Pouring so much time and energy into existing clients can make it hard to also juggle the enquiries coming in from potential clients who may or may not end up engaging your services for their wedding.
It is important to remember that every person who contacts you is someone who has done their research and chosen you as one of their ports of call to assist with their wedding and once they have made contact, your reputation is on the line.
The following are some tips to help you increase your chances of converting these initial enquiries into business.
Answer the phone
It may seem like a simple thing, but in a world where time is scarce for couples working and simultaneously planning a wedding, they will not always leave a message in the hope that you will get back to them.
If you know you are going to be tied up for the day, consider diverting your calls to a colleague or someone else who can take a message for you.
This way, the potential customers are speaking with a real person and even if they cannot have their questions answered immediately, this is preferable to having people constantly engaging with your voicemail.
If couples feel like you are hard to reach, they will assume it will also be hard to contact you during their wedding planning process as well.
No matter whether it is a voicemail message, a Facebook message or a simple post onto your social media accounts, the speed with which you respond to any of these enquiries will be noted by your potential customer.
Leave it too long and they will move on. But if you can contact them in a timely manner, (within the next business day for phone calls and within a few hours on social media) you will already have given a positive impression of your business, which will work in your favour to establishing a good rapport with the potential clients.
Set up automatic email responses
If your potential client is contacting you through your website, set up an automatic response mechanism that will send them an email to thank them for their enquiry.
It might seem superficial, but this is a way that you can efficiently respond to enquiries and reassure the potential customer that you will address their questions as soon as possible.
Again, it’s all about being seen to be keen to have their business.
Get their email address
An email address for a potential client can be gold if used correctly.
Not only does it give you a direct line of communication to them, but you can send out promotional offers and pre-written follow-up emails that you can quickly personalise for each client.
This will show that you are dedicated to helping them with their enquiries and will again elevate you in the customer service category. This is a great way to increase sales conversions.
If you operate a business website, online enquiry forms are also a great way to engage with potential clients.
Try to keep them brief, but effective to ensure that you have a picture of what the couple is hoping to achieve through your business.
Armed with this knowledge, you will be able to contact the couple and begin to immediately discuss how you can bring their vision to life. This personalised approach will be a winner for the vast majority of couples, who want to feel like everything about their wedding is special.