to spend tons and tons of time on this and then circle back like it doesn't make any sense. No other business in the history of the world has ever succeeded by selling like this because it's not selling. It's literally not selling. Let's zoom out for a second and let's, let's really break this down. Okay. Our couples come to us with a problem. They're overwhelmed. They don't know who to trust. They hear horror stories on TikTok, on Instagram, right? They don't understand pricing. They're afraid of making the wrong decision. So they come in completely like, please tell me all of the things. Right, and that's the problem. If you're watching this, I'm guessing that you actually care about your clients. If you're watching this, you're not out here like, let me scam all of my clients, right? Let me be the pushy, used car salesman. That's not what we're doing. You care so much about your clients that if you know that you are the best pro to serve them for what they're looking for. It is doing them a disservice for you to go say, Hey, why don't you spend six more hours researching six of my competitors in the market and then go spend lots more time doing proposals and consults with them too. That's what I think you should do, because I'm not a hundred percent sure that I actually am the best pro for you. That's what you're saying to them when you tell them, Hey. Just go look at everybody else before you come back. It's ridiculous. You have built the systems, you have learned from mistakes. You have refined your process, and you know how to guide them. You have the solution to what they're looking for, which means, listen very carefully if you believe that you are the best vendor to help them bring their vision to life. You should want them to book you. You should want to protect them from booking someone else who's cheaper but unprepared for their event. Someone who undercharges because they don't understand their numbers. Someone who learns on their wedding day, that's not pressure, that's not sounding salesy, that's not pushy. That's your responsibility as a seasoned pro. Selling isn't convincing someone to do something that they don't wanna do. Selling is helping someone to make a decision. There's a huge difference here. You're not forcing them. You're not out on the street grabbing them and saying, Hey, you have an engagement ring on your finger. Let me tell you all about my services. You're leading them to a decision and leadership. Y'all listen to me. Leadership, CEO. Requires clarity. It requires confidence. It requires direction. No pressure vibes. We're not here to say book now. You better sign now, or you're not gonna get the deal. Let's be honest. Most wedding pros don't hate selling. They hate rejection. They hate saying their prices out loud. They hate having to follow up, and they hate being told no, myself included. So instead they say, oh, I don't wanna be salesy. I just wanna serve my clients. I don't wanna put pressure on my couples. Let me be clear with you, that is not service. That's fear with a pretty filter because when you don't sell, they're gonna book someone. It's just not gonna be you, and it's not always the right pro. I am 10 toes down about this subject. If you run a business. Selling is part of your job. It is not optional. It is not seasonal. It is not when Mercury is in retrograde, okay? Every single business survives on sales. You don't get to impact this industry and these couples, you don't get to be part of their legacy if you don't have income. You don't get freedom in your own life without revenue, and you don't get to help more people if you can barely pay yourself. It is not sustainable, period. And here's what I have seen after coaching thousands of wedding pros. The ones who sell confidently, they actually give the best client experience because confidence creates clarity, and clarity creates trust. so if selling feels gross right now, it's not because you are a better person, It's because something in your business is broken. Your pricing, your positioning, your process, your belief in yourself, and what you're selling, and that's exactly what we fix inside of Wedding Pro. CEO. If you're tired of, hoping that bookings magically happen. And if you're done on relying on automated emails and crossed fingers, I want you to book a gap assessment with our team. One of my favorite things that we do inside of Wedding Pro CEO is directly change your mindset about this. Not only do we wanna teach you the exact. Steps and the strategies to be able to increase your revenue through sales. But we also wanna help you understand the difference between being pushy and actually leading your couples to a decision and giving them the service that they're looking for. There's such a massive difference here. On our gap assessments, our team is gonna look at your numbers. We're gonna look at your funnel, we're gonna look at your consult process, and we're gonna show you exactly where money is literally leaking out of your business. Because you don't need to be less salesy. You need to become more decisive, more confident, and more committed to the value that you. Spring to the table. The link is in the description below. Grab a time with my team to do this gap assessment so we can see where you can scale your revenue this year. And you guys, if you love this episode and you were like, this is exactly what I needed to hear, do me a favor and share this episode with a friend. And even better, if you're feeling super generous, if you would take two minutes to leave a five star review on whatever platform that you're listening on. We appreciate it so much. CEO, thank you so much for being here, and I will see you. Next time.