Book More Weddings With This Simple But Powerful Marketing Shift

If I had to give you 1 thing to change in your marketing to book more weddings, this would be it.

In this episode, we’re diving into a simple but powerful marketing shift that will completely change the way you attract and book clients. If you’re tired of feeling like your marketing isn’t working or you’re not standing out, this one’s for you.

I’ll walk you through something I’ve seen time and time again that’s holding wedding pros back from booking more weddings. This shift is going to make your marketing easier, less frustrating, and help potential clients see the value you provide—so they can’t wait to work with you.

Curious? Tune in to hear the one thing you might be missing in your marketing that will make all the difference in booking more of your ideal clients!

In this episode we’ll cover:

• The powerful mindset shift that makes your marketing more effective
• Why you have to stop making your marketing about you and what to do instead
• Why you need to sell results instead of showcasing your services
• Real-life examples of marketing mistakes wedding pros make and how to avoid them
• My proven method for understanding what your ideal clients actually want
• Why generic marketing statements (like “We love love”) are hurting your bookings
• How one simple marketing adjustment helped a wedding planner book out with her dream client

Book More Weddings With This Simple But Powerful Marketing Shift

Welcome to the podcast, I’m your host Heidi Thompson and I help wedding pros of all kinds book more weddings with clients they love and grow their wedding business without working crazy 60+ hour weeks.

Today I want to talk to you about the biggest marketing lesson wedding pros need to learn to book more clients.

This is going to make your marketing easier and less frustrating. It’s also going to help your potential clients see the value you provide clearly which is key to getting them to inquire and book.

That lesson? It’s not about you.

Your marketing is NOT about you.

That’s not to be mean, it’s just factual.

I’ve been talking a lot lately about standing out and getting booked and this is one of the most important lessons I can teach you.

You are the vehicle, not the result.

Your ideal client wants something for some reason and your services or products are their vehicle for getting it.

You’re not the result. They don’t want your service/product.

They want the result it provides.

That’s a huge mindset shift because it changes what your marketing is about and what you’re selling.

Last week in my Stand Out & Get Booked Challenge I worked with 400 different wedding pros on this and the first instinct is to always make your marketing about you.

We worked on the Perfect Fit Statement which is the statement that goes at the top of your website so someone knows within 5 seconds or less if you’re for them or not. It needs to be a hell yes or a hell no for you to stand out.

Here are some examples of things I’ve seen wedding pros use that make it about THEM and not the potential client.

“I offer tailored services and creative solutions to make a unique and unforgettable experience.”

“Authenticity and connection are at the heart of everything we do.”

“We love love.”

“We’re professional and work with you on your event until you’re satisfied.”

“We have over 500 5-star reviews.”

All of these statements are about THEM and not their potential clients. They don’t highlight the thing their potential clients really want so they lead to marketing and sales struggles. Some of these statements simply state that they do their job, which should be a given.

You have 5 seconds to show someone who lands on your website if you’re the perfect fit for them or not. You can’t afford to waste that time on statements that ARE NOT specifically about the potential client and their problem.

I shared some examples of members of The Wedding Business Collective doing this well and those Perfect Fit Statements included:

“For couples who want bright, colorful photos that feel natural.”

“Your wedding day is a story worth telling on paper. Photography for the timeless traditional bride.”

“Creating and officiating custom ceremonies that honor your sense of spirituality, while still respecting your family’s traditions.”

“We aren’t your average wedding planner. We plan and design untraditional destination weddings. Challenge tradition. Embrace your uniqueness. Have zero regrets.”

“Gowns optimized for dying. Guaranteed vivid color on styles you’ll love.”

“Triad wedding planners for couples who love Earth and all its colors. Crafting weddings that are bright in spirit and deeply mindful of our planet.”

These all show the potential client that this wedding pro has what they want. They can be the vehicle.

The classic marketing example that is used in every old-school marketing book rings true here: Nobody wants a pain pill. They want to get rid of their pain and the pain pill is the vehicle for delivering that result.

Nobody wants a planner, a photographer, a stationer, a caterer, a DJ, a venue, etc. They want the RESULT that working with those people provides them.

It’s not about you.

So you have to find out what they want (don’t assume, you will be wrong) and show them that you can give that to them.

We do this in The Wedding Business Collective through my Clone Your Best Clients method. Members ask specific questions to the clients they wish they could clone and work with over and over again and then they build their marketing plan around those responses.

Not what you think they want, what they actually want. Because those things are never 100% the same.

I worked with a wedding planner a few years ago who was struggling to book more of her ideal clients. She was marketing based on the typical marketing for planners – saving time and saving stress. Turns out they expected that but that’s not what her ideal clients WANTED.

They wanted a wedding that incorporated their cultural traditions but allowed them to put their own spin on it so it wasn’t just like their brother’s wedding and their sister’s wedding. This planner was ALREADY doing this, all she had to do was make it the focus of her marketing.

Once she did, her potential clients saw that she was the PERFECT vehicle to get her to the result they wanted and she easily started booking up with her ideal clients.

Think about your own business, you probably don’t WANT an accountant, right?

You want to not have to worry about your taxes and to save money on them.

So if they’re marketing themselves as “I’m an accountant and I can do your taxes” you’re going to be like okay….and??? This leads to you looking for the cheapest option because who cares?

But if they make themselves the VEHICLE and market themselves as your way to never have to worry or stress about taxes again and save money every tax season, now that’s a message that excites and makes sales.

This shift will allow your ideal client to see that you are the vehicle that can get them their desired result.

And that’s what makes people buy.

So, are you ready to shift your marketing to a message that excites and makes sales?

​Join us in The Wedding Business Collective​ and learn how to position your services as the solution your clients crave.

When you know how to do this, just like that wedding planner I mentioned who learned to do this in The Wedding Business Collective, you can book yourself out with clients you love.

If that’s what you want, head over to https://www.theweddingbusinesscollective.com/ and become a member!

Links & Resources:

The Wedding Business Collective

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