As wedding professionals, we strive to stand out from the crowd so that we book more weddings. It's hard, though, if you don't have time to learn the ins and outs of a newly engaged millennials brain.
Isn't it frustrating that a millennial will find you online, submit a request for more information and then never answer their phone when you call them back?
I was talking to a wedding professional the other day and after listening to his frustration on this very topic, he said, "I'm a pretty darn good salesperson but I can't get this generation to call me back. Even after I've had an initial conversation with them and they loved what we offered, I follow up and nothing. No email response, no return phone call. We even offer free wedding planning services when they book with us..still nothing."
I asked him what he does with the lead after they don't call back? Can you imagine what he said? I toss it! After pulling my jaw up off the ground I had to respond with some "tough love."
He didn't like what I had to say but acknowledged that it was true. Millennials do not return phone calls or answer their phone! And if you think that because they're not returning your phone call means that they're not interested and the lead is dead, you're sorely mistaken.
So what should you do?
The key is to keep reaching out but NOT on the phone. Stay on their radar with text and email messages that contain links to a current article you've written on your blog or social media post at least once a week. That will keep you on their radar so that when they're ready to buy, they think of you as the expert and worth buying from.
I asked Alan Berg, one of the leading International speakers and experts on the business of weddings & events, what he thought about this advice and he said, "I totally agree. I was going to write the shortest book ever "Why Don't They Call Me?", only 3 words: Get Over It! - we always adapt to our customers, not the other way around.
Always reply using the same method they've used, and don't try to change that too soon. First, gain their trust, develop a rapport (which you can do via email or text), and then, if you need to, ask for the call or meeting because you can close sales via email, text and even Facebook Message.
Make your responses better than your competitor. When your competitor is reaching out with a 'sales pitch', you're reaching out with the solution to their problem...wedding planning stress. Give tips, trends, ideas, etc. Don't try to sell them or talk about price. Millennials buy experiences!
Don't have time for all of this? Don't worry! We'll do it for you. Why not check out our packages page and then let's chat about how we can help you turn lookings into bookings.