Are You Ready to Change Up Your ‘Sales Techniques’ in 2013?

“I want to make more sales, what more can I do?”

We hear over and over again how wedding business organizations need to make more sales and are struggling to keep up as the technology and marketing techniques are changing.  How do you stay on top of your marketing outreach?

Many ask ‘what’s the best way to close a sale,’ before they even know what the ‘game plan’ is.  In the wedding business many ‘voice’ how they get overwhelmed with all the changes and feel that the ‘sales industry’ has changed.  They want to confirm that they are on the edge of the changes.’

Comments & Questions we hear at Evans Sales Solutions:

• “Am I doing the right thing in my marketing to the bride?
• “The new technology comes faster than I can keep up.”
• “The amount of change taking place, especially on Facebook. You think you have a system down and then they update the pages and we have to teach everyone all over again.”
• “How do I close the sale when talking to a bride?”

You get the picture, it’s a ‘tug ‘o war,’ all different, but then…all the same thing!

Even if a wedding business dedicates itself to understanding something in the ‘Social Media Marketing’ area, (say the new Google+ platform,) before they know it, it does a major upgrade and much of their hard won knowledge becomes obsolete!  So, do you think that when it changes all the time…does the end result (A SALE) change too?

As wedding business and sales experts, we feel that the consumer is just increasingly savvy, in the technology area—so that you have to stay in the game in multiple ways.  Consumers (brides to be) are not just more tech smart, but they also expect more and they want it quickly.  We also feel that another thing the internet has done-is broken down the pricing barriers and everyone has your (and your competitors) pricing in the palm of their hands.

What can you do about it?

First, we will have to get over it. Constant, relentless change is now a fact of life. We are going to have to adapt to it because the world won’t adapt to us and our needs. We will need to embrace this constant change and turn it to our advantage.

What do I mean? How do we do this?

I mean embrace continual learning and do it at a higher level than you may have planned. This means listening to CD’s or podcasts (audio recordings) as you drive or work out. It means watching less TV in favor of reading a book each week on marketing, sales or another type of business help.  It means watching webinars and going to seminars on a more regular basis.  It means following your favorite wedding business blogs each and every day so that you can keep up with, or even get ahead, of your competition. It means watching YouTube videos about things you don’t understand, but know you need to.

We believe that you can actually turn this whole thing to your advantage! The vast majority of people are not self-starters. By taking the bull by the horns here, and determining that you aren’t going to sit by idly as the wedding industry changes, you actually become much more valuable to your client, as you become the expert!  Many will fail to adapt and become less relevant, are you going to be one that suceeds ?

There are multiple things you can do today…… (and some are COMPLIMENTARY!!) click for more information!

• Hook into the FREE ‘Business Coaching Phone Calls’ on Thursdays @ 10 AM with ‘Wedding Business Expert-Chris Evans.
• Watch for the new ‘Bridal Business Boot Camp WEBINARS’ that you can participate in your own office!
• Get the FREE book ‘Discover your strengths and rise to the challenge!’ (Send an email request today!)
• FREE Social Media Marketing Consultation –just set up a (20 minute visit today!)

Evans Sales Solutions is a team of wedding & sales experts that work to support those in the wedding industry grow their business!  As a solutions-based and results-driven ‘Bridal Marketing Concierge,’ we look forward to working together when you call: 805-222-5946 or email to: WeddingBiz@EvansSalesSolutions.com Chris Evans is a Public Speaker, Sales & Business Trainer, Author,  and trusted advisor to many organizations around the world. He has over thirty years of experience in creating, expanding, and running organizations with an unsurpassed success record. http://www.EvansSalesSolutions.com

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Evans Sales Solutions & Tuxedo Junction Partner on ‘The Perfect Match’

Evans Sales Solutions, LLC, a National leader in wedding & bridal business promotion, is pleased to announce the partnering with Tuxedo Junction, Inc. showcasing the ‘Perfect Match,’ when planning your event

Tuxedo Junction ~Perfect Match Formalwear

When your occasion demands something beyond the ordinary, ‘your perfect match,’ can be found at Tuxedo Junction, with locations across the country.  Tuxedo Junction is comprised of top named Tuxedos and Formalwear ready to make your event perfect in every way.  The team at Tuxedo Junction prides themselves on top customer service, wedding planning services, event support and most of all ‘step by step’ Formalwear customization…

ready to help you create the event of your dreams.

Evans Sales Solutions will serve as a partner in promoting Tuxedo Junction, Inc., who answers the call of the best dressed men across America.  The team of Evans Sales Solutions owned & operated by Chris & Rebekah Evans, bring experience from an extensive 30-year background in the wedding industry with business, marketing, trade show promotion, with an added plus-stemming from the ‘chamber of commerce field.’  In this new role as the ‘Bridal Marketing Concierge,’ for Tuxedo Junction, Inc., the Evans Sales Solutions team will identify market needs and support the outreach for this top Tuxedo & Formalwear Company.

“I couldn’t be more pleased with this announcement,” says Nancy MacDonald, Marketing Manager, Tuxedo Junction, “Chris Evans & his team, bring a wealth of knowledge and experience in the wedding industry,” said MacDonald.  “Their experience added to their marketing & sales knowledge, will support the efforts of Tuxedo Junction’s mission to serve the needs of a bride & groom planning their wedding or those getting ready for an event of the season.”

Evans, author, top wedding industry speaker & sales business trainer, produces the Nationally known ‘Bridal Business Boot Camps’ live workshops which Inform, Inspire, and Empower those in the wedding industry to think differently about their work, and to walk away with an “I can do this” attitude!  As a leader in the wedding business, Chris has literally taught thousands of wedding professionals to grow their business and improve their results while entertaining them in the process.  Rebekah Evans brings business savvy to the team as former President/CEO of the Malibu Chamber of Commerce and more.  Serving the community, she implemented ‘hands-on’ business growth for those in the hospitality, business services, tourism and the wedding industries.

Evans Sales Solutions, LLC is best known for their wedding industry and business growth training products and is a California corporation.  For more information on Evans Sales Solutions, LLC or Bridal Marketing Concierge and the full line of wedding industry professional support, please visit www.EvansSalesSolutions.com or call 805-322-4446.

The Bridal Industry Today

Here’s a useful snapshot of the bridal world in the U.S.

With the popularity of wedding reality shows on networks like TLC and Style, weddings are in the spotlight more than ever. Here’s a brief overview of bridal stats gathered from theknot.com, Brides Magazine 2012 American Wedding Study, and weddingstats.com:

• September is the most popular month for weddings; June is second. 20% of couples get engaged in December.
• The average age of a bride is 27 and the groom is 29.
• An average guest count is 140 and the length of engagement is fourteen months.
• Blue, purple, and green are the biggest wedding colors.
• 69% of couples had there own personal wedding website. 59% of brides used Pinterest to generate and organize wedding ideas.
• The average cost of an American wedding is $27,000. New York City boasted the largest average cost of more than $65k, and Chicago was second at $53k per wedding.
• Venue accounts for approximately 50% of a wedding’s budget.
• The average cost of a bridal gown is $1355, and bridesmaids’ dresses average $145.
• In this economy–exporting may be the way to expand your products.

To sum it all up, get yourself into Pinterest, focus on September and June themes, look into exporting into China and move to New York! Okay, maybe you should stay put –where you are–and use these stats to make the most of your business. For more great resources on the wedding biz, check out my site: EvansSalesSolutions.com or BridalMarketingConcierge.com

Have a great week, and do a little of your own research on wedding trends. It can only help propel you forward. As I always say, “Knowledge plus implementation equals power.”

Sincerely,

Chris Evans

P.S. Join us at the BRIDAL BUSINESS ACADEMY in Santa Monica on December 4 or get more information on the EASTERN SEABOARD Academy next May! 

Bridal Business Academy Comes To Southern California

The Bridal Business Academy is an intensive course in bridal business management, where wedding industry entrepreneurs gain hands-on familiarity with the fundamental skills needed in a successful business from the novice to the experienced.

The Bridal Business Academy features an intensive education program designed to strengthen the business acumen of wedding industry leaders. The workshop is designed for owners, managers, staff leaders and those looking to advance their wedding business.  Attendees range from the novice to the experienced as the Academy provides a strong foundation for wedding professionals who enjoy perfecting their trade.

Featured Trainer & Business Motivator, Chris Evans -Top Wedding Industry Specialist will be on hand to help you learn how to improve your business and grow your sales.

Additional top bridal business trainers will  teach information which focuses on practical concepts and tools to strengthen leadership capabilities in your wedding business.
Trainers include: Wedding Planner Alice Goetschel of Memorable Occasions, Susan Tellem, Owner of Tellem Worldwide Communications, Nick DiLello, Owner & Operator of the Phoenix Bridal Show and Daryl Bryant, Business Motivator & Owner of Total Entertainment.

As a bonus,  Wedding Coordinators/Planners can get a complimentary registration courtesy of the Sheraton Delfina Hotel.  Discount registrations are available for those in the Wedding Industry wanting to attend!

• DATE:  December 4, 2012
• TIME: 11:00-5:00 (Academy) 5:30-7:30 (Soiree’)
• LOCATION:  Sheraton Delfina, Santa Monica

Call 805-322-4446 to reserve your seat (limited) or email to: Academy@EvansSalesSolutions.com   Go to: www.EvansSalesSolutions.com or www.BridalMarketingConcierge.com

The Importance of Scheduling ‘Visits’

from the Best Selling Book: “How To Double Your Wedding Business in 12 Months,’ by Chris Evans….
(page 135-Chapter 12)

I hear people say things like this all the time:

• ‘Sales is a numbers game,’
• ‘Every no brings us closer to a yes,’
• ‘You never get the sale if you don’t ask.’

You must consistently present your product to products or your business will fail.  In the wedding industry, for the most part, those presentations are done face-to-face.

In recent years, some wedding professionals have to trying to eliminate the ‘face-to-face,’ visits and let the Internet do the work for them.  In my opinion, this is a big mistake…….
(At the Wedding MBA in Las Vegas on October 2-4, you’ll have the opportunity to hear Chris, learn tips and techniques to grow your wedding business, upgrade your sales skills, pick up a free gift–along with ‘products for the wedding professional!’

Two Ways to Save Time in the Office

Time is money! Don’t get stuck spinning your wheels on things that can be done for you while you work or sleep.

Times are changing. Constantly. One great thing that change has brought is automation. No, we can’t build robots to do all of our office work, but we can hire some virtual robots and humans to do some of it. Here are a couple of ways to do this:

Auto Responders When people sign up to get email updates from your business, you can use an auto responder to make sure they don’t fall through the cracks. An auto responder allows you to enter a series of newsletters or informational snippets and delivers them via email in the order and schedule you choose. So after a bridal trade show, when you have tons of new contacts, enter the email addresses and the auto responder will take it from there. A good one to check out is aweber.com.

Delegation What is the task that you don’t do well? Hate writing email blasts? Hate entering data? Or designing brochures? Delegate it to someone who does like the job and does it well. It will get done faster and turn out better than if you forced yourself to do it. Go to elance.com to see what I’m talking about.

Next time you’re sitting at your desk forcing yourself to get that dreaded task done, start thinking creatively. Look to the virtual world to get more done.

Products for the Wedding Professional

As a ‘Wedding Professional,’ look no further than the ‘product catalog’ to help you grow your business at: Wedding Professional Product Catalog

Check out our ESSText program to discover another way you can promote your business 24 hours a day through automation.

Visit us online at BridalMarketingConcierge.com

And remember you can’t always do everything yourself, so work smarter this week. Automate and delegate.

Are you leading or just managing your wedding company?

Leadership is about taking risks and overcoming obstacles.  When Chris Evans, top speaker in the wedding circuit, left the wedding industry as a major bridal show producer, he decided to use his skills and teach wedding merchants ‘how to sell’ through workshops, seminars and more. However, there were a lot of obstacles in his way.  This included a massive brick-and-mortar system of getting the word out to those in the wedding industry via direct mail and advertising costs.  But he left his safe job and founded ‘Evans Sales Solutions, LLC,’ and stepped into the training and speaking circuit, changing the way many in this industry look at ‘sales and marketing.’

What is the key to assessing big decisions and overcoming obstacles that he used?  He didn’t want to waste his ‘God-given talent’ of teaching and then regret not doing it.  He would have regretted not joining the ‘speaking circuit,’ where he has met and trained thousands in the wedding industry to grow their businesses.

He had a clear vision of what he wanted to do, he knew the obstacles involved, set out to overcome them, knowing the whole time that there was a high failure risk.  He didn’t want to be 80 years old and regret what he could have done for this industry.   His theme every morning?  ‘It’s a Bright New Day Filled with Possibilities!’

Will you look back with regret at what could have been in your wedding organization?  Maybe you’ve owned your bridal business for a long time or been in an executive position for a few years, but are you leading or managing?

Leadership is about making the hard choices and living with the outcomes, good or bad.  Managing is more about ‘not doing the hard things-keeping all running smoothly’ thus making sure employees, vendors and customers are all happy.

Sometimes though, the path to a greater success requires you to ‘rock the boat,’ to the point of tipping it over.

The first step is to:  Know where you are going in this industry.   Too many bridal companies start with a ‘passionate idea,’ and then ‘just survive the ride.’  They are not plotting their growth plan; they are doing what they’ve always done, hoping that it’s enough to get by for another day.  If you are a leader, you won’t go for that.

Second step: Make a list of how you are going to make it happen!  List the easy steps, and list the obstacles.  By listing the obstacles, you can then go around them, through them, over them or simply get rid of them.  Most obstacles are going to fall into the category of people, products or the structure you have in place.    Ask yourself: Is this the right management team to get you where you want your company to be? Is your product on the ‘edge’ of what 18-36 year old brides are looking for?  Is your company structured to handle the challenges that lie ahead (yes, they are there) on your path to growth?

This is where leadership comes in.  Do you have the DISCIPLINE (consistency plus perseverance) or SELF CONTROL (the ability in the heat of the moment to take a specific action in the right direction) and COURAGE (Strength of purpose, to do your best and not swerve from your path) to grow your business?

None of these changes are easy.  But that’s the difference between a leader and a manager.  A leader says, ‘we are going a different direction and that means things are going to have to change.’  Your other option is to leave things alone and play it safe.  But get ready, Chris won’t be standing next to you at 80, when you declare, ‘I could have done so much more!!’

Evans Sales Solutions/ Bridal Marketing Concierge, leaders in the wedding industry with support products, business training, sales & marketing techniques to grow your business.  As a solutions-based and results-driven concierge we create opportunities to grow your bridal business sales and increase your profitability.  Reach us by calling: 805-322-4446 or go to:  www.BridalMarketingConcierge.com 

Announcing New Service for the Wedding Professionals

http://www.prlog.org/11914348-announcing-new-service-of-evans-sales-solutions-bridal-marketing-concierge.html

Bridal Business Boot Camp

Video

Next Bridal Business Boot Camp set for DETROIT -Hilton Garden Inn on August 27! Join other wedding professionals to learn more on growing your business. http://www.EvansSalesSolutions.com