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12 Tips for the last 12 days of 2020I counted down 12 Tips for the Last 12 Days of 2020

2020 was a year that most of us want to forget. As the year comes to a close, I counted down 12 Tips that will help you get a jump on a better 2021. They range from your website to reviews, sales tips to how not to get ghosted on your email replies. Click each of the headings below to read that tip.


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In case you missed the tips I posted on my social channels, here they all are…

Tip #12 - Claim your Google My Business listing

Claim your Google My Business listing. When someone does a search for you, make sure that you have claimed your Google My Business listing and updated the information. Just do a search for “Google My Business” and make or claim your profile.

Tip #11 - Pin/Highlight a More Recent Review on The Knot, WeddingWire, etc.

On sites like The Knot, WeddingWire and others you can choose to keep a favorite review at the top. But you have to update that every so often so it doesn’t seem too old or out of touch with what you’re doing in your business now. So, choose one that has a great first sentence (since people tend to scan, not read). I prefer a short one so it doesn’t push the next one (the most recent one) down too far on the page.

Tip #10 - Respond to the 5 Most Recent Reviews on All of the sites where you can

Don’t wait for a bad review to reply. You should be replying to ALL of your GOOD reviews, all the time. Why? It shows your prospective customers, and anyone who might think about posting a bad review, that you’re paying attention. It also helps to personalize your business – if you post different, personal responses to the good reviews. Don’t worry, if you’ve never replied to good reviews, or haven’t done so recently, just reply to the most recent 5 or so on each site where you’re allowed to respond. Then, as new reviews come in, reply to those.

Tip #9 - Update the photos on The Knot and WeddingWire to show the RESULTS of hiring you

Want to stand out among your peers? Don’t just show photos of products and services, update the photos on The Knot and WeddingWire to show the RESULTS of hiring you. Show PEOPLE interacting with your products and services… couples and their guests. Now is a great time to reach out to your photographer friends in the industry and make your digital storefronts as attractive as they can be.

Tip # 8 - Make sure you have branding on EVERY PAGE of your brochures, menus and pricing

Whenever you give someone a document (PDF or otherwise), or let them view or download it from your site, they can only see one page, or part of page at a time. They can also print any one page, without the rest of the document. Can they always see your branding, or is that only on the front and back pages? Make sure you have branding on EVERY PAGE of your brochures, menus and pricing so they always know it’s you… and use professional graphic designers for the best possible first impression and consistent branding.

Tip # 7 - Go back and follow-up on leads that have ghosted you. If you didn’t get a NO, it’s not over… yet!

In sales we want to get a Yes, or a No. Maybe means nothing. You don’t know if they’re still interested, or not. How many times are you following up? How many different ways are you following up? And the bigger question: How much money are you leaving on the table by not following up just one more time? Go back and follow-up on leads that have ghosted you. If you didn’t get a NO, it’s not over… yet!

Tip # 6 - Change the text on any action buttons on your website from Read More or Learn More to be more specific

One way to increase conversion on your website is to be more clear and more specific as to what action you want them to take, and to make it easy to take that action. You also want to make it easy for them to find what they came looking for. If all or most of the action buttons on your site say “Read More” or “Learn More” that’s too vague. Change the text on any action buttons on your website to be more specific as to where it will take them, or what will happen when they click. They’re more likely to take the action if they know the result of that click.


Want to learn more? Come to my FREE webinar, January 11th “4 reasons couples don’t reply to your emails”
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Tip # 5 - Add SHORT testimonial quotes to EVERY PAGE of your website!

Which page of your website will someone be on when they decide to contact you? It could be any page. Since your brand is defined by the words your customers use after they’ve experienced working with you, the best place to put the “social proof’ isn’t on a testimonials page (which no one visits), it’s on the page where they’ve already landed, next to what they’re already viewing. So, add SHORT testimonial quotes to EVERY PAGE of your website, in the context of what they’re reading about on that part of the page.

Tip # 4 - Don’t ask for a phone call or meeting in your first reply to an inquiry

I know it would be so much easier for many of you if you could get them on the phone, or to agree to a meeting. But that’s not usually what your couples want first. After all, if they wanted to talk on the phone, they could have called you. If they wanted to arrange a meeting, they would have asked for one. One of the biggest reasons why you get ghosted is that you ask for a high-commitment action too soon. Don’t ask for a phone call or meeting in your first reply to an inquiry. Continue the conversation that they’ve started, using the method they’ve chosen. Then, after a little back and forth, you can ask for the call or meeting.

Tip # 3 - Don’t attach ANYTHING to your first reply to an inquiry… even if they ask for packages & pricing

Another reason you get ghosted is that they think that they have all they need to do their research, because you attached a brochure, menu, price list and/or photos to your initial reply. They’re now shopping you against your competitors without you having a chance to have a real conversation. So, I’m breaking your attachment button, here and now! (don’t worry, you’ll get to use it again later). So, if you want to get ghosted less often, don’t attach ANYTHING to your first reply to an inquiry… even if they ask for packages & pricing.

Tip # 2 - Quote a price range with a ‘most-popular’ price to ‘frame’ your price point when you can’t quote an exact price, yet.

We all know that price isn’t the right question for your couples to first ask, but they don’t know what else to ask you. If you get stuck answering that question, there are 4 ways to handle price questions, and on your website. My favorite way to give them some ideas is to quote a price range with a ‘most-popular’ price to ‘frame’ your price point when you can’t quote an exact price, yet. That gives them an idea of what you charge, without giving an exact number (which you can’t do yet anyway). If their budget is nowhere near that range, they can move on, and you don’t have to spend more time chasing unqualified prospects.

Tip # 1 - End every message with ONE QUESTION if you want a better chance at getting a reply

Tired of getting ghosted on your replies? If your last line is something like: “Feel free to let me know if you have any questions” or “If look forward to hearing back from you” – those are statements, not questions. People scan your messages and if that’s what they see at the end, there’s no reason to reply. If you want to get more people replying, end every message with ONE QUESTION. The key words here are END and ONE. If you put the question first, or write after it, you’re burying it. If you ask more than one question, you’ll either scare them off, or they won’t answer all of them. End with one, low-commitment question and you’re less likely to get ghosted.


Want to learn more? Come to my FREE webinar, January 11th “4 reasons couples don’t reply to your emails” http://bit.ly/4reasons4u
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