Podcast Transcripts & Articles

Do you really have any competition?

I often hear wedding and event businesses complaining about all of the new competitors in their market. I’m sure this is not limited to the wedding/event industry. Most businesses don’t want to see another competitor enter their market. Whether they’ve been in business longer than you, or are brand new, are they really competitors? What is your perspective on competition?

Listen to this new, 6-minute episode for my perspective on this, and hopefully it helps focus yours. Read More

How and when do you ask for reviews?

The event went great, the customer/couple is thrilled… but they didn’t post a review!! It’s frustrating, but it’s not their fault. Just like asking for the sale, asking for reviews is your responsibility. And if you’re not getting your happy customers to post reviews, it’s probably the way and timing of your asking. Read More

Is it procrastination or indecision that’s stopping them from making a decision?

I just finished reading (listening) to a great book, for the second time, called “The JOLT Effect”. It’s from the same authors as “The Challenger Sale”, a book I’ve mentioned here before on the podcast. They bring up a very interesting concept that oftentimes, they’re convinced that you’re a good fit for them and their needs, yet they still say No. It could be indecision that’s holding them back and you might be making it worse for them by how you’re handling it.

Listen to this new, 9-minute episode to see how you can identify their indecision and help them move forward, rather than having them rethink it when they already liked you! Read More

Meghan Ely – PR for your wedding business

I love having interesting guests on, especially friends that have so much to share. Meghan has pivoted from doing weddings at a 5-star hotel to being one of few people in the world that specialize in helping wedding businesses, like yours, with PR (Public Relations).

Listen to this new episode for ideas you can use, right away, to help get your wedding business more visibility outside your advertising and social media efforts. Read More

Are things slowing down a bad thing?

I’ve been predicting for about 2 years that things would be slowing down as things went from pandemic lockdowns to the next normal. Yet some people are freaking out that their inquiries have slowed down. After the craziness that so many of us felt in 2022, is a slowdown actually a good thing?

Listen to this new, 7-minute episode for a little reality check and perspective on where things are and if that’s good or bad for you and your business. Read More

Is making it easier for you, making it harder for your customers?

Have you ever been a customer where you encountered a store or business’ policy that just made you scratch your head? Too often companies do things that make things easier for them and their employees, without realizing that they’re making it harder for the most important people… their customers. Are you doing that?

Listen to this new, 8-minute episode to see if you have rules or policies that need to be reevaluated, so you can reduce the friction for your couples and clients. Read More

Decision complexity or decision simplicity?

I was reading a great book by Jon Picoult – “From Impressed to Obsessed”, and one of the concepts he wrote about is Decision complexity vs decision simplicity. In our world that means are we making it easy or hard for our customers to make a decision, whether it’s for the initial sale, or post-sale choices (menus, colors, music and more).

Listen to this new, 11-minute episode to dig a little deeper into this and see how you can apply the concept to your business and customers. Read More

If you’ve heard me speak about sales, or read my books, you’ve probably heard me use the phrase “Would it make sense…?” as a soft lead-in to asking for the sale. I also always credit a speaker friend, Lois Creamer, from whom I learned this, years ago. So, it’s only fitting that I have Lois on and talk about the origin of the phrase, how it’s used and more fun stuff. Listen to this new dialog episode for some fun tips and conversation about sales. Read More

Pick Your Hard

After recording an episode with Trip Wheeler he told me that he has been trying to live by the credo “Pick Your Hard”. When I asked him to explain, he told me that life is hard, business is hard, relationships are hard, and we have to make choices, every day to pick the hard that we want to go forward with.

Listen to this new, 6-minute episode to get a better understanding of what this means, and how it can help you in business and life. Read More

The lure of the friendor

When couples or customers choose to have a friend or relative do some part of their wedding or event for free, or cheap, it can be frustrating. Have you ever been a friendor, or used the services of a friendor? Have you ever had good results being or using a friendor? Is the problem really using a friendor, or getting bad results?

Listen to this new, 8-minute episode for a little tough-love perspective on this topic. Read More