Client Consultation Top Tips for Wedding Planners

written by

Jac

Client Consultation Top Tips for Wedding Planners

Once you’ve finally got that all important appointment with your potential couple what happens next? You need to start thinking about how you’re going to conduct yourself in the consultation.

This is where a lot of wedding planners go wrong. Why? Well a consultation isn’t so much about talking as it is about listening.

And I mean you doing the listening and your couple doing the talking.

I know that sounds strange, and yes this is about them interviewing you as much as you interviewing them, but you need to learn how to listen.

The art of the sale is in the power of listening. I like to call this the 70/30 rule.

You listen 70% of the time and talk for 30%.

My Dad was a very successful banking software salesman. He worked for IBM back in the day and was one of their top sales people.

I remember him telling me at a very young age that if I wanted to sell anything, no matter what it was, I needed to learn how to listen. It was his catchphrase.

My Dad is a wiseman so when he gives advice I listen. I’m now I’m sharing it with you.

So how do you get your couple talking?

The answer to that is simple. Ask lots of open-ended questions. Questions they can’t answer with  a ‘yes‘ or ‘no‘.

  1. How did you meet?
  2. Tell me about the proposal
  3. What do you enjoy doing?

These questions are great ice-breakers and will make your couple a little bit more relaxed. Most people are happy to talk about themselves.

If you’re still finding it hard, another great question is ‘Tell me about your ideal wedding – the one where budget isn’t an issue.’ 

Try to avoid asking WHY? This puts people on a defensive and can be very confronting.

The art of listening is one that is developed over time, but there are some very important rules that should be followed.

Firstly, never interrupt. If you have asked a question let your couple answer it. Don’t be tempted to interrupt with tidbits of information. Leave this information for when it is your time to talk.

Secondly, learn to listen actively. It’s important for your couple to know you’re listening. You need to indicate that you’re attentive and understand what they are trying to say to you.

Client Consultation Top Tips

The more you listen the easier your questioning will be.

If you pay attention and listen to what your couple are telling you they’ll do all the hard work for you. If you’re clever you can ask questions based around the information they’ve given you.

By repeating information back to them it makes them feel as though you understand them and their needs. If they’ve told you their wedding will be small and intimate with only 20 guests who all live close by, don’t then ask them if they’ll have any out of town guests that need to be accommodated.

Just because it’s on your consultation questionnaire doesn’t mean that you have to ask the question.

Once you’ve finished chatting to them about their wedding and what they want out of their day then you can talk about yourself. Keep it short and sweet though.

Tell them stories of past clients rather than sounding like you’re simply repeating your resume. Get them excited but don’t drone on for half an hour. If you’ve conducted the first half of the consultation properly you shouldn’t need to do too much more.

“Effective questioning brings insight, which fuels curiosity, which cultivates wisdom.” — Chip Bell

As part of our Certificate in Wedding Planning we have an entire module on Client Consultations. We even have an example role play so you know exactly what to ask and how to conduct a truly professional client consultation.

Want a sneak peek? Check out the video below.

Search

Our Friends

Aisle Planner Logo
Shop Bride and Bridesmaid Robes at Kennedy Blue!
Give the gift of choice
Thoughtful Gift Baskets from Baskits

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.