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3 Ways to Attract Higher Spend Wedding Couples: Wedding Expert Kelly Mortimer Shares Her Tips Exclusively On DWP Insider

Meet the Author

Hello! I’m Kelly. I help Wedding Businesses globally to raise their revenue and streamline their sales journey, making them more profitable so they can serve more of the couples they love without burning out. I have spent over 22 years in the Wedding Industry –  From destination weddings to luxury events in London including royalty, The Queen and Celebrities, and working for worldwide companies and increasing their weddings by £ Multi-Millions.

 

On to the Deets

Imagine working with more couples who have higher wedding budgets? It’s not just about the increase in revenue (although that’s great), it’s about you showing your talent, your ninja skills, and doing what you love at a higher level. (oh, and it’s about the revenue!) I get it. I’ll share 3 clear steps, no fluff that helps my global clients to attract higher spend couples and increase their rates. Read on my friend.

 

Step 1: The Magic of VIP

 

 

Many wedding pros aren’t attracting higher spend budgets simply because they are not showing a VIP or LUXURY offering as part of the options.

Read that again. Trust me this is a gamechanger.

If you only show budget or mid-priced options, then expect to attract budget and mid-priced couples. Nothing wrong with that. But your couples with bigger spends will simply presume you don’t offer the level they seek and will pass you buy.

TRUST ME – always show a luxury option next to your lower and middle prices. Not only will it help luxury weddings be more interested in you but it will make your lower and mid prices look much better valued.

[Pro Tip: This is one step in my ‘Easy to Buy’ method but even as a standalone you’ll see it gets results.]

 

Step 2: Online Experience

 

The quality of your marketing, not the quality of your product = the quality of your customer.

You might be the very best at what you do, maybe the best in the world. But if your website feels dated, if the information isn’t laid out in a smooth journey, if the potential customer has to fill out too many boxes, or can’t understand pricing, or isn’t clear about the type of couples you work with… You’ll lose them. People are time-poor. (You and me included!) Your couples want an experience when they land on your website. Show your brand personality and guide them step by step. Then be super clear about what they should do next.

[Pro Tip: Don’t tell them to ‘make contact’. Have an auto-scheduler such as Calendly at the ready for them to book a Zoom or meeting. This saves you time and energy as they move quickly to the next step and has them booking easily into your diary.]

 

Step 3: They Can’t Buy What They Can’t See

 

If I was doing a VIP day with you, one of the critical areas we’d look at in your business would be your imagery. Wedding couples are incredibly visual when researching their venue & vendors. It’s also necessary for your website, ads, social media, brochures, and simply every part of your marketing!

In my experience having worked with thousands of wedding pros, this almost always needs work to attract more higher spend couples. There are 2 things you need professional images of: Your product or service & YOU! Creating regular photoshoots to freshen up these marketing images is genuinely the make or break of your business. And higher spend clients will click off pretty fast if they see dated, old-fashioned images. Or worse, they can’t see the right images at all.

[Pro Tip: This is hard to audit in your own business, so here are a few things to check for to get you started: Are the images modern and Instagrammable? Can we see the actual product or service you’re selling or is it a lot of general wedding-looking shots? Are there professional shots of you and your team?]

 

Your Mission

 

 

It’s the implementation that drives results. Find just ONE thing you can do from this article, commit to it AND DM me on Insta @Wedding_Kelly to tell me what that one thing is. Simply writing it down and sharing it means you’re 42% more likely to do it. I’ll take those odds!

 

See you next time,

Kelly

 

Kelly has previously been a speaker at the DWP Congress, sharing her expertise on wedding sales. Having helped over 1000 businesses globally with her sales and marketing strategies with proven results, her 20+ years of industry knowledge can benefit all wedding professionals, whether you’re a planner, vendor, or venue!

 

All Images Credit: @Wedding_Kelly