The Secret to Successful Consultations

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The art of conducting a consultation is one that takes some practice and we have talked about how to prepare for a consultation recently, but in last night’s #WedBizHour we tackled the subject of how to have successful consultations with you wedding clients. For me consultations have always been more about listening than talking and this can often be something wedding pros find hard.

We all want our potential clients to see what wonderful designs we have, how talented we are and how we can plan their wedding within an inch of its life, but the key to any good consultation is not how much you talk, but how well you can listen.

Most brides want to talk about themselves & their wedding. They don’t want to listen to you talk about yourself. The art of the sale is in the power of the listening. I call this the 70/30 rule – you listen 70% of the time and talk for 30%. As always we are going to give you the highlights of the chat below in the form of our top tips but for the full transcript, which includes all the great advice and tips from all who attended, you can click here…

  1. Most brides want to talk about themselves & their wedding. They don’t want to listen to you talk about yourself.
  2. If you listen carefully to a bride she will tell you everything you need to know in order to ask the right leading questions.
  3. A great question for breaking down barriers is ‘Tell me about your ideal wedding – the one where budget isn’t an issue.’
  4. Try to avoid using the word WHY? This puts people on a defensive and can be very confronting.
  5. Don’t interrupt. If you’ve asked a question let your client answer it. Don’t be tempted to interrupt with tidbits of information.
  6. Learn to listen actively. It is important for your client to know you’re listening, so you need to indicate that you are attentive.
  7. Just because a question is on your questionnaire doesn’t mean you have to ask it. Ask questions based on what they tell you.
  8. Give them some guidance & information but don’t give too much away. This is a fact finding mission not a full presentation.
  9. Create a Brag Pack to leave behind with them that really shows off who you are & why they should work with you.
  10. This video with our course consultant and tutor Zoe gives some great tips on conducting client consultations

Next week we will be tackling the subject of how your clients find you, so make sure you join us between 8-9pm GMT on Twitter using the hashtag #WedBizHour

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David Tutera

Leading Wedding & Entertaining Expert, David Tutera is hailed as an artistic visionary whose ability, uniquely creative talents and outstanding reputation have made him a tremendous success in the lifestyle arena. Tutera has created a name for himself by taking his passion for designing spectacular events and transforming it into a lifestyle.

He continuously exceeds the expected with an unmatched level of inspiration, imagination and innovation to create the latest trends in entertaining. Tutera’s grandfather, a successful florist, first noticed his grandson’s artistic ability at an early age and encouraged David to pursue his destiny. At age 19, with the sound advice of his grandfather and only one client, David opened his own event planning business.

Today, David Tutera presides over an award winning company built from experience, dedication and Tutera’s natural talent for transforming the ordinary into the extraordinary. His name has become synonymous with style, elegance, creativity and vision. David Tutera has a natural talent for transforming the ordinary into the extraordinary. His name has become synonymous with style, elegance, creativity and vision.

Honored by Life & Style Magazine as “Best Celebrity Wedding Planner,” David’s impressive client list includes Jewel, Star Jones’ wedding, Real Housewife Taylor Armstrong’s wedding, Los Angeles Clippers’ Chris Paul’s wedding, NY Giants Antonio Pierce’s wedding, Shannen Doherty’s wedding and events for Jennifer Lopez, Matthew McConaughey, Brandy and Ray J, Jenni “JWoww” Farley, Lil’ Kim, the Official Post Grammy Parties in New York City, Elton John, Barbara Walters, the Rolling Stones, Nancy Reagan, Prince Charles, The White House, private events for the Vice President, Kenneth Cole, Tommy Hilfiger, Susan Lucci, The John F. Kennedy Center, as well as countless film premieres and celebrity parties for royalty, politicians and socialites.

Tutera has also designed events for several charities including the Prevent Cancer Foundation, the Alzheimer’s Association, DIFFA (Design Industries Foundation Fighting Aids) and the Make-A-Wish Foundation. David has made guest appearances on Today, Extra!, Good Morning America, The View, CNN, The Rachael Ray Show, The Talk, Steve Harvey, Wendy Williams and many more. In addition People, USA Today, In Touch, Wall Street Journal, New York Times, In Style, Cosmopolitan, Redbook, Bridal Guide and Town & Country have all featured his work.

Tutera has also made special television appearances in the popular daytime soap, The Young & the Restless and TV Land’s The Exes. David lives in Los Angeles with his husband Joey, daughter Cielo and their rescue dog Lucy.