shannon underwood - wedding mbashannon underwood wedding mba [email protected] wedding pro...
TRANSCRIPT
Counterfeit CashShannon Underwood
Wedding [email protected]
WEDDING PROCONVENTIONOCTOBER 2 - 4, 2017Las Vegas ConventionCenter
Presentation Breakdown1. Vocal Delivery2. Selling Through Your Senses3. Disruptive Marketing4. Slogans and Concrete Language
Your Voice
NEW YORK CITY
Does Your Delivery Reinforce YourMessage?
Whisper
Voice is about context
Act or use a voicethat’s not your own?
Real Money Voice Tips* Videotape or audio record your sales
presentations
Real Money Voice Tips
* Word stretch, whisper, play up ordown your accent
Real Money Voice Tips
* Work on your stage andrainbow voice
Money Minute
Some memories feel different…
Think of…
It is unlikely that you will get yourcustomers to buy…
Sell With The Senses
Candy Wall
Sketch Reception
Signature Scent
Florists
Color Chart
Environmental Psychology
Selfies=Less Trustworthy
Less OpenMore Narcissistic
Ask Questions
Real Money Tips
•Notice how youmake yourcustomers feel
Real Money Tips• Order a warm drink and sit at a
stable table• Check out your surroundings
ahead of time-avoid locationswith distractions
Real Money Tips
• Let someone else take yourphotos-avoid selfies
• First impressions don’t goaway
The Most Basic Way toGet Someone’s Attention….
Disruptive Pattern
Surprise
Captive Audience
Email/Blog/Video Ideas
Don’t Sound likeeveryone else
Email/Blog/Video Ideas
The DJ That Saved TheWedding
Email/Blog/Video Ideas
The Dark Side Of BeingEngaged
Email/Blog/Video Ideas
What Other MakeupArtists Won’t Tell You
Email/Blog/Video Ideas
The Wedding Party GiftThat Goes Straight In The
Garbage
Email/Blog/Video Ideas
The Psychiatric Exam ThatYou Must Give Your
Caterer Before You HireThem
Email/Blog/Video Ideas
What Your FutureMother-In-Law Does Not
Need To Know AboutYour Wedding
Email/Blog/Video Ideas
What Your 13 Year OldSelf Would Say About
Your Wedding
Email/Blog/Video Ideas
What MY 13 Year Old SelfWould Say About Owning
a Venue
Email/Blog/Video Ideas
Everything I Need ToKnow About WeddingReceptions I Learned
From Happy Hour
Email/Blog/Video Ideas
The Wedding Advice YouDon’t Need
Email/Blog/Video Ideas
Don’t Become A Walking,Talking Wedding Cliché
Disruptive Questions
Disruptive Questions
How did you two meet?
Disruptive Questions
Tell Me About YourWedding.
Disruptive Questions
Tell Me About YourWedding.
Disruptive Questions
What are you looking forin a DJ?
Disruptive Questions
What part of the weddingare you most looking
forward to?
Disruptive Questions
What is the mostimportant thing to your
fiancé?
Disruptive Questions
Tell me about the bestwedding you’ve attended.
Disruptive Questions
Tell me about the worstwedding you’ve attended.
Gap Theory=Gap in information
Gap Theory
Should you live streamyour wedding?
Gap Theory
What five questions youmust ask yourphotographer?
Gap Theory
Why do weddingplanners love to do the
things you hate?
Gap Theory
Why do the weddingprofessionals you love the
most charge the most?
Treasure Hunts
Treasure Hunt Venue
In Person Clue
Gown Shop Treasure Hunt
Clue Ideas
DJ CluesCatering Clues
High Tech Treasure Hunt
-Email- Solve clues, post photos,
and videos
Treasure Hunt Ideas—Google It
Delta, Adidas,Victoria’s Secret
Miniatures
Miniatures
Miniatures
Miniatureswww.ArchiVisionModels.com
Miniatures
Most Minis on Etsy
Miniatures- Escort Table
Pack Up And Go- Surprise Travel
Real Money Tips
•Disruptive Marketing• Disruptive Questions
Real Money Tips
•Gap Theory•Treasure Hunts
•Miniatures
Slogans For Business
Game
Slogans
Just Do It
Slogans
Slogans
Think Different
Slogans
Slogans
Because You’re Worth It
Slogans
Slogans
Push ButtonPublishing
Slogans
Slogans
The Business Side Of TheWedding Business
Slogans
A Diamond Is Forever
Slogans
Concrete Language For Slogans
Concrete Language
Florist-Couture FloralDesign At Wholesale
Prices
Concrete Language
Caterer- AmericanCuisine Meets Tex Mex
Concrete Language
DJ- Club Quality MixingWith A 5 Star Emcee
Concrete Language
Beauty- Blessed AndLipstick Obsessed
Concrete Language
Gown Shop-EleganceWithout Snobbery
Concrete Language
Planner- The Creativity OfAn Artist Meets The
Negotiating Skills Of ALawyer
InventiveLanguage
English and Australians
They make insultssound good.
Inventive Language
Ornery=Cheeky Monkey
Inventive Language
In negotiating…Trying to get that price forthat quality is trying to find
a unicorn.
Inventive Language
Intern=ShadowPuppet
Inventive Language
Our kidsFight=Battle
Video
Concrete Language
For This Video and MyPresentation Notes Go Towww.WeddingMBA.com
Click on WedBiz Tips
Inventive Language
The couple is consideringsomeone else…
Inventive Language
We are also meeting withXYZ Officiants-
“mainstream andbuttoned up but…
Inventive Language
Based on ourconversations you arelooking for somethingmore personalized”.
Inventive Language
We are also getting a quotefrom Smelly Florals
“structured andpredictable” but…
Inventive Language
Based on ourconversations… you arelooking for something
more modern”.
Cheeky Monkey
Counterfeit Cash
We have gone over thereal money making
tasks….
Counterfeit Cash
What are some tasks thattake up your time
but don’t make you anymoney?
Counterfeit Cash Tasks
• Inefficient meetings thatrun too long
(Try Short and smallmeetings)
Counterfeit Cash Tasks
•Outdated processes( Try automating)
Counterfeit Cash Tasks
•No clear division of labor(Don’t try to do
everything yourself)
Counterfeit Cash Tasks
•Not valuing yourown time
(Avoid distractions)
Remember
• Voice• Captive Audience
• Disruptive Marketing• Sell with Senses
