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Wedding Planner Magazine

Feb 22 2018

Get The Most Bang For Your Buck – Exploring Your ROI

By Business, Uncategorized

Understanding and measuring the Return On your Investment will help you understand your business and take it to the next level.

If you’re like many wedding and event pros, it was your creativity that brought you into the industry, not your business acumen. To be successful, you need both. Once you decide to sell products or services, you need to develop your business skills and an understanding of the many ways to measure your success.

HOW DO YOU MEASURE SUCCESS?
Any good financial advisor or consultant will tell you that it’s not what you make, it’s what you keep that matters. In the early years of your business, you should plow back much of your profits (if you have any) into growing your business. A growing business should invest 10%-15% of its anticipated sales into marketing and advertising—not 10%-15% of their actual sales; the higher sales number that they’re trying to achieve. Then, once you’ve gotten there, you can lower that percentage to maintain your sales. Read More

Dec 07 2015

You Win Some, You Lose Some – 5 WAYS TO HANDLE LOSING A SALE

By Uncategorized

This article was published in the November/December 2015 edition of Wedding Planner Magazine entitled You Win Some, You Lose Some – 5 WAYS TO HANDLE LOSING A SALE.   If you would like to use this on your site or blog, email Alan to receive the .pdf and Word versions, along with the attribution to include.

You Win Some, You Lose Some – 5 WAYS TO HANDLE LOSING A SALE
By Alan Berg, CSP, WWW.ALANBERG.COM, Kendall Park, NJ

In a perfect world, we’d get every sale we want, for the dollars we want. But we don’t live in a perfect world, do we? There are no trophies for second place when it comes to winning a sale. You either get the sale, or you don’t, so what’s a wedding planner to do? Here are five ways to handle losing a sale:

1) Rejection is in the eyes of the beholder. When you don’t get a sale, you might feel like you’ve been rejected, but that’s not usually the case. They just liked/trusted/believed in someone else more. Is that semantics? I prefer to call it optimism. When it comes to choosing a wedding planner, there can be only one winner—that doesn’t make everyone else losers. Prospective clients may like you enough to hire you, but they have to choose one pro among the many available. How many weddings do you do each year? That’s how many times clients chose you and not another planner. Are you the winner? Yes, but you may not have been their only choice. Had you not been available, they would have chosen someone else, someone very capable, nice, and likely at a similar price point. This isn’t like second grade, where everyone gets a trophy these days, there’s a winner and then there’s everyone else.

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