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