Lead: We often call wedding planners? Wedding counselor? In fact, it is not a single planning work, because we feel that the wedding industry is quite special. In the face of weddings, most of our customer groups are at a loss. Even the older generation can't keep up with the ever-changing wedding forms and customs. With the development of the times, the trust requirements for wedding planners are getting higher and higher, so how can we seize customers as wedding planners?

I have also written a lot about the wedding planning skills, such as what I wrote before: the wedding company's skills in talking about orders and how to increase the order volume. This knowledge has been gradually accumulated through some real experiences over the years. Today I compiled some knowledge about wedding planners and wedding negotiators to share with you. This article is very long. I hope you can patiently read or collect our articles and read them slowly.

Talking about a single person

As a single individual, the position of stores in the whole service industry is self-evident. The quality of shops has a great influence on business. Many people think they are good at ordering. In fact, when you jump out of the well, you will find that the gap is very large. Store employees must have affinity. Dress appropriately, behave gracefully, and smile. He is a good shopkeeper, who knows the psychology of customers very well and will accept cards appropriately. Emphasize that the store itself must be confident, not service-oriented. Service stores can only be discussed as a list of modes. Dare not challenge the psychological bottom line of customers, unable to grasp the highest consumption power of customers. We should have a sense of service, or subconscious. Rather than service-oriented performance.

First of all, after the customer enters the door, unless he asks something, don't say anything. Pure turn? Otherwise, you will have a basic understanding in a few words. Look at cars, car keys, clothes, mobile phones, jewelry, bags and manners. . . . . Pour a glass of water quickly. This is a service. Minimum principles of service industry. It is suggested that everyone buy a tea set with good feel or standard transparent glassware. Instead of paper cups. To pour water, you can make an order sign on the hotel counter, which says, green tea, coke, orange juice, boiled water. . . . Please make your choice. Pour the customer a glass of wine and sit down and talk. Attention, add water. Also, don't pour more than two-thirds of the cup. Always pay attention to the change of water temperature. Depending on the season, it may take three to five minutes. Even if you don't drink a bite, change the water. Also, don't leave the customer's sight when changing water. When customers drink water, they should add water if they drink no less than one third. This is a detail, you know, customers are not familiar with you, it is impossible not to drink a little glass upside down. Pay attention to this. When talking about orders, remember that the store should sit down and talk. Don't let customers sit and stand in the shop. That's equivalent to waiting for Fujian. When sitting down to talk about the bill, ask less, listen more and interrupt appropriately. Then whisper, then whisper. This is very important! The quieter they are, the more they will listen carefully. The louder the voice, the more distracting it is.

Details are as follows:

The customer came in. . . It is best for the store to open the door for the customer in person when greeting.

Shopkeeper: Hello.

Hello, customer, what kind of wedding do you have here? In other words, how much is your wedding here? . . Basically.

Shopkeeper, oh, please sit down. Let's take a look at our original works. Here are some previous works for your reference.

Guest: OK, let me have a look first.

Shop, what would you like to drink? Please have a look.

Customer, you're welcome.

Shopkeeper, how about a cup of green tea for you? Our boss just brought it back from Fujian. Talk and do. What would this lady like to drink? How about a glass of orange juice for you? . . .

Female customer, no, no, no, let me see. . . . A cup of boiled water will do.

Shopkeeper, put it here. Be careful not to burn it. Please taste it. It's really delicious. . .

Customer: Oh, yes, yes, thank you.

Shopkeeper, look, this, this, this was made at XXX Hotel in February. The couple are from Qingdao. They are very considerate. We have been planning for them for more than three months. Their devotion made us unforgettable. .

As he spoke, he observed their expressions and looked at the position of his work.

Attention!

The works introduced to customers must have a certain grade. Never recommend it to customers at will, just do it and so on.

Observe what kind of works they look at. Especially when they ask you. Even if it's just a sentence, you should carefully talk about the list in the store, take a pen and paper, and preferably use a special notebook or computer. Pay attention to every word they say and record it at any time. It doesn't matter what you record. They won't look. However, this shows that our store cares about them and takes them seriously. Ask elementary questions as soon as possible according to their cars, bags, clothes, words and watches. For example, when are you getting married? In which hotel (in a very important one! ! Here's a pun, change

In other words, block the words they hold in the community. And we really need to know the hotel they booked to judge their identity and status? Please believe that the children of municipal party Committee leaders will never book a third-rate hotel when they get married. As long as you say hotels and tables, you can basically determine their identity and status. And the number of tables also determines the size of their social circle. A common people, is it possible to book 60 tables in XXX hotel? So, this is recorded. For the record, after asking the elementary questions, we began to recommend our pathfinder to them according to their eyes. What do we do? We don't know others well, and we can't ask them who you are and how much they will pay. According to the level of the hotel, for example, low-end hotels. This is a third-rate hotel. There are 300 banquets. The number of tables, 20 tables, is the framework of ordinary people.

Then the owner: Oh, ABC Hotel. Well, we did it there a few times. There is a small stage in the lobby on the second floor. Please have a look at this. This was done in ABC last year (remember, close your notebook and don't let others see it. Instead, take out the CD or computer hard disk to watch the video).

Attention! The photo is dead. Although the customer is watching, in fact, the brain may be wondering if you did it, or that you are talking nonsense. So, try not to let them see more photos! Just let them sit down and show it for a while. And suggest not to write the price, but the complete exhibition. After taking out the video, remember that this video is like this. Don't watch the whole wedding from beginning to end. But just show them a paragraph, no more than three minutes. Yu Guang always observes whether they stare at each other or are at a loss. According to their clothes, watches, cars, bags, hotels, tables and other information, we must choose to see a wedding whose price is higher than the experience. If 2000 people like them according to experience, show them more than 3000. Be sure to leave a margin. Don't tell them the price. After reading three, you can say according to your judgment, look, the one I just showed you, the one where the groom sang, is actually very cheap, but it looks good, because the groom is very attentive and wants to get a decent wedding for his wife, and the singing is proposed by the groom himself. Well done! If I get married, I hope my husband can sing a song for me. That's great.

Customer, how much is the show?

Shopkeeper, the groom with the pink tie just now is still expensive, 4200.

Customer, what about the singer?

Shop, that 3600.

Customers. . . .

Why? Because we didn't recommend them much money at all. But just show them other people's marriages.

Gifts make the bride excited and the groom shy. Look at others, that's called marriage. Look at you, just tell me something simple at home. Hum! )。 Although I didn't say it, it must be so psychologically. Just as they are going to watch the next film, please change the subject quickly. . . Pour water. Wait, bride, where did you get married? . . This is all nonsense. However, it is very useful. The reason is that we care about their wedding not only in terms of economic interests, but also in all aspects. There are also people who pour water three or two times and cross topics, such as:

Bride, what color scene do you like? Groom, what do you think of saying a few sweet words at the wedding? Bride, why don't you choose a wedding dress first and have a look at our new wedding dress. After all, the bride's wedding dress is the most important thing. Look at their thoughts and inner statements.

If they comment on the details of a wedding with a smile, they can basically conclude that this is probably the case. Pay attention to explain some details of the wedding to them from time to time. This is actually to disturb their thoughts. In case it seems endless. If the bride is willing to try on the wedding dress, she can hardly run away. It doesn't matter if you don't try. As long as they pay attention. If they don't pay attention, it means that the video you choose doesn't conform to their aesthetics or style. Get dressed quickly! Remember, don't put yourself into the video, or you won't fool others, you will fool yourself first. Observe at any time, cross talk at any time, stop properly and smile? Care? Busy changing water, fanning the flames and belittling a work. To belittle a work, there must be a basis. For example, if you look at this, we suggest using lights with them, and they say nothing! Oh ~ ~ what a pity, it's so dark, what a pity. . Look at this. Let the groom say something, but don't say it. Even if you say thank you to mom and dad, it's ok. Look how uncomfortable it is for parents to sit there. . . Speaking of which, they will naturally not ask you questions about price, emcee, video, lighting and so on. Judge their choices and answer their questions according to their concerns. Hold the picture still, look at the dead picture and talk, this 3600, . If they say it is too expensive. Cheaper. We can't escape. If it is too expensive, I want to spend 1000 yuan. Ok, let's find them the most rubbish wedding example and show them. Don't worry, the bride will be angry when she sees it. Come on, I think you can order this. Well, I'll check with my boss (on the phone). . . . Our boss said that you can get a professional photo by clicking this. Send anything, mainly to test them. Accurate judgment requires experience. Master of 2000, if you show me the disk of 20000, it is estimated that it will be gone in one minute.

Remember a few points,

1, number of cars, bags, watches, clothes, hotels and tables

2. Look at the location

3. Degree of concern

4. fork, take it back, change the word, and fork again

5. Praise, urge and belittle a work.

6. Appropriate quotation

Second, high-end wedding recommendation

Customers come, perhaps to appreciate, or just to look around for different purposes. This does not include customers brought by friends. So according to yesterday's statement, after seeing BMW, crocodile bag, Swiss watch and 80 tables in luxury hotel? What do we need at this time? Major? ! In the face of those who succeed in small things, we need arrogance! Careful and civilized people, we need service! And the rich and powerful, we need professional! Meet a rich man. What a rich man. When we talk about being single, we must first improve our status. We don't have any money, but you really don't think we have 30. 1 10,000 weddings without you. . . . . This is an idea. Never show it as an emotion. Even so, after the customer comes, the owner: In which hotel?

Guest: 80 tables in XXX Hotel. . . .

Shop, oh, that hall is nice. We did it seven or eight times, and the only problem was that the chair didn't move.

The purpose of nonsense is to prove that we did it. This is the first element close to customers! ! ! Don't forget.

The shopkeeper went on to say: Oh, it's really nice, but to be honest, the overall color there is red, which is not suitable for a romantic wedding, but more suitable for a grand feeling. Let me show you one. We made this last month. You see, such a high space is very suitable for the operation of the rocker arm. You can't show a place like XXX Hotel. . . . . .

Remember, words are similar Not plagiarism. This rocker arm is our pathfinder. You know, no wedding with a rocker arm will be less than 8 thousand. Do you believe that a wedding with a rocker arm will be 32 thousand? So, use appropriate equipment or thinking; Pay attention to collecting the key words of the guest and quickly understand the meaning, and grab what he wants; The newcomer talks to you about the price, you talk to him about creativity, and he talks about creativity. There are hamburgers, paomo, Lamian Noodles. Third, chasing orders; Speaking of bills, many people are still confused even if you say it a thousand times; So what should we do? I told you the day before yesterday that customers must enter the door. In this way, through early communication, filing, estimation, cooperation in pushing orders and delivery; Then the problem of chasing orders is the preliminary work.

A 32,000? So, try it with an appropriate method or idea and see their reaction.

Pay attention to collect the key words of the guest to quickly understand the meaning, grasp the way he wants the wedding ceremony, attract the attention of the guest through video and picture effects, and try not to talk about the price first. Wait until the communication is almost over, then set the project price and send more non-expendable products. There are many kinds of lost orders, and now there are many wedding companies, and there are many references for newcomers! When we talk about planning, we can talk lightly with the couple about the wedding, such as some details, details of the wedding scene, details of the wedding banquet, and the holding of flowers and corsage. Some details ... and so on.

When a newcomer talks about the price with you, you talk about creativity, taste, taste and details ... haha, in short, don't argue with customers, there will always be something exciting for him. If you recommend a rocker arm to him and he is interested, find a suitable video to show him. If he is not interested, he must distinguish the situation. Maybe he doesn't care whether he has money or not. If you recommend it, use it. Maybe a miser. . . Remember, this device is not a device. It is a tool for us to test their consumption ability and psychology. You can tell them, flowers, shaking your head, dry ice, . . Feel the situation before deciding what to say. But our company had better have relevant video materials. Without reliable information, it is easy to run away. So, if you have any information, just say what metaphor. You see, this, this, um, yes, you are right. Weddings in XXX hotel are basically high-grade, otherwise the hotel attendants will not cooperate. . . I have no choice.

There are hamburgers, paomo, Lamian Noodles. Just like eating, you have to decide to eat that yourself first. Those who decide to eat steak avoid Lamian Noodles and hamburgers. It's because you haven't decided what to eat. Decide what to eat and you will know the direction. Crosstalk, talk, talk, talk, in short, always take the initiative in your own hands. If this doesn't work, then change it quickly, and at an appropriate time, you can raise the issue of paying the deposit. You can ask the boss for instructions and so on. According to their own cultural taste, to decide whether to do planning. Stop talking about planning, bumpkin. He doesn't understand! Said it was easy to escape. People with quality should try to talk about planning, especially the newcomers now. Many new people come and even have their own plans. Remember, give him the feeling of planning, but don't say specific ideas. Leave yourself a way out. The premise of a senior wedding is that the longer you stay, the better. Generally speaking, the basic values make them vague, but some seem to understand. Is the best. Pay the deposit and drive them away. Don't be wordy. Write something about them in the future and give it to MC, which will be concrete. This kind of wedding is more credible. Assist the company to form culture and face in the form of a third party. Let them try on the wedding dress in a few days, let them shoot the MV in a few days, and ask them again in a few days.

Let's go . . . In short, it is infiltrated bit by bit. But we must pay attention to their actual spending power and don't set the budget too high. The last step is the most important. How to get customers to pay the deposit is the only way to complete the order task. The key is to grasp the temperature and order it quickly! ! Remember, no matter what happens in the future, it is estimated that they have spending power and dreams. After observing and communicating in advance, pay the deposit as soon as possible and let them wait for planning! ! ! ! If you pay, there will be no problem. Once, twice and three times, you can basically realize the wish of 10000 or more.

Third, chasing orders

Speaking of bills, even if you say it a thousand times, many people are still at a loss. It's not lack of ability, but lack of confidence! Customer 1000 yuan can basically be done. If we say 1500 yuan, it is worse than 1000 yuan in case of running away. Most people have this idea. Therefore, it is common for newcomers who could have held 4,000 weddings, but weddings are the reality of 1780. When I ask newlyweds about their wedding, they often say, how do we know? Nobody told us about it. . . . . This is the mistake caused by lack of confidence. This kind of unconfidence is not only yours, but also yours. Meet the brave in the narrow road and win! Let's see if you can survive the last time.

So what should we do? I told you the day before yesterday that customers should not worry when they enter the door. Your constant observation, your free words and deeds, customers will definitely enter your design circle. Then through appropriate promotion, depreciation and stimulation, customers will basically settle down even if they bite their teeth. Of course, this requires some experience and patience. It is suggested that employees in each store practice talking about orders as customers. Very effective! At the same time, we should pay attention to mutual cooperation, between employees, between employees and bosses, and between employees and fake customers. Of course, this is not cheating, but a camp after making a preliminary estimate and observing the conversation. Ha ha. . . . And be careful not to outsmart yourself! A company rose from 3000 to 8000, then to 10000, and then. . . . As a result, the client was annoyed and we couldn't sell the house for the wedding. Therefore, we must learn to grasp the scale! That is, it is not too much to reach the peak of customer consumption. Even if they regret it later, they won't say anything. This is success. If customers scold their mothers in the future, it will do great harm to your business. Don't be mercenary, just for a moment's money will hurt you sooner or later. A gentleman makes money in a proper way. In fact, the best way is to say nothing, pay the down payment for planning, hosting and video, and leave. What is this? We'll talk later. Not at all, but specific projects, equipment and so on. Do a good job in customer investigation and filing, and only observe from the list. Fully estimate your spending power. And in the second half of the conversation, a tentative price disclosure is given appropriately. See what they do. But it's best not to decide! The more you decide, the less wonderful the wedding will be. The less you talk about in front, the more space you can use in the back. The easier it is to make the wedding work more exciting. Then it would be much better to leave enough space for the later period and let the MC speak for you when communicating. They believe what MC says, but they don't believe what the company says. I hope you don't doubt this. It's absolutely true Let the video tell you something, such as the influence of venue lighting on the video. There should be lights. . . . . The video is done in one sentence, and they won't believe you for a day.

In this way, through the communication, filing, estimation and cooperation in the early stage, the materials were handed over to the MC, and new people were called to make suggestions for revision according to the situation of the venue. The master of ceremonies handed over the planning, which involved the effect of so-and-so large equipment. . . Instill them with a strong sense of effect, and tell them the price in a helpless way. Let them think this equipment is too important! It's not too bad. If things are too expensive and affordable, they will be solved naturally. If it is really a problem of spending power, they will ask you to give a compromise device to replace it. . . . We have already talked about the compromise stage, and your order is very accurate! Talking about lists is like fishing. First, we feed the fish. Second, we attract fish. Third, we go fishing. Newcomers are like fish on your hook. You can play as you like. Don't let him get away. As long as he doesn't run, it's easy to say how to play.

Then the problem of chasing orders is a series of supplements on the basis of previous work.

In terms of equipment (such as the need for a headlight),

Talk about the effect (shoot a MV).

Master of ceremonies (the money of a good master of ceremonies is several times that of an ordinary master of ceremonies),

From the video (double machine, or rocker arm. . )。

Wait, wait, wait. . . . . . .

These supplements need to be completed by the master of ceremonies. Because of the design of the effect, the MC needs a piece of equipment, which is much more powerful than what you told them. At the same time, in larger stores, it is suggested that while MC is chasing orders, the staff of our store should play the role of planner again. Xiao Zhang, go and call the planner Wang. . . . . In short, it is the first choice to help chase orders as a foreigner in the later period.

Be careful not to rush after the order, otherwise it will easily lead to a unanimous veto. When people listen, they think you are fooling them. That would be trouble. Although still very polite, I obviously don't want to say more. It's no use talking about it. Even the original agreement was rejected. Pay attention to the principle of order when chasing orders. Don't give a hammer to the east and a stick to the west. Talking about the list begins with paying attention to the methods of accepting, releasing, watching, asking, derogating and stimulating. The pursuit of orders begins at a certain point, and this point is over. Try not to talk about it in the future. Say one more point. For example, let's talk about the venue, the lighting caused by the venue, the stage and so on. From an emotional point of view, projection.

MV, blessings, gifts and so on. A completely different idea. This kind of thinking will not cause customers to be alert to you, and it is easy to talk about marriage.

Push things quietly,

Talking loudly about plans,

If you don't listen, you will feel sorry.

This is a kind of thinking. The big one is big, and the small one is small. Let's stop here. Thank you for your participation. Let's communicate more. Improve yourself and influence others. Instead of lowering yourself and belittling others. A year of headlights, big stage, big sound and big scenes. I hope everyone will pay attention to the direction of pushing orders.

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