Okay, now that you’re convinced and want to understand more about your target audience, we need to take the information you’ve learned about your millennial audience, evaluate your own

sales and marketing habits and be more appealing towards the likes and dislikes of your target audience and use it to drive more conversions at every stage of the sales process.

This can be done in two steps and here’s the first one:

SPEND TIME UNDERSTANDING BEFORE YOU TRY AND BE UNDERSTOOD.

Get into their world, mentally.

See the world through their eyes:

IT’S MAINLY DIGITAL.

We can tell you right now that your millennial couples do not want

you calling them.

They don’t want to answer the phone.

They struggle to get back to emails. (attention spans are dwindling the

more time we spend online - email has never been an effective tool for communication – great for file/text delivery – but not communication.)

These two circumstances typically make you feel like you’re being

ignored.

And that’s just the way it is. Their way.

But here is why they don’t want you to call them.

And this is important.

Are you ready to hear it?

They understand the value of time better than we do.

And they believe their time is very valuable. When we call them, we’re forcing them to answer based on OUR convenient time.

The truth hurts.

If they answer, they are forced to listen to us and take up their time now. However, here’s a little trick to help bring down their guard.

They are still humans and its human nature to desire a real human

connection.

Meaning, they want to know that you’re a real person behind that website or Hitched profile and here’s how we can align with them.

Second step:

MEET THEM WHERE THEY

ALREADY ARE.

They give their attention to SMS messages, instant website chat

functionality, Whatsapp and some specific social media platforms.

Here’s how we can penetrate their world: When they enquire, respond with a message first (Remember: we must have explicit consent first under GDPR law or risk a maximum fine of £17.5 million or 4% of annual global turnover – whichever is greater).

Don’t under any circumstance try to sell or book them for anything.

Don’t be a salesman, just be human.

Here’s an example:

“Hi Jane, thank you for enquiring about [Venue]. I have a few moments between appointments and I just wanted to quickly reach out to you. If you have any questions, I’m here to help. I’m also

adding you on [FB or IG] so please keep an eye out for my invite. I

find it’s reassuring for couples to get a sense of who I am prior to

booking with me. Have a great day!”

Then immediately afterwards, add them on Facebook or Instagram

(not before and not both at the same time). After they accept, send

them a direct message and sincerely remind them you’re around for

any questions.

This will make you a real person to them - It elevates you from business contact to friend.

Can you see how this will drive trust and enable you to book many more weddings?

(We covered this topic in greater detail in our Mastermind with Kelly

Mortimer – “HOW THE MODERN DAY CONSUMER HAS CHANGED &

HOW TO USE IT TO YOUR ADVANTAGE TO BOOK MORE WEDDINGS” - feel free to get in touch and we’ll shoot you over the video with our compliments - this is usually reserved for the inner circle group)