Description
You know the call. It starts warmly, wanders for forty minutes, ends with “send us something and we will have a think”, and then goes quiet. You replay it for days trying to work out where it went wrong.
It usually went wrong in the first ninety seconds, when nobody set the shape of the conversation, and again in the middle, when the money question was left until the end and turned into a dramatic moment.
This script fixes both. It is not a pitch. It is an expert asking better questions than anyone else has asked that couple, then agreeing a specific next step before hanging up.
Inside you will find:
- What the call is actually for, and why persuading is not on the list
- Five minutes of preparation that changes how the call goes
- The opening, word for word, including how to frame the call in one line
- Ten questions in order, from the picture and the feeling through to the comparison and the investment
- How to hear budget without flinching, what to say when they refuse to answer, and how to give anchors
- Objection one: it is more than we expected
- Objection two: we need to think about it
- Objection three: we might do it ourselves or use a friend
- The close — summarise, recommend, book the follow-up live
- A printable call notes page and an outcome tracker
It is written for wedding planners, stylists, florists, celebrants and photographers who sell their own work, and it suits both people who dread these calls and people who already enjoy them.
After a few calls with this in front of you, you stop over-talking, you find out the budget every time, and you never send a proposal into silence again — because the follow-up is already in the diary before you say goodbye.
What’s inside
- Pre-call preparation in five minutes
- The opening, word for word
- Ten discovery questions in order
- How to hear budget without flinching
- Answers to the three usual objections
- The close and booking the next step
- Printable call notes page
- Call outcome tracker
