November 5, 2024 • 22 mins
In this episode, we tackle the biggest pain point wedding pros face—losing leads—and share the step-by-step framework for creating a sales funnel that converts effortlessly.
From building awareness to closing the sale with confidence, we cover practical strategies that help you book your IDEAL CLIENTS without the overwhelm.
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https://brandeegaar.com/perfect-sales-funnel-explained/
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Thank you for tuning in to this episode of the Wedding Pro CEO Podcast. If you find these strategies helpful, make sure to share this episode with your fellow wedding pros. And remember, in the world of weddings, it's all about building genuine relationships and showcasing your best work. Until next time, keep shining, CEOs!
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Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Brandee Gaar (00:00):
Are you constantly losing leads
and wondering why potentialclients aren't booking?
In this episode, I'm breakingdown the perfect sales
funnel that solves thisproblem once and for all.
No more frustration, no morewasted effort, just a step
by step guide to buildingan automated system That
converts leads into highpaying clients effortlessly.
If you're tired of watchingclients slip away and ready to
(00:21):
finally see results, this is thestrategy you've been missing.
Hey there, CEO, you'relistening to the Wedding Pro
CEO podcast, the podcast tohelp you grow and scale your
profitable wedding business.
I'm your host, Brandee Gaar,and over the last 17 years,
I've grown one of the largestplanning firms in Orlando,
Florida, and grossed morethan 6 million in revenue.
(00:41):
I have refined our sales processto make it flow so smoothly and
ensure that we have five figuremonths every single month.
And I'm here to show youexactly how to do that too.
If you want to grow and scaleyour wedding business in
2025 wedding pro, you havegot to stop playing small.
You've got to be differentthan the bulk of the wedding
pros that are out there whoare just hoping that they're
(01:03):
going to hear that dingthat they just got a new
sale into their business.
Smart CEOs don't run theirbusinesses on hoping the
economy will go their way.
We create strategy.
We understand what movesthe needle, how we get more
clients into our funnel.
And 100 percent we know exactlyhow to close them so that we
can convert more of those warmleads into paying clients.
(01:23):
Today, we're breaking downthe perfect sales funnel.
This is the sales funnel.
That's not only going to helpyou to survive the changing
landscape of our industry andour economy, but it's going to
help you to thrive through it.
If you're ready to build theperfect sales funnel for your
business, let's get into it.
So first things first, let'stalk about what a sales funnel
is, because to be honest,I didn't really start using
(01:45):
this terminology until reallythe last five years, because
in the wedding industry, wedon't really talk about Sales
that often like we do in termsof like, Oh, I want to make
more sales, but it's almostlike you are money hungry
if you talk about sales.
And I came here to break thatstigma because I think we need
to be talking about sales.
We need to be talking aboutmoney because guess what?
(02:06):
If you don't have sales, ifyou don't have money coming
into your business, youdon't have a business at all.
So I want to stop beingafraid to talk about this.
And I want to really drillinto exactly how you're
going to build out thatsales funnel so that you
start increasing your profit.
You start increasingyour revenue, right?
What a sales funnel is, is it'ssimply the process of moving
people from unaware that youeven exist to becoming a paying
(02:29):
client and really understandingthe steps that need to be taken
to move them through each ofthose phases simply and easily
so that it's not this tug andpull of getting ghosted and
constantly being behind yourcomputer and trying to be the
first one that responds and allthese different crazy things
that can make you really startto slow your sales because
you get so overwhelmed.
by it, right?
(02:49):
What we want to do is we want tocreate a sales funnel that flows
smoothly without you interactingtoo much in it so that you can
be booking new clients whenyou're at a wedding or when
you're at Disney with your kids,or when you're sitting on the
couch trying to recover from awedding hangover, whatever else
you're doing, we want your leadsto still be able to flow through
your sales funnel smoothlyso that you're consistently
(03:11):
booking new clients.
Okay, so there's three phasesto your perfect sales funnel.
the first phase isgoing to be the widest.
It's going to be the biggest.
This is where we'rejust getting awareness.
We're getting more peopleto learn about us, right?
So this is where Networkingand social media and all of
your marketing efforts aregoing to combine to really
start to fill your funnelwith these ideal leads.
(03:32):
So that's Instagram,Pinterest, Facebook.
If you advertise on Facebookor do any kind of marketing on
Facebook, Tic Tok is a huge one.
LinkedIn could be in play here.
Those are all yoursocial media sites.
Other things that you want tobe thinking about are going
to be networking efforts.
Never ever forget thatrelationship marketing will
always, always, always be amassive piece of the puzzle
(03:55):
here in this awareness phase.
Having other vendors and venuesaware of who you are and what
you do is going to be sucha player in that referral
piece of your business.
So we want to make sure thatwe're also adding networking
into this equation here in thisawareness bucket of our funnel.
And the last one I want you toconsider that I think is Hugely
(04:16):
overlooked is going to be PR.
You want to make surethat you're submitting to
publications, whether thosebe online or in print,
You want to be able tobe quoted as an expert.
You want to be able tobe published and have
your work published.
So this is a really importantpiece of the puzzle.
And one of the playersthat we really love in the
marketplace is OFD Collective.
They have a great PRopportunity for wedding
(04:37):
pros where you literallyget fed PR opportunities.
Weekly by their team that youcan just submit your information
and they will then farm itout to all the publications.
It's a great way to getmore eyes and social
clout on your business.
this is a really big oneas part of awareness.
So in this first stage of thefunnel, it's all awareness
What I want you to thinkabout is stop focusing
(04:57):
all of your efforts on thebottom of the funnel because
if we're not first focusedon the top, there's nobody
to sell to anyway, right?
So all three stages ofthis funnel are massively
important so that they canall work together, right?
So the first stage is awareness,and we've got to be hyper
focused on that awareness stage.
in the second piece of thefunnel, this is consideration
(05:19):
or what we might also wantto call the nurture stage.
This is where your follow upsare going to come into play.
This is where that automatedemail funnel is going to
come into play so that you'reconsistently nurturing them.
This is where your storyposts are really going to
come into play because inthis stage, you're going to
really want to nurture thoseleads and the stories come
into play here because peopleare now already following you.
(05:43):
That's part of theawareness phase, right?
You got them to follow.
You got them to kind ofcome along for the journey.
They're aware ofyou, but they don't.
like you yet, right?
they're trying to figureout, do I like this vendor
to be part of my wedding?
And remember you guys,they're following you
for a long time, right?
So these story posts arecoming in to really nurture,
to show that you arehumans behind your brand.
(06:04):
If you have ateam, that's great.
Showcase your team, showcasethe fun side of you, showcase
what makes you unique.
speak to pain points.
Make sure that you'reshowing who you are so that
you're really drawing inthe ideal client, right?
You want to make sure thatthe people that are in this
consideration phase are reallyself selecting at this point.
That's a really big pieceof this stage of the funnel.
(06:25):
We want to help them self selectwhether they are the right
client for us Or they're not.
And that comes with nurturingand showing who you are so
that they can decide, like,yes, I really like this.
I resonate withthis or no, I don't.
And this is also the stagewhere you're going to want
to share your pricing.
If you haven't already donethat on your website or part
of your awareness stage, youreally want to make sure that
(06:47):
your pricing is front andcenter during this consideration
stage, because again, we wantthem to self select, right?
So if they are not within thebudget range that we typically
book clients, we want them tobe able to self select that
they're not going to reach outto us So this consideration
phase, what we're doing iswe're nurturing them, but
we're also helping them toSelf select whether they are
right to move forward in thenext stage of our funnel.
(07:11):
Okay, in the bottom phaseof the funnel is decision.
And this is typically where yourconsults are coming in, right?
So awareness and considerationare moving them through.
We're trying to get themto get to a consult, right?
here in this bottom phaseis where you're going
to have your consult.
And this is where youshine Wedding Pro.
We want to make sure that you,here in this stage, understand
(07:35):
that they are 80 percent ofthe way sold in at this point.
Okay.
So this is where you're goingto bring out social proof.
This is where you'regoing to speak directly
to their pain points.
This is where you're goingto tell them exactly how your
services fill exactly whatthey need for their wedding.
And you're goingto be confident.
You're going to know thatyour pricing is right on
(07:56):
par because you've alreadyshared it with them.
They wouldn't be at thatconsultation if they couldn't
afford you at this point, right?
So pricing is not aconsideration at this stage.
We're already past that.
At this point, it's making surethat they're a good fit for you
and you're a good fit for them.
And we lock up the contract.
If you've done your funnelcorrectly at this stage, it
should literally be the simplestthing to close them because
(08:19):
your funnel has warmed themso much that this piece of the
funnel is literally only 20percent of the buying process.
Because at this point, ifthey've gotten this far,
you've made a very shortlist of pros and all you
need to do is close it up.
Okay.
So now you know what a funnelis and how it's made up, but
I want to also talk aboutwhy most wedding pros fail at
(08:40):
building funnels and havingreally great funnels for
their clients to move through.
So the first one is becausethere's no clear path.
And this I would say mightbe the number one thing
we see when wedding proscome into our program.
It's one of the firstthings that we audit
is your sales funnel.
We want to understand how peopleare moving through your sales
funnel and not having a clearpath is such an easy fix for us
(09:03):
to show you, but it's probablythe number one reason that
the sales funnel is broken.
And what that means is that whenyou're on social media, when
you're in the awareness phase,you're doing PR, you're doing
marketing, you're doing networkrelationship marketing, you're
doing social media, All of thatawareness phase, there's really
no path, there's no clear paththat we're telling them to move
into that consideration phase.
(09:24):
And so what we want to bedoing is we want to make sure
that there's always a strongcall to action on our social
media posts, that there'salways a direct next step.
So if you're doing socialmedia, we want to always
have calls to action.
To move into thatconsideration phase, right?
And so that would be doubletap if you agree, share
with an engaged friend, savefor later, DM us to talk
(09:45):
more about your wedding.
That's a huge one, right?
That's a strong one.
Click the link in our bioto book a consultation.
Like there's all these.
things that we can doto move them into that
next consideration step.
Now, if you're working onrelationship marketing, you're
doing networking to get thosereferrals, same thing here.
You really want to letyour vendor partners know,
like what is the next stepfor a client with them?
(10:06):
Do they have clients thatare looking for what you
do that you could partnerwith them on, right?
Like, how can you be agood partner to them?
How can you move into thenext step, of being considered
either for part of theirvendor list or just to
partner with them on a client.
Now, what I don't mean herein this piece is to say, how
can I get on your vendor list?
That's gross.
Don't do it.
(10:27):
But what we do want to sayis, do you have any clients
in mind that you think wouldbe a good fit for both of
us to work on together?
Because I'd be happy to look atpossibly discounting my services
so that we can work togetheron a wedding because I'd love
to show you how I'm different.
Right.
I think that's areally good one.
Or, tell me more about yourservices because I would love
to refer a client to you sothat we can work together
(10:49):
and you can see how myservices are different, right?
or how unique we are.
Like, these are all waysthat you can make sure that
you're moving into the nextphase versus just being like,
Hey, thanks for meeting.
It was great.
I hope we can worktogether one day.
No, always be looking for howam I moving this person in
my funnel to the next stage.
Okay.
The second one really isvery similar to the first and
(11:12):
that is weak calls to action.
And in this one, what I'm reallytalking about is your email.
So now we're in theconsideration phase.
And one of the things thatI see all the time when
we're auditing sales funnelsis I see wedding pros send
these great emails out.
They're beautiful, but they haveno substance to them whatsoever.
They're really not providingthe client any additional
(11:35):
information that theyneed to make a decision.
Cause remember, we're in theconsideration phase here.
We want to move themto the decision phase.
They also have nocall to action.
I see these emails go outand I'm like, well, what do
you want the client to dowhen they get this email?
And they're like, well,I really want them to
book a consultation.
I'm like, but youdidn't even put the
consultation link in here.
So they'd have to go findyour website again to book
(11:57):
a consultation or hit reply,which they're not going to do.
So we want to make it simple.
We want to make it one click.
Remember that most of ourclients are reading these
emails from their phone as well.
So we want them to beshort, sweet, to the point.
We want them to have value forthem and we want them to know
what the next step is and it'dbe right there for them to do.
So you want to make surethat you have a link
(12:17):
to book a consultationwith you right there.
Every single email, everysingle email that you
send out or every singleinteraction you have in the
consideration phase is to movethem into the decision phase.
Please don't miss this point.
You're constantly, always 100percent of the time when you're
interacting with a lead, youare trying to move them to
(12:37):
the next step in the funnel.
That's it.
If you think about it that way,instead of thinking, how do I
get this person who doesn't evenknow about me to book with me?
If you just think, how do Iget them to move to the next
stage in the funnel, I promiseyou sales will become so much
easier and a lot more fun.
Okay.
And the third thing that I see.
All the time when we're auditingsales funnels is there's no
(12:58):
follow up and every weddingpro that I've ever interacted
with knows follow up isimportant, but they don't do it.
And a lot of times that'snot on purpose, right?
I would say most of thetime it's not on purpose.
Most of the time it's becauseyou're busy, you get busy
running your business.
You forget to do follow ups.
You don't have timeto do follow ups.
You don't know what tosay in the follow ups.
So you're just kind of like,I don't know if they want to
(13:20):
book me, they book me right.
And the reality is.
Our clients are busy.
That's why they're lookingfor professionals to help
them with their wedding.
Our clients are busy.
And so we have to stay topof mind because they're
not only short on time,but they're interviewing
multiple wedding pros, orthey've at least reached out
to multiple wedding pros.
So you staying top of mind,understanding where they
(13:40):
are in life and helpingthem to make it easy to.
Book a consultation with you tomove to the next stage is going
to be really, really important.
So we want to make sure thatwe've got great follow up emails
that are going out consistently.
And I don't think this isany surprise because I preach
this on this podcast allthe time, but you want to
have great Follow up texts.
(14:00):
And this is so massivelyimportant in this new
generation that's movinginto our marketplace because
they will much more likelyread and answer a text than
they ever will to an email.
So we want to make surethat we're really focused
on great email follow upsand great text follow ups.
If you aren't sure what to sayand you really struggle with
this, you're just like, Brandee,I have no idea what I'm supposed
(14:21):
to say in these follow ups.
It's so overwhelming to me.
I actually created an entirescript for your sales funnel.
It's a full 30 day script withemail, swipe copy, and exactly
what to say in your textand when to send all of it.
You can just headover to brandegaar.
com slash emails and grabthat swipe copy right there.
It's a literally a Googledoc that I give you.
(14:41):
You can copy and paste all ofit right into your own emails.
You can copy andpaste your texts.
It's really, really simple.
I know how difficultit is sometimes to
figure out what to say.
And so I've madeit easy for you.
Again, it's brandegaar.
com slash emails.
Go over and grab that.
And Hey, if you've gotten itbefore this has been updated.
So if you've gotten thisbefore, you should have
the new updated version.
(15:01):
So make sure that you grab that.
So now you know what asales funnel is and why
so many wedding prosfail at creating one.
But how do you createthe perfect sales funnel?
Okay, there's fiveeasy steps to it.
I'm going to pop throughthem quickly because
they are so so simple.
And once you see what goesin each phase of your funnel,
you're going to see howsimple it is to set this up.
(15:21):
Here in this awarenessstage, what we're doing
is we're speaking directlyto their pain points.
So in any area that you'rebringing awareness into
your business, we'respeaking to the pain points.
You want to be the expert.
You want to make sure thatyou know exactly what it
is that your ideal clientstruggles with, and you want
to speak to it on Reels,on TikTok, on Instagram
stories, in your feed posts.
in your marketing, in yourrelationship marketing, in
(15:42):
your PR, in your expert advice,all of it should be speaking
to the pain points that yourideal customer has and posing
yourself as the solution orthe expert to that problem.
Okay, the bridge betweenthe awareness stage and
the consideration phaseis your contact page.
This is where they'relike, I want to learn more.
I want more information aboutthis wedding pro, right?
(16:04):
Your contact pageneeds to have no fluff.
If they've made it to yourcontact page, they're ready
to fill out your form.
So no fluff, nojunk above the form.
Just put the form onyour contact page, make
it short and sweet.
We don't need toknow their hobbies.
We don't need toknow how they met.
We don't need toknow their budget.
We don't need to know allof these things Because at
this stage, they are justinformation gathering.
(16:26):
So we don't need to sendthis big custom proposal.
It doesn't needto be all unique.
It doesn't need to be crazy.
They want moreinformation from you.
So make your contactform easy to fill out
a couple of questions.
I say five questions, max, makethem not required except for
their name and email addressand no other fluff on this page.
Okay, now they're inthe consideration phase.
So what are we doing here?
(16:47):
We are sending them thoseemails and those text
messages that we talked about.
Again, make sure you grab myswipe copy if you don't already
have this set up for yourself.
And let's make sure that weget you these emails and these
text messages that are actuallygoing to move people through
your funnel because now inthis stage, what we're trying
to do is we're trying to movethem into that decision phase.
(17:08):
So here we're nurturing them.
That's our Instagram stories.
That's our email sequences.
We're nurturing them.
We're trying to get themto understand like we are
the perfect pro for them.
And we want them to makea decision to book a
consultation call with us.
Okay, on the bookingstage, this, you guys, this
is massively important.
Do not make it difficultto book with you.
I still see so many weddingpros that are manually
(17:28):
booking appointments.
Please, I beg of you,it is almost 2025.
Get an online scheduler.
I don't care which one you use.
There are a million out there,but stop making it difficult to
book a consultation with you.
Send them the link tobook a consultation.
Make sure they can click on thelink easily and find a time to
book a consultation with you.
Simple, clean.
(17:48):
They can do it from their phone.
We want it to be easy.
Okay.
And the last oneis your sales call.
You guys, I'm tellingyou, you've got to make
this sales call confident.
I want you to think about yoursales call is that 80 percent of
the work has already been done.
We talked about that earlier,but your sales call is the last.
Tiny little nugget.
And I want you to besuper confident here.
If the rest of your funnelhas done its job, they are
(18:11):
so close to buying already.
So in this sales call, youare confident, you know,
that you're the pro for them.
You explain exactly how yourservices are the perfect fit
for them, and you assume.
That they want to work with you.
And this is what Icall my assume method.
If you're like, I want tolearn more about this assume
method that you talk about, youcan head over to brandegaar.
(18:31):
com slash free training.
I break down exactly how tohandle your consultation so
that you convert your clientsevery single time, because here
in this last stage, your salescall is massively important.
You're just going tohead over to brandegaar.
com slash free training andjump right in to learn exactly
how to use my assume method tomake sure you're closing those
(18:52):
consults every single time.
And the last piece ofyour entire sales funnel
is just automating it.
You want to make it sothat you can book calls,
make sales in your sleep.
And you guys, I created anentire episode on how to hook
up all of the tech behind this.
You can head over to episode260 and learn exactly how to
set up all of the tech, becausewe want you to be able to make
(19:14):
Sales while you're running yourbusiness, while you're sleeping,
while you're doing whateverelse it is in your business.
That's so, so important whileyour sales run on automation.
So go check out episode 260.
And CEOs.
The perfect sales funnelis your ticket to scaling
your business in 2025.
If you build it right,it will work for you on
autopilot, bringing in dreamclients while you focus
(19:35):
on doing what you love.
But here's the kicker.
You have to start, youhave to take action.
Build your funnel and stopleaving money on the table.
You are the CEO of your businessand it's time to take control.
If you love the no fluffeducation that I bring to
you here on the podcast,imagine how quickly we
can scale your businessinside of Wedding Pro CEO.
If you're driven andready to make 2025 the
(19:58):
year that you completelytransform your business,
head over to BrandeeGaar.
com slash apply andapply to work with us
inside of WeddingProCEO.
We take our client results veryseriously, which is why all of
our programs are by applicationAnd we want to make sure that
it is the perfect fit and thatyou are ready to take the tools
that we give you and put theminto action to double your
(20:19):
revenue or even more in 2025.
CEO, thank you so much for beinghere and I'll see you next time.
Are you constantly losing leads
and wondering why potentialclients aren't booking?
In this episode, I'm breakingdown the perfect sales
funnel that solves thisproblem once and for all.
No more frustration, no morewasted effort, just a step
by step guide to buildingan automated system That
converts leads into highpaying clients effortlessly.
If you're tired of watchingclients slip away and ready to
(00:21):
finally see results, this is thestrategy you've been missing.
Hey there, CEO, you'relistening to the Wedding Pro
CEO podcast, the podcast tohelp you grow and scale your
profitable wedding business.
I'm your host, Brandee Gaar,and over the last 17 years,
I've grown one of the largestplanning firms in Orlando,
Florida, and grossed morethan 6 million in revenue.
(00:41):
I have refined our sales processto make it flow so smoothly and
ensure that we have five figuremonths every single month.
And I'm here to show youexactly how to do that too.
If you want to grow and scaleyour wedding business in
2025 wedding pro, you havegot to stop playing small.
You've got to be differentthan the bulk of the wedding
pros that are out there whoare just hoping that they're
(01:03):
going to hear that dingthat they just got a new
sale into their business.
Smart CEOs don't run theirbusinesses on hoping the
economy will go their way.
We create strategy.
We understand what movesthe needle, how we get more
clients into our funnel.
And 100 percent we know exactlyhow to close them so that we
can convert more of those warmleads into paying clients.
(01:23):
Today, we're breaking downthe perfect sales funnel.
This is the sales funnel.
That's not only going to helpyou to survive the changing
landscape of our industry andour economy, but it's going to
help you to thrive through it.
If you're ready to build theperfect sales funnel for your
business, let's get into it.
So first things first, let'stalk about what a sales funnel
is, because to be honest,I didn't really start using
(01:45):
this terminology until reallythe last five years, because
in the wedding industry, wedon't really talk about Sales
that often like we do in termsof like, Oh, I want to make
more sales, but it's almostlike you are money hungry
if you talk about sales.
And I came here to break thatstigma because I think we need
to be talking about sales.
We need to be talking aboutmoney because guess what?
(02:06):
If you don't have sales, ifyou don't have money coming
into your business, youdon't have a business at all.
So I want to stop beingafraid to talk about this.
And I want to really drillinto exactly how you're
going to build out thatsales funnel so that you
start increasing your profit.
You start increasingyour revenue, right?
What a sales funnel is, is it'ssimply the process of moving
people from unaware that youeven exist to becoming a paying
(02:29):
client and really understandingthe steps that need to be taken
to move them through each ofthose phases simply and easily
so that it's not this tug andpull of getting ghosted and
constantly being behind yourcomputer and trying to be the
first one that responds and allthese different crazy things
that can make you really startto slow your sales because
you get so overwhelmed.
by it, right?
(02:49):
What we want to do is we want tocreate a sales funnel that flows
smoothly without you interactingtoo much in it so that you can
be booking new clients whenyou're at a wedding or when
you're at Disney with your kids,or when you're sitting on the
couch trying to recover from awedding hangover, whatever else
you're doing, we want your leadsto still be able to flow through
your sales funnel smoothlyso that you're consistently
(03:11):
booking new clients.
Okay, so there's three phasesto your perfect sales funnel.
the first phase isgoing to be the widest.
It's going to be the biggest.
This is where we'rejust getting awareness.
We're getting more peopleto learn about us, right?
So this is where Networkingand social media and all of
your marketing efforts aregoing to combine to really
start to fill your funnelwith these ideal leads.
(03:32):
So that's Instagram,Pinterest, Facebook.
If you advertise on Facebookor do any kind of marketing on
Facebook, Tic Tok is a huge one.
LinkedIn could be in play here.
Those are all yoursocial media sites.
Other things that you want tobe thinking about are going
to be networking efforts.
Never ever forget thatrelationship marketing will
always, always, always be amassive piece of the puzzle
(03:55):
here in this awareness phase.
Having other vendors and venuesaware of who you are and what
you do is going to be sucha player in that referral
piece of your business.
So we want to make sure thatwe're also adding networking
into this equation here in thisawareness bucket of our funnel.
And the last one I want you toconsider that I think is Hugely
(04:16):
overlooked is going to be PR.
You want to make surethat you're submitting to
publications, whether thosebe online or in print,
You want to be able tobe quoted as an expert.
You want to be able tobe published and have
your work published.
So this is a really importantpiece of the puzzle.
And one of the playersthat we really love in the
marketplace is OFD Collective.
They have a great PRopportunity for wedding
(04:37):
pros where you literallyget fed PR opportunities.
Weekly by their team that youcan just submit your information
and they will then farm itout to all the publications.
It's a great way to getmore eyes and social
clout on your business.
this is a really big oneas part of awareness.
So in this first stage of thefunnel, it's all awareness
What I want you to thinkabout is stop focusing
(04:57):
all of your efforts on thebottom of the funnel because
if we're not first focusedon the top, there's nobody
to sell to anyway, right?
So all three stages ofthis funnel are massively
important so that they canall work together, right?
So the first stage is awareness,and we've got to be hyper
focused on that awareness stage.
in the second piece of thefunnel, this is consideration
(05:19):
or what we might also wantto call the nurture stage.
This is where your follow upsare going to come into play.
This is where that automatedemail funnel is going to
come into play so that you'reconsistently nurturing them.
This is where your storyposts are really going to
come into play because inthis stage, you're going to
really want to nurture thoseleads and the stories come
into play here because peopleare now already following you.
(05:43):
That's part of theawareness phase, right?
You got them to follow.
You got them to kind ofcome along for the journey.
They're aware ofyou, but they don't.
like you yet, right?
they're trying to figureout, do I like this vendor
to be part of my wedding?
And remember you guys,they're following you
for a long time, right?
So these story posts arecoming in to really nurture,
to show that you arehumans behind your brand.
(06:04):
If you have ateam, that's great.
Showcase your team, showcasethe fun side of you, showcase
what makes you unique.
speak to pain points.
Make sure that you'reshowing who you are so that
you're really drawing inthe ideal client, right?
You want to make sure thatthe people that are in this
consideration phase are reallyself selecting at this point.
That's a really big pieceof this stage of the funnel.
(06:25):
We want to help them self selectwhether they are the right
client for us Or they're not.
And that comes with nurturingand showing who you are so
that they can decide, like,yes, I really like this.
I resonate withthis or no, I don't.
And this is also the stagewhere you're going to want
to share your pricing.
If you haven't already donethat on your website or part
of your awareness stage, youreally want to make sure that
(06:47):
your pricing is front andcenter during this consideration
stage, because again, we wantthem to self select, right?
So if they are not within thebudget range that we typically
book clients, we want them tobe able to self select that
they're not going to reach outto us So this consideration
phase, what we're doing iswe're nurturing them, but
we're also helping them toSelf select whether they are
right to move forward in thenext stage of our funnel.
(07:11):
Okay, in the bottom phaseof the funnel is decision.
And this is typically where yourconsults are coming in, right?
So awareness and considerationare moving them through.
We're trying to get themto get to a consult, right?
here in this bottom phaseis where you're going
to have your consult.
And this is where youshine Wedding Pro.
We want to make sure that you,here in this stage, understand
(07:35):
that they are 80 percent ofthe way sold in at this point.
Okay.
So this is where you're goingto bring out social proof.
This is where you'regoing to speak directly
to their pain points.
This is where you're goingto tell them exactly how your
services fill exactly whatthey need for their wedding.
And you're goingto be confident.
You're going to know thatyour pricing is right on
(07:56):
par because you've alreadyshared it with them.
They wouldn't be at thatconsultation if they couldn't
afford you at this point, right?
So pricing is not aconsideration at this stage.
We're already past that.
At this point, it's making surethat they're a good fit for you
and you're a good fit for them.
And we lock up the contract.
If you've done your funnelcorrectly at this stage, it
should literally be the simplestthing to close them because
(08:19):
your funnel has warmed themso much that this piece of the
funnel is literally only 20percent of the buying process.
Because at this point, ifthey've gotten this far,
you've made a very shortlist of pros and all you
need to do is close it up.
Okay.
So now you know what a funnelis and how it's made up, but
I want to also talk aboutwhy most wedding pros fail at
(08:40):
building funnels and havingreally great funnels for
their clients to move through.
So the first one is becausethere's no clear path.
And this I would say mightbe the number one thing
we see when wedding proscome into our program.
It's one of the firstthings that we audit
is your sales funnel.
We want to understand how peopleare moving through your sales
funnel and not having a clearpath is such an easy fix for us
(09:03):
to show you, but it's probablythe number one reason that
the sales funnel is broken.
And what that means is that whenyou're on social media, when
you're in the awareness phase,you're doing PR, you're doing
marketing, you're doing networkrelationship marketing, you're
doing social media, All of thatawareness phase, there's really
no path, there's no clear paththat we're telling them to move
into that consideration phase.
(09:24):
And so what we want to bedoing is we want to make sure
that there's always a strongcall to action on our social
media posts, that there'salways a direct next step.
So if you're doing socialmedia, we want to always
have calls to action.
To move into thatconsideration phase, right?
And so that would be doubletap if you agree, share
with an engaged friend, savefor later, DM us to talk
(09:45):
more about your wedding.
That's a huge one, right?
That's a strong one.
Click the link in our bioto book a consultation.
Like there's all these.
things that we can doto move them into that
next consideration step.
Now, if you're working onrelationship marketing, you're
doing networking to get thosereferrals, same thing here.
You really want to letyour vendor partners know,
like what is the next stepfor a client with them?
(10:06):
Do they have clients thatare looking for what you
do that you could partnerwith them on, right?
Like, how can you be agood partner to them?
How can you move into thenext step, of being considered
either for part of theirvendor list or just to
partner with them on a client.
Now, what I don't mean herein this piece is to say, how
can I get on your vendor list?
That's gross.
Don't do it.
(10:27):
But what we do want to sayis, do you have any clients
in mind that you think wouldbe a good fit for both of
us to work on together?
Because I'd be happy to look atpossibly discounting my services
so that we can work togetheron a wedding because I'd love
to show you how I'm different.
Right.
I think that's areally good one.
Or, tell me more about yourservices because I would love
to refer a client to you sothat we can work together
(10:49):
and you can see how myservices are different, right?
or how unique we are.
Like, these are all waysthat you can make sure that
you're moving into the nextphase versus just being like,
Hey, thanks for meeting.
It was great.
I hope we can worktogether one day.
No, always be looking for howam I moving this person in
my funnel to the next stage.
Okay.
The second one really isvery similar to the first and
(11:12):
that is weak calls to action.
And in this one, what I'm reallytalking about is your email.
So now we're in theconsideration phase.
And one of the things thatI see all the time when
we're auditing sales funnelsis I see wedding pros send
these great emails out.
They're beautiful, but they haveno substance to them whatsoever.
They're really not providingthe client any additional
(11:35):
information that theyneed to make a decision.
Cause remember, we're in theconsideration phase here.
We want to move themto the decision phase.
They also have nocall to action.
I see these emails go outand I'm like, well, what do
you want the client to dowhen they get this email?
And they're like, well,I really want them to
book a consultation.
I'm like, but youdidn't even put the
consultation link in here.
So they'd have to go findyour website again to book
(11:57):
a consultation or hit reply,which they're not going to do.
So we want to make it simple.
We want to make it one click.
Remember that most of ourclients are reading these
emails from their phone as well.
So we want them to beshort, sweet, to the point.
We want them to have value forthem and we want them to know
what the next step is and it'dbe right there for them to do.
So you want to make surethat you have a link
(12:17):
to book a consultationwith you right there.
Every single email, everysingle email that you
send out or every singleinteraction you have in the
consideration phase is to movethem into the decision phase.
Please don't miss this point.
You're constantly, always 100percent of the time when you're
interacting with a lead, youare trying to move them to
(12:37):
the next step in the funnel.
That's it.
If you think about it that way,instead of thinking, how do I
get this person who doesn't evenknow about me to book with me?
If you just think, how do Iget them to move to the next
stage in the funnel, I promiseyou sales will become so much
easier and a lot more fun.
Okay.
And the third thing that I see.
All the time when we're auditingsales funnels is there's no
(12:58):
follow up and every weddingpro that I've ever interacted
with knows follow up isimportant, but they don't do it.
And a lot of times that'snot on purpose, right?
I would say most of thetime it's not on purpose.
Most of the time it's becauseyou're busy, you get busy
running your business.
You forget to do follow ups.
You don't have timeto do follow ups.
You don't know what tosay in the follow ups.
So you're just kind of like,I don't know if they want to
(13:20):
book me, they book me right.
And the reality is.
Our clients are busy.
That's why they're lookingfor professionals to help
them with their wedding.
Our clients are busy.
And so we have to stay topof mind because they're
not only short on time,but they're interviewing
multiple wedding pros, orthey've at least reached out
to multiple wedding pros.
So you staying top of mind,understanding where they
(13:40):
are in life and helpingthem to make it easy to.
Book a consultation with you tomove to the next stage is going
to be really, really important.
So we want to make sure thatwe've got great follow up emails
that are going out consistently.
And I don't think this isany surprise because I preach
this on this podcast allthe time, but you want to
have great Follow up texts.
(14:00):
And this is so massivelyimportant in this new
generation that's movinginto our marketplace because
they will much more likelyread and answer a text than
they ever will to an email.
So we want to make surethat we're really focused
on great email follow upsand great text follow ups.
If you aren't sure what to sayand you really struggle with
this, you're just like, Brandee,I have no idea what I'm supposed
(14:21):
to say in these follow ups.
It's so overwhelming to me.
I actually created an entirescript for your sales funnel.
It's a full 30 day script withemail, swipe copy, and exactly
what to say in your textand when to send all of it.
You can just headover to brandegaar.
com slash emails and grabthat swipe copy right there.
It's a literally a Googledoc that I give you.
(14:41):
You can copy and paste all ofit right into your own emails.
You can copy andpaste your texts.
It's really, really simple.
I know how difficultit is sometimes to
figure out what to say.
And so I've madeit easy for you.
Again, it's brandegaar.
com slash emails.
Go over and grab that.
And Hey, if you've gotten itbefore this has been updated.
So if you've gotten thisbefore, you should have
the new updated version.
(15:01):
So make sure that you grab that.
So now you know what asales funnel is and why
so many wedding prosfail at creating one.
But how do you createthe perfect sales funnel?
Okay, there's fiveeasy steps to it.
I'm going to pop throughthem quickly because
they are so so simple.
And once you see what goesin each phase of your funnel,
you're going to see howsimple it is to set this up.
(15:21):
Here in this awarenessstage, what we're doing
is we're speaking directlyto their pain points.
So in any area that you'rebringing awareness into
your business, we'respeaking to the pain points.
You want to be the expert.
You want to make sure thatyou know exactly what it
is that your ideal clientstruggles with, and you want
to speak to it on Reels,on TikTok, on Instagram
stories, in your feed posts.
in your marketing, in yourrelationship marketing, in
(15:42):
your PR, in your expert advice,all of it should be speaking
to the pain points that yourideal customer has and posing
yourself as the solution orthe expert to that problem.
Okay, the bridge betweenthe awareness stage and
the consideration phaseis your contact page.
This is where they'relike, I want to learn more.
I want more information aboutthis wedding pro, right?
(16:04):
Your contact pageneeds to have no fluff.
If they've made it to yourcontact page, they're ready
to fill out your form.
So no fluff, nojunk above the form.
Just put the form onyour contact page, make
it short and sweet.
We don't need toknow their hobbies.
We don't need toknow how they met.
We don't need toknow their budget.
We don't need to know allof these things Because at
this stage, they are justinformation gathering.
(16:26):
So we don't need to sendthis big custom proposal.
It doesn't needto be all unique.
It doesn't need to be crazy.
They want moreinformation from you.
So make your contactform easy to fill out
a couple of questions.
I say five questions, max, makethem not required except for
their name and email addressand no other fluff on this page.
Okay, now they're inthe consideration phase.
So what are we doing here?
(16:47):
We are sending them thoseemails and those text
messages that we talked about.
Again, make sure you grab myswipe copy if you don't already
have this set up for yourself.
And let's make sure that weget you these emails and these
text messages that are actuallygoing to move people through
your funnel because now inthis stage, what we're trying
to do is we're trying to movethem into that decision phase.
(17:08):
So here we're nurturing them.
That's our Instagram stories.
That's our email sequences.
We're nurturing them.
We're trying to get themto understand like we are
the perfect pro for them.
And we want them to makea decision to book a
consultation call with us.
Okay, on the bookingstage, this, you guys, this
is massively important.
Do not make it difficultto book with you.
I still see so many weddingpros that are manually
(17:28):
booking appointments.
Please, I beg of you,it is almost 2025.
Get an online scheduler.
I don't care which one you use.
There are a million out there,but stop making it difficult to
book a consultation with you.
Send them the link tobook a consultation.
Make sure they can click on thelink easily and find a time to
book a consultation with you.
Simple, clean.
(17:48):
They can do it from their phone.
We want it to be easy.
Okay.
And the last oneis your sales call.
You guys, I'm tellingyou, you've got to make
this sales call confident.
I want you to think about yoursales call is that 80 percent of
the work has already been done.
We talked about that earlier,but your sales call is the last.
Tiny little nugget.
And I want you to besuper confident here.
If the rest of your funnelhas done its job, they are
(18:11):
so close to buying already.
So in this sales call, youare confident, you know,
that you're the pro for them.
You explain exactly how yourservices are the perfect fit
for them, and you assume.
That they want to work with you.
And this is what Icall my assume method.
If you're like, I want tolearn more about this assume
method that you talk about, youcan head over to brandegaar.
(18:31):
com slash free training.
I break down exactly how tohandle your consultation so
that you convert your clientsevery single time, because here
in this last stage, your salescall is massively important.
You're just going tohead over to brandegaar.
com slash free training andjump right in to learn exactly
how to use my assume method tomake sure you're closing those
(18:52):
consults every single time.
And the last piece ofyour entire sales funnel
is just automating it.
You want to make it sothat you can book calls,
make sales in your sleep.
And you guys, I created anentire episode on how to hook
up all of the tech behind this.
You can head over to episode260 and learn exactly how to
set up all of the tech, becausewe want you to be able to make
(19:14):
Sales while you're running yourbusiness, while you're sleeping,
while you're doing whateverelse it is in your business.
That's so, so important whileyour sales run on automation.
So go check out episode 260.
And CEOs.
The perfect sales funnelis your ticket to scaling
your business in 2025.
If you build it right,it will work for you on
autopilot, bringing in dreamclients while you focus
(19:35):
on doing what you love.
But here's the kicker.
You have to start, youhave to take action.
Build your funnel and stopleaving money on the table.
You are the CEO of your businessand it's time to take control.
If you love the no fluffeducation that I bring to
you here on the podcast,imagine how quickly we
can scale your businessinside of Wedding Pro CEO.
If you're driven andready to make 2025 the
(19:58):
year that you completelytransform your business,
head over to BrandeeGaar.
com slash apply andapply to work with us
inside of WeddingProCEO.
We take our client results veryseriously, which is why all of
our programs are by applicationAnd we want to make sure that
it is the perfect fit and thatyou are ready to take the tools
that we give you and put theminto action to double your
(20:19):
revenue or even more in 2025.
CEO, thank you so much for beinghere and I'll see you next time.
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