Podcast Transcripts & Articles

What’s your elevator pitch?

I was consulting with a client and his sales team the other day and I asked them to tell me, in 7 seconds or less, what it is that they do. After stumbling over their words they realized that they couldn’t do it. It’s called an ‘elevator-pitch’ because the theory is that you have to be able to explain to someone what you do, while in an elevator, before they get to their floor. Many people think that their elevator-pitch can be 30 seconds. That’s way, way too long. Listen to this 9-minute episode and find out how to craft your elevator pitch so you’ll be ready, whether at a wedding show or on line at the grocery store when someone asks “What do you do?” Read More

The Niche Series – Nil Saltuk on her unique niche, Weather or Not

Nil Saltuk has created a unique niche within the wedding and event world, providing products for inclement weather. In this new episode for my series “The Niche”, Nil and I discuss how she created her niche, or rather how it came to her. All of us are presented with opportunities, not all of us have the vision to see them, or the will to capitalize on them. Listen to this new episode and hear how you can capitalize on the opportunities that come your way, so you can carve out your own niche! Read More

It’s not the “new normal”, it’s the “next normal”

In my over 25 years in and around the wedding and event industry I’ve seen a lot of ups and downs. We’ve survived economic downturns, the 9/11 tragedy, the housing crash and now the pandemic. Some of you have been around for all of these, and some of you got in later. Every time there’s a downturn there’s talk about the “new normal.” The thing is that it’s not just a new normal it’s the next normal. Listen to this 11-minute episode and see what I mean and how you can use this to gain a new perspective. Read More

Are you selling the “what” or the “why”?

One question I get asked over and over in my consulting and sales training is how to stand out and show how you’re different than your competitors. However, when I dig into how you’re presenting yourselves, I see a lot of the same things. You’re selling ‘what’ you do and not ‘why’ they should hire you. Very often I can take someone’s web page or marketing piece, remove that company’s name and replace it with a competitor’s, and that competitor can fulfill everything written. So, want to know how to sell your ‘why’?

Listen to this 10-minute episode and find out. Read More

Ron Ruth – Customer Service or Customer Experience? – Bonus Dialogue Episode

For this bonus episode I invited my good friend Ron Ruth to join me to talk about the customer experience. Through Ron’s speaking and training, and his lifelong addiction to all things Disney, Ron has some great perspective on how you can create a better experience for your couples and customers, right from the start. Join us for this discussion that was so compelling, there’s going to be a part II later! Read More

“It’s my fault!”, whew, that feels good

Many wedding and event pros think that taking responsibility for mistakes, especially those out of their control, makes them seem weak. That couldn’t be further from the truth. Accepting responsibility is actually a sign of strength. After all, when you’re the customer, do you like businesses to pass the buck or try to lay blame on you when things go wrong? I’ll bet you don’t. Read More

Do you go with your gut, or are you driven by data?

How do you make your business decisions? Do you gather and analyze carefully curated data? Or do you go by what “feels” right – going with your gut? The truth is that even data-driven analysts have that inner voice that helps them decide the right way forward. In this 11-minute episode I’ll help you understand that pros and cons of just going with your gut when making important business decisions. Read More

Bill Hermann – Investing in Yourself – Bonus Dialogue Episode

Inspiration for my episodes comes from all around. I caught a video of my good friend Bill Hermann talking about investing in yourself and I just had to have him on the Wedding Business Solutions podcast. We talked about the ways you can invest in yourself, personally and professionally. We’re not just talking about monetary investments. There are many ways you can invest in yourself and your future. Listen to this episode and hear some spirited conversation and ways you can move yourself forward. Read More

One easy change that can make a big difference in your website conversion

By the time someone gets to your website, it’s likely that they know a little something about you. Maybe they’ve seen an ad, watched a video, saw your social media page or have your business card. Getting them to your website isn’t the end. You need them to take action, likely contacting you, so you get a chance to close the sale. Most websites that I see in my website reviews and consulting are lacking in some key elements.

In this 10-minute episode I’ll share one easy change that you can make, probably right after listening, that can make a big difference in your website conversion. Read More

Are you following up enough times?

In my consulting and sales training, we do a lot of secret-shopping of wedding and event pros, just like you, big businesses and small. And what we find is that most of you don’t follow up nearly enough times to maximize your sales and profits. I spoke about this in my presentation and my most popular book “Shut Up and Sell More Weddings & Events”. By the time someone has reached out to you they’ve made a short list of their preferred choices… and you’re on it! Why give up sooner than you have to when those extra attempts can mean real profits for you. It’s so much easier to convert a lead you’ve already gotten than to find a new one!

Listen to this 13-minute episode and find out how many times you should be following up, and when! Read More