It’s the end of wedding season and the end of the year, which means it’s also engagement season. The top 10 days to get engaged are happening NOW! That means a new crop of couples needing your services – yeah! It also means it’s a great time to take a look at the products and services you’ll be offering them – and at what prices. Read More
I recently finished reading (listening to) Simon Sinek’s book Start With Why. If you’re not familiar with it – or him – Simon has one of the most watched TED Talks, in which he describes “The Golden Circle”. The Golden Circle is three concentric circles: “What” – the outer circle, “How” – the middle circle, and “Why” – the inner circle.
He describes them as follows:
- WHAT: Every organization on the planet knows WHAT they do. These are the products they sell or the services they offer.
- HOW: Some organizations know HOW they do it. These are the things that make them special or set them apart from their competition.
- WHY: Very few organizations know WHY they do what they do. WHY is not about making money – that’s a result. WHY is a purpose, cause, or belief. It’s the very reason your organization exists.
While our HOW is what sets us apart, our customers very often can’t see those differences. Many of the differences are intangible, so it’s not something that can be seen; rather, it’s often felt. How does it feel to do business with you? Read More
There are 3 possible outcomes from any interaction with a customer:
- Fall short of their expectations – which we know is unacceptable
- Meet their expectations – which is also unacceptable (more on that later)
- Exceed their expectations – which, of course, is the only acceptable outcome.
Why can’t we just meet their expectations?
On the surface, meeting someone’s expectations would seem to be a fine outcome. I disagree. Read More
I’m often asked where I get the inspiration for my books, and the simple answer is that it’s from you! I practice what I teach you, and listen to my customers and their needs. The conversations we have at conferences, on consulting calls, and on social platforms lead to my presentations and ultimately to my books. Which leads me to my latest book, and from what you tell me, my much-anticipated book, Why Don’t They Call Me? 8 Tips for converting wedding and event inquiries into sales. This topic has hit a nerve with wedding and event pros around the world. Read More
Before I get started, I want this to be a positive message for you. That said, what prompted this topic was the passing, too young, of a few industry and personal friends. It got me thinking about what (if anything) they wished they had done, either personally or professionally. There’s no shortage of things to eat up our time; email, social media, family obligations, etc. Are you making time for the other things? Are you doing the things that give you the most pleasure, or that will have the greatest impact on your clients; which, hopefully, also gives you pleasure? Read More
Before I get into the article, some of you are wondering what the alphabet soup is about. Most of you know that SEO stands for Search Engine Optimization; that’s trying to make your site come up in the unpaid search results. UXD stands for User Experience Design, defined by Wikipedia as “the process of enhancing user satisfaction with a product by improving the usability, accessibility, and pleasure provided in the interaction with the product.”
OK, now that the definitions are done, what I want to discuss with you is whether you should focus first on SEO or focus on UXD. Read More
Have you ever been to Disneyland or Walt Disney World? If you have, then the sound of animatronic characters singing “It’s a Small World” is resonating in your head. Sorry, but that was my thought when I was reflecting on a great conference in Mexico where I recently presented. It was attended by people from over 70 countries; the bringing together of all of these people is what made me think of how small the world really has become. The attendees were some of the top wedding planners from their areas. Many of them have celebrity and high-profile, very affluent clients. To be invited to the conference, they had to apply and be accepted. Needless to say, I was in quite impressive company. I was pleased, but a little surprised to see so many of these top planners in my breakout session on communicating with prospects. Read More
I recently attended the Photo Booth Expo, a trade show in Las Vegas. There was a dizzying array of styles of photo booths. There were more traditional booths, reminiscent of the arcades of old. There were very small setups that would fit in a suitcase. There was even someone walking around with her remote controlled, motorized, robot-like equipment. Everywhere you looked there were colors, flashing lights, props, signs and backdrops. Sounds, music and the constant din of voices were coming at you from all angles. It was not the place to be if you wanted some peace and quiet. Read More
In my frequent travels, I find myself in need of transportation. I wonder why I’ll go on my phone and order an Uber or Lyft, instead of choosing a cab when there are often cabs right at the airport or hotel? For me, it’s the convenience—and certainty—of knowing that I have a ride and when it will arrive. It’s also the convenience of having the charge go right to my credit or debit card, without having to make that physical transaction.
HOW DID THEY DO IT?
What have they done to make Uber and Lyft my preference for ground transportation? They disrupted established players (taxis, limos, and car services) by making it easier to do business with them and by providing information and transparency. Being able to watch the car icon moving along the map towards me doesn’t get the car there sooner, but it makes me feel better, because I can see the process. In one click, I can call or message the driver. Whether I ever use that feature isn’t important; the fact that I can is the bigger benefit. Years ago, when toll-free phone numbers were expensive, a large consumer products company put one on their packaging, with wording that encouraged their customers to call, toll-free with questions. They didn’t get many calls, but the perception of the company, went up noticeably. Read More